If you're training 30 clients to make $5K/month, working 60 hours/week, and feeling burned out, you're doing it wrong. The problem isn't your work ethic. It's your pricing.
Most personal trainers are leaving $50K-100K/year on the table because they're afraid to charge what they're worth.
Let me show you the math that actually works.
The average personal trainer in the US charges $50-70/session. Let's run the numbers:
| Metric | Low-End Model ($50/session) | Premium Model ($150/session) |
|---|---|---|
| Sessions to make $5K/month | 100 sessions | 34 sessions |
| Sessions per week | 25 sessions | 9 sessions |
| Number of clients (4x/month) | 25 clients | 9 clients |
| Hours training/week | 31 hours | 11 hours |
| Admin/programming time | 20 hours | 8 hours |
| Total hours/week | 51 hours | 19 hours |
| Sustainability | Burnout guaranteed | Sustainable for 10+ years |
Same $5K/month. One model requires 51 hours/week. The other requires 19 hours/week.
But it gets better. At premium pricing, you can actually work FULL-TIME (30-40 hours/week) and make significantly more:
Premium Model at Full Capacity:
That's life-changing money without sacrificing your life.
Excuse #1: "I'm new, I can't charge that much."
Wrong. Your clients don't care if you've been training for 1 year or 10 years. They care about results. If you can deliver results (and you can), you can charge premium prices.
Think about it: Would you rather hire a brand-new lawyer who charges $100/hour or an experienced one who charges $300/hour? You'd probably pick the experienced one, right?
But if the new lawyer has a proven track record of winning cases, you'd pay $300/hour. Results matter more than tenure.
Excuse #2: "My area can't support those prices."
Bullshit. I'm in Westlake Village, CA—not Beverly Hills. And I charge $200-250/session. There are trainers in rural areas charging $150+/session.
Premium pricing isn't about geography. It's about positioning. If you position yourself as the best option (through results, specialization, and service), people will pay.
Excuse #3: "I feel guilty charging that much."
This is the big one. You think charging $150/session makes you greedy or out of touch.
Let me reframe this for you:
But asking them to invest $600/month in their health, energy, confidence, and longevity? That's "too expensive"?
You're not selling sessions. You're selling transformation. And transformation is worth way more than $50/hour.
Here's how to price yourself for a sustainable, profitable business:
What do you NEED to make to live comfortably and save for the future?
Let's aim for $10K/month as a realistic goal for most trainers within 1-2 years.
How many clients can you realistically serve well?
Sweet spot: 15-20 clients. Enough to make great money, small enough to deliver exceptional service.
Goal: $10K/month with 15 clients
$10,000 ÷ 15 clients = $667/client/month
$667 ÷ 12 sessions/month (3x/week) = $56/session minimum
$667 ÷ 8 sessions/month (2x/week) = $83/session minimum
$667 ÷ 4 sessions/month (1x/week) = $167/session minimum
Notice: The less frequently clients train, the higher your per-session rate needs to be.
Most trainers work with clients 2-3x/week. That means you need to charge $80-100/session minimum to hit $10K/month with 15 clients.
But we're not shooting for minimum. We're shooting for premium. Add 30-50% to account for:
Target rate: $120-150/session to reliably hit $10K/month.
Year 1: $100-125/session
You're new, building your reputation. This is still 2-3x what most trainers charge.
Year 2: $125-150/session
You've got 50+ clients under your belt. You have testimonials, results, referrals.
Year 3: $150-200/session
You're established. You have a waitlist. You can be selective.
Year 5+: $200-300/session
You're the best in your area. Clients pay for your expertise and results.
Raise rates every 12 months. No exceptions.
10-20% annual increases. Grandfather existing clients for 6 months if you want to be nice. New clients pay the new rate immediately.
You can't just slap a $150/session price tag on generic training and expect people to pay. You need to EARN premium pricing through:
Client testimonials that include numbers are worth 10x more than vague "I feel great!"
Specialists charge more than generalists.
What $50/session trainers provide:
What $150+/session trainers provide:
You're not charging more for the same service. You're delivering WAY more value.
Objection #1: "That's expensive."
Response: "I understand. Let me break down what you're getting for that investment..."
Then explain the full value:
Objection #2: "My old trainer charged $60/session."
Response: "And how did that work out for you? Are you where you want to be?"
(They're talking to you because they DIDN'T get results with the cheap trainer.)
"You can keep doing what you've been doing and get the same results. Or you can invest in someone who will actually get you there. Your choice."
Objection #3: "I need to think about it."
Response: "Totally understand. What specifically do you need to think about? Is it the price, the time commitment, or something else?"
(This forces them to articulate the REAL objection so you can address it.)
This is where most trainers choke. They mumble. They apologize. They give discounts before anyone even asks.
Wrong way: "So, um, my rate is $150 per session... but I can do $120 if that's easier for you?"
Right way: "My rate is $150 per session. Most clients train 2-3 times per week, so that's $1,200-1,800 per month. Does that work with your budget?"
Say it confidently. Pause. Let them respond.
Don't negotiate with yourself. If they push back, THEN you can discuss options (e.g., 2x/week instead of 3x/week to lower monthly cost). But don't drop your rate.
For existing clients:
For new clients:
Email template for existing clients:
"Hey [Client],
Quick heads up: Starting [Date 60 days from now], my rates will be increasing from $X to $Y per session to reflect the level of service and results I'm delivering.
You're grandfathered in at the current rate through [Date 6 months from now]. After that, the new rate applies.
If you have any questions, let me know. Otherwise, nothing changes—we keep crushing your goals!
- CJ"
Expected attrition: 5-10% of clients will quit. That's fine. You'll make MORE money with fewer clients at higher rates.
You didn't get into personal training to be broke and burned out. You got into it to help people transform their lives.
But here's the truth: You can't help people if you're working 60 hours/week, barely making rent, and hating your job.
Premium pricing isn't greedy. It's sustainable.
Start charging what you're worth. Your clients will pay. Your business will thrive. And you'll actually enjoy being a trainer again.
I've spent 13+ years perfecting my pricing strategy, client acquisition systems, and retention frameworks. Now I teach other trainers how to do the same.
Download my free guide: "How to Build a 500-Client PT Business"
Get The Free Guide