Why do Personal Trainers quit the fitness industry within just 1-year?

When I entered the fitness industry 18 years ago, the average career span of a Personal Trainer (PT) was 5 years! (not really a thriving or reassuring career choice). 

Recently it was estimated that this has now dropped even further to just 1 year!

In my experience the reason why PT’s leave the industry is about the only thing consistent in the health industry!  

I travel the world educating. The reason’s for PT’s leaving are the same in Sweden - Malaysia - China - USA - everywhere! 

Here is what I have seen, heard and realised. Are they statistical? no, they don’t need to be! The statistics show that the industry has a huge leak in the boat, and the plaster that we keep using is about as useful as a chocolate tea cup.. 

Here are some of the most common reasons that PT’s are throwing in the towel..

Getting off to a bad start with your landlord

Trainers do not realise or value the facility that they are working in. A PT should be prepared to take a negative share in the hourly fee (if this is the model) if the facility is providing great equipment, thousands of members and constant access or opportunity to earn. PT’s that open their own facilities quickly realise this and “sink or swim”. Within a short time of working at a large gym Pt’s often think this is an “unfair” share in the fee’s. Leading to training in the park and taking cash directly - both breaching their contract agreements. 

However, the facility should offer ongoing support in growing a PT’s brand by encouraging them to teach group classes, or learn how to approach clients in better ways. It’s the responsibility of both parties and it seems to me that both point the finger at each other. There is no strategy for either. 

Giving out free “taster sessions” is not an acceptable strategy or very successful. 

Do you see it as a business or a job? 

The average age of a PT is 22! it would be fair to presume that PT’s are interested in the persona that comes with the job. However, they are not willing to prepare business plans, make a marketing strategy or even a career plan. It seems like a “stop gap” job and when they realise that social time is reduced, and increased social media followers is not enough to pay for their Ibiza holiday, they can’t sustain the lifestyle. Appropriate business skills and awareness is needed from the onset 

Following the above point 

In all industries and levels that I have worked with, the company has a business plan. For a PT, I think they need to be guided on how to create, forecast and scale their business better. If and when I do come across a trainer with a plan, they have usually made a 12-month plan. That’s the first mistake. They have not included the fact that 90% of their clients have a holiday at some point, and usually in the UK this is falls between July-August! December is usually a write-off! Christmas is the month of sin, work nights out, chocolates in the office and little to no sleep - which means cancellations. Let’s not forget bank holidays and the english weather. 

My suggestion is to forecast for a 10-month business plan that can accommodate this and maybe the odd sick day that “super hero’s” might occasionally have! Who is helping them review this on an annual basis? Who is showing them how to even start a plan? 

Love thy neighbour 

Almost all PT’s that I have spoken to have never had a PT. Is this because PT’s don’t value other colleagues opinion? PT’s don’t spend time sharing good practice. One of the things that I always encourage is that PT’s pair with another trainer, physiotherapist and as many people as they can to up-skill, refresh knowledge, gain feedback, motivate or have study meet-up’s. Unfortunately most PT’s see each other as competition rather than colleagues. 

Retention not sales 

I am often asked to teach workshops on sales and how PT’s can gain more clients. Since 2015 I started saying “no!” to delivering talks on this topic. When I was 16 and started this adventure we didn’t have Facebook, Youtube, Instagram or even use emails ( seems like just after WW2 ). 

Here’s how I did it…

I did a good job and focused on retention of what I had. Gradually my reputation and interest grew. I had built a good reputation of somebody that would help you, communicate with you on a regular basis (not just when asking for money or to confirm a session time), and someone who would go the extra mile when it came to birthday cards, interest in social activities or hosting social events.

Modern PT’s are relying on hashtags and their own wellbeing rather than providing a “Disney Land” service that leads to more clients and a business that you can sustain and enjoy. 

If a PT is needing more sales training, this tells me that they are losing clients or a regular basis. Is this sales training or retention training they need help with?  

Poor planning - how about NO planning! 

One of the things that should be integrated more into PT qualifications is the ability to plan and program. Im not talking about just writing SMART objectives - I mean how to calculate load realistically, how to order exercises, using specific times for rest and when to increase the weights. These skills lead to visual results, which is why clients hired a PT in the first place.

 I believe that more should be done in the form of case studies and ongoing reviewing of how a program should be created, modified and adapted. The planning of a 12-week cycle is not explored enough on a course. It should be something that is experienced and guided through. 

Maybe if PT’s had the opportunity of having a PT themselves first (point 3 of this article), they would have more experience of planning and progressing a client at a level that works. Therefore, retaining their clients and further building their reputation. 

In most gyms that I visit I don’t even see PT’s carrying a pen and paper! So how on earth are they recording the reps, sets, tempo’s, grip changes, exercise modifications or recording the data from any tests and assessments carried out? Exactly, they aren’t! They are regurgitating a simple circuit training with every client, maybe timing 60 seconds and chatting about love island during the rest (which most probably isn’t even strictly timed). 

It should be called a fitness concierge service instead of PERSONAL trainers if they are just accompanying people around the gym chatting about the weather.

Lost in the woods 

My final point is an accumulation of the above points. The fitness management lacks to create an environment for success. This is where management need to pay more attention and take responsibility. What makes a PT manager? Here are a few ways that PT’s seem to get a “promotion” to fitness manager:

• They have worked at the gym for the longest time  
• They don’t have enough clients so need to take a half wage to make up for their inability to attract and retain clients 
• Nobody else wants to do it….

When I deliver a workshop within a gym who do I schedule with? That’s right - the fitness manager, and unfortunately in the majority of cases they don’t have the ability to return emails, collect information from their team, distribute feedback forms or make a decision. This is your leader! Most PT managers have got the job by default and have had no management training or support from above. They don’t have the ability to provide mentorship to their team, hold a regular meeting, provide action points or support their staff. They just make sure that time sheets are filled in. 

One of my personal expectations of anybody that I work with is good communication skills. I believe that successful people are able to be compliant with these basic skills. If we can train managers better, they can keep their team more engaged and focused, give better advice and they can grow a successful team - That don’t leave within 12-months! 

In closing, If health clubs could retain their staff by helping them achieve more by showing them how to run a business and provide a better a service, the entire system would benefit and come with a huge financial reward. 

• Improved service to members 
• Happier staff 
• Reduced need for ongoing recruitment 
• Decrease in members leaving 

The PT system needs a review from education to service! 

This is just my opinion. We don’t need to agree.

I am sharing what I see and hear on a daily basis. I am happy to speak to anybody on these topics. 

These opinions are not based on any particular company that I have worked with. They are based on my experience of working in many countries with varied companies on a self employed basis. Therefore, putting me in a neutral position to give a view from across the industry. 

Thank you for reading 

Marvin Burton - [email protected]