Motivate Your Trainers to Hit Their Numbers!

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I have a unique take on how to motivate your CPTs since I am currently a consultant for other studios and health clubs, I have hired and worked with over 100 trainers, I own my own studio, and I still am a personal trainer myself. Basically, I’m able to look at the equation from all sides. What I can tell you is that in order to have your CPTs complete more sessions you have to have your systems in place for making it a priority to them. Here’s how:

I just got this question from S3 Member, John Hall, as well as in some of the comment sections and I’d like to address this point and show you how I’ve been able to succeed in this department.

First off, I want to reiterate that all of my CPTs who work in my studio all sign non-compete agreements and also agree to not train clients anywhere else on their own (they are also ALL 1099 independant contractors). If they do then they know they will be terminated and will not be able to take their clients with them.

I’m an easy going guy, so I only like to have this serious conversation 1 time. It occurs the day they sign on and fill out their non-compete agreement.

If they are transitioning over from another facility over the course of 4 weeks, then I will mention it again when they fully transition over.

This means no training in-home clients, bootcamps, or doing any other training outside of the studio.

Also, I pay my CPTs exceptionally well and ensure them that if they put in the hours they can easily make $80 – 100K a year. (search this post under the “business tool box” category)

Where else are they going to make that kind of money?

Certainly not at a local health club…

Another way, I am able to make hitting a certain # for the month fun is by creating a little competition and team building.

I came up with the “600 Club” about 3 years ago as a way of adding in a bonus structure for my CPT team.

Here’s how it works:

I have 5 full-time CPTs in my studio (including myself) and our goal as a team is to hit 600 sessions for the month.

If we hit that goal then everyone who reached 120 sessions gets a $100 bonus!

AND, the “Fitness Pro of the Month” who reaches the most sessions gets $250!

Pretty sweet, right?

Now, you’re probably thinking that paying out close to $500 more per month is way too much… this simply isn’t true though. Here’s why:

Ever since I implemented this type of bonus structure where I have the CPTs write in their weekly sessions on the wall I’ve noticed my numbers rise dramatically (about 20% without any other external changes in clientele).

That means I make far more than the $500 I’m paying out. Plus, the bonuses only come from additional money that is brought in.

AND, if you’re CPTs are full-time (30+ sessions/week) then you’re making a % of each one of their sessions… so you keep making exponentially more profit with each session completed over your break even.

My favorite part is that the CPTs are happy making money, shooting for a specific goal, and competing against one another for the top spot. I think the money is secondary a lot of the time – many people just want to be the Fitness Pro of the Month!

So like most things, this is a simple technique that works very effectively.

Just post the “600 Club” sheet in your CPTs office and let everyone know how it works at your next team meeting.

Of course, you can come up with any # you want… 1000 Club, 300 Club, etc.

(I used to have a 560 Club, but raised the bar after seeing our #’s consistently between 600 – 700 sessions per month.)

I also have chosen not to include my part-time in-home CPTs. You could decide otherwise…

Here’s the form I use and post in my CPTs office:

>>> Download the 600 Club Bonus Monthly Sheet

A few other notes:

Although, I try to have my CPTs shoot for 35 – 40+ sessions completed per week (140+ per month), the 120 session bonus structure allows them to take vacation time and not be overly stressed about having to hit 140 sessions per month – I did try this before and it didn’t work. (Learn from my mistakes ; )

I do not count vacation days toward their sessions completed – they are counted as 0 sessions completed that day.

This is the structure I have used with great success in health clubs, studios, and my own facility, but you are welcome to change it and make it your won.

Also, if we hit 700 sessions for the month (just in studio sessions), I sometimes (unexpectedly to my team) take everyone out to dinner or some other team building event. Although it’s a business, I try to keep things fun!

Lastly, if your CPTs are making money and they aren’t allowed to do outside work then that should be motivation in itself. Pay your people well so that they don’t run off and possibly more important than the pay is treating them with respect and leading by example.

So go call a team meeting and pump your people up!

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  • I’m happy to update you and say that last month we hit 1,047 sessions!

    This whole Smart Studio Systems stuff really works ; )

  • Andrew Voris

    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?

    • Hi Andrew,

      Here’s how I look at it:

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

      However, even if that trainer takes the client after they pay 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
      3. Check in with the 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
      5. Have the new client fill out an invoice for your company – NOT pay the trainer and then have the trainer pay you.
      6. Let the CPT know that if this 1st client goes well you will continue to send them additional clients.

      Follow these steps and you should be just fine!

  • Please excuse any typos… I’d rather spend my time writing more posts for you!