This is a two part series:
- Part 1- The Negative
- Part 2- The Positive
The Positive
Some careers are tough. Chefs come to mind. They always work more than eight hours per day; on their feet. They’re constantly trying out new techniques and learning, changing menus, things they aren’t getting directly paid for. The pay is notoriously bad for the hours they work. The hours suck, as when they’re busy is when everybody is relaxing. Restaurants are always listed as one of the riskiest businesses, so you’re lacking stability.
-> Invariably there is the “Hey, you chose to do it” crowd. While true, there could be some more empathy here. More than likely, the person declaring it fell into the job they have, like most do. Nor is changing professions like changing hats. How many of us thought we loved a career path only to find a few years in that…a few years is already too much? You can do internships to simulate a job, but nothing can fully simulate a career.
There are many positives in personal training though.
Because things are so rough when starting out, barely anyone makes it past the beginning. That’s great!
The big box gym I started at was one of the smaller locations. When I came on there were three other trainers. Within a month one was tired of it all -I think he’d been there six months- and didn’t want to do Saturdays anymore. He gave me four hours worth of clients as I was the only trainer who was willing to work Saturdays. Within another month or two he was fully gone, on to try another gym, and I picked up some more of his clients.
Those four hours, three times per week, I worked? They were 4am to 8am initially. While I had a decent resume`, I got the job mainly because 1) nobody else would work those hours 2) the past couple people hired to work them couldn’t show up on time. Seriously. I still talk to the guy who hired me here and there. “I was just so happy you showed up.” My ability to set and listen to an alarm clock got me a job.
Within a couple months it was me and two other trainers. The gym liked to have four or five on staff. Over the course of three years I saw a minimum of ten other trainers hired, attempting to fill these slots. That’s about a new trainer every three months. To be clear, not one single person I saw hired in three years made it past six months. I genuinely think this number could be more like 15-20, as I just don’t remember the others. I started out trying to get to know the new hires. Then I stopped that…then I didn’t even bother to introduce myself because I knew they’d be gone so quickly.
For the other two trainers who stuck around-
- One had her boyfriend paying her rent. It was a part time thing for her that she emphatically, repeatedly, stated “this is not my career.”
- One was in school, planning to quit once done (which he did)
- In fact, this dude started a class action lawsuit against the company for improper pay. And he won.
No joke. Three and a half years at one facility, a large commercial gym, and I saw only one other trainer who was looking at things as a full time job and career. He was hired on a few months before I left. Not sure if even he stuck with it. While within the company, I do know he had already transferred gyms a few months in…
If you can stick with it, you can make personal training work. After about 18 months I was able to start doing small group training, increasing the amount of money I could make per hour.
-> Small group meaning each person is still doing their own workout. Not a class setting where everyone is doing the same thing. I don’t think a new trainer could, or should, do this. It takes experience to be able to train people this way. But once you can, you can significantly increase your income or lessen your hours and make the same amount of money.
After 18 months, I had enough clients who were willing to go with me as I transitioned to self employment. The majority of those clients had a different trainer before me, but the trainer quit.
If you’re self employed, 20 clients per week * only $200 per client per month, and you’re making a living. One that’s 30% more than the median personal trainer salary. (No, still no benefits, but you’ll be taxed differently which will largely make up for this.) Many clients will stick with a trainer for years. It’s not like other businesses where you’re always needing new clientele. Once finding a solid group, I’ve needed less than a new client every six months to make a living training people in person. People have stuck around that long.
Without a doubt, if a trainer is committed, one can be doing better than average within two years. If very motivated, a trainer can hit the average salary after a year. (And likely be ready to venture out on their own.)
In contrast to many other jobs where the average worker has probably been around I don’t know, at least five years? Chefs it often takes many years to become a sous or executive chef, and most probably aren’t even thinking about opening their own restaurant until at least a decade in.
In this regard, personal training is unusually simple to do well at. Just . Keep . Going . So many others will drop out, by default you’ll do well.
Not only that, sadly, though truthfully, by process of elimination you’ll be better than most other trainers. Like there are some teachers who’ve been doing the same curriculum since the 80s, there are those trainers who’ve been around for decades and never improved their abilities, but for most, stick around longer with a decent commitment, and you’re going to improve at what you do.
–
For online, Maciej Ceglowski, the owner of Pinboard, a bookmarking tool, has found every year 5% of the web disappears. Link rot stats say the average webpage is around 9.3 years. In 2014, Maciej remarked one of his users found 90% of what they saved in 1997 was gone. Every 20 years the web is completely new. Call it 99.99% new e.g. Amazon just hit 21 years. Like cars, the fleet is replenished every 20 years.
So while there is an eye glazing amount of competition online, a good deal of it is gone every year. If you’re approaching things with a longterm mindset, “I want to be doing this for 10, 20, 30 years,” then it’s pretty amazing if after a decade half your original competition is gone. Particularly when as an individual running a site, your overhead can be under $20 a year. Going belly up isn’t a concern. Of all things, persistence is a competitive advantage.
Online training also provides a way of doing small group training. That is, you can get back to multiple clients in an hour. So while you might not be able to charge as much, you can make up for it with volume.
We could go into certain books to read, various techniques, how to sell, how there is always room and money to be made by being better than most, but at the end of the day the surest path to success in personal training -whether that being a good trainer or making some money (not always synonymous)- is sticking with it. Whatever you need to do to stick with it -6am, 5am, or 4am training, being poor, working Saturdays for years, working until 8pm, not paying student loans for a year until you have enough money, meditating to soothe your mind knowing people at In n’ Out are doing better than you- if you do it, the rest will come.
Closing tangent- starting on the side?
A natural curiosity is starting out training on the side. This is heavily person dependent and will be another post, but in general I recommend not doing this. I saw many trainers with other jobs and they all fell into that other job because it was so much easier than starting out as a trainer.
The majority of new trainers I saw were looking at it as a second career. “I like working out. I’m not happy with my current job. I’ll start out training a couple people per night.” After a few months in, every single one of these said “fuuuuuuuuck this.”
There’s more to this, and I’m not saying one should all of a sudden quit their job if they want to train people, but the main reason is there is something to be said for an increased urgency in HAVING to make something work.
getontheline
February 17, 2017
Not to say there is anything wrong with “sticking with it,” but I often see this advice as a more “stable” path to success with any profession where it’s commission-based or you are on your own with finding clients. I heard this question asked on a podcast, but imagine a scenario where you look at a successful trainer who has made a living by sticking it out and building his brand over say 10 years. The question you should ask yourself is what would I have to do in order to have that level of success (it could be revenue, # of clients, etc.) if I only had 6 months to do it? That question is a forcing function that requires you to think outside of your comfort zone and the traditional mentality of sticking with it.
reddyb
February 19, 2017
If you don’t mind, what podcast were you listening to? I heard something along those lines recently as well. Can’t remember if it was a podcast or article though.
It’s an interesting exercise. I’m biased as the slog it out approach has always, for some reason, resonated with me. While cliche, I feel there is something to the “what goes up very quickly can come down very quickly.” I’ve also not had much success with some of the methods. One example would be social media / attention from a noteworthy site. I’ll see traffic burst for a day or two, then it’s regression to the mean. I actually had one year where a few months traffic was crazy (for me) from Pinterest of all things, but then it went away. It’s a roller coaster of emotions seeking that. For me at least. I know some it doesn’t seem to bother them at all.
I do think there are times I could have pushed the speed button more though. Actually been debating that very thing the last couple weeks, reading about AirBnB and Uber in The Upstarts. Would recommend it if you’re looking at case studies of that exercise.
Mr Chris
February 18, 2017
Brian
this is interesting. It prompted me to ask why I read your blog, and I decided that the subjects interest me, you have original ideas, and you come up with out of the box thinking.
In a way your site, if you have the time would benefit from being more appealing. Chris
reddyb
February 19, 2017
Hey Chris,
Thanks for the nice words. Glad you’re finding the site worthwhile.
Any specific recommendations?
Mr Chris
February 28, 2017
Hi Brian,
look I find the right hand side of your site confusing, and difficult to pick up on stuff that would interest me. How about putting the stuff like seven ways to improve posture underneath, so that it is a follow open.
reddyb
February 28, 2017
Have you seen the site on mobile? Believe the website layout does what you’re suggesting in that circumstance. That’s one reason I have it the way it is. Give a little variety between desktop and mobile look. Though I understand some may only view the site on one device.
I used to not have the sidebar have all the products listed. But once I did that purchases went up some. If I went down to one column, then I’d have to give up how the homepage loads the posts from most recent onward. Have gone back and forth on this. Will keep your suggestion in mind. Thanks!
Jason Clement
February 20, 2017
Great read as always. I’m curious Brian, have you ever aspired to go into physical therapy, or something like that? I’m not being weird and saying you should or shouldn’t.
I’m just curious if those thoughts ever crossed your mind through your career. So much of your content seems to dabble in that area.
As always thanks for the great content. I can’t express how much I learn on this page.
reddyb
February 21, 2017
Have thought about it, seriously, on and off for years. Have thought about writing something about this.
Shirley Sahrmann tried to convince me of it. Long story short, the gist of our conversation was,
Me “It’s awfully expensive.”
Shirley “It’s too expensive.”
Thanks for the nice words!
jason.clement@molinahealthcare.com
February 21, 2017
LOL – I’ll look forward to that article should it come up.
Adam Napper
February 23, 2017
I suspect anyone new to being a trainer will likely find the schedule to be the toughest part. An ideal day for me is training 5am-10am, then 4pm-8pm. And that’s ideal. But it very rarely works out that way because people cancel, reschedule or want to workout at noon. An awful day might be something like training for 1.5 hours, off for 2 hours, all day long. And I don’t have kids, but I figured even my ideal day would be a deal breaker for most people that want to see their family. So I spend a good deal of time reading and such between clients. Expect to have plenty of down time, even when you have a “full” schedule.
A few observations that have surprised me…
-How often people miss or reschedule. Years ago I tried to quantify how often people miss on average. If I remember right, it was about 20% of the time, even for consistent clients. You gotta think that if someone is scheduled every Monday and Wednesday, that’s ~100 sessions a year. But with travel and sick kids, diligent people may only show up 85 times.
-Subjectively, somehow the day doesn’t feel long. A 4-hour stretch of training people will fly by. When I noticed that the days never felt long, no matter the hours, I figured I should probably stick with this job. I’ve heard other trainers say the opposite though. Mike Boyle once commented that he much preferred training groups so that he didn’t have to make small talk between sets.
-Also subjectively, there’s one exception to making the day feel long, and that’s training an difficult/unpleasant client. I’ll dread it all day and there’s a big sense of relief once they’re hour is over.
-Difficulty in finding high quality information for continuing ed. There’s a LOT of people out there sharing their knowledge, with so much out there, it took me a long time to confidently sort out the good stuff from the well-intentioned garbage.
reddyb
February 23, 2017
Couldn’t agree more!
In the early days I always had a book on hand for the inevitable down time. While I as much as anybody enjoy the Kindle app over carrying physical material, I’d recommend a book rather than using one’s phone. A book is a much better conversation starter, and it’s an easy in with clients or prospective ones when they ask what / why you’re reading, where you can sell it as trying to improve at what you do. Or the person naturally has a question when you mention the topic you’re reading up on.
Agree with everything else you mentioned. Matches my experience very well. Been debating writing something about axing those difficult clients. It’s incredible how out of an e.g. 8 hour day you could have 7 hours be great, one hour be one of those difficult people, yet it makes it feel like the whole day was mediocre.