When I first started out as a PT I had absolutely no idea how I would execute my business. I wanted to be full time, that I was sure of. There are many PTs who go into PT as a side job to subsidise a full time income or as a hobby. But I wanted to jump straight in and give my clients my full attention. And from day one I encouraged my clients to call or message me at any time if they needed me. I never saw my one hour session a week as an ‘hourly rate’. It was more of a package. I was their PT 24/7, not just for that hour in the gym.
And I did get the odd midnight phone call and the messaging back and forth at unsociable hours, but that’s what I wanted. If that’s what my client needed at that time, then that’s what I wanted.
Your job doesn’t stop when you leave the gym. In fact, if you are developing training plans, replying back to messages and working on building your business, then the hard work starts after your sessions. I learnt that the hard way after a couple of years. Clients dropped off, I had no other income. I needed to become much more business savvy as a PT. I needed to be better at client retention. If times of the year were difficult to get new clients such as the summer, then I had to take good care of the ones that I had if I were to keep them.
If you go straight into a commercial gym after PT school, you’ll need to earn your credibility and stand out among the other PTs.
There were 14 other PTs at my first gym in Leeds. Although it was a busy gym it was difficult to get new clients because of this. I had to find a niche. Something that could make me stand out. What stood out was accidental to begin with, but then I made it a trademark…
To mask my nerves during my first few fitness classes, I became overly enthusiastic in my routines. I would bounce about, run around the studio, shout what would become familiar catchphrases and wouldn’t stop until the participants (and myself) were laid out on the floor in a pool of sweat. But I added comedy value too. I didn’t take myself seriously. I told crap jokes and had fun with it.
What started out as anxiety and adrenaline became a successful character in the gym. Most of my 1-1 clients started from doing fitness classes with me because they ‘wanted someone who would push them’ and ‘who had fun and energy’.
Don’t forget, I was trying to earn my stripes against PTs who were more experienced, were younger, were athletes, models and bodybuilders in their spare time. I was a 30 something year old, balding dad of two. I looked physically fit but I also looked ‘normal’. Along with acting like a deranged clown in my classes, I became appealing to a certain demographic.
I left a busy commercial gym near the centre of a major city in England to a much quieter gym just outside a seaside town. I knew early on that my style of fitness class wouldn’t catch on. The Deranged Clown would not fit in here. There was no way I could recreate the ‘theatre’ of my previous gym. And so I had to change direction. The jokes stayed, that’s just my personality , but I had to tone down the act.
Due to the closure of gyms during the pandemic, I will never truly know if my new direction worked. Gyms, PTs and how we approach fitness in general had to reinvent itself after lockdown. Not just me. But, although my enthusiasm for coaching has never waned, my enthusiasm for reinvention has. Perhaps lockdown was a final straw for me regarding commercial gyms.
And now my future still involves PT and coaching, but it will be very different again and it won’t be my only source of income. In fact I’ll have to wear many different caps if I am to pull off my next venture successfully.
My biggest piece of advice to a new PT trying to make it in a commercial gym would be to find your niche. If you enjoy calisthenics then talk about it to everyone who comes through the door. Or if training for marathons or tough mudder events is your thing, make sure that everyone knows that you’re the go to trainer for them. Be yourself. Yes, I am a deranged clown. I find it difficult to be serious and I find humour in most things. It wasn’t actually an act. Only yesterday I was on a field with 40 six year old kids teaching them how to Gangnam Style. I didn’t care what the other coaches or parents thought I was doing. The kids loved it!
And my other bit of advice is to realise that you won’t be able to stay in the comfort zone of a commercial gym forever. Not to make it a decent income long term anyway. Whether you set your own studio up, go online, coach children in schools or move to Portugal and set up a glamping site with an assault course, you will need to evolve eventually.
Yours faithfully,
The Deranged Clown.
Never Give Up PT 