Most coaches aren’t lazy. They’re not unmotivated. They’re just being managed like they’re business owners… And that’s where things start to break.

In this episode, Randy and Zach discuss a mistake they see all the time: gym owners assigning responsibilities, pay structures, and incentives based on their mindset, not their team’s.

When you expect a coach to care about sales metrics, revenue growth, or monthly Delta the way you do – you’re setting both sides up to lose. That disconnect shows up in retention, team culture, and client experience… even when everyone’s “doing their job.”

This conversation gets into what actually motivates coaches, how to align pay with performance without creating resentment, and where most compensation plans go off the rails.

Tune in to find out why your staff isn’t performing the way you expected… and what to do about it.

Key Takeaways: 

• Intro (00:00)
• Gym owners think staff are mini-entrepreneurs (01:32)
• Coaches want stability (04:29)
• Understanding wealth through the cash flow quadrants (06:02)
• Visionary vs. employee mindset (09:24)
• Why team bonuses work better for coaches (15:26)
• Avoid misaligned sales responsibilities for coaches (19:47)
• Soft-sell strategies for upselling services (22:05)
• Build intrapreneurship pathways inside the gym (27:47)

Additional Resources:

- Schedule your SpringBoard call

- Apply to join The Iron Circle

- Check out our Switch to Semi-Private cours

- Get 30 days of Semi-Private Pro on us!

- A tool for deciding on new gym services – 5-Question Matrix

- Tim's new book – Built to Win by Tim Lyons 

- ProFit Accelerator: Helping Training Gyms Grow to 30K/month and Beyond Facebook group 

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