If you have trainers working for you, then…

Recently, I read on a popular personal training business forum site question from one of the users.  The question was something like this: "My trainers don't seem to be any good at going out there and getting clients.  How can I motivate them to go out there and get more clients so I can make more money?"

My answer to that question is simple.  If your trainers are good at "going out there and getting clients", then they sure as hell wouldn't be working for you.  They would more likely be your competition and not your employees.  Your job is to set up the marketing systems and set up the sales and conversion systems that bring in the prospects and converts them into clients. 

If you have trainers working for you, their job is to train the clients.  If they're good at sales, then it's probably their job to follow your sales script and convert the appointments that came in through your marketing channels into paying clients.

But if your trainers are really good at going out and drumming up business, trust me, they wouldn't be working for you and they'd most likely be your competition

The reason that most trainers work for a company or for someone else is because they're NOT very good at getting new clients.  They're good at training clients.  That's what they do.  They're trainers, but they're not great marketers. 

If you own a training business and have other trainers working for you, your job is to be the marketer and owner of the business and let the trainers do the training while you do the big lever entrepreneurial tasks.