Building Your PT Business Inside a Gym

The PT Opportunity

Personal training offers:

• Highest revenue per hour
• Better member results (retention)
• Premium positioning
• Scalable income
• Career growth for trainers

Most gyms underutilize this opportunity.

PT Department Structure

Small Gym (up to 500 members):

• 2-3 personal trainers
• 1 head trainer
• Shared floor duties

Medium Gym (500-1000 members):

• 4-6 personal trainers
• 1 PT manager
• Specialized trainers

Large Gym (1000+ members):

• 8+ personal trainers
• PT department manager
• Specialists (strength, weight loss, sports)

Revenue Models

Model 1: Gym Employs Trainers

• Fixed salary + commission
• Gym sets prices
• Gym handles sales
• Typical split: 50-60% gym, 40-50% trainer

Model 2: Trainer Revenue Share

• No fixed salary
• Higher commission (60-70%)
• Trainer builds clientele
• Gym provides leads

Model 3: Rent Space Model

• Trainer pays gym monthly fee
• Trainer sets own prices
• Full independence
• Common for senior trainers

Pricing Your PT

Session Rates (India):

Package Pricing:

• 12 sessions: 10% discount
• 24 sessions: 15% discount
• 36 sessions: 20% discount

Lead Generation for PT

Internal Sources:

• New member orientation
• Fitness assessments
• Goal setting conversations
• Referrals from existing PT clients
• Class to PT conversion

Sales Process:

New Member
    ↓
Free Fitness Assessment
    ↓
Goal Discussion
    ↓
PT Recommendation
    ↓
Trial Session
    ↓
Package Sale

Trial Session Strategy

The Perfect Trial:

1. Pre-session consultation (10 min)
2. Workout sample (30-40 min)
3. Post-workout discussion (10-15 min)
4. Package presentation

Trial Conversion Tips:

• Demonstrate value quickly
• Address specific goals
• Show measurable progress path
• Create urgency
• Offer first-purchase bonus

Trainer Development

Skills Training:

• Sales and consultation
• Program design
• Client communication
• Nutrition basics
• Injury prevention

Certifications to Encourage:

• ACE, NASM, or equivalent
• Specialty certifications
• CPR/First Aid
• Nutrition basics

Client Retention in PT

Best Practices:

• Progress tracking (photos, measurements)
• Regular goal reviews
• Varied programming
• Celebration of milestones
• Relationship building

Red Flags:

• Missed sessions increasing
• Enthusiasm declining
• Questions about pausing
• Payment delays

Scheduling & Logistics

Booking System:

• Easy online scheduling
• Automated reminders
• Cancellation policies
• Waitlist management

Session Policies:

• 24-hour cancellation rule
• Late policy
• Make-up sessions
• Package expiry

Performance Management

Trainer KPIs:

• Sessions conducted
• Client retention rate
• Package sales
• Revenue generated
• Client satisfaction

Incentives:

• Commission tiers
• Retention bonuses
• Referral rewards
• Performance recognition

Scaling PT Revenue

Quick Wins:

• Increase trial conversions
• Improve package size average
• Reduce client churn
• Add small group training

Growth Strategies:

• Specialized programs (weight loss, strength)
• Online coaching add-on
• Nutrition coaching
• Corporate PT packages

Technology Support

Essential Tools:

• Scheduling system
• Progress tracking app
• Payment management
• Client communication

WTF Powered Includes:

• PT scheduling
• Package management
• Progress tracking
• Revenue reporting

Conclusion

A strong PT department transforms gym profitability and member results. Build the right team, structure compensation well, and focus on conversion and retention.