PT Business
The Quick-Math Framework for PT Pricing
Most personal trainers start their career because they love helping people, not because they love spreadsheets. But here’s the thing, your business needs a plan. Knowing your numbers isn’t boring admin, it’s your key to staying strong, steady, and successful.
This is your quick fitness test for your finances. A way to check if your pricing, effort, and goals all line up, and it only takes a few minutes to work out.
Even without a calculator, there’s an easy way to check if your rates make sense. All you need to remember is this.
Decide what you want to keep each year (profit)
That’s your take-home income after you’ve covered costs like insurance, equipment, gym rent, software, and education.
- Let’s call this Goal Income (G).
- Example: You want to keep $80,000 a year.
Add your yearly business costs
These are the things you pay to run your business before you pay yourself. For most PTs this is usually between $10,000 and $25,000 per year (gym rent, insurance, education, subscriptions, etc.).
- Let’s call this Costs (C).
- Example: $20,000.
Decide how many weeks you’ll work (W)
Most PTs take 4 to 6 weeks off across the year. So let’s say 46 weeks.
Decide how many billable sessions you’ll actually do each week (S)
Plug it all in
Use this simple formula:
Session Rate = (G + C) ÷ (W × S)
- Example:
- G = $80,000 | C = $20,000 | W = 46 | S = 20
- Session Rate = (80,000 + 20,000) ÷ (46 × 20) = $108 per session
Sanity check it against the market
If most PTs in Australia charge between $80 and $100 per session and your number says you need $108, that’s not a fail; it’s feedback. It tells you one of three things needs to shift:
- Work smarter by adding small-group or online sessions to boost income per hour.
- Cut costs by reviewing your gym rent, subscriptions, or marketing spend.
- Adjust your goals if you want to work fewer hours but charge more.
Why Benchmarks Matter
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Knowing your rate is one thing. Knowing where you stand is another. Benchmarks help you compare your numbers against others in the same field so you can make better decisions about pricing, structure, and focus.
In Australia, the general ranges look like this: - Average hourly rate: $40 to $60 for contractors or gym-based PTs
- Premium one-on-one or boutique PTs: $80 to $120 or more per hour
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Group or hybrid offerings: $30 to $50 per person per session.
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If your rate sits far below these, it might be time to reassess. Staying ‘cheap’ rarely wins long-term, and it often just burns you out faster. To get the most accurate picture, look for benchmarks that match your situation, such as your city, client type, and business model. Local fitness associations, peer groups, or even conversations with other PTs can help you identify the specific figures that apply best to you.
How to Use Benchmarks Effectively
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Think of benchmarks as your training partner – someone to push you, not to copy. Ask yourself:
- What’s my level of experience and education compared to others in my area?
- What kind of clients do I work with, and what’s their ability to pay?
- Am I offering something unique, like specialised coaching or a premium experience?
- Do my rates reflect my costs, time, and the value I deliver?
- Am I consistent with what similar PTs charge for similar services?
By checking your rate against benchmarks, you can see where you’re positioned and what needs to level up. Maybe your rate should increase. Maybe your costs need trimming. Or maybe you just need to get louder about your value.
You can find benchmark information from professional bodies like FITREC, fitness industry surveys, or by asking other trainers in your network. Even job boards or social pages for advertised PT roles can give you a quick reality check on market rates in your area.
So what does this mean?
It isn’t about charging the highest price. It’s about charging the right price… one that covers your costs, pays you fairly, and gives you space to grow.
Get your number. Own your value. Then flex your business like a pro.
Johann Oberholzer
Johann is the CEO and Founder of Sole, an accounting and business management software company dedicated to simplifying accounting and business management for sole traders and small businesses. His entrepreneurial spirit and strategic vision have been instrumental in establishing Sole as a leader in its field, focusing on affordability, accessibility, and empowering small business owners across diverse sectors.