When thoughtfully planned and executed well, there are a variety of opportunities to generate revenue out of robust health and fitness programs in senior living communities. But you might be thinking, “I didn’t realize there was ANY revenue potential."
In terms of expenses, there is the initial startup cost of thousands of dollars worth of exercise equipment and the necessary square footage to house it. Then there is the maintenance cost on that equipment and a range of budgeting that needs to be considered for fitness staffing, ranging from a dedicated full-time employee (or multiple FTEs) to simply having group fitness instructors. Don’t get me wrong, fitness centers absolutely give back to the community from a marketing perspective. Consumers are demanding quality fitness programming in the senior living market, but calculating the true ROI is next to impossible.
Revenue Opportunities in Senior Living Fitness Programs
If you are looking for potential ways to get revenue out of your program, consider these opportunities:
- Fee-based personal training: Whether you are in a commercial fitness setting or private fitness studio, all consumers expect to pay for individualized one-on-one attention via personal training. Having select fee-based services that are tailored and custom to individuals will not shock residents that there is a cost associated with it. In fact, many older adults and their adult children are coming to expect that this service be available in a comprehensive fitness program, and they are willing to pay for it. Thoughtful consideration should be given to establishing competitive rates, allowing for trainer commission, and securing high-quality trainers, but this service can be a nice opportunity for communities to generate a revenue stream.
- Specialty group fitness classes: Requiring residents to pay for specialty group fitness classes like yoga, Zumba, or Barre is a fairly common practice. A quality instructor must be secured and paid for each class, and including a slight upcharge to the instructor rates is an additional means by which a community can generate revenue while also benefiting from having a well-rounded and robust group fitness schedule.
- Nonresident participation: Some communities explore opportunities to provide fitness center memberships to nonresidents—particularly marketed to those 55+. Sometimes this is for full access to the amenities and services, and sometimes it is allowing participation only in select programs like group fitness classes. Strong consideration needs to be given to rates, available space, and how this will impact your existing residents, but in the right situation with proper planning, participation from nonmembers can not only be a revenue source, but it can also help increase exposure of your community’s lifestyle to a broader market in your area.
Revenue Goals, Marketing, and Investing the Extra Income
When implementing some or all of these practices, consider a revenue goal for your fitness program and how you can creatively promote each opportunity to support that goal. The annual revenue generated is rarely a cash cow for communities, but it does create opportunities to further support your fitness program needs. The cumulative total at the end of the year may be enough to purchase a piece of equipment, offset the cost of your preventative maintenance service agreement, or pay for a new class on the schedule. Give some thought to how these revenue opportunities can help fund your fitness program.


All personnel working in a senior living community have a stake in supporting resident well-being from your concierge to your bus drivers to your service staff in the dining room. The daily interactions your team have with residents and the work culture at a community all directly impacts the quality of life of residents. As communities pursue opportunities to both evaluate resident care needs and broader program and service needs under the banner of enrichment, forming a wellness committee of your key stakeholders can be an integral step. Finding the right balance of personnel to represent different arms of the community as well as getting their buy-in with already full workloads can be a tricky step.
is where it is critical that communities identify their wellness champion. This person can act as a catalyst in eliminating the silos and bringing everyone together to work from a unified vision of how lifestyle offerings and services are delivered to residents.
When we’re talking about whole-person well-being, it isn’t just the health care options available, or the fitness program offerings. Communities should be cautious about how narrowly they define “wellness” when connecting it to their physical spaces or services. This can have a significant impact in the messaging of your community culture to your residents and prospective residents. Supporting resident well-being should flow through every nook, cranny, department, and service under your roof; however, many communities miss opportunities because they want the word “wellness” labeled on a space or department.
Oh, my aching feet! More importantly, why do my feet hurt? Let me explain further. At times in the past, the top of my foot has felt like it was being crushed by the laces of my sneakers. I logically thought that all I needed to do was loosen the laces of my sneakers and it would solve the problem. It did not help. Really, all it did was create more problems because then my sneakers felt like they were going to fall off, and then the loose-fitting sneakers began to rub on and irritate my heels. On top of that, when I did loosen the laces, the shoes would then come untied too easily.
When I asked our NIFS team members to share their “word”, I received submissions of vitality, fulfillment, longevity, power, and balance. Our staff join our team from all walks of life and personal and professional experiences, yet their commonality is a strong desire and passion to work with seniors. Through providing individualized exercise services and teaching a variety of exercise classes, our staff are building relationships and helping improve the quality of life for older adults across the country. The tone and context of their submissions was similarly unified.
Variety is the spice of life, and that’s what we’ll have in town this week at our annual managers’ meeting. Each year we fly our management team to our headquarters in Indianapolis for professional development, collaboration, and networking. Our passionate team arrives from across the U.S. from different client settings and with varying personal interests and backgrounds. Their one commonality is their passion for serving their members, and we love the dialogue and collaboration that unfold when everyone gets together.
One of my favorite things about my job is when I have the opportunity to visit our client sites and spend time with our staff. Not only are these team members exceptionally knowledgeable and creative in developing fitness offerings for active older adults, but their passion to serve their clients and residents never ceases to amaze me. I think this is what truly differentiates the service NIFS provides from a traditional contractor partnership—how our staff members become one of the team and integrate so seamlessly with the community’s staff and vision.
Fitness management is the cornerstone of our business. Recently we have seen an uptick in clients requesting our support in developing broader wellness programming for their residents through the continuums of care. Sometimes the need arises due to challenges with community personnel who don’t have the tools and resources to cultivate the desired lifestyle for residents. Sometimes it’s because they don’t have a point person to pull everyone together out of their silos across the continuums. Sometimes it’s both! Sound familiar?
This has been the year of design and consulting work for senior living clients who are renovating or building new fitness centers. I think I could give you the dimensions of a NuStep T4r model in my sleep (they are 60 x 27 x 24 inches, by the way). It truly is exciting to see the industry dedicating resources to well-designed fitness spaces to support quality programs and services for residents.
Televisions and entertainment: Determine whether you will pursue wall-mount televisions or the integrated console option on the cardio machines. With some equipment like NuSteps and rowers not having the integrated TV option, you will want a wall-mount TV somewhere in your facility. With wall-mount TVs you’ll have to navigate the channel wars for the lifelong battle between Fox News, CNN, and MSNBC, which individuals have VERY strong preferences for—imagine that! Consider an FM tuner option with headphones if needed, but we generally see residents politely following the first-come, first-served rule.
Exercise chairs: We are big fans of the