1. A New Mindset for Personal Training
2/12/2018 4:31 PM
A New Mindset for Personal Training
By John Platero
Powered by: The National Council for Certified Personal Trainers (NCCPT.com)
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The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

2. Who is a Personal Trainer?
2/12/2018 4:31 PM
Who is a Personal Trainer?
Bureau of Labor Statistics – Fitness Trainers and Instructors for 2015
Quick Facts: Fitness Trainers and Instructors
2015 Median Pay
$36,160 per year  $17.39 per hour
Typical Entry – Level Education
High school diploma or equivalent
Work Experience in a related Occupation
None
On-the-job Training
Short-term on-the-job training
Number of Jobs 2014
279,100
Job Outlook
8% (As fast as average)
Employment Change
23,400
© 2008 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

3. Pay Rates at 5 Popular Gym Chains
Hourly Session Wage
Hourly Floor Wage
Equinox
$ $28.00 at Tier I
$8.00
$ $36.50 at Tier II
$ $44.00 at Tier III
Around $60.00 at Tier IV
Bally Total Fitness
$ $17.00 at Level 1
Minimum wage
$ $20.75 at Level 2
$ $29.10 at Level 3
$34.40 at Level 4
$39.10 at Level 5
Gold's Gym
$ $35.00
$ $8.50
(No official tier system)
24 Hour Fitness
$13.50 at CPT 1
$ $9.50
$16.00 at CPT 2
$18.50 at CPT 3
$20.50 at EPT/Master
LA Fitness
$ $15.00
$0.00

4. U.S. National Salary for Personal Trainers
Salary.com (2015)
BLS.gov (2014)
Lowest 10%
Median Salary
Top 10%
Average Salary
≤ $27,300
$55,158
$79,217 +
$39,410

5. IRHSA 52.9 million health club members
23.2 million (44%) use the club at least 100 times a year
22.1 million (43% or 2 out of 5) use group exercise
13.5% or close to 8 million members use personal training
58% of non-members said price was the largest barrier for joining a health club

6. Which way will the industry go?
Lower prices and lower wages = more clients
Advanced expertise/education and experience = higher quality trainers.
Health Coaching, wellness coaching, life coaching? Baby Boomers
Insurance reimbursement? American Specialty Health, Health Savings Account (HAS)
Corporate Wellness, Cruise Ships, Resorts and Spas, Retirement Homes.
Licensure --- national standards

7. What are our Outcome Goals?
Commitment
Consistency
Results

8. Unlimited Training – Features & Benefits
Members pay monthly and can train with a trainer whenever a trainer is available during certain hours, days and/or weekends.
Trainers do first sessions, help people on the floor, work in and train with them or train them.
Can only reserve a session 30 minutes prior.
Sessions are 30 minutes…..but can run up to 60 to 90 minutes.
Trainers earn floor pay. May upsell to paid sessions, small group etc. and earn more money.
Retention: Trainers are actually training and not doing phone sales or other things they don’t like to do, which in turn saves time and money recruiting and onboarding new staff.
Revenue: Makes it more affordable
Outcome Goals: Commitment, Consistency and Results

9. Unlimited Training – The Numbers
How many intros or first sessions are done a month (45 -55%) and of those how many people buy PT? ( %) Why didn’t they buy? Was it price?
How many members cancel their PT because they can’t afford it?
Add up all the “floor hours” (I believe that’s minimum wage) for the week/month of all the trainers. How long or what is the average time it takes a trainer to convert from floor hours to having clients? (this is your investment)
Trainers floor time pay with matching taxes (cost of the trainer to the company) versus the gross from members purchasing the unlimited training.
10 members paying $200 a month =$2000. In CA, minimum wage is $10.50 an hour x the scenario (M- T 5am – noon, 3pm – 10pm Friday 5am – noon, 2-9pm, weekends 8am –noon and noon – 6pm)=70 hours a week x $10.50 =$735 x 15% matching taxes ($110.25) = $ x 4.3 weeks = $ in costs.
20 members were to pay $200 a month = $4000 a month
Must gauge the possibility of people cancelling their paid sessions and instead choose the unlimited PT membership

10. What is the current process?
Free sessions
Packages
Monthly
Cancellation Policies
Semester

11. Semester Pricing
Eliminates no pay for no-shows and 24-hour cancellation fees.
Eliminates unused sessions or expired sessions.
Eliminates letting people slide on the cancellation fee because of the fear they might cancel their PT sessions.
Eliminates the possibility of someone entering sessions when the client never showed and the aftermath of explaining that to the client and reprimanding or firing the trainer.
The client not reaching their goals because they miss too many sessions
Insurance reimbursement.

12. What is the process in hiring a personal trainer?
What is the recruiting process?
How many interviews?
Is there a hiring team?

14. Recruit
Educate
Onboard
Certify

15. Efficient Onboarding = Quality Service
Walking the floor
Conduct fitness assessments
Booking sessions (phone, s, etc.)
Follow up phone calls
Gym etiquette and maintaining the weight room floor
Documenting sessions
Contacting inactive clients
Asking for referrals
Standing out in the crowd –entrepreneurial ideas: body fat, surveys, etc.

16. New Mindset
We are educated fitness professionals who play an important role in the healthcare continuum, particularly valuable in the preventative aspect of injury and illness.
Employed or self employed will depend on the person and their stage of their career.

17. Thank You!