Welcome to the Elite Trainer Academy podcast, brought to you by Mind Pump, where we discuss essential strategies for personal trainers aiming to grow their business. Host Sal Di Stefano covers the critical skill of fostering behavioral change in clients. Key points include the importance of building trust, avoiding overcommitment, and the pitfalls of aiming for temporary versus permanent change. The conversation also covers practical tips for achieving small wins, fostering honesty, and utilizing storytelling to connect with clients. Trainers are encouraged to balance their coaching intensity, forecast challenges, and demonstrate empathy, emphasizing the goal of lasting client relationships and sustainable fitness habits.

Timestamps:

00:00 Introduction to Elite Trainer Academy

00:46 Common Mistakes Trainers Make

02:21 Building Trust with Clients

12:15 The Importance of Forecasting

15:55 Balancing Client Expectations

22:58 Building Trust with Clients

24:56 Navigating Online Coaching Challenges

26:20 Empathy in Fitness Coaching

28:19 Long-Term Client Relationships

29:55 Trainer Business Stability

40:10 Setting Standards for Trainers

Instagram:

Kyle Pullin - @mindpumpkyle

Sal Di Stefano - @mindpumpsal

Mind Pump Fitness Coaching - @elitetraineracademy

In this episode of Elite Trainer Academy, Adam Schafer covers the steps required to build a successful online business as a personal trainer or fitness coach. Adam discusses the importance of setting clear business goals, understanding metrics like client success rates and revenue, and recognizing the value of working within big box gyms before going solo. He emphasizes the need to learn about digital marketing, social media, email marketing, and organic lead generation. The conversation also explores the challenges of balancing training clients and business development, and the long-term benefits of building a brand through consistent, valuable content over quick revenue schemes. This episode is packed with actionable insights for any trainer looking to scale their business sustainably.

00:00 Intro to Building a Successful Online Fitness Business

01:00 Defining Success as a Personal Trainer

01:24 The Reality of Client Success Rates

01:42 Revenue Metrics for Personal Trainers

03:08 The Value of Big Box Gyms

06:51 The Importance of Business Skills

08:50 Balancing Training and Business Development

09:43 The Grind of a Successful Trainer

10:19 The Role of Passion and Hustle

12:50 Interviewing and Hiring the Right Trainers

14:38 The Impact of the Podcast on Trainer Recruitment

15:36 The Journey of a Top Trainer

18:26 Learning Sales as a Trainer

21:35 The Importance of E-commerce and Social Media Skills

25:40 Ranking Marketing Strategies for Trainers

26:16 The Importance of Organic Traffic

29:39 Building a Brand vs. Building a Business

31:53 The Pitfalls of Quick Money Schemes

34:09 Creating Value and Engaging Your Audience

40:48 The Long-Term Strategy for Success

Instagram:

Kyle Pullin - @mindpumpkyle

Adam Schafer - @mindpumpadam

Mind Pump Fitness Coaching - @elitetraineracademy

In this episode of The Elite Trainer Podcast, Kyle and Justin dive deep into the art of effective programming—breaking down the key differences between training for aesthetics vs performance, and how to tailor each approach to the client in front of you. They discusses the emotional rollercoaster clients face when their identity is tied to appearance, the importance of direct, honest conversations, and why false promises do more harm than good. You'll learn how to set clients up for long-term success, the power of allowing them to fail and return, and how to lead them into full submission to the process—especially when external life stressors start creeping in.If you got value from this episode, make sure to follow or subscribe to The Elite Trainer Podcast so you never miss an episode. If you know a friend, client, or fellow trainer who could benefit, share it with them — it’s the best way to support the show and help more coaches level up.Thanks for listening — we’re just getting started.Follow Kyle Pullin - @MindpumpKyle on InstagramFollow Sal Distefano - @MindpumpDistefano on InstagramFollow Justin Andrews - @MindpumpJustin on InstagramFollow Adam Schafer - @MindpumpAdam on InstagramFollow Doug Egge- @MindpumpDoug on InstagramFollow Mind Pump Fitness Coaching - @EliteTrainerAcademy Follow Mind Pump Media Podcast on Youtube - @MindPumpShow Spotify - https://open.spotify.com/show/6i2iSdbEu9PFJ62bYvrj58?si=f66779f77fc7488f

In this powerful episode, Adam Schafer returns to the Elite Trainer Podcast to break down what separates solo hustlers from scalable leaders. From letting go of low-ROI tasks to empowering a team, Adam shares practical wisdom on how to build a business that thrives without burning you out. You'll learn how to recognize when to delegate, how to build culture intentionally, and how decision-making speed becomes a major competitive advantage. This is an essential listen for any trainer serious about building a legacy, not just a job.If you got value from this episode, make sure to follow or subscribe to The Elite Trainer Podcast so you never miss an episode. If you know a friend, client, or fellow trainer who could benefit, share it with them — it’s the best way to support the show and help more coaches level up.Thanks for listening — we’re just getting started.

Delegation and Letting Go (00:00)

Entrepreneurial Trap: Doing It All (00:58)

Outsourcing Early and Smart (02:29)

Balancing ROI and Passion (07:18)

Scaling by Removing Tasks (09:02)

Confidence Through Reps (16:00)

Speed of Decision-Making (17:07)

The Weight of Leadership (21:01)

Culture and Team Dynamics (36:09)

Operationalizing Leadership (41:24)

Investing in People (45:03)

Doubling Down on Strengths (49:06)

Follow Kyle Pullin - @MindpumpKyle on InstagramFollow Sal Distefano - @MindpumpDistefano on InstagramFollow Justin Andrews - @MindpumpJustin on InstagramFollow Adam Schafer - @MindpumpAdam on InstagramFollow Doug Egge- @MindpumpDoug on InstagramFollow Mind Pump Fitness Coaching - @EliteTrainerAcademy Follow Mind Pump Media Podcast on Youtube - @MindPumpShow

In this episode of the Elite Trainer Academy, Kyle sits down with Adam Schafer from Mind Pump for a raw, behind-the-scenes look at what it really takes to scale a fitness business to $20M.They dive deep into the real needle movers—like leveraging an email list, scaling personal training demand, and the power of delegation. Whether you're a new trainer trying to build a client base or a seasoned entrepreneur scaling your operations, this episode is packed with tactical insights and mindset shifts you won't hear anywhere else. If you got value from this episode, make sure to follow or subscribe to The Elite Trainer Podcast so you never miss an episode. If you know a friend, client, or fellow trainer who could benefit, share it with them — it’s the best way to support the show and help more coaches level up.Thanks for listening — we’re just getting started.

• (00:00) Welcome to Elite Trainer Academy x Mind Pump

• (00:43) What’s really moving the needle for Mind Pump?

• (02:00) Why the email list is a goldmine (and a missed opportunity)

• (03:15) Personal training is the key growth driver

• (04:20) Creating value for clients—even with just 10

• (06:00) Scaling from a solo trainer to a real business

• (07:30) Daily client engagement: small actions, big results

• (09:00) AI, recipes, and small touches that build loyalty

• (10:30) Becoming indispensable to your clients

• (11:45) How Adam allocates time across the business

• (13:00) ROI thinking: where should your time go?

• (14:30) Empowering the right people to lead

• (16:45) The $1M–$10M trap most entrepreneurs fall into

• (18:30) Why delegation is critical for scaling

• (21:10) Finding A-players and building a championship team

• (23:00) Kyle on winning games vs winning championships

• (24:30) Traits of elite team members (and how to find them)

• (26:00) What Mind Pump needs to hit $20M+

• (28:15) Character over skill: what really matters when hiring

• (31:00) The learn-before-you-earn mindset

• (34:00) Final thoughts: greatness requires a team

  
  

  Follow Kyle Pullin - @MindpumpKyle on InstagramFollow Sal Distefano - @MindpumpDistefano on InstagramFollow Justin Andrews - @MindpumpJustin on InstagramFollow Adam Schafer - @MindpumpAdam on InstagramFollow Doug Egge- @MindpumpDoug on InstagramFollow Mind Pump Fitness Coaching - @EliteTrainerAcademy Follow Mind Pump Media Podcast on Youtube - @MindPumpShow Spotify - https://open.spotify.com/show/6i2iSdbEu9PFJ62bYvrj58?si=f66779f77fc7488f

In this episode of The Elite Trainer Podcast, Kyle is joined again by Sal Di Stefano to unpack the most underrated skill in the fitness business—client retention. It’s not about results alone. It’s about relationships, empathy, and creating a space clients love to return to. Sal shares stories from his decades in the industry, revealing why being likable, building culture, and handling difficult conversations with grace leads to clients who stay for years. If you want your training business to thrive long term, this conversation is a masterclass in retention, connection, and coaching with heart.If you got value from this episode, make sure to follow or subscribe to The Elite Trainer Podcast so you never miss an episode. If you know a friend, client, or fellow trainer who could benefit, share it with them — it’s the best way to support the show and help more coaches level up.Thanks for listening — we’re just getting started.00:00 Intro: Why Client Retention Matters00:38 The Real Key to Long-Term Retention02:25 Likability - Results04:08 Building Gym Culture & Community06:24 The Power of Being a Chameleon10:19 Why Clients Stay for 9+ Years11:16 Likability - Certifications13:25 Making Clients Feel Like Family14:19 How to Train with Empathy23:00 Building Online Community27:21 Adding Extra Value to Increase Retention27:44 How to Encourage Without Lying31:10 Navigating Hard Conversations Gracefully34:01 Why Shame Kills Retention35:25 Helping Clients Build a Lifelong Relationship with FitnessFollow Kyle Pullin - @MindpumpKyle on InstagramFollow Sal Distefano - @MindpumpDistefano on InstagramFollow Justin Andrews - @MindpumpJustin on InstagramFollow Adam Schafer - @MindpumpAdam on InstagramFollow Doug Egge- @MindpumpDoug on InstagramFollow Mind Pump Fitness Coaching - @EliteTrainerAcademy Follow Mind Pump Media Podcast on Youtube - @MindPumpShow Spotify - https://open.spotify.com/show/6i2iSdbEu9PFJ62bYvrj58?si=f66779f77fc7488f

In Episode 7 of The Elite Trainer Podcast, Kyle sits down with Mind Pump’s Adam Schaefer to unpack a core struggle for most entrepreneurs: how to manage time, make bold decisions, and grow without burning out. Adam reveals how speed of execution separates top performers from overthinkers, and shares his own mistakes from the early days of building Mind Pump. They also break down when to pivot, how to measure ROI, and why true work-life balance doesn’t happen day-to-day—it’s earned over time through intentional seasons of sprinting. If you’re building a training business and want clarity on how to scale, simplify, and succeed, don’t miss this one.If you got value from this episode, make sure to follow or subscribe to The Elite Trainer Podcast so you never miss an episode. If you know a friend, client, or fellow trainer who could benefit, share it with them — it’s the best way to support the show and help more coaches level up.Thanks for listening — we’re just getting started.The Problem with Work-Life Balance (00:00)
Speed of Decision-Making in Business (00:40)
Overthinking vs. Fast Action (02:10)
Learning from Early Mistakes with Mind Pump (04:05)
When to Pivot: ROI and Testing Ideas (08:20)
Avoiding Time-Wasting Tasks (13:01)
How to Measure a “Good” Idea (14:50)
Scaling vs. Spinning Your Wheels (18:29)
Building Leverage Through Discipline (21:09)
The Myth of Balance for Entrepreneurs (25:46)
Why Sprinting Early Creates Freedom Later (29:20)
Choosing the Right Partner at Home (31:10)
Hustle Culture vs. Real Passion (33:10)
How to Know If You’re in the Right Career (40:00)
Behavior Change, Not Just Information (43:20)Follow Kyle Pullin - @MindpumpKyle on InstagramFollow Sal Distefano - @MindpumpDistefano on InstagramFollow Justin Andrews - @MindpumpJustin on InstagramFollow Adam Schafer - @MindpumpAdam on InstagramFollow Doug Egge- @MindpumpDoug on InstagramFollow Mind Pump Fitness Coaching - @EliteTrainerAcademy Follow Mind Pump Media Podcast on Youtube - @MindPumpShow Spotify - https://open.spotify.com/show/6i2iSdbEu9PFJ62bYvrj58?si=f66779f77fc7488f

In this episode of The Elite Trainer Podcast, Kyle sits down with Justin Andrews to unpack the journey of building a successful personal training business from scratch after leaving 24 Hour Fitness. Justin shares exactly how he found clients, built referral relationships, learned SEO and ad copy on the fly, and adapted to failures along the way. You'll learn how to build a high-end brand, retain clients long term, and why listening—not guessing—is your greatest tool as a coach. If you're thinking about going independent or scaling your fitness business, this one’s for you.If you got value from this episode, make sure to follow or subscribe to The Elite Trainer Podcast so you never miss an episode. If you know a friend, client, or fellow trainer who could benefit, share it with them — it’s the best way to support the show and help more coaches level up.Thanks for listening — we’re just getting started.00:00 – Justin’s Story: Before Mind Pump01:23 – Leaving 24 Hour Fitness02:14 – Starting His Own Training Business03:33 – The Struggle to Find Clients04:28 – Early Lead Gen Tactics: Flyers & Referrals06:00 – Learning SEO and Google Ads10:15 – Group Training, Bootcamps & Pivoting Offers13:56 – Crafting a High-End Client Experience16:53 – Getting Comfortable with Feedback and Failure24:17 – Client Experience Over Business Tactics25:06 – How Mind Pump Used Feedback to Grow29:23 – Why Listening to Clients Is Your Superpower36:17 – Building Referral Networks & Partnerships42:04 – Adding Value Beyond Training44:53 – Final Thoughts on Growing a Sustainable BusinessFollow Kyle Pullin - @MindpumpKyle on InstagramFollow Sal Distefano - @MindpumpDistefano on InstagramFollow Justin Andrews - @MindpumpJustin on InstagramFollow Adam Schafer - @MindpumpAdam on InstagramFollow Doug Egge- @MindpumpDoug on InstagramFollow Mind Pump Fitness Coaching - @EliteTrainerAcademy Follow Mind Pump Media Podcast on Youtube - @MindPumpShow Spotify - https://open.spotify.com/show/6i2iSdbEu9PFJ62bYvrj58?si=f66779f77fc7488f