Matt Dart advises face-to-face trainers to spend January and February calling recent members to book reviews and consultations instead of programming. One client scaled from $2k to $20k monthly by generating 160 leads in December. At roughly $100 per client per week, booking 10-15 consults weekly compounds revenue fast.
Questions this video answers
January 13, 2026.
10–15 consults per week.
About 30–60 calls per week.
160 leads in December.
From $2,000 per month to approximately $20,000 per month (face-to-face PT).
Chapters
What's going on? Team Matt from PT Mastery. This is episode 104 of the PT Profit, Leverage and Lifestyle Show. We've actually got a new format. Well, actually this episode is going to be called what I Do Differently as a face to face PT in January and February 2026. So I've actually got a new format. I've got a pretty cool little gadget that I've got set up here. I've bought a brand new tripod. So I'm filming on my phone right now. And then I've actually bought. I forgot what it's called. It's like a vlog thing. So basically what you do is you, you hook this up to your phone, so you link it to your phone and I can actually see myself live on, on this little vlog thing that sits on the back of my phone, even though my camera's facing the other way, which is super cool. It's like a vlog thing. So I can actually see myself filming. So I'm actually in the right shot and I've got my. Over this side, I've got pictures of my kids and stuff. I've got plants up the top there. So it's pretty cool. And I've got my, like my notes down here. It's a pretty sick setup. But we're going to talk about what I'll do differently as a face to face PT in January and February. So it's not so much what to do, it's probably a lot more so what not to do in the months of January, January and February. And it's no secret that January and February are the best months as a, as a pt. So make sure you take advantage of it. So this is a couple of things that I've kind of got down here. So if I was a face to face PT this January, February, I wouldn't be trying to be busy, I'd be trying to be strategic. So what most pts do is they do like a bunch of programming. They'll. Yeah, they'll. They'll do a lot of. They'll clean up their spreadsheets, they'll tidy things up. They'll. They'll probably look into, improve some of their systems, which is the wrong things to be doing at this time of year. You should be doing that in December. What you should be doing in January and February is focusing on lead generation and consults and that should be like your whole focus. Like, if I was, if I was still doing PTE right now and I've actually considered going back into doing first to face pt, not to do sessions itself, but to actually hire a PC to do the sessions that I just run the business because it's a frigging gold mine. Like, it's an absolute gold mine if you know what you're doing or for the people that work for us. And all you should be focusing on is doing calls every single week to book in 10 to 15 consults every single week. And if you don't have enough people to call, then you should be focusing on lead generation activities to get you enough people to call to get 10 consults booked in every single week. I've said this so many times on the podcast and to people that I talk to, the reason I was able to go from zero to $15,000 a week every single week was because I had 10 consults at a bare minimum booked in every single week. It's how one of my clients, Scott, has gone from 2k per month. So he's just about to hit 20k per month as a face to face PC. He only does face to face, doesn't do online. It's because he has consults booked in every single week. In the month of December, we generated him 160 leads. There's no secret to the success apart from growth tasks. So what most pts do this time of year is they, they very focus on taking advantage of these New Year, New Me resolutions because it wears off after the first month. Because what happens to New Year resolutions is for people's goals, is they get excited for it, get excited about it for, you know, about, about 30 days, maximum 60 days. And it gets hard. So guess what happens when it gets hard? They stop. And when they stop, they lose progress. And they're not willing to, or they're not open to the idea of investing in a personal trainer because the motivation's already worn off and they're not open to the idea anymore. So what's happening right now is at the time of filming this recording is the 9th of January. So everyone and his dog has set goals for 2026, and everyone and his dog has health and fitness goals for 2026. So if you were to call someone and let me give you some practical examples here, I would go through literally every single new member that's joined in the last three months. So the last 30 days I would call every single new member and I would use a script like this. I would say, hey, John, it's Matt from Running Time Fitness. How are you today? They're going to say good, blah, blah, blah, and you're going to say, John, as part of your membership you're entitled to a free New Year New me tailored health assessment to get you on track for 2026. I'm just calling to book that one in. Would you prefer to do during the day or during the evening? That's what you're going to do. I'll do the exact same thing with people who've been in the club for 30 days. And I would say, hey, very similar script as party membership. You're entitled to a free 30 day review to set you up for success in 2026. So I'm just going to book that one in for you. Would you refer this to or this time anyone that you talk to or leads that are from last year. You say as part of your membership, included in your membership you get a free 30 day review, 60 day review of your previous previous 30 days or previous 90 days with us in the club to set you up for success in 2026. You don't say, would you be interested in that? You say it's included in your membership. Okay, and I'll be doing between 30 to 60 calls every single week. And I'll be booking consult after consult after consult after consult and I'll be closing new client after new client after new client. And like it's every single week. My clients are getting 3, 4, 5 new clients every single week. And on average, what's your average spend per week for a client? Most of most people spend about a hundred bucks a week on PC. So what would your, what would your income, what would your life look like if you added an extra 300 bucks a week in the month of January and February? 3, 6, 9, every month you would add an extra thousand dollars a week. A thousand dollars a week. And here there are other pts just like doing some programming or doing some admin or you know, even like I'm going all in on organic content. But even like spending a lot of time on social media right now is good. But if you're a face to face pt you need to be calling friggin leads. Call the leads, get them booked in. This is the time where you grow your business. Like every single year when I was, when I was doing face to face, I grew my business like 30 or 40 sessions a week. There's no secret to this. It's just utilizing the leads you've already got, calling them again and booking them in. Okay, so most people just, they just focus on the delivery of up delivery instead of focusing on getting clients. And by the way, the Other thing as well is you want to be seen in the gym at this time. People are looking for personal trainers. I've had so many people tell me, hey, I just got approached on the gym floor about getting some personal training done. Yeah, perfect. Of course it is, because everyone wants a PT right now. Everyone's focused on their health and fitness. So you need to be in the gym talking to people, training yourself, training other clients. Don't just go to your sessions and then go straight home. Spend a little bit of time in the gym and talk to some people. People want personal training right now. So you need to make sure you're in the position that you're seeing the most. So you're top of mind. And yes, like I talked about social media as well. Like in an ideal world, if you've got the time, then yeah, post some stuff on social media as well and get the club to share it around because that's, it's omnipresent, it's making you top of mind. I understand that, but you need to, yeah, you need to make first, make sure first you call in the leads you've already got. Social media is going to get you new leads. Calling the leads you've already got is going to move the needle the most. So yeah, that was kind of like a little bit of a rant as well because people would freaking just get results if they just did the growth tasks. Yeah. So that's literally all. All I would pretty much focus on in January and February is all about getting new clients. Yes, of course you've got to deliver the service for your current clients. But I'm not, I don't want you to like go above and beyond and try and improve your systems for your current clients if that's not a problem for you right now. If your clients getting results, you don't need to improve your systems. Okay. Right now you need to focus on people who want help. And there's a lot of people that want help right now. So focus on that. I think that's about it really. Like if you imagine, like there's no better time right now than to talk to people about their health and fitness. Everyone is doing it. Everyone. Okay. So in summary, new members, 30 day reviews, 90 day reviews, posting on social media. If you can. And if you haven't done like some type of giveaway for a little while, now's a good time to do it. Like a giveaway of like free personal training sessions in the gym. Okay. If you're some of our clients, we've done like a we do a big lead generation strategy in December, so we're probably not going to do another giveaway until March. We should have enough leads from the new members etc etc that you shouldn't need to do a giveaway until March. And even when we do the giveaway in March, that's going to generate another hundred plus leads. Like leads, Never a problem. You just need to call the friggin leads, call the leads, book them in, convert them. Okay, I'm going to leave it at that and I'll see you in the next episode. And just just another thought as well. I'm going to be hopefully booking a podcast studio in the next couple weeks, so hopefully we can increase the game again for the content. Until next time. I'll catch you later.
