Building Client Relationships in Personal Training

Welcome to another FITLETE Radio Trainer Spotlight, where we pull back the curtain on the real lives, strategies, and quirks of top fitness pros. This episode shines the spotlight on George Pagan III, a trainer who’s as down-to-earth as he is passionate about movement, community, and a good laugh.

Meet George Pagan III

George Pagan III is a fitness coach who’s been hustling in the industry since his college days at Westfield State in Massachusetts. Born and raised in Orange County, New York, George took the scenic route to fitness—switching from business to sports medicine and exercise science mid-college, all while admitting he wasn’t always the best student. After graduation, he juggled multiple jobs—mowing lawns, warehouse sunrise shifts, and retail gigs—to pay off student loans and gain real-world experience.

His journey into fitness was anything but linear. George worked as a physical therapist aide, coached at a boutique studio, and even created and taught his own fitness class at a regional health club. Eventually, he took a leap with an unpaid internship at Florida Atlantic University, which led him and his wife, Nikki, to Miami. Since 2012, George has been his own boss—training clients in condo gyms, traveling to homes, and even paying to use private gyms before finally opening his own headquarters in 2023. He’s loving every twist and turn of his wild ride.

A Funny Story from George’s Life

George has a knack for turning strangers into friends—sometimes unintentionally. He shared a hilarious family vacation story from 2012 in Jamaica. Picture this: George, his parents, his wife Nikki, his brother-in-law Kris, his sister’s best friend Marissa, and his sister Nichole, all at an all-inclusive beach resort. The group loves to have fun and, without fail, ends up befriending strangers wherever they go.

One night, after a few drinks, they all hit the resort’s dance club. None of them are expert dancers (well, maybe Nikki takes the crown), but they’re having a blast. As the night goes on, a stranger starts mingling with their group. That’s when George and his sister decide to play the ultimate prank: they all start speaking in a made-up language, pretending not to know much English. The stranger is totally fooled, and the whole group keeps up the act all night, mumbling and laughing, even “translating” for each other.

The next morning at breakfast, they see the same guy and start up the fake language again—before suddenly switching to perfect English. The guy laughs so hard he almost spills his coffee, and the group still cracks up about it to this day.

George’s Strategies for Attracting and Retaining Clients

When it comes to building his business, George is all about referrals—he estimates about 95% of his new clients come from word-of-mouth. He puts his energy into nurturing relationships with current and past clients, as well as other trainers in the community. Some of his longest-running clients (almost a decade!) were originally referrals from other trainers who couldn’t fit them into their schedules or just weren’t the right fit. George’s secret? Providing great service and making his clients feel valued. He says, “If you’re providing a good service, I think getting referrals is the easy part.”

But George isn’t just resting on his referral laurels. He keeps his Google Business page updated, with working links, photos, and clear hours—just like you’d expect from your favorite restaurant. He’s noticed that new clients who find him through Google often mention his reviews and the professionalism of his online presence. He emphasizes the importance of those “little table stakes” that many trainers overlook, like making sure all links work and information is current.

George’s Process for Onboarding New Clients

George’s approach to working with new clients has evolved over the years. Early on, he followed a rigid assessment process—lots of measurements, body fat percentages, and formal movement scores. But he realized that made some people uncomfortable, especially if they didn’t know him.

Now, George focuses on making his clients feel at ease. He starts with a casual introduction, gets them moving right away, and keeps the formalities to a minimum. He visually assesses their movement with simple exercises like squats, plank walkouts, lunges, and jumping jacks. About halfway through, he asks more questions, listens carefully, and tailors exercises to address any issues or goals they mention.

After the workout, they chat about business details and next steps—but George never pressures for a sale right away. His goal is to build trust and make the process as comfortable and fun as possible.

Why You’ll Love George Pagan III

George Pagan III is proof that authenticity, a sense of humor, and a genuine love for people can take you far in the fitness industry. Whether he’s pranking strangers on vacation, building his business through referrals, or making new clients feel at home, George brings a lighthearted, playful energy to everything he does. His story is a reminder that success isn’t just about the reps or the routines—it’s about the relationships, the laughs, and the willingness to embrace the journey, wherever it takes you

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