220 – Luke Carlson – How to Attract and Keep Great Personal Trainers in your HIT Business Part 2

Luke Carlson
CEO and Founder of Discover Strength, Luke Carlson

Luke Carlson (Luke[@]DiscoverStrength.com) is the founder and CEO of Discover Strength, a fast growing personal training business based in Minneapolis and four other personal training facilities in Minnesota. Discover Strength offers a variety of strength training sessions facilitated by educated and expert trainers. Their personal training facilities are among the highest volume/revenue training facilities in the United States.

Luke is a sought after speaker to businesses and leaders in a variety of industries. He has been into different speaking engagements such as Filex Australia, TaiSPO in Taiwan, the Annual IHRSA Convention, the IHRSA European Congress, the Fitness Leaders Summit, China Fit, Mindbody Bold, and the Vistage Executive Summit.

Alongside HIT legend, Jim Flanagan, Luke Carlson runs The Real HIT Experience, a 2-Day Course on high intensity training and the proven business systems to take your personal training business to the next level.

Once a year, Luke and the Discover Strength team host the Resistance Exercise Conference: The Science and Application of Strength Training for Health and Human Performance. This is my favourite weekend of the year and it’s a MUST ATTEND for HIT business owners and trainers. The conference provides incredible keynotes on exercise science and HIT business (like Dr Doug McGuff, Dr James Fisher and Luke Carlson), and life changing networking opportunities, which will retool and inspire you to take your personal training career to the next level and exceed your business goals.

Listen to Part 1 of this series here: Luke Carlson – How to Attract and Keep Great Personal Trainers in your HIT Business Part 1

Listen to Luke Carlson’s other appearances on the podcast:

In this podcast, Luke and I continue to discuss how to reward and recognise trainers, Discover Strength’s trainer compensation plan, the six questions you need for vision alignment, how to improve employee engagement, and much more.

Get more proven systems from Luke inside HIT Business Membership



Enjoy the show!

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Show Notes

  • [00:16] Introduction to Luke Carlson
  • [01:14] How to reward or give feedback to trainers
  • [06:50] When and how to do a public or a private feedback
  • [12:54] Why Discover Strength uses Slack
  • [18:22] How to do coaching with your trainers
  • [23:19] Discover Strength’s strike system
  • [25:41] Discover Strength’s shadow management tool
  • [27:59] Discover Strength’s core growth plan for trainers
  • [37:00] The 6 questions for vision alignment
  • [43:39] How to improve employee engagement
  • [48:33] Jim Collin’s ‘First Who, Then What?’ principle
  • [50:48] Luke’s thoughts on the emergence of a new HIT regimen and modern machines
  • [1:02:09] Find out more about Luke, Resistance Exercise Conference, Real HIT Experience

Selected Links for the Episode

People Mentioned

Comments 5

  • Great one! I can’t wait for the HIT business membership!
    in the meantime, any clue about a typical job posting to hire the trainer?
    thanks a lot

  • That’s a great one!
    I’m curious to see if there are some templates or guidelines for the job posting when looking for the trainer…any suggestions?

    • Skyler Tanner used this template in Linkedin for great effect:


      “Smart Strength is a evidence-based strength training facility, devoid of the typical gym distractions, which provides one on one strength training and post-rehabilitation services. We safely transform our clients into the strongest version of themselves. We believe that strength is the currency by which we live our lives and we don’t realize how valuable it is until it is gone. We are looking for coaches that feel the same and share the core values that we do:

      First, do no harm
      Respect the body as it’s meant to function
      Demonstrate an unwavering commitment to client education and progress
      Exceed expectations in our client and professional relationships
      Create an environment in which our team can self-direct, innovate, and grow
      We’re looking for an enthusiastic, organized, passionate, personable, motivated, flexible, and hard working individual to join our team.This position is a part-time, base + commision position (Note: this could lead to a full-time position as we grow if you desire).

      What qualifications are required?

      A 4-year degree related to exercise, health, or fitness OR a 2-year physical therapy assistant degree
      Alignment and commitment to the Smart Strength Mission and Core Values
      A passion for strength training and the desire to help build the most efficient, safe, and effective one-on-one personal training service in the Austin area.
      What type of training methodology does Smart Strength utilize?

      Strength training is the only exercise modality administered at Smart Strength. Using an evidence-based approach to strength training combined with our unique background in exercise physiology, strength and conditioning, clinical cardiac rehabilitation training, we have evolved our strength-training protocol to achieve optimal health and fitness. Our extensive on-boarding and continual education process ensures that all trainers understand and adhere to this evidence-based approach. Smart Strength does not fall prey to fads or hype.

      Does the personal trainer acquire and sell their own clients?

      No. Personal trainers at Smart Strength are not responsible for acquiring or selling their own clients.

      Personal Trainers do not have their own clients at all. When someone new starts, they become a client of Smart Strength, not of one individual personal trainer. This allows the client to flexibility in scheduling their appointments independent of the trainer’s schedule. This is ultimately a win-win for both trainer and client.
      Tasks You Perform
      Retain your clients
      Greet clients upon arrival
      Review client charts
      Discuss activities since last workout
      Review upcoming workout
      Instruct client through workout
      Schedule client for next workout
      Progress training chart
      Review charts with supervisor
      Maintain upkeep of equipment and facility
      Assist in front office tasks
      Assist in marketing and promotion of the business
      Be a TEAM player
      Make sure there are no surprises
      Attend all meetings when requested
      Deliver Exceptional Customer Service
      Continuing Education
      Exude Personality
      Have Fun!
      This position is NOT just for anyone! If what you have read this far and this has peaked your interest then please continue.

      How to Apply

      We’re looking to fill this position very soon. So if this job sounds good to you, follow these instructions precisely.

      Here’s what we want from you:

      1. Send a resume that includes your education, ALL prior work experience, and any skills you have. It should be no longer than 2 pages.

      2. In a second document, list three references with phone numbers and what your relationship is with the references (i.e. – previous employer, college professor, etc).

      3. In a third document, tell us what you love to do and what you are great at. Examples:

      If you connect with people easily, tell us how.
      If you are a post rehab specialist, show us.
      If you have a burning desire to help people change, let’s hear it.
      If you love customer care and dream about making customers happy at night, tell us about it.
      If you have a passion and aptitude for anatomy and physiology, demonstrate it.
      If you are an exceptional people person, prove it.
      We look forward to hearing from you!

      Job Type: Part-time

      Salary: $25.00 to $30.00 /hour”


      There are lots of HIT Business blueprints like this in the HIT Business Membership

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