I have blogged about how we use productivity reports to gauge how full our personal trainers' schedules are, as a way to reward personal trainers when they hit specific productivity goals and as a way to measure how our personal training business is ...

Personal Trainer Productivity Means Everything! and more...



Personal Trainer Productivity Means Everything!

I have blogged about how we use productivity reports to gauge how full our personal trainers’ schedules are, as a way to reward personal trainers when they hit specific productivity goals and as a way to measure how our personal training business is doing overall.

Here are 3 blog posts on this topic that will help you understand how our productivity goals work:

Today I wanted to dig a little deeper into what factors should be included in productivity reports and share some questions and answers I have received from fit pros on this topic:

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  • Q: What factors are included in your productivity report?
  • A: Paid training hours, non-paid hours and total hours. With that we calculate – productivity ratio, non-paid ratio and compare it to the previous productivity ratio.
  • Q: Do you use a report from Mind Body Online to create this report or a self-created excel spreadsheet?
  • A: Both. We use the trainers’ time cards (that they fill out for each pay period) and balance it with their paid PT vs. their admin time. We use Mindbody Online to verify that the schedule on each trainer’s time card matches the schedule recorded in Mindbody Online.
  • Q: What counts as “admin time” and what doesn’t?
  • A: True admin time that counts “against” a trainer’s productivity ratio is time that the trainer is scheduled to be at the studio and the trainer is not with a paid client (group training, one on one personal training, team training etc.), if they are conducting management admin time (this is time managers are allotted in their employee contract to work on their management duties) or they are conducting a comp session.
  • Q: Do trainers get paid admin or paid training wage for conducting comp sessions?
  • A: Trainers are paid their admin wage for comp sessions, but if they close a sale after the comp session they get credit for that first sale no matter if the client is booked in that specific trainer’s schedule or not.  Also, if that client signs up for group training…that bi monthly automatic payment will always go to the original trainer that conducted the comp…even if that client ends up training with another trainer.
  • Q: Is everyone’s admin wage the same?
  • A: No, the admin wage and the paid trainer wage are agreed upon at the beginning of each year when managers sit down with each trainer and discuss the wages for the year. Both the manager and the trainer sign off on these wages on their employee agreement.

I have found that basing personal trainer pay and bonuses on productivity is the most straight forward and beneficial (for both our business and our personal trainers) way to manage trainer wages. Use this blog post and the other blog posts I have provided to see if you can incorporate some of our productivity methods within your fitness business!

Yours in health, fitness & business,
Sherri McMillan

REGISTRATION IS NOW OPEN FOR THE 2017 FALL FITNESS & TRAINING FORUM!!!
GUEST PRESENTER AMY DIXON. PORTLAND, OR. NOV 5TH.
REGISTER NOW!!!

Want to know how we “close” 80% of all our potential new clients (no matter which trainer is conducting the complimentary session)? All of our trainers use the same system. Learn our system and make it your own (and get the documents you need) with my Make or Break Your First Session with a Prospective ClienteVideo. No download necessary. Watch as many times as you like. Share with your team. Use as a training tool!
Automatically get 25% off through the end of Aug!

 

Like what you see here? Want more info, more details and more forms for your business? The Business of Personal Training System is for you! I give you the exact system that I use everyday at our small 5,000 sq. foot Personal Training studio.

empty DVD caseDid you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?! You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees. A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

Buy now and catapult your PT business to a new level.

Are Your Clients Fat AND Fit?

We all have clients that tend to carry extra body fat, but we know these same clients have been working hard and are fit. I recently wrote a blog post for our clients on this very topic! Please share this information with your clients….

“Are you carrying a lot of extra body fat? Although our society as a whole tends to fat-shame, the good news is some evidence suggests that fitness is more important that fatness, as the primary factor in reducing someone’s risk for developing various health problems. The message is this…..

…..fitness is very important whether you’re fat or not. In fact, if you are an exerciser who carries a significant amount of body fat, you can still be fitter and healthier than someone who doesn’t exercise at all and may be skinny.

If you’re not working out, you need to start and if you lose weight on the way, which you will if you follow a good workout program, it’ll be a bonus.

Don’t forget to sign up to automatically receive my latest blog post in your inbox!
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Here’s a few workout tips:

Cardio Conditioning

You’ve got to find an activity that you enjoy enough that you will do regularly in order to see any significant change in your health and fitness. Activities that will work best for you if you are carrying a lot of extra weight include walking, cycling, hiking, swimming, Zumba and other low-impact classes/activities. Avoid participating in any activity that involves a lot of impact – it may be too much for your joints at this point. Start with 20 minutes of activity 3x/week and build up to 20-60 minutes of activity 5-7x/week.

Be sure you’re working out at the right intensity – not too easy or too hard. You can use a technique referred to as Rating of Perceived Exertion. Think of it as a scale from 0-10 with zero meaning you’re in bed sleeping and 10 being you’re working out at a maximal level. During your workouts, strive to be between 4 and 6. Being at 4 on the scale would represent a low level of activity like a stroll or an easy bike ride with a slight elevation in breathing. You are still well within your comfort zone. Being at 5 represents a moderate level of activity like walking briskly. Your breathing is elevated higher than in level 4 but you are still well within your comfort zone. Being at level 6 represents a moderate level of activity like walking briskly to a very late appointment. Your breathing is faster and deeper but you are still at a level that is within your comfort zone. You feel that you can comfortably hold a conversation. As you get more fit, you can start to push towards higher levels on the scale for a few of your workouts.

Resistance Training

Muscle conditioning will help you to develop muscular strength and endurance. Since muscle tissue is energy burning tissue, having more muscle on your body will directly affect your ability to burn and lose body fat. A general recommendation is to allocate a third of your exercise workout to muscle conditioning and the rest to cardio conditioning. In an hour, this would mean 20 minutes would be spent on muscle conditioning and 40 minutes on cardio. Or you could intersperse muscle and cardio conditioning to maximize your caloric expenditure during the entire workout. So for example, you might do a Lower Body exercise, an Upper Body Exercise, a Core Conditioning Exercise and then 5 minutes of cardio. Then repeat using different exercises including squats, lunges, step ups, rows, presses etc. Use a resistance that is challenging enough so that you fatigue your muscles in 8-15 reps. Complete at least 1 set of a variety of exercises to challenge all the muscles and actions.

Nutrition

It is true that you cannot outrun a poor diet. Think of it this way. It takes about 5 minutes to consume 1000 calories but it would take you about 90 minutes to burn off those same 1000 calories. Clearly, gaining weight is a lot easier than taking it off. So to maximize the benefits of your workouts, assure that you are consuming nutrient-dense, calorically low foods. Fruits, vegetables, lean protein, healthy fats and whole grains with high fiber should make up the majority of your diet. Minimize the amount of processed foods you eat. Drink at least 10 glasses of water per day and reduce your intake of alcohol. Being fit AND maintaining an ideal body weight and body fat percentage will definitely give you an advantage in terms of your overall health….so that should be the ultimate goal.”

Remember, your clients may not immediately see the results of living a healthy life but the benefits are there. The proof can just take a little time to uncover.

Yours in health, fitness & business,
Sherri McMillan

REGISTRATION IS NOW OPEN FOR THE 2017 FALL FITNESS & TRAINING FORUM!!!
GUEST PRESENTER AMY DIXON. PORTLAND, OR. NOV 5TH.
REGISTER NOW!!!

Want to know how we “close” 80% of all our potential new clients (no matter which trainer is conducting the complimentary session)? All of our trainers use the same system. Learn our system and make it your own (and get the documents you need) with my Make or Break Your First Session with a Prospective ClienteVideo. No download necessary. Watch as many times as you like. Share with your team. Use as a training tool!
Automatically get 25% off through the end of Aug!

 

Like what you see here? Want more info, more details and more forms for your business? The Business of Personal Training System is for you! I give you the exact system that I use everyday at our small 5,000 sq. foot Personal Training studio.

empty DVD caseDid you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?! You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees. A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

Buy now and catapult your PT business to a new level.

Successful Program Design Based on Motivation

The reality that is you could have one client scenario and twenty different trainers would come up with twenty different workout programs. There are so many variables to manipulate that the chances of two trainers designing the same program is next to impossible. So which program is right? Many different types of programs can lead to the same result. As a trainer, you need to have a solid rationale behind why you designed the program that you did.

First, as a personal trainer, you have to understand it’s not just about exercise conditioning and program design. You can design the best program in the world but if you haven’t figured out how to help your client stay motivated to follow the program, it’ll do them no good.  So, as a Personal Trainer, you have to become a student of Lifestyle Coaching, Exercise Adherence and Motivation. Learn as much as you can about these topics.  It’ll really help you become an exceptional personal trainer.

We have developed an in-depth process at NWPT to help our clients maintain their motivation.  Here are the highlights:

Program design that is based on keeping your client motivated is the program design that will work best….every time. So, take the time to dig deep with your client to truly understand his or her motivation!

Yours in health, fitness & business,
Sherri McMillan

REGISTRATION IS NOW OPEN FOR THE 2017 FALL FITNESS & TRAINING FORUM!!!
GUEST PRESENTER AMY DIXON. PORTLAND, OR. NOV 5TH.
REGISTER NOW!!!

Want to know how we “close” 80% of all our potential new clients (no matter which trainer is conducting the complimentary session)? All of our trainers use the same system. Learn our system and make it your own (and get the documents you need) with my Make or Break Your First Session with a Prospective ClienteVideo. No download necessary. Watch as many times as you like. Share with your team. Use as a training tool!
Automatically get 25% off through the end of Aug!

 

Like what you see here? Want more info, more details and more forms for your business? The Business of Personal Training System is for you! I give you the exact system that I use everyday at our small 5,000 sq. foot Personal Training studio.

empty DVD caseDid you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?! You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees. A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

Buy now and catapult your PT business to a new level.

Work Wonders With Your First Impression

A good first impression can work wonders.” – J. K. Rowling

A good first impression is critical in the personal training industry. You work hard to get a potential new client into your studio and now is your one chance to turn help them and turn them into a paying client.

We have discussed how we conduct our complimentary first session with a potential new client, but today lets take a close look at some simple ways to make that perfect first impression:

  • People are coming to us because they want more energy and a positive, new prospective on life. They will be attracted to someone who exudes these qualities. You must demonstrate an energetic, positive, upbeat and caring personality! 
  • Demonstrate exceptional follow-up skills right from the beginning. For example, call to confirm first appointments, return all inquiries promptly or call clients back when you said you would.  Do a 24 hour thank you call or send out a thank-you card.  These will all demonstrate exceptional organization and business skills.
  • Arrive early and prepared for first sessions (and all sessions :)).
  • The first time you meet your client, be sure to smile, introduce yourself, give a firm handshake. Be sure to focus on them, maintain good eye contact, lean towards them
  • Take notes and acknowledge and repeat their concerns so they know you are listening and trying to understand their personal situation.
  • Mirror your client – which means adapt your style to your client.
  • Gently compliment their energy and their personality.
  • Look for a ‘common ground and then build on that.

Save this blog post and refer to these tips as you prepare to meet potential new clients.

Want to know how we “close” 80% of all our potential new clients (no matter which trainer is conducting the complimentary session)? All of our trainers use the same system. Learn our system and make it your own (and get the documents you need) with my “Make or Break Your First Session with a Prospective Client” eVideo. No download necessary. Watch as many times as you like. Share with your team. Use as a training tool!
Automatically get 25% off through the end of Aug!

Yours in health, fitness & business,
Sherri McMillan

Like what you see here? Want more info, more details and more forms for your business? The Business of Personal Training System is for you! I give you the exact system that I use everyday at our small 5,000 sq. foot Personal Training studio.

empty DVD caseDid you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?! You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees. A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

Buy now and catapult your PT business to a new level.

Does Your Team Have The Love?

Last week we reviewed some of the ways to promote teamwork within your Personal Training team. Many times personal trainers LOVE their jobs, but don’t LOVE their co workers quite as much. There can be a sense of competition between personal trainers because they are trying to “win” the most clients.

We include deliberate activities and processes to ensure that our Personal Training team works together rather than fighting against each other:

Don’t forget to sign up to automatically receive my latest blog post in your inbox!
Right at the top of the page.

Team Get-Togethers

We regularly host team dinners, BBQ’s and other events to ensure that all of our staff get a chance to get to know each other better.

Team Program Activities

Every month we host Active Adventures for our clients that include activities like snowshoeing, hiking, indoor rock climbing, white water rafting, kayaking etc. We ask our personal trainers to promote these events to their clients and we also ask our personal trainers to attend. As an incentive for our personal trainers to participate in these events, they can attend for free and we will pay for any rental and equipment fees.

Educational Opportunities

At Northwest Personal Training and Fitness Education, we believe that the day a team member stops learning is the day we begin to lose them as top-performers. So we highly value the educational opportunities we provide our team.  We presently host a minimum of 3 educational conferences a year and our staff attend these events for free.  Our trainers are also given a $200 yearly educational allowance that can be spent at external conferences at their discretion.  We also have an extensive library of tapes, books, articles and journals that trainers can access.

Lecturing and Other Career Opportunities

At Northwest Personal Training & Fitness Education we believe that it’s important to keep a trainer’s career diversified in order to prevent boredom. Personal Trainers at Northwest Personal Training, can expect to do private personal training, group personal training, administrative work, marketing initiatives, lecturing to members and peers, media work and writing.

Praise & Recognition

When a Personal Trainer exceed our expectations, they can expect to be acknowledged for that in either a letter, memo or they may be given a small gift certificate as a token of our appreciation.

Bench Marking

We regularly benchmark against our local competitors to determine what others are charging for personal training and what personal trainers and customer service reps are being paid in our area. Personal Trainers at Northwest Personal Training can be assured that we will always act fairly and in the best interest of them, our Customer Service reps and our business.

Review my previous Personal Trainers Not Team Players? for more ways to keep your team working together.

We have given you LOTS of ways to improve your personal trainer team morale. It may seem like an impossible task at times, but if you keep part of your focus on this piece of your business….it will help in all other aspects. Happy trainers are trainers that stay. Happy trainers are trainers that have happy clients!

Want to learn more? All of the details on how to implement these activities and processes are included in my Business of Personal Training System. Don’t reinvent the wheel! My business system can be your business system!

Yours in health, fitness & business,
Sherri McMillan

Like what you see here? Want more info, more details and more forms for your business? The Business of Personal Training System is for you! I give you the exact system that I use everyday at our small 5,000 sq. foot Personal Training studio.

empty DVD caseDid you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?! You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees. A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

Buy now and catapult your PT business to a new level.

   
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