How Much to Charge for Personal Training: A Pricing Guide

How much do you need to charge per session to replace your salary and keep your bills covered? That’s the actual question — not “what do other trainers charge.” You’re choosing a business model, a target income, and a client volume you can realistically sustain alongside whatever financial obligations you’re carrying from your current career.

For the complete post-certification career roadmap, see our career building guide.

Pricing by Delivery Model

You need to pick a delivery model before you pick a price. Rates only make sense when you attach them to client capacity, billable hours, and overhead. Here’s how the math differs across models.

One-on-one in-person sessions typically range $40–$150+ depending on market and credentials, with most trainers capping at 20–30 billable sessions per week. Your revenue ceiling is hard — you can only be in one place at a time.

Small-group training (3–8 clients) changes the math dramatically. You charge less per person ($15–$60 per client per session), but your revenue per hour multiplies with group size. Six people at $30 each means $180 for a single hour of work. Run five classes a week at that rate and you’re pulling $43,200 annually from groups alone — before adding any 1-on-1 clients.

Online coaching removes geography constraints. Basic subscription coaching runs $70–$150/month, hands-on weekly programming with video check-ins $200–$500/month, and premium high-touch packages $600–$1,500+/month. The scalability is real, but so is the marketing overhead — we cover the full revenue comparison between online and in-person models separately.

Hybrid (mix of the above) is what we recommend for most career changers. Secure in-person cashflow while building an online arm that scales.

What to Charge at Each Experience Level

You can’t command premium rates as a rookie, and you’ll leave money on the table if you undersell after gaining specialty skills. These are editorial recommendations based on observed market behavior.

Beginner (0–1 year): $30–$60 per session. Clients come from gym floor leads, friends, and family referrals. Your goal at this stage isn’t maximizing per-session revenue — it’s building a book of testimonials and learning what your market will bear.

Emerging (1–3 years): $50–$90 per session. You’ve got repeat clients, active local marketing, and enough social proof to justify a rate increase. Each step up should buy you something tangible — a marketing budget, better tech, or fewer clients for the same income.

Established (3–7 years, niche): $80–$150. Referrals and niche landing pages drive acquisition. If you’ve followed a specialization strategy, this is where it starts paying off in rate power.

Expert (7+ years, clinical or premium niche): $150–$300+. Medical partnerships, high-net-worth clients, and referral networks. At this level, you’re selling outcomes, not hours.

Running the Numbers: Three Scenarios

Package Structures That Lock In Revenue

Clients hate hourly uncertainty. They love outcomes and easier billing. Packages reduce churn and give you predictable cash flow — if you price them correctly.

A 12-session block with a 10–15% discount over single sessions increases upfront cash and commitment. If your single session rate is $80, a 12-pack at 10% off comes to $864 total ($72/session). If 60% of clients convert to another block, your revenue predictability jumps dramatically.

Monthly subscriptions for ongoing coaching and accountability should be priced near the equivalent of two weekly sessions. This works especially well for online clients who want consistent programming without per-session billing.

Transformation packages (12–24 weeks) with progress milestones command higher rates because you’re selling outcomes, not time. These are where niche specialization really multiplies your pricing power — a 16-week post-rehab program carries more value than “16 sessions.”

Five Pricing Mistakes That Kill Your Income

Underpricing to fill your schedule. You set a low rate and never raise it. Fix this by setting an introductory rate with a scheduled review — raise prices for new clients every 6–12 months.

Charging per session only. You fail to capture lifetime value. Add subscription or package offers so you’re not starting from zero every month.

Ignoring overhead. You price like you have zero costs. Build your monthly overhead — insurance, software, marketing, continuing education — into a minimum hourly rate before you ever quote a price. We break down the full 4-year cost of ownership across business models.

Not tracking acquisition costs. Revenue isn’t profit. If you’re spending $300 in ads and time to acquire a client who pays $80/session and quits after four sessions, you lost money. Track customer acquisition cost and lifetime value monthly.

Over-discounting to fill slots. You attract bargain hunters who don’t renew. Offer limited-time trial rates, not permanent discounts. Trade discounts for referrals or case studies rather than pure price cuts.

Setting Your First Prices: The 90-Day Process

Start with your target net income for year one — include taxes and benefits you’ll lose from your current job. Decide your delivery model mix and be realistic about hours. Estimate conservative client counts at 60–70% fill rates, not 100%.

Calculate your break-even: monthly overhead plus desired net pay, divided by expected monthly sessions. That’s your floor. Then test three price points — offer packages with a clear top-tier option — and track fill rates, churn, and acquisition cost for 90 days.

After 90 days you’ll have real data. Adjust based on what the market told you, not what felt right on day one. The trainers who reach six figures treat pricing as a business process they iterate on, not a number they pick once.