Increase Income by Diversifying Services

by Kristen Horler on Aug 27, 2019

Enhance your business with multiple revenue streams.

Do you worry about the financial impact of getting sick or injured? Does taking a vacation mean a financial loss for you? As a studio owner or fitness entrepreneur, you have only so many hours in the day to market and run your business and focus on your own professional education and development.

Take a few minutes to think about what you want your career to look like in 5 or 10 years. Do you see yourself continuing on your current path, or do you dream of more time freedom, greater flexibility and growing income opportunities? Developing multiple revenue streams will enable you to expand your reach, avoid burnout and possibly take a stress-free vacation. Explore ways to boost your income and learn what’s needed to make these new revenue options a reality.

Why Diversify?

Amanda Vogel, MA, fitness presenter and owner of FitnessTestDrive.com, a blog that candidly reviews the latest health, fitness and wellness products and programs, says that extra money-making opportunities offer career options. “Adding additional revenue streams can help safeguard against burnout,” she says. “The extra income provides more freedom to focus on those classes and clients you enjoy most without worrying about a dip in regular revenue. Having additional revenue streams to fall back on also acts as a safety net.”

Aimee Nicotera, MS, a fitness entrepreneur in Marstons Mills, Massachusetts, agrees. “I would caution any fitness professional against pigeonholing yourself into only certain categories,” she says. “By remaining open to opportunities slightly outside your area of expertise and comfort zone, you can push yourself to grow, expand your knowledge base, build your resumé and add to your income.”

Small-Group and Virtual Training

You may sometimes feel like you’re trading hours for dollars, especially if you’re a business of one. If you’ve ever missed a week of work due to the flu, you know what a major financial hit you had to take as a result. Consider adding these options to your schedule:

SMALL-GROUP TRAINING

Do you enjoy working with older adults, athletes or teens? Expand beyond exclusively offering personal training by focusing on delivering small-group training programs or specialty classes to a niche market. Consider obtaining an additional certification to further differentiate yourself from the crowd.

VIRTUAL TRAINING

Will a client be out of town for the summer? Instead of clients missing your training sessions and you taking a loss in revenue, look into virtual training options to help your regulars stay active. With a little planning, technology can enable you to provide private training sessions to your clients using Google Hangouts, FaceTime or Zoom.

Here’s what you’ll need for virtual training:

  • a laptop, tablet, phone or computer with a good camera
  • a strong and stable internet connection
  • a clear, well-lit area to demonstrate movements (You may need to move your mobile device or camera when transitioning from standing exercises to floor work.)
  • an uncluttered background to maintain a professional look and feel

If you want to offer virtual training to your current clients, use in-person personal training sessions leading up to your virtual training sessions to prepare them for the movements you will be guiding them through. Feature exercises that are predominantly focused on body weight; add in free weights and a large fitness ball for variety.

Nutrition Coaching

Your clients are probably already asking you what they should be eating, how much they should be eating and when they should be eating. Generally, time constraints don’t allow you to run your business or sessions and coach nutrition at the same time. However, a conversation at your business site or during a personal training session does give you the opportunity to ask your clients a few questions about nutrition and open the door to the idea of a dedicated nutrition coaching session. With the right education, you can support your clients beyond their fitness goals and create an additional revenue stream and referral source.

Here’s what you’ll need for nutrition coaching:

  • a nutrition certification or degree
  • ongoing nutrition education
  • evidence-based nutritional information and guidance

Nutrition coaching may give you an opportunity to diversify your client base and a chance to experience a different environment. You can provide nutrition coaching in person, over the phone or online through a video. A structured nutrition-coaching program that includes motivational interviewing and small, attainable goals can help your clients achieve success in both their fitness goals and their overall health.

Online Challenges

Using your client email list and/or your social media following, you can organize and lead an online fitness accountability challenge. Online challenges I’ve heard of range in price from free to $149, depending on the experience and what you provide to participants. Online challenges can last anywhere from 1 week to 2 months. You can run your challenges at no additional cost to you through a private Facebook group.

An online challenge can include a fitness or nutrition focus, have a specific timeframe and provide regular posts from the host or moderator. Posts can include challenges, recipes, questions/polls, inspiration and an educational livestream.


For more information, see “Earn More by Diversifying” from the June 2019 issue of IDEA Fit Business Success. If you cannot access the full article and would like to, please contact the IDEA Inspired Service Team at 800-999-4332, ext. 7.

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About the Author

Kristen Horler

Kristen Horler IDEA Author/Presenter

Kristen Horler, MS is founder of Baby Boot Camp, offering fitness franchises that target new moms. Kristen completed her Master of Science degree in Sports & Fitness Nutrition at Northeastern University in December 2015. Prior to becoming a fitness professional, she earned her B.A. degree in Physical Anthropology from the University of California at Santa Barbara and an A.O.S. degree from the California Culinary Academy in San Francisco. Kristen was named 2012 IDEA Program Director of the Year Finalist. Today, Kristen makes her home in Sarasota, Florida with her husband and two children where she continues to develop the Baby Boot Camp franchise program. Learn more at www.babybootcamp.com.