How to Add In-Home Training to Your Services

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I got a question from Andrew, one of our S3 Members, asking “I get requests from training prospects for in home training all the time and would love to hire a trainer for this but am very scared about how to manage this. How do I keep this on the up and up and not get ripped off by the trainer servicing my clients?” I figured this was something many of you may have on your mind, so here are the 8 steps on how you can quickly take care of this issue:

(Quoted & expanded from the comment section “Motivate Your Trainers to Hit Their Numbers”)

Hi Andrew,

Here’s how I look at it:

If I don’t send someone out to meet with my new in-home prospects I make 100% of $0… and lose the lead.

I didn’t even try to make something happen for fear I would lose that client down the road to an unethical trainer…

However, if I were to send out a CPT to meet with my new in-home lead and even if that trainer takes the client after the new client pays me for the 1st 12 week package well then I at least made $$$ off of the deal (money I didn’t have before). Plus, if the CPT really did steal the client from you after the 1st package then they get some seriously bad karma… and that will catch up with them.

I suggest taking the high road, but taking these precautions:

1. Establish a good relationship with the CPT you’re hiring for in-home sessions

2. Have the CPT sign a non-compete stating it is illegal for them to steal clients you introduced to them

3. Check in with the in-home prospect by phone to establish a relationship with you and your company before they meet with the CPT

4. Email/call that client every 2-3 weeks to stay in contact so it looks like you haven’t forgotten about them and handed them off completely to the new CPT

5. Have the new client fill out an invoice for your company – NOT pay the trainer and then have the trainer pay you. You pay the CPT for each session rendered – NOT up front.

6. Let the CPT know that if this 1st client goes well you will continue to send them additional clients. This will entice the CPT to be on their best behavior since you will be a new source of income for them.

7. Check in with your in-home CPT once a week to see how client sessions are going and if they need anything on your end. Try to make them feel like a part of your studio team – show ’em some love!

8. Check in with the in-home client at the end of their package if the CPT says they will not be renewing. Ask them what you could have improved on, why they won’t be renewing, and let them know you will be there in the future. Let the CPT know you will be doing this – this will also prevent them from telling the client it is cool just to pay them directly for this next package… slick, right?  ; )

 Follow these steps and you should be just fine!

And remember, the worst that can happen is that the client does end up paying the CPT directly and you don’t make any money after the 1st package… YOU at least you still made some money! (you can also enforce the non-compete and make their life more of a pain then it is worth…)

Lastly, just a note on hiring your in-Home CPTs:

Hire them the same way you would your studio trainers! Also, make sure they give you a copy of their liability insurance stating they can work in client’s homes. You may also want to do a “Cory background check” to make sure they’re not a former axe murderer… no joke, I had a guy tell me AFTER I hired him for a health club (about 6 years ago) that he did 3 years in jail for beating a guy close to death – yikes!

The best way to get started with this is to get started!

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  • Robert Brown

    Can you please provide some more content on your online training programs? What software your using? How you charge?

  • Andrew Voris

    Thanks for this! Very helpful as always…..what is a cory background check?

    Also I need to see how you structure your back office…..I barter for book keeping and then use an accountant for incorporation stuff and yearly taxes…I also use ADP for payroll. My software system is Club Ready. I use Quickbooks online to collaborate with my book keeper client.
    I write all of my programs for every client including my trainer’s clients using http://www.fitnesscoachpro.com and I always hire and follow NASM principles to the T.

    Pandora is my studio music system over the internet and Chase has been great for business banking.

    Workout muse works great for boot camps and I use vista print for my website and all print materials.

    Polar is my go to for heart rate and cardio stuff and Usana is my go to for supplements and nutrition program which by the way is my corporate wellness and feeder program. Awesome!

    That covers most of it. I do use word press and an independent guy I found for my boot camp website that is awesome as well….I can refer you to him.

    If you can critique this information and tell me your experience with anything I use that would be great! What should I do different?

    Thanks!

    • Hi Andrew,

      Great post!

      A “Cory background check” looks into their criminal records (hopefully they don’t have any!). It’s not a bad idea to do when you’re sending someone into another person’s home…

      Typically, I only hire CPTs by recommendation and I know them fairly well before hiring them on board.

      I also use Panadora, Polar, and WordPress so we’re pretty much on the same page with that… You sound like you’re doing great – keep it up!