Sales skills are essential for personal trainers, as they directly impact the capacity to attract and retain clients. In a competitive fitness industry, the ability to effectively communicate the value of services can set a trainer apart from the rest. Proficiency in sales not only helps trainers articulate their offerings and drive home the benefits of their programs but also fosters trust and rapport with potential clients.
Michelle Blakely, a former personal trainer turned business consultant, shares her insights on making sales feel genuine and integrated into your routine as a personal trainer. Michelle has spent over 12 years developing solutions at her training company, Blakely FIT, earning a top trainer reputation and being named the city’s best twice by the Chicago Reader. As a nationally recognized expert, she writes for trade publications like PFP and Club Industry, speaks at events such as the NSCA, and is consulted by media including Prevention, Good Housekeeping, and Oprah.com.
Why isn’t sales a key component of a CPT program?
Since sales are a key part of a personal trainer's role, why isn’t it emphasized more in fitness industry training? First, it’s hard to evaluate sales skills through a standardized test. People can’t easily show their personalities and soft skills, which are essential to sales. Second, sales skills are better learned through hands-on practice with real clients who can give useful feedback.
Understanding and overcoming client objections can improve the chances of closing sales, while personalized pitches based on a client's background make services more relevant and appealing. Also, strong sales skills help trainers follow up effectively, keeping potential clients interested without seeming pushy. In the end, a trainer's ability to sell their expertise leads to steady business growth, so they can focus on what they love—helping clients reach their fitness goals.
Five Tips to Improve Your Personal Trainer Sales Skills
Improving sales skills is crucial for personal trainers looking to grow their business and better serve their clients. Here are several tips to enhance those skills:
1. Understand Your Audience: Take the time to know your potential clients. Assess their fitness goals, backgrounds, and concerns. Tailoring your pitch to meet their specific needs will make your services more appealing.
2. Build Rapport: Establishing a personal connection is vital. Use active listening and show genuine interest in your clients’ stories and challenges. The stronger the relationship, the more likely they are to trust you and invest in your services.
3. Highlight Value: Focus on communicating the benefits of your training programs rather than just the features. Explain how your services can help clients achieve their goals, improve their health, or enhance their quality of life.
4. Handle Objections Gracefully: Anticipate common objections and prepare thoughtful responses. Addressing concerns about pricing, time commitments, or past failures can ease potential clients’ apprehensions and facilitate a smoother decision-making process.
5. Follow Up: After initial consultations, don’t hesitate to follow up with potential clients. A personalized message can keep you top-of-mind and demonstrate your commitment and investment in their success.
By honing these skills, personal trainers can significantly boost their client acquisition and retention rates.
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Medical fitness is a specialized niche that focuses on integrating exercise and rehabilitation within clinical care, targeting individuals with chronic conditions or those recovering from injuries. Personal trainers can significantly advance their careers by gaining expertise in medical fitness, enabling them to design tailored exercise programs that meet the unique needs of their clients. This knowledge not only enhances their credibility but also facilitates collaboration with healthcare professionals, improving communication around client fitness requirements. As the demand for personalized fitness solutions grows, trainers with medical fitness qualifications can attract a broader clientele, positioning themselves for career growth and advancement in a competitive market.
Lisa Dougherty, founder of the MedFit Network, discusses the importance of medical fitness for personal trainers on the KIPS Podcast. A former securities professional, she launched MFN in 2013, serving as a membership group and online directory for fitness and healthcare providers focused on prevention and rehabilitation for those with chronic conditions.
What is medical fitness?
Medical fitness refers to a specialized branch of fitness that emphasizes the integration of exercise, health, and rehabilitation in the context of medical and clinical care. It is designed to help individuals manage chronic conditions, recover from injuries, and enhance their overall well-being through personalized exercise programs. For personal trainers, understanding medical fitness is crucial, as it allows them to collaborate more effectively with healthcare professionals, such as physicians and physical therapists, to create safe and effective fitness plans for clients with specific health needs (Woods et al., 2020). By focusing on medical fitness, trainers can differentiate themselves in a competitive industry, broaden their skill sets, and address the diverse needs of clients, ultimately leading to enhanced client outcomes and satisfaction. Embracing this field not only fulfills a moral obligation to protect client health but also opens new opportunities for career advancement within niche markets (American Council on Exercise, 2021).
MedFit Global Virtual Conference
MedFit Education Foundation has collaborated with the Fitness Business Association (FBA) to host a virtual, worldwide medical fitness conference scheduled for October 22-26, 2025. The event will feature three main tracks: Education/Latest Updates, Exercise Programming, and Business.
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For many, becoming a certified personal trainer is a tough reality to handle, and it can be a harsh awakening. One of the main reasons we see so many new trainers leaving the fitness industry before their first year is that they don't fully understand what the job entails. As a personal trainer, you need to possess strong customer service skills to deliver a professional and personalized experience. So, what does it take for a new trainer to succeed in this career? Returning guest Sorta Healthy Jeff, owner of a gym in Plantsville, CT, and creator of the YouTube channel Sorta Healthy Trainer Education, shares his top tips for personal trainers during the hiring process and tips for implementing semi-private training. His channel has over 90,000 subscribers.
Semi-Private Training & Its Benefits
Semi-private training is a fitness model that combines elements of personal training with the benefits of group sessions, typically involving two to four clients training simultaneously under the guidance of a personal trainer. This format enables trainers to deliver personalized instruction while creating a motivating environment for participants (Mackenzie, 2021).
One of the primary benefits of semi-private training is the cost-effectiveness for clients. By sharing the trainer’s time with a small group, clients can experience individualized programming at a lower rate than traditional one-on-one sessions (Smith, 2022). This affordability can attract a wider clientele and enhance retention rates, as clients are often more motivated when training alongside peers.
Additionally, semi-private sessions foster social interaction, accountability, and camaraderie among participants, which can lead to increased motivation and a greater commitment to fitness goals (Jones & Taylor, 2020). The trainer’s ability to deliver tailored feedback remains intact, allowing for adjustments to routines based on individual needs while maintaining a supportive group dynamic. This model not only enhances the training experience for clients but also allows personal trainers to maximize their earnings potential by working with multiple clients simultaneously.
What Personal Trainers Do
Two essential professional skills for personal trainers are customer service and effective communication. As a personal trainer, you're representing a brand that promotes a healthy lifestyle, and you need to act professionally in public (or online) to build trust. This means communicating clearly to teach new exercises, explain their benefits, and schedule future sessions.
While certification courses cover the basics, these skills often take experience to master. Recognizing that you’re in a service industry and need to excel in these areas can help new personal trainers develop the outward appearance that draws in new clients.
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Teaching group fitness is essential for the success of both gym businesses and new fitness professionals. These classes attract many new members, with about 70% joining gyms for engaging group activities (International Health, Racquet & Sportsclub Association [IHRSA], 2021). As fitness trends evolve, the demand for inclusive and innovative group classes increases, underscoring their importance in gym programs (Les Mills, 2022). Fitness instructors who focus on delivering quality group fitness experiences not only improve individual health but also support the overall growth and success of their gyms. In this episode of the KIPS Podcast, Jeff Lim shares his journey to teaching group exercise and becoming an EōS Fitness Instructor of the Year. Jeff teaches a variety of formats, from dance-related classes to active aging, bringing his energetic style to hundreds of participants each week.
Finding Your Group Exercise Format
Teach group exercise can be incredibly rewarding, but finding the right format is crucial. Start by exploring your personal fitness passions—what styles do you love? Whether it's yoga, cycling, dance, or high-intensity interval training, your enthusiasm will resonate with participants.
Next, consider your target audience. Are you drawn to high-energy classes for seasoned gym-goers, or do you prefer a supportive environment for beginners? Research current fitness trends and local demands to identify gaps in your community's offerings.
Additionally, attending various classes as a participant can provide insight into what works and what doesn’t. Observe experienced instructors and note their techniques for engaging and motivating students. Don't hesitate to seek out certifications, as they will not only equip you with essential skills but also enhance your credibility. Ultimately, choose a format that aligns with your passion and expertise; it will shine through in your teaching.
Building a strong sense of community within a group exercise class is essential for both participant engagement and retention. Here are some tips for instructors:
By implementing these strategies, instructors can create a vibrant community that enhances the overall group fitness experience.
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As a Les Mills fitness instructor, there comes a point when you might be thinking about the next step in your career. If you’re passionate about fitness and education, becoming a national presenter part of the TAP Team could be your answer. Standing for Trainers, Assessors, & Presenters, the TAP Team is responsible for facilitating new certification workshops, training existing instructors, and assessing future Les Mills instructors. This prestigious role not only enhances your credibility within the fitness community but also allows you to help usher in a new era of instructors.
As a Les Mills national presenter, you’ll have the opportunity to showcase your expertise at workshops and events, connecting with fellow instructors and fitness enthusiasts while building a loyal following. The role often offers benefits such as increased earning potential through paid engagements and travel stipends, as well as the rewarding experience of mentoring new instructors. However, it requires dedication, a commitment to ongoing education, and a willingness to share your knowledge and passion for fitness. In this episode of the KIPS Podcast, Les Mills national presenter Sanna Rönkkö shares her experiences as part of the Tap Team and offers insight into the requirements needed to join the team.
What is Les Mills?
Les Mills is a global leader in fitness, offering a diverse range of high-energy workout programs designed to inspire and transform individuals' fitness journeys. Founded in New Zealand, Les Mills combines cutting-edge science with motivating music to create innovative group fitness experiences that resonate with participants of all levels. As a fitness instructor, engaging with Les Mills means becoming part of a supportive community that emphasizes personal growth and professionalism.
By mastering their signature programs, such as BODYPUMP, BODYCOMBAT, and BODYBALANCE, instructors can deliver exhilarating classes that not only challenge attendees physically but also foster a sense of camaraderie among participants. Les Mills provides comprehensive training and continual development opportunities, equipping instructors with the tools to enhance their skills and elevate the overall fitness experience. Ultimately, being part of the Les Mills family allows instructors to inspire others to lead healthier, more active lives while advancing their careers in the fitness industry.
You Have to Enjoy Educating
As a Les Mills instructor, stepping into the role of a national presenter on the TAP Team is an exciting opportunity to elevate your career and influence the fitness community profoundly. The TAP Team—standing for Trainers, Assessors, & Presenters—plays a critical role in shaping the next generation of instructors, making it one of the most prestigious positions within Les Mills. This role is not just about personal advancement; it's about sharing your passion for fitness and education with others. To succeed as a national presenter, you must genuinely enjoy educating and inspiring fellow instructors, creating an environment that fosters growth and development. You'll have the chance to conduct workshops, assess future talent, and mentor new instructors, helping them navigate their fitness journeys. Embrace this opportunity to make a meaningful impact in the fitness industry, all while living your passion for health and well-being!
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In the competitive landscape of gym ownership and management, member retention has emerged as a critical focus. While attracting new clients is essential, retaining existing members is often the key to long-term success and profitability. Effective retention strategies not only boost your bottom line but also foster a strong community and enhance member satisfaction. In this podcast episode, Josh Leve discusses tried and true techniques and technology-based methods that can elevate your gym’s member experience. We’ll explore the importance of personalization, leveraging technology, and fostering engagement through community events. Join us as we uncover actionable strategies you can implement today to keep your members coming back and thriving in their fitness journeys.
Josh Leve, founder and CEO of the Fitness Business Association (FBA) and its SUCCEED! Virtual Conferences. With nearly 60 industry partnerships and major certifying organizations, the FBA’s success has led to Josh being featured in top fitness publications and as a speaker at IHRSA, Athletic Business, Mindbody BOLD, Club Industry, NSCA, NASM, EMPOWER!, ZUMBA, and others.
Community Driven Events
As a gym owner or manager, fostering a community-driven environment is essential for enhancing member retention and attracting new clients. Creating a strong sense of belonging within your gym not only keeps current members engaged but also showcases the unique value your facility offers to potential newcomers. Hosting regular community events, such as fitness challenges, workshops, or social gatherings, can cultivate camaraderie among members and encourage them to invite friends to join.
Incorporating member feedback into your programming ensures you are meeting their needs and preferences, making them feel valued. Moreover, leveraging social media to share success stories and community highlights serves as a powerful marketing tool that draws in prospective members. When individuals see an active, supportive community, they are more likely to envision themselves as part of it. By prioritizing community and connection, you not only enhance retention but also build a thriving gym culture that attracts new members effortlessly.
You’re Always “On”
As a gym owner or manager, maintaining a professional appearance is not just about aesthetics; it sets the tone for the entire gym experience. When staff members present themselves professionally, it instills confidence in your members and reinforces the quality of your facility. Acting professionally also means being punctual, knowledgeable, and approachable. This fosters a welcoming environment where members feel valued and respected.
Treating members with kindness and attentiveness goes a long way in building loyalty. Greet them by name, actively listen to their concerns, and offer personalized guidance. This rapport encourages members to return and recommend your gym to others. A professional demeanor creates an atmosphere where everyone feels part of a community, enhancing overall satisfaction and retention. By embodying professionalism, you not only elevate your gym's reputation but also create a thriving environment that leads to long-term success.
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Marketing for becoming a personal trainer often depicts the profession as flexible and joyful, implying that completing an online program can make you an “elite’ trainer instantly. In reality, the education required to start in the fitness industry is at the basic level necessary to meet safety standards for personal training. Being a personal trainer isn’t a terrible job, but it does demand hard work and stepping outside your comfort zone to develop new interpersonal skills and gain client training experience. Starting your career on the right path is a key focus of the education provided by KIPS, and in this episode, our guest, Kathleen Ferguson, shares important insights to help ensure your career as a personal trainer isn’t a quick one.
Kathleen Ferguson shares valuable insights on advancing as a personal trainer and offers practical advice for those seeking to elevate their careers in the field. A proud USC graduate and experienced leader, Kathleen has over 15 years of experience in building business strategies and partnerships in the health, fitness, and wellness sectors. Recently, she recognized a notable market gap for specialized support services for health, fitness, and wellness coaches, prompting her to establish Coach360.
Short Term -> Experience | Long Term -> Education
Gaining experience in the first few months of employment as a personal trainer is crucial for long-term career development. This initial phase presents an opportunity to apply knowledge gained during your CPT to real-world scenarios, thereby bridging the gap between theory and practice. By working with clients, you learn to tailor fitness programs to meet individual needs, understand different body types, and manage various fitness levels.
Early exposure to diverse clients and training environments enhances your adaptability, helping you to develop effective communication and motivational skills. As you encounter challenges, problem-solving becomes second nature, allowing you to refine your coaching techniques and enhance client retention. For example, you might enter a training session with a well-planned program and rotation of exercises, but upon starting the session, you realize that other members are already using the equipment and need to adjust. This quick on-the-spot adjustment becomes second nature with experience and more hands-on training.
Fitness Trends in 2025
As the fitness industry evolves, personal trainers must stay informed about emerging trends, such as longevity, GLP-1 medications, and fitness trackers, to provide the best service for their clients. The concept of longevity emphasizes the importance of maintaining health and vitality as we age, prompting trainers to incorporate strategies that promote sustainable fitness routines and holistic well-being.
GLP-1 medications are gaining attention for their role in weight management, influencing how trainers design nutrition and exercise programs for clients seeking healthier lifestyles. Understanding these treatments allows trainers to tailor their approach and support clients more effectively.
Additionally, fitness trackers are reshaping how clients engage with their health. By understanding how to integrate technology into training plans, trainers can encourage accountability and adapt workouts based on real-time data. Embracing these trends not only enhances client outcomes but also positions trainers as knowledgeable and adaptable professionals in an ever-changing landscape.
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When working with women experiencing menopause, personal trainers must recognize the physiological and psychological changes that accompany this life stage. Menopause is characterized by hormonal fluctuations, particularly in estrogen levels, which can lead to various symptoms such as hot flashes, mood swings, and changes in body composition (Freeman et al., 2014). Understanding these changes is crucial for trainers, as menopausal clients often face challenges related to weight management, muscle loss, and motivation (Kelsey et al., 2016). Debra Atkinson, MS, CSCS, is a pioneer in the menopausal training and education niche, having cultivated a brand (Flipping 50) and programs starting in 2013.
Debra shares insights into the approach during the fitness consultation, covering both the physical and emotional aspects of menopause, and how trainers can adapt their fitness programs to meet clients' needs. This mindset as a personal trainer empowers women to navigate this transition effectively and fosters a positive trainer-client relationship, enhancing success and satisfaction in their fitness journey. Throughout this episode, Debra emphasizes that empathy and education are key to helping clients achieve health and wellness goals during this transformative time.
What is menopause?
Menopause is a natural biological process marking the end of a woman's reproductive years, typically between ages 45 and 55 (Harlow et al., 2012). Characterized by a significant decrease in ovarian hormone production, particularly estrogen and progesterone, menopause leads to the cessation of menstruation. It can result in various physical and psychological symptoms, including hot flashes, mood swings, and sleep disturbances (Freeman et al., 2014). Understanding menopause is essential for personal trainers, as they can better support clients through this transition by addressing potential changes in body composition, energy levels, and overall well-being (Kelsey et al., 2016).
Physiological Changes of Menopause
Menopause is a significant physiological transition for women, typically occurring between the ages of 45 and 55. It results in hormonal changes that impact overall health and fitness (Harlow et al., 2012). The most notable physiological change during menopause is the decrease in estrogen levels, which can lead to several changes in body composition, including increased fat deposition around the abdomen and a decrease in lean muscle mass (Kelsey et al., 2016).
These hormonal shifts can also affect metabolism, with studies indicating a decline in resting metabolic rate, making it easier to gain weight and harder to lose it (Woods et al., 2018). Additionally, menopause is associated with a decrease in bone density due to reduced estrogen, increasing the risk of osteoporosis and fractures (Carter et al., 2015).
Conversation > Exercise; During the Fitness Consultation
Adopting a conversation-based approach during fitness consultations with a potential menopausal client can lead to more effective outcomes. In this circumstance, the trainer creates an environment where clients feel heard, valued, and understood by prioritizing dialogue over exercise demonstration. This method allows trainers to gather essential insights into clients’ goals, motivations, and concerns, ultimately helping to tailor personalized fitness plans that address individual needs (Biddle et al., 2015).
Conversation-based consultations can uncover psychological barriers that may hinder a client’s progress, such as fear, self-doubt, or past negative experiences with exercise. Understanding these barriers enables trainers to provide targeted support and encouragement, fostering a positive mindset toward fitness (Martin et al., 2019).
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Youth athletics is not only a rewarding demographic to specialize in as a personal trainer, but it can also have a lasting impact on their outlook regarding exercise. In this episode, we’ll explore the critical importance of training youth athletes, emphasizing building stronger movement patterns and fostering well-rounded athletes. As trainers, it's our responsibility to lay the groundwork for athletic performance and lifelong fitness habits that promote health and resilience. We’ll discuss evidence-based strategies to enhance fundamental movement skills, reduce the risk of injury, and encourage multi-sport participation. By prioritizing a holistic approach to training, we can help young athletes reach their full potential on and off the field.
John Sinclair discusses the significance of developing stronger movement patterns and shares his experiences shaping athletic performance. At one point, John provides an example for listeners, focusing on fundamental movement for a baseball athlete, but it can be adjusted for any performance. This episode emphasises that developing skills such as running, jumping, and agility can minimize the risk of injuries and promote long-term athletic development.
Movement Skills with Youth Athletes
As personal trainers working with youth athletes, it's crucial to emphasize the benefits of improving overall movement quality. Research indicates that foundational movement skills significantly contribute to athletic performance and reduce the risk of injuries in young athletes. Lloyd et al. (2015) highlight that youth who develop fundamental movement patterns, such as running, jumping, and landing, are more likely to perform better in their chosen sports. Often, young athletes are steered towards performance coaches and sport specialization, which targets one repetitive movement. This choice can lead to underdeveloped skills and muscle groups.
Additionally, enhancing movement quality can increase engagement and enjoyment in physical activities. According to Gould et al. (2012), kids with higher motor skills are likelier to continue participating in sports and physical activities, promoting a lifelong love for fitness. By improving core strength, balance, and agility, trainers can help young athletes develop a solid foundation, leading to improved performance and a potential decrease in injuries.
Single Sport Specialization
As personal trainers, it's essential to understand the potential harm caused by single-sport specialization in youth athletes. Research indicates that focusing exclusively on one sport can lead to increased risk of overuse injuries, burnout, and psychological stress. Brenner (2016) found that young athletes specializing in one sport are significantly more prone to injuries, as they may subject their bodies to repetitive motions without rest or cross-training.
Single-sport specialization can hinder the development of fundamental motor skills crucial for overall athletic performance. A systematic review by Jayanthi et al. (2013) highlights that diverse physical experiences enhance athletic skills and promote overall fitness. By encouraging multi-sport participation, trainers can help young athletes build a well-rounded skill set and enjoy a more balanced approach to sport.
The psychological impact of specialization should also be considered. Gould et al. (2011) emphasize that early specialization can contribute to adverse emotional outcomes, including anxiety and reduced enjoyment of the sport. Personal trainers should advocate for programs that teach young athletes body control and fun. Young athletes need to develop a sense of joy when participating that builds intrinsic motivation and a positive association with the development of each fundamental movement skill.
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In 2025, personal trainer marketing has evolved into a dynamic and essential strategy for building a thriving client list. The rise of advanced social media platforms and personalized content has transformed how trainers reach and engage their audience. By leveraging these tools, trainers can showcase their expertise, share authentic stories, and foster genuine relationships. Effective marketing strategies now emphasize community building and interaction, allowing trainers to connect with potential clients more deeply. As the fitness landscape shifts, harnessing innovative marketing techniques enhances visibility and establishes trust and credibility, ultimately driving client retention and growth.
Guest Michael Jay, owner of Yoga Biz Champ, shares insights into being authentic on social media, the value of having a niche, and the ideal mindset when starting. Michael Jay is a Yoga Business Consultant dedicated to transforming yoga studios. With his background as a yoga teacher, former studio owner, marketing expert, and business coach, he has assisted studios in becoming profitable quickly.
Tips for Authentic Content
Speak to the camera. Press play and work on speaking naturally to the camera.
Show your personality. Consumers want to know about you and what it would be like to work with you. Don’t be afraid to show your humorous side or what you do regularly.
Entertain. Many consumers use social media for entertainment. Don’t speak at them; instead, entertain them with social media trends or funny coincidences related to your profession.
Developing Authentic Content for Social Media
Creating authentic content for social media is essential for personal trainers looking to connect with their audience and build trust. Start by sharing your journey—your challenges, successes, and personal growth in the fitness industry. This transparency fosters a genuine connection and helps potential clients relate to you on a personal level.
Next, show your expertise through educational content. Offer tips, workout ideas, nutrition advice, and answers to common fitness questions. Use a variety of formats—videos, infographics, and live Q&A sessions—to keep your audience engaged and cater to different preferences.
Incorporate client success stories and testimonials to showcase the impact of your training. These narratives highlight your ability to help others achieve their goals, reinforcing your credibility. Remember to celebrate small victories as well; fitness is a journey, and acknowledging progress can inspire others.
Lastly, don’t shy away from showing your personality. Let your audience see the fun and relatable side of you; it makes your content more approachable. Engage with your followers through comments and messages, creating a community around your brand. Being authentic and consistent will attract clients who resonate with your values and approach to fitness.
Evolution of Social Media in 2025
As of 2025, social media has transformed significantly, offering personal trainers new opportunities to connect with clients. Short-form videos remain popular, but longer, value-driven content is gaining traction, allowing trainers to delve deeper into workout techniques, nutritional advice, and wellness tips. Authentic storytelling continues to resonate, with audiences seeking trainers who share genuine experiences and insights.
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Fitness conferences have evolved significantly over the years, transforming from small gatherings of enthusiasts to large-scale events that attract professionals from various industry sectors. These conferences serve as vital platforms for learning, collaboration, and innovation, where attendees can explore the latest trends, techniques, and research in fitness and wellness. As the fitness industry expands, networking at these events has become increasingly important for fitness professionals looking to grow their careers. Engaging with peers, industry leaders, and potential clients allows individuals to forge valuable connections and exchange ideas that can lead to career advancements, mentorship opportunities, and collaborations.
Amy Boone Thompson, CEO of IDEA Health & Fitness, discusses how workshops and seminars can enhance skills and knowledge, empowering fitness professionals to stand out in the current market. She shares how she came to work with the previous parent company of IDEA Health & Fitness and the process that led to her owning the company. Throughout this episode, Amy discusses the benefits of fitness professionals who attend a conference and provides insights into maximizing your investment.
Tips for Networking at a Fitness Conference
Networking at a fitness conference can significantly enhance your career opportunities. Start by being approachable, smiling, and initiating conversations with fellow attendees. Prepare a concise introduction that highlights your background and interests. Utilize social media platforms to connect with speakers and participants before the event, and engage with their content. Attend workshops and breakout sessions to meet like-minded professionals in a more focused environment. Bring business cards to share your contact information easily. Lastly, follow up after the conference with personalized messages to maintain connections and express your appreciation for the interactions. Building relationships is key for future collaborations and growth.
Growing Your Knowledge Base
Attending a fitness conference is a valuable opportunity for personal trainers to expand their knowledge and refine their programming. Engaging with industry experts can introduce you to the latest trends, techniques, and scientific research to enhance your training methods. Workshops and seminars often cover diverse topics, from nutrition to injury prevention, helping you develop a more holistic approach to your clients’ fitness journeys. By staying informed about the latest advancements, you can provide innovative and compelling programming that meets individual needs, increasing client satisfaction and retention.
Moreover, the conference networking opportunities allow you to connect with other professionals, share experiences, and gain insights into effective client acquisition strategies. By diversifying your expertise, you become a more valuable asset to your current clients and can attract new ones through word-of-mouth and referrals. This continuous learning approach will position you as a knowledgeable leader in the fitness community, growing your client list significantly.
Information about IDEA World 2025
IDEA World 2025 will be held July 17th through 19th in Sacramento, CA. If you register before June 22nd, the price is $478, and after that, it jumps to $578. The conference will be held at the Sacramento Convention Center, North Hall. At the link below, you can find more information about the exhibitors, presenters, and reserving your sessions for 2025.
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Establishing a standardized credentialing system is a potential positive step forward for personal trainers and gym owners in the ever-evolving fitness industry. An industry-wide registry would streamline the hiring process, ensuring trainers possess the qualifications and expertise to provide safe and effective instruction. This centralized database could help employers easily verify credentials, fostering trust and transparency between trainers and clients. Additionally, it would promote continuous professional development, encouraging trainers to maintain and update their skills.
This is part two of a podcast featuring Francis Neric, MBA, MS, and Graham Melstrand. They discuss the topic of personal trainer licensure and its evolution over the years. These two guests have been at the forefront of personal trainer licensure and registry. Graham Melstrand is a 35-year health and fitness veteran dedicated to enhancing the exercise profession and increasing access to physical activity programs. Francis Neric is a leader in occupational credentialing and workforce development, with over 15 years of experience in certification and professional development. Francis is the Associate Vice President of Credentialing at the American College of Sports Medicine (ACSM).
Implementing a Personal Trainer Registry
A personal trainer registry could be a centralized database maintaining verified records of fitness professionals’ qualifications, certifications, and work history. This registry can enhance the professionalism and credibility of personal trainers by ensuring that they meet established industry standards. In an unregulated industry, clients often struggle to assess trainers' qualifications, which can lead to inconsistencies in service quality.
USREPS (United States Registry of Exercise Professionals) can play a pivotal role in implementing this structure within the fitness industry. By creating a comprehensive registry, USREPS could standardize certification requirements and facilitate the credentialing process for trainers. This initiative would involve collaborating with accrediting organizations to ensure only trainers with recognized qualifications are listed.
Additionally, the registry could serve as a resource for employers, making the hiring process more efficient and reliable. Overall, USREPS could significantly uplift industry standards, foster consumer confidence, and promote healthier communities.
Last Thoughts
While the personal trainer registry sounds like a positive step forward in theory, it doesn’t address wages or industry turnover within the profession. The credentialing and registry system is complicated and will require the evolution of all involved components. Currently, around 80% of entry-level personal trainers remain in the profession for less than a year, which gym owners argue is due to the lack of hands-on training, experience, and interpersonal skills not tested in a certification exam. Many initiatives are underway to improve the profession of personal training, which is typical for a young industry and career that has only begun to take shape in the last 30 years.
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The concept of personal trainer licensure sparks considerable debate within the fitness industry. Advocates argue that a licensing system would establish minimum standards of education, ensuring trainers possess essential knowledge in areas such as exercise science, nutrition, and client safety. This could enhance the professionalism of the field and protect consumers from unqualified practitioners.
This special episode of the KIPS Podcast features two guests at the forefront of personal trainer licensure and registry: Graham Melstrand and Francis Neric, MBA, MS. Graham Melstrand is a 35-year veteran in the health and fitness industry, dedicated to enhancing the exercise profession and increasing access to physical activity programs. His health advocacy and government relations experience shape best practices for education, credentialing, and employment of exercise professionals and health coaches worldwide. Francis Neric is a leader in occupational credentialing and workforce development, with over 15 years of experience in certification and professional development. Passionate about advocacy, Frances promotes credentialing standards and recognition for health fitness professionals worldwide.
Challenges to Obtaining Trainer Licensure
Implementing licensure in personal training faces challenges. The diverse nature of fitness specialties makes it difficult to create a one-size-fits-all licensing framework. Additionally, many personal trainers thrive in the field due to their practical experience, which may not align with stringent academic requirements.
Furthermore, the financial burden of certification could deter aspiring trainers, potentially reducing access to the profession. While some states have begun exploring licensure options, a nationwide standard remains unrealistic in the near term. A balanced approach might focus on enhancing certification programs and promoting continuing education, thereby improving trainer quality while still allowing for the creativity and individuality that define the profession.
What is USREPS?
USREPS, or the United States Registry of Exercise Professionals, is an organization dedicated to the professional development and recognition of personal trainers in the fitness industry. It serves as a centralized platform that accredits and registers qualified fitness professionals, ensuring they meet stringent standards of competency and ethics. By promoting continuing education and best practices, USREPS helps trainers enhance their skills and knowledge. Additionally, the organization aims to raise public awareness about the importance of certified trainers in achieving fitness goals safely and effectively. Overall, USREPS plays a vital role in elevating the standards of personal training in the United States.
Registry > Licensure
A more viable alternative highlighted in this episode is a registry for personal trainers. A centralized database of personal trainers can significantly simplify the hiring procedure and enhance educational standards in the fitness sector. By offering an extensive database of certified professionals, employers can quickly confirm credentials, guaranteeing they recruit individuals who adhere to recognized standards of competence and expertise. This transparency builds trust between clients and trainers, ultimately leading to improved services and results.
Additionally, a centralized registry can encourage trainers to pursue higher levels of education and continuing professional development. With a unified platform, industry organizations can establish clear benchmarks for certification and specialization, promoting a culture of excellence. Trainers will be motivated to enhance their skills and expand their knowledge to maintain their registered status.
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YouTube has the potential to transform the career of a fitness trainer in remarkable ways. With its massive global audience and accessible platform, trainers can showcase their expertise, connect with enthusiasts, and build a personal brand. Furthermore, YouTube enables creativity and innovation in how trainers present their material, thereby fostering community engagement. As a result, fitness professionals can not only attract new clients but also establish themselves as influential figures in the health and wellness industry, ultimately enhancing their career trajectory.
Jen Tufts, a cycling instructor on YouTube, a gym general manager, and a CycleBar instructor, shares how YouTube transformed her fitness career. Although Jen began her professional career in a different industry, fitness has led to new opportunities that align with her beliefs and outlook on life. In this episode, Jen shares how she opened up about her mental health, which connected her with her audience, and how YouTube has evolved her career within the fitness industry.
Ways a Fitness Instructor Can Use YouTube
Create video tutorials on popular exercises.
Devise nutritional strategies and tips.
Record online workouts catered to their niche.
Review sought-after gym equipment for members.
Benefits of YouTube for Fitness Coaches
YouTube offers a wealth of opportunities for fitness professionals aiming to expand their audience. Firstly, the platform's vast reach allows trainers to connect with potential clients from all over the world, breaking geographical barriers. By creating engaging, high-quality content, fitness coaches can showcase their unique training styles and philosophies, thereby establishing their brand and credibility.
Additionally, video content fosters a personal connection; viewers can see the trainer's personality, which builds trust and relatability. Regular uploads, such as workout tutorials, nutrition tips, and transformation stories, can keep audiences engaged and encourage them to return for more.
YouTube’s SEO features also enhance discoverability, allowing trainers to rank higher in search results. Searchability has become a crucial factor in building a successful fitness career, as social media has largely evolved into a pay-to-play model. Ultimately, a well-curated YouTube channel serves as a powerful marketing tool, driving traffic to personal websites or social media platforms and creating a loyal community around fitness.
Authenticity is Key
Being authentic as a fitness trainer is crucial for attracting new audiences and building lasting connections. Authenticity fosters trust and credibility; when trainers embody their true selves, whether through sharing personal stories, struggles, or achievements, they resonate more deeply with potential clients. This relatability encourages viewers to feel empowered and understood, making them more likely to engage with the trainer’s content.
Moreover, an authentic approach can set trainers apart in a saturated market. While many may present a polished, unrealistic image, those who embrace vulnerability and transparency create a genuine sense of community. This atmosphere encourages open discussions about fitness journeys and obstacles, making individuals feel seen and supported.
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Accreditation for personal trainer certifications has been a central focus for fitness education companies over the past 20 to 25 years. Yet, it is frequently misunderstood by everyday fitness professionals or not even acknowledged by those seeking their first certification. Those seeking to enter the fitness industry as a trainer often seek guidance on the topic, but unfortunately, accreditation is frequently misquoted or improperly cited. A common misbelief is that accreditation involves all the educational programs of the company as a whole, but in reality, accreditation for personal trainers refers to the certification program, specifically the exam.
Brent Brookbush, DPT, who is currently seeking accreditation through the National Commission for Certifying Agencies (NCCA) for the Brookbush Certified Personal Trainer Exam, shares his current experiences and how he has dealt with this topic in the past. Dr. Brookbush owns the Brookbush Institute, which offers online and live education for new and current fitness professionals.
What is personal trainer accreditation?
Accreditation for personal trainer certifications ensures that the program meets established standards of quality and credibility. It involves a rigorous evaluation process by a recognized accrediting body, which assesses the curriculum, instructor qualifications, and assessment methods. Accredited certifications are necessary to assure clients that trainers have met specific educational and competency benchmarks. This recognition helps promote professional standards in the fitness industry, enhances the trainer's credibility, and often increases employability.
“Theoretically”, How Accreditation Can Help Personal Trainer Education
In theory, accreditation can enhance personal trainer education by establishing standardized benchmarks that programs must meet to ensure quality and effectiveness. Accredited programs undergo a thorough evaluation process, which includes assessing the curriculum, teaching methodologies, and assessment techniques. As discussed in this episode, the most popular accreditation organization used to evaluate personal trainer education does not review the actual education. This sticking point is often an issue for many fitness educators working towards improving the standard of personal trainer education.
As Dr. Brookbush discussed, working with other fitness education organizations during the Job Task Analysis (JTA) can help set a standard of skills and knowledge that personal trainers should understand and can help create a fair and proficient exam. In the current market, the JTA is often skewed by the subject matter experts or includes trademarked information pertinent to individual fitness education companies.
What skills does a personal trainer need on day one?
A personal trainer should possess several key skills on their first day to ensure a successful start. Strong communication skills are essential for effectively instructing clients and understanding their needs. Active listening helps trainers assess individual goals and fitness levels. A solid knowledge of anatomy and exercise techniques is crucial for providing safe and effective workouts. Additionally, motivational skills are essential for inspiring clients to achieve their fitness goals.
As Dr. Brookbush states in the episode, many new personal trainers believe they will start training athletes immediately. However, trainers should be prepared to program for general audiences who aren’t physically ready for exercise. Safely training the general population can help new trainers develop the conversation skills and cueing needed for working with this demographic.
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Over the last decade, senior fitness has evolved significantly, shifting towards a more holistic and inclusive approach. Innovative fitness trends, such as functional training, now cater specifically to seniors. Additionally, there’s an increased focus on community-based programs, fostering social connections while promoting health. This evolution reflects a broader understanding of aging as an opportunity for vitality and active living.
In this episode of the KIPS Podcast, guest Ruben Pereyra, a senior fitness specialist, shares how senior fitness has evolved over the years, the barriers that young personal trainers face working with this population, and addresses common myths to training active agers. Ruben is the 2024 IDEA Trailblazer of the Year and owns Functionally Evolved, an online platform focusing on fun, functional, low-impact workouts.
What is Senior Fitness (Active Aging)?
The senior fitness demographic typically includes individuals aged 55 and above, a group increasingly prioritizing health and wellness. This population varies widely regarding fitness levels, health conditions, and physical abilities, ranging from active retirees to those managing chronic illnesses.
They are often motivated by a desire to prevent falls, manage weight, and improve overall physical health. As this demographic grows, there is a greater demand for tailored fitness solutions that meet their unique needs and promote active lifestyles.
Senior Fitness as a Money Maker
Training seniors can be a highly effective strategy for building your personal training business. This demographic often seeks tailored fitness solutions to enhance their health, mobility, and overall quality of life. By specializing in senior fitness, you differentiate yourself in a competitive market.
Many older adults are motivated to stay active but may lack confidence in traditional gym environments. As a personal trainer, you can provide the guidance and support they need, fostering community and trust. Your expertise can help seniors safely navigate exercises that improve strength, balance, and flexibility, reducing the risk of injuries.
Moreover, seniors often have more flexible schedules and are willing to invest in their health, leading to long-term client relationships. By focusing on this population, you can expand your clientele and make a meaningful impact on their lives, leading to referrals and positive word-of-mouth that can grow your business significantly.
Multiplanar Movements for Active Agers
Incorporating standing mobility exercises into training sessions with seniors is essential for enhancing their balance, flexibility, and overall functional movement. These exercises can be easily adapted to suit individual fitness levels, making them accessible for all seniors, regardless of their current abilities.
As a personal trainer, guiding seniors through these movements builds their confidence and fosters a sense of independence in daily activities. Creating a positive and engaging environment encourages consistency, ultimately leading to better overall health and wellness for your clients. This personalized approach can significantly enhance your reputation as a caring and effective trainer.
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Becoming a personal trainer in 2025 presents an exciting opportunity to thrive in a rapidly evolving fitness landscape. As health and wellness continue to gain prominence, the demand for knowledgeable and skilled trainers is expected to rise. Aspiring personal trainers will benefit from obtaining certifications focusing on fitness knowledge and experience working with various client demographics. Building interpersonal skills will be equally crucial, as creating genuine client connections fosters motivation and accountability.
This episode of the KIPS Podcast features Jan Schroder, PhD, a fitness industry pioneer, group fitness instructor, fitness education consultant, and a professor in the Kinesiology Department at Long Beach State University.
Evolution of Personal Trainer Education
Over the last thirty years, personal training education has significantly transformed to adapt to the growing fitness industry and evolving client needs. In the early 1990s, personal trainers primarily relied on basic certifications, often lacking comprehensive anatomy, nutrition, and exercise science education. However, as the demand for specialized fitness guidance increased, so did the educational requirements for trainers.
By the late 1990s and early 2000s, accredited certification programs began emphasizing a more science-based curriculum, incorporating topics like biomechanics and psychology. This shift enabled trainers to provide comprehensive programs tailored to individual goals.
Today, many trainers pursue advanced degrees in kinesiology or exercise physiology, enriching their understanding of human movement. Additionally, specialization in areas such as sports performance, rehabilitation, and nutrition has become common. With the rise of technology and online learning, personal training education is now more accessible, allowing trainers to update their knowledge and stay current with industry trends continually.
Unvalued Trainer Skills
Soft skills are crucial for a personal trainer’s success as they influence client relationships and effectiveness. Strong communication skills allow trainers to convey information clearly, ensuring clients understand workouts and goals. Empathy is essential for building trust; when trainers relate to clients' struggles and successes, they foster a supportive environment that promotes motivation and engagement.
Active listening helps trainers identify individual needs and adapt programs accordingly, making clients feel valued and understood. Problem-solving skills are also essential, as trainers must think on their feet to address challenges or setbacks in clients' fitness journeys. Ultimately, combining these soft skills enhances client satisfaction and builds a loyal client base, leading to more success in the competitive fitness industry.
How to Become a Personal Trainer
There are several effective ways to learn how to become a personal trainer. Firstly, obtaining a certification from a recognized organization provides foundational knowledge about fitness principles, anatomy, and program design. Enrolling in a degree program in exercise science or kinesiology offers a more in-depth understanding of the field. Additionally, hands-on experience through internships or shadowing seasoned trainers is invaluable for practical skills. Attending workshops, seminars, and continuous education courses helps trainers stay updated on fitness trends and techniques. Online resources, including videos and articles, can supplement learning while joining fitness communities, allowing networking and sharing knowledge with peers. Lastly, practice and self-reflection are key components in honing skills as a personal trainer.
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Establishing yourself within a new gym can be difficult as a personal trainer. While learning the ropes and protocol, you’re trying to build a client list that develops more monthly income. Pat Rigsby comes on the KIPS Podcast and shares valuable insights for personal trainers wanting to establish their brand and market their services in a way that speaks to new clients directly. Ultimately, potential clients are attracted to personal trainers who can help them improve their health and talk to them in a manner that relates to their goals. Pat is a fitness industry veteran with experience in and outside the gym, developed business and sales programs, and worked with high-performance athletes.
Personal Trainer Branding
One of the best segments in this podcast is when Pat describes personal trainer branding for a personal trainer working in a gym. While working in a gym, personal trainer branding revolves around creating a unique identity that resonates with clients. Start by defining your niche—strength training, weight loss, or wellness coaching. Use social media to showcase your expertise through workout videos, client testimonials, and helpful tips tailored to your audience.
Develop a professional image that reflects your brand, from your workout attire to your communication style. Engage with gym members by offering free workshops or introductory sessions, fostering trust and connection. Consistent branding and genuine interactions will help you stand out and attract loyal clients within the gym environment.
Marketing Personal Training Services
Personal trainer marketing through face-to-face conversations is one of the most effective methods for building relationships and trust. Engaging with gym members directly allows you to showcase your personality and expertise. Start conversations by offering helpful tips or complimenting their workout efforts, which can naturally lead to discussions about your training services.
Hosting informal Q&A sessions or free workshops provides an opportunity to connect with potential clients in a relaxed setting. Share success stories and your passion for fitness to inspire others. Personal connections foster loyalty and encourage word-of-mouth referrals, making personal interactions a powerful marketing strategy.
Audience Building
Building an audience through social media is a strategy for growth as a personal trainer. Share workout tips, nutrition advice, and client success stories to attract followers and showcase your expertise. Engaging consistently with comments and direct messages fosters a sense of community.
To deepen this relationship, utilize email blasts to provide valuable content such as personalized workout plans, exclusive offers, or health tips. Encourage social media followers to subscribe, creating a direct line of communication. This combination of social media engagement and targeted email marketing retains current clients and attracts potential ones, expanding your fitness brand effectively.
Summary
Building a client list as a personal trainer can feel overwhelming, but a strategy that incorporates face-to-face conversations and getting in front of more gym members is key to success. Engaging with members about their health goals and the barriers they face can spark conversations that create motivation. Personal training can be a rewarding career filled with success stories, but having a solid plan should remain a top priority.
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As a personal trainer, you constantly seek ways to grow your client list. More clients equals more monthly income and a prolonged career in the fitness industry. What if an “untapped” workout format existed that your clients would enjoy and could quickly establish you as the go-to instructor? Training your clients in the pool offers numerous advantages while being attractive to gym members who observe from afar.
Guest Mark Grevelding reviews the benefits for personal trainers who want to add aqua fitness to their repertoire. He also shares the nuances that instructors should know before their clients jump into the pool for the first time. Mark founded Fitmotivation, an online streaming platform for aqua fitness professionals, and is an AEA educator.
How Water Impacts Exercise
One of the unique experiences of exercising in the pool is the constantly changing environment. As “whitewash” increases from movement, the exerciser must adjust their footing and use their brain to improve each movement. The environment is also a training stimulus that can’t be replicated in the gym.
During this episode, Mark shares the concept of buoyancy, which is the tendency of an object to rise or float in water. As an exerciser becomes more submerged, buoyancy increases (why humans can float), and the demand for the joints also decreases. Think about it: if a client performs jumps in the shallow end of the pool that is knee-deep, the demand on the joints is slightly reduced, but as they become submerged chest-level, the air in their lungs helps them float, and the demand on the joints is roughly 75% according to Mark.
Add Business to Your Fitness Career
As Mark starts the episode, he discusses how not many personal trainers are taking advantage of training their clients in the pool. It’s an untapped area of the fitness industry for personal trainers that have access to the pool, which can equate to more sessions rendered through a week. As a personal trainer, you might frequently hear the question, “What should I do when I’m not with you for training?" New clients typically feel enthusiastic about improving their health and seek guidance on every facet of their weekly routines. Conversely, personal trainers also seek opportunities to offer additional training sessions within their weekly schedules. By conducting more sessions, trainers can increase their monthly earnings, and getting clients to commit to more sessions as soon as possible is beneficial.
You Don’t Need Speciality Education
One of the key takeaways from this episode is when Mark shares how you don’t need a specialty certification to train clients in the pool, and a general personal trainer certification will suffice. Using common sense when training clients in the pool is a general rule of thumb, and getting in the pool yourself to practice each exercise will help you cue your clients. The cues you utilize on the ground will mostly apply. Still, you must remember the changing environment, how submerged your client is, and how much whitewash can alter the intensity.
Summary
With the pool providing 12-14% more resistance than air (Harvard Health, 2024), it offers a unique bodyweight training experience and elevates the use of equipment in the pool. The versatility of training clients in the pool enhances the enjoyment factor. You can bring regular dumbbells or kettlebells to create circuits that combine pool exercises with more traditional workouts on the pool deck. This variety encourages clients to transition seamlessly between exercises, providing a fresh experience. Pool workouts can be an excellent addition that motivates your clients to keep returning while increasing your earnings.
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Motivating your client as a personal trainer is essential for building a strong relationship. Clients have various motivating factors, and it’s crucial to remember that most do not enjoy exercise. Therefore, your goal is to make training sessions as enjoyable as possible. By doing so, you can improve training effectiveness and retain clients who are likely to purchase personal training packages again.
Returning guest Anthony Wall, Ph.D. discusses motivational strategies that personal trainers can implement immediately and discusses various client scenarios that can prepare trainers for tough conversations. Dr. Wall is the Senior Director of Global Business Development and Professional Development at the American Council on Exercise (ACE), one of the top fitness education companies worldwide. His job with ACE takes him to various countries, where he presents on multiple topics and grows the brand.
Your Personal Training Style
Finding your style of personal training comes with experience. Watching other personal trainers or enrolling in an onboarding program can expose new fitness professionals to different ways of cueing an exercise. As Dr. Wall discusses, each personal trainer has its own “flavor” or training, and finding your way as an instructor will separate you from your peers.
A common question new personal trainers ask is whether they should train their clients as they train themselves. The quick answer is no, but there will be similarities. Clients will range in fitness level and goals, and their goals will help you tailor your programming. It’s essential to remember that this is a service business, and your client’s goals should be at the forefront of your programming.
A definite outcome of personal training is getting your clients to try new exercises, but that takes trust. Trust is built by listening to your clients and building relationships over several sessions. Once clients trust your programming, they will happily try new exercises and take on new goals.
Harnessing Client Motivation
A motivated client is a great situation to be in as a personal trainer. It motivates you, the personal trainer, to be the best possible instructor and allows you creative freedom with your programming. But what about clients with wavering motivation or changing goals? As Dr. Wall shares, an in-tune fitness professional will be actively listening to their clients and be able to adapt their sessions if they feel like their client's motivation is changing.
Developing your soft skills as a personal trainer is crucial for enhancing the client-trainer relationship. Clients often want to share their personal stories and stressors that affect their training outcomes. It’s vital to listen and take notes to explore these stressors further and adjust your programming accordingly.
Expanding Your CPT Education
A new personal trainer will often refer to their CPT education to motivate their clients to new fitness levels. However, personal trainer education programs are usually rigid and don’t provide adaptability when conversations take a turn. Dr. Wall shares a client-centered approach to help guide a fitness consultation. The consultation is an optimal opportunity for potential clients to share their motivation to join a gym and any barriers stopping them from signing up for personal training. Personal trainers must actively listen to provide follow-up questions that dive deeper into this conversation. This can help shape the conversation and make the closing sales pitch easier.
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