It depends on how the club you work at is set up. Do you rely completely on the management or sales person to give you leads or do you work the exercise floor to find your own clients?
In any club there's really only a few main ways to get new clients:
1) New member orientation appointments. These are usually assigned to you by the manager or membership department which means that you may lose the "good leads" to those who have better connections further up.
2) Interaction with members on the exercise floor. This is all about how you carry yourself. Your confidence and how you aproach/speak to members will make or break you here.
3) Holding workshops or lectures in the club. If you hold a lecture, even on a relatively easy topic, you can establish yourself as a resource to the members. Just make sure you know your topic well and can answer questions on the spot.
4) Referals from other clients. This is also well within your control. If you do a good job training your current clients and they value your service they will have no problem refering their friends to you.
It doesn't have to be a cut throat atmosphere between you and other trainers, there should be pleanty of members for everyone. If there isn't then maybe you need to find a better facility to train at.
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