Gym Business - Business for Unicorns Podcast Episode 527: How Stephen Ross Grew Revenue 47% by Getting Off the Training Floor
Mar 16, 2026
Stephen Ross, founder of Movement Hub Santa Clara and former one-on-one trainer turned small-group owner. He shares why he moved to semi-private training and how a pilot rollout converted existing clients. You’ll hear how stepping off the training floor created time for boots-on-the-ground marketing, corporate outreach, and systems that drove major revenue growth.
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How Small Groups Create Time And Scale
- Small group personal training unlocks scale by replacing one-on-one slots with four-in slots, reclaiming owner hours.
- Stephen moved from 50–60 weekly training hours to freed time that allowed business development and systems work.
Early Conversion Rate From Private To Semi Private
- Stephen converted about 10% of existing private members into semi-private sessions during the pilot phase.
- He initially aimed for 20 semi-private members, then scaled to 40 after proving demand and process fit.
Remove Client Fear About Losing Attention
- Address member hesitation by promising and delivering perceived individual attention in groups.
- Stephen emphasized session design and coach behavior so clients still felt seen despite moving from one-on-one to four-in.