Empathetic Conversations That Drive Success
Are you struggling to convert leads into long-term clients? Do potential clients hesitate due to pricing, commitment, or skepticism? The Value Selling for Fitness Professionals seminar is designed to help you master the art of selling through genuine, problem-solving conversations that make clients eager to invest in their health—with you as their guide.
This Seminar is For
This seminar is perfect for personal trainers, gym owners, and health/fitness coaches looking to: increase sales without feeling pushy, gain confidence to price and package their services for maximum value, and develop the right approach and answers to overcome objections with ease.
Why this Seminar
Pressuring clients doesn't lead to succesful long-term relationships. Selling in fitness is about helping clients see the value in what you offer. This seminar will teach you how to structure conversations that build trust, demonstrate expertise, and turn potential clients into loyal customers. With a focus on empathy and strategic problem-solving, you’ll walk away with the confidence and skills to close more sales effortlessly. Increase your bottom line and impact more lives.
Key Learning
- Learn the psychology behind decision-making and how to present your services as the obvious choice.
- Structure your offers for maximum profitability while making it a no-brainer investment for clients.
- Address common concerns head-on and position yourself as the solution people need.
- Master the art of selling through trust-building and problem-solving, not persuasion.
- Handle objections with confidence by addressing the root concerns and guiding clients to the right decision.
From an Association Focused on Your Career Success
FBA develops education programs for in-demand skills, so you can build a long-term successful career delivering great results for your clients while enjoying a profitable profession.
100% Online and Self-Paced: Access the course materials anytime, anywhere, with 24/7 availability on any device. Benefit from videos with captions, searchable transcripts, and adjustable playback speeds.
Expert-Led Sessions: Learn from vetted top industry experts who provide actionable insights and strategies based on their extensive real-world experience.
Resume Enhancement: Build upon your existing certifications and gain focused skills that will make you a more valuable asset to clients and fitness clubs.
Course Details
- 100% online.
- Self-paced, on demand, available 24/7 on any device.
- 2-year access to all materials.
- Enjoy the best online learning platform for video education.
Videos with captions, searchable transcripts and speed controls.
- No formal prerequisite.
Recommended to start: Training certification and work experience. - No renewal requirement nor cost.
- Unlimited quiz retakes at no extra cost!
Final quiz: Open-book format, requires 80% passing grade. No penalty for retaking it.
About FBA Seminars
The essential professional education to increase your skills and impact. FBA Seminars take you deeper into important topics, to empower you in your performance and strengthen your resume.
There is no formal prerequisite, although technical certification (such as CPT) and FBA Certification are recommended as a foundation before starting the seminar.
Deliver a Higher Level of Service
Gain Important Skills and Confidence
Vetted Education from FBA and Top Experts
Increase Your Value as a Practitioner to Clients and Clubs
Why FBA?
As the Fitness Business Association, all our education has a focus on developing the skills for long-term success in the fitness industry. Our programs have the dual purpose of making you a confident and skillful practitioner in fitness, and to empower you with the tools and practices to succeed in your career or business.
FBA is the parent company of the SUCCEED! Virtual Conference, the largest and highest rated virtual conference in the fitness industry. With the backing of over 100 industry brands and major certifying organizations, FBA and SUCCEED! have served world-class video education to tens of thousands of fitness professionals.
The FBA Seminars take advantage of 1000+ hours of video education content in the FBA catalog, delivered by 300+ expert presenters. Each Seminar is designed by conducting an expert panel review of our education catalog to select the best and most impactful education for your career success.
Value Selling for Fitness Professionals
Video education from selected sessions recorded at SUCCEED! events.
In this session, you will learn how to market and sell yourself. You will learn the most important marketing strategies to generate leads and prospects for your fitness business. You will also learn the six-pack of objections and how to overcome them to get a prospect to sign on the dotted line.
Michael is a certified and accredited personal trainer and nutritionist who has helped hundreds of clients reach their health and fitness goals. Michael is currently pursuing a Doctorate in Health Science and finishing his MBA.
He received a Master’s of Science in Exercise Science & Health Promotion and a Bachelor’s of Science in Biology & Psychology. He currently holds several nationally recognized personal training certifications through accredited organizations such as NASM, NCSF, PFIT, NFPT, NSCA, CrossFit, FMS, TRX, USAW, Cooper, and ISSA.
He also has seven advanced specializations in nutrition, PEMF, corrective exercise, performance enhancement training, rehabilitative exercise training, physical therapy, and strength and conditioning.
You will learn how to engage potential clients, qualify that they are the right fit for your program, get confirmation they are looking for help and convert them into paying clients all through chat.
Ryan Obernesser is the CEO of O.B. Training Inc., Gym Profits LLC, and creator of the Take Back Your Life 6 Week Challenge™ program. Over the last decade, Ryan and his wife Christina, have built O.B. Training into a specialty training facility that transforms the minds, bodies and lives of every adult and athlete that walks through their doors.
In that time, O.B. Training has grown into a profit machine. Churning out multiple 6-figures in profits each year despite being located in Utica, NY - a city Forbes named the third-worst place for business and careers in the U.S. in 2015 with a median household income of less than $35,000.
Discover the most important skill needed to get more sales in your Fitness Business. Most sales calls/consultations are won or lost at the start in the info-gathering stage. In this training, we'll show you how to master the info-gathering stage so you massively reduce objections and make more sales and ultimately increase your revenue.
Luke is a high-level salesperson and coach with a previous track record of selling millions in products and services around the globe across multiple industries. Luke has mastered the information-gathering stage of a sales call and believes this is where most sales are won and lost. Luke has gained valuable skills through his own experiences in selling, education, trial and error, and surrounding himself with elite salespeople to always continue to learn and grow his own knowledge.
Most fit pros never charge enough to make a real living in the fitness industry. They struggle valuing themselves and their time, and they are afraid to ask for money or charge what they're worth. In this session, you’ll learn how to package, price, and position your services so you can charge more per hour and make an outstanding income as a fitness professional.
After being active in a wide range of sports for years, Ric completed his degree in Sports Science and then undertook postgraduate studies in Exercise Physiology at Edith Cowan University in Western Australia. He was elected President of the University’s Sports Science Association in 1998. He then worked as a personal trainer at a gym before establishing his own business, Fit For Health, in 2001.
In 2002 Ric‘s book Don’t Diet! Fat Loss and Fitness The Isaac Way became a best seller after being featured on Australian national TV. He has appeared numerous times on TV and radio discussing health and fitness.
In 2007 he first used the NPE materials and was so impressed that he joined the NPE team in 2008. In 2014 Ric moved from Australia to the NPE head office in Orlando, Florida to lead the client success team worldwide.
Ric has coached hundreds of fitness business owners and is passionate about helping other fitness professionals achieve business success. His business mission can be summed up as: “I am so passionate about assisting everyone to achieve the great success that I had using NPE’s tools and systems and to enjoy the financial rewards and the lifestyle benefits.”
Many trainers are turned off by the word “sales”, but if you change the language you use, building your business will be easier. When you have an initial consultation with a prospective client, don’t “sell” them on training. Instead, identify their problems and provide honest, thoughtful solutions that meet their needs. This will help you grow your clientele and prevent feelings of buyer’s remorse.
Gini is the Director of Fitness Product for VASA Fitness. She is known for creating cutting-edge programming and introducing approachable, results-driven fitness concepts. She enjoys any opportunity to empower the next generation of fitness professionals and is passionate about furthering their education and expertise to provide opportunities for development and career advancement.
Gini earned a Bachelor of Science degree in Exercise & Sport Science and a Master’s degree in Exercise Physiology, and was an accomplished Division I and professional basketball player.
FBA Education FAQs
Are there any prerequisites before I purchase this education program?
There are no formal prerequisites for adults pursuing FBA education.
Please keep in mind that FBA education like FBA Certification, FBA Specializations and Seminars is designed around the needs of fitness professionals working in the industry. Therefore, FBA education is tailored to fitpros that are already certified for training through a technical certification like CPT or GFI, and have some work experience. Learners that are not currently certified might struggle with the depth and complexity of the topics covered.
As a reminder, fitpros that are certified through a technical certification should be at least 18 years of age, be current with their technical and first-aid certifications, and be familiar with the appropriate scope of practice pertaining to their certification.
How long does it take to complete the education program?
All education becomes available on-demand when you start the program. Programs that lead to a certificate of completion such as Specializations and Seminars will consist of video education, and completed with knowledge checks and multiple-choice quiz(s).
Most Specializations are intended to be completed in about 3 weeks, and Seminars in about 1 week. However, you are welcome to take your time, or pursue faster progress at your convenience.
How is the program completed?
When pursuing a certificate of completion, after watching all videos make sure to complete any applicable knowledge checks and module quizzes. Follow instructions on the page that will show you which education elements are not yet completed. After all requirements are met, you'll see the option to submit a request for audit and be granted your certificate.
How can I retake a quiz or knowledge check?
There are no penalties for retaking any mandatory education elements. If you fail a quiz or knowledge check, take time to review your notes and the education content, and then simply follow the instructions on the page to start a new attempt.
Will this program expand my scope of practice for training clients?
FBA education is intended to increase your skills and effectiveness as a fitness practitioner, while respecting your current technical scope of practice.