The Business of Personal Training

Infofit Educators, North America’s school for Exercise Education and Fitness Professional Certifications, has teamed up with Sherri MacMillan and Northwest Personal Training, world leaders in the personal training business, to teach you the systems to get your Personal Training business MAKING BIG MONEY and take your Personal Training Sales and Training Team to the next level! The Business of Personal Training System is packed full of immediate, income-generating marketing strategies, sales systems that close 80% of prospects, techniques for creating staff buy-in, and customer service procedures that produce raving fans.

Complete Package

If you want to dramatically increase your Personal Training revenues and profits…

If you want to organize your business so you work smarter not harder…

If you want the systems to help you generate $1,000,000 per year in PT revenues…

Then today is your lucky day. Sherri McMillan, M.Sc., International Fitness Presenter and Personal Trainer of the Year, has laid out the strategies for million dollar Personal Training success.

And unlike some consultants who don’t even own personal training businesses, she speaks from experience. Both of her boutique style training studios in Portland OR and Vancouver WA did over $1,000,000 last year. Plus they were recently awarded the Better Business Bureau Business of the Year. That speaks volumes! If you’re going to set up a business, don’t you want to learn and mimic one that is actually generating huge revenues and receiving community, nation-wide and industry accolades!

A La Carte Systems

Although our Business of Training Corporate Manual, and systems DVD’s and CD is the best investment you’ll ever make and will offer you the best value, if making the entire purchase is just not in your budget right now, you can purchase certain components and the license to utilize those materials a la carte as needed. The entire manual takes about 12 hours to review. Each module takes about 1 hour.

Human Resources

If you manage a team of fitness professionals, these systems are a must. The materials include:

  • Concrete system for recruiting, interviewing & hiring new team members
  • Interview questions
  • A solid apprenticeship/internship process for new employees
  • Sample Employee Agreements
  • General Employee Policies and Procedures
  • Sample Wage Scale and Compensation Structures
  • New Employee Checklist
  • New Employee Orientation Quiz
  • Various Bonus structures
  • Team Meeting scheduling, agendas and formats
  • Points and Rewards programs
  • Payroll forms and systems
  • Termination notice and exit-interview questions
  • Evaluation systems and forms including On-floor Evaluations, Indicators of Performance reviews, File Audits, Client/Secret Shopper Evaluations and Year-end Performance Appraisals

Sales Systems

Don’t leave it up to your fitness professionals to learn how to sell. It will take them forever to figure out what works and what doesn’t. It’s just not their strength or passion. Instead, teach them the techniques that work so they can experience success right away. The materials include:

  • Sales Principles and Techniques
  • Skills for First Interactions in person or on the phone
  • Phone Scripts
  • Tour Scripts
  • Complimentary/First Personal Training Session protocols and scripts
  • Asking for the Sale Scripts
  • Overcoming Objections Scripts
  • Asking for Referrals / Letters to Referred Clients / Referral Promotions
  • Sales Presentations and Price Sheets
  • Letters to prospects and past clients
  • Approach to Increasing Service Prices

Programming & Forms

Most fitness clubs and training studios leave the personal training process to the discretion of the trainers. However, what often results is a group of trainers who have their own individual beliefs and ways of doing things which typically leads to a lack of team unity and confusion for clients. Instead, as a business, you should have systems established for each client training experience so even though each trainer will be different, there will be certain procedures and protocols that everyone buys into and follows. Materials include:

  • Initial Personal Training process and check-list – ensure all important topics, foundational principles and systems are covered with all new clients
  • NWPT Fitness Results Manual – a workbook that is given to all new clients
  • Initial Client Fitness Assessment Protocol
  • Lifestyle Coaching and Motivational Forms and Systems
  • Client Programming Systems including appropriate program design rationale, cardio-vascular conditioning principles, muscle conditioning principles, nutrition principles, correct progressions, and a NWPT Ideal Personal Training session checklist
  • Group training Systems
  • Sample Trainer Bios
  • All Client Forms including:
    • Client Information Questionnaire
    • Lifestyle Coaching and Motivational Forms
    • Weekly Exercise Structure
    • Daily Exercise Structure
    • Fitness Assessment Forms
    • Heart Rate Training Zones
    • Workout Cards
    • Activity and Nutrition Logs
    • Price Sheets
    • Shopping/Needs Lists
    • Physician Forms, Letter and Referrals
    • Feedback Forms


Successful marketing includes letting your community know who you are, what you do and enticing them to come in and try out your services. Learn which marketing tactics work at building your brand image and ultimately your total business success and yearly revenues. Materials include:

  • Marketing Principles and Techniques
  • Systems for Building for your Brand
  • Techniques for creating Brochures, Fliers, Ads, Templates, and Forms
  • Internal Promotions including newsletters, client referral campaigns, and gift certificates and more
  • External Campaigns including strategic alliances, cross promotions, media relations, business memberships and more
  • Sample proposal letters for alliances and business relationships
  • Yearly Marketing Plan templates
  • Sample ads and materials

Customer Service

Learn the systems guaranteed to create “Raving Fans” and life-long clients. Materials include:

  • Company Foundation – Mission, Vision, Motto, Values and Purpose
  • Customer Service Principles
  • Daily and Monthly Customer Service initiatives
  • Client Communication Skills
  • Client Retention Programs, Event Samples and Project Management materials including:
    • Fitness Challenges
    • Educational Seminars
    • Open Houses
    • Outdoor Adventures and Clinics
    • Client Newsletters
    • New Client Letters and Gifts
  • Client Survey Samples

Operations & Admin

Learn the required systems to manage the behind the scenes operations of your business. If you want to grow your business without chaos, these materials are a must.

  • General Policies and Procedures
  • Daily facility and operation check-lists
  • Administrative Systems
  • Client Scheduling
  • Point of Sale
  • Client Files
  • Client Communication
  • Emergency Procedures