#trainer nation

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Trainer Nation's Founder Edward L. Gober discusses his controversial maximum client load strategy used to drive training frequency and expedite renewal revenue with health club owners and fitness management.

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Edward L. Gober discussing one of the most critical departmental policies to establish in regards to driving personal training frequency with health club owners and fitness management. 

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Trainer Nation's Edward L. Gober discusses part time personal trainers as well as "selling the program" to combat client attrition when personal trainers are released from your program. 

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Trainer Nation Coming To Virginia Beach, USA

MAX PT: THE SYSTEMATIC APPROACH TO DRIVING PERSONAL TRAINING REVENUE

The MAX PT seminar provides innovative solutions to the complex challenges directors of personal training as well as single and multi unit health club owners face in building this vital revenue stream.

This five hour presentation, taught by Trainer Nation’s founder Edward L. Gober, will give the participant the blueprint he has used to build some of the most acclaimed personal training programs today.

On December 8th, 2012, at the W.I.T.S Business Institute Conference, will discuss a portion of the overall program to provide participants with actionable strategies that can be immediately implemented within their personal training programs.

Participants will learn to:

Identify the challenges that effect maximizing personal trainer revenue

Gain an understanding of how to drive revenue from an existing membership base

Correct service presentations that devalue personal training

Install departmental policies that increase new and renewal revenue

         The Challenges That Effect Driving Personal Training Revenue

The Leadership Responsibility

Poor New Business Closing Percentage

Profit Centers Unaligned

Undefined Management Detail

Poor Client Retention

High Employee Turnover

Insufficient Lead Volume

Strategic Customer Service Based Lead Capture

Active Engagement

Targeted Outreach Campaigns

Internal Marketing

          Departmental Policies To Drive New And Renewal Revenue

Personal Trainer Performance Policies

Management Directives To Increase Training Frequency

Selling The Program

          Devaluing The Personal Training Service

The Complimentary Session

Introducing The Price Of The Service

Teasing Your Prospective Purchaser

Personal Training In The Point Of Sale Process

Speaker Bio:

Edward L. Gober is the founder of Trainer Nation, the global leader in personal training sales development. Prior to launching Trainer Nation, Edward directed the prestigious New York Health and Racquet Club as Vice President of Personal Training generating revenue in excess of $14 million dollars annually.

In 2010, Edward moved on from New York Health and Racquet Club to build a company that empowers personal trainers with the sales and marketing capabilities to compete and succeed in any region under any economic conditions.

For 18 years, from personal trainer to fitness manager, from health club owner to high level executive, Edward has been a proactive leader in helping individual personal trainers, small business owners and large corporate contacts navigate the often complex environments that challenge their overall sales performance.

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Initial Questioning

The moment you decide to hire a personal trainer you take on the great responsibility of ensuring that employee is given the tools needed to be successful. Before you can make an offering, you must first assess the level of commitment the candidate has for their career.

Over almost two decades I have interviewed thousands of personal trainers with all levels of experience. The simplest of questions seem to lend the most clarity to a situation. Below are four initial questions you may use: 

1.) What do you hope to accomplish in the fitness industry both in the short and long term? What do you hope to secure by achieving those goals? 

The question should reveal both the passion and the aspirations of the candidate. In the second part of the question, we want to uncover the motivation behind the wanting to achieve. 

2.) What steps are you currently taking to achieve those goals? 

This question will uncover whether they have formulated a strategy to realize their goal. Can a personal trainer problem solve and define goals for a client if they are unable to do so for themselves? Beyond their strategy, has the candidate taken action towards pursuing the objective. If the candidate can not inspire themselves to take action in pursing their own goal, how much enthusiasm will they have for achieving the company's requests?

3.) I understand the goals you have set for yourself. What are some of the areas you could improve upon in order to realize those goals? 

Here we want to gauge a level of self awareness. Additionally, we want to see the degree of humility the candidate shows. We want our personal trainers to be confident so they command respect, but humble enough to understand there is much for all of us to learn.

4.) Based on those answers, what can you change or implement in the next week to help you grow professionally?

Hard work is not a sufficient answer. Without a structured game plan, hard work proves to be fruitless. The candidate may need your direction in creating a multi layered action plan. It is the responsibility of the management to develop, direct, and mentor the entire staff.

By presenting these questions to your next candidate you will be able to gain an understanding of your new personal trainer's focus as well as the strategic approach you both must take to developing their career.