Personal training Expected Contribution per Lead
Lead value = close rate × (sale revenue − variable cost)
Gather attendance records, teaching schedules and room costs. Include trainer time, facility cost, and admin work. The starting figures are examples. Replace them with your own records.
Formula and worked example
Lead value = close rate × (sale revenue − variable cost)
| Input | Example |
|---|---|
| Lead-to-sale rate | 20 % |
| Average first session revenue | 1,000 |
| Variable first-sale cost | 650 |
| Calculated result | 70 per lead |
Choose reliable inputs
Connect teaching time, preparation, attendance and room capacity to each lesson or class. For this personal training calculation, use attendance records, teaching schedules and room costs and a consistent definition of one session.
- Trainer time: include the portion belonging to this session or reporting period, and record where the value came from.
- Facility cost: include the portion belonging to this session or reporting period, and record where the value came from.
- Admin work: include the portion belonging to this session or reporting period, and record where the value came from.
Use the same currency for every money input. Do not mix weekly costs with monthly revenue, or count the same expense in both an itemised cost and allocated overhead.
How much can I afford to pay for a lead?
Expected contribution is a ceiling before overhead and desired profit, not a recommended bid. Averages can hide low-quality leads.
Excludes repeat purchases, fixed costs, and acquisition spend.
What if this input changes?
If lead-to-sale rate rises by 10%, this example changes by 7 per lead. This shows the effect of one change; it does not predict what will happen.
Open the calculator, save your baseline, then change the input supported by the least reliable estimate in your records. Compare both scenarios before committing to a price or capacity promise.