Field notes from the floor

Notes.

Sales, hiring, team building, and not trading your life for the grind. Written for the trainer, the owner, the front desk lead, and anyone else who has to sit across from a human being and ask them to commit.

Pricing · 8 min read
Most Gyms Do Not Have a Sales Problem. They Have a Math Problem.
Most gym pricing is a number pulled out of the air, then said with a flinch. The three service types, the floor under each one, the margin test, and how to say the price so it lands.
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Sales · 4 min read
"Just Send Me the Info." The Politest Way a Prospect Says No.
When a prospect asks you to just send the info, they're ending the conversation, not starting one. Why a brochure almost never closes, and what to do instead.
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Sales · 4 min read
"I Don't Want to Sign a Contract." Handle the Fear, Not the Paperwork.
When a prospect balks at a contract, they're remembering the last gym that trapped them. What they mean, and how to handle it without dropping the term.
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Sales · 4 min read
"I've Tried Everything and Nothing Works." The Objection That's Really a Cry for Help.
When a prospect says they've tried everything and nothing works, they're not arguing. They're protecting themselves. What they mean, and how to earn the sale.
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Sales · 4 min read
"Can I Just Pay Per Class?" Why I Don't Push the Drop-In.
When a prospect asks to just pay per class, they are looking for an exit door. Why drop in pricing kills results, and how I steer them to the membership.
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Sales · 4 min read
"I Don't Want to Work Out in Front of People." How to Close the Nervous Prospect.
Gym anxiety is one of the most common reasons people stall at the close. What the nervous prospect really means, and the words I use to get them in the door.
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Sales · 4 min read
"I'm Afraid I'll Get Hurt." The Objection Most Trainers Fumble.
When a prospect says they're scared of getting injured, vague reassurance kills the deal. What they really mean, and the words that build trust and close.
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Sales · 5 min read
The Other Gym Is Cheaper. Here Is What I Say Back.
When a prospect says the gym down the road is cheaper, dropping your price is the worst move you can make. What they mean, and how to win on value instead.
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Sales · 4 min read
"I Want to Get in Shape Before I Start" Is the Most Winnable Objection in the Room
The prospect who wants to get in shape before joining is the easiest one to help, not a hard sell. What they mean, and the words I use to start them this week.
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Sales · 8 min read
The 7 Beliefs Your Prospect Must Have to Buy
People do not buy because of your gym, your certifications, or your equipment. They buy because they believe seven specific things. Here is how to build them.
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Sales · 7 min read
How to Sell to Emotional Drivers, Not Surface Goals
Prospects are not buying twenty pounds of weight loss. They are buying how losing twenty pounds will make them feel. Here is how to sell at that level.
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Mindset · 6 min read
Why 'I Want to Help People' Is Not Going to Save Your Sales
Most gym owners say they got into this to help people. That answer crumbles the second the conversation gets hard. How to find a why that actually holds.
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Sales · 6 min read
How to Turn Sales Objections Into Commitments
Objections are not brick walls. They are doors. The framework for handling any objection in a gym sale, and why you stay on the one they actually gave you.
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Follow Up · 7 min read
Stop Treating Follow Up Like Punishment (It Is Literally the Job)
Most gym owners do not have a lead problem. They have a follow up problem. The mindset shift and the speed to contact rules that fix it for good.
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Sales · 5 min read
The First Phone Call Is Where Most Gyms Lose the Client
Most gyms think the sale happens at the consultation. It does not. It starts the second you pick up the phone. Here is what to do differently.
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Follow Up · 10 min read
How to Follow Up With a Gym Lead by Text (Sell the Call, Not the Consultation)
Most gym owners lose leads in the first text. The mistake is trying to book the consultation. The fix is selling the call. Real scripts inside.
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Hiring · 12 min read
How to Hire a Gym Salesperson Who Does Not Quit in 90 Days
Why most gym salespeople quit inside ninety days. The four interview questions that find the right person, and the onboarding that keeps them past month three.
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Grinds My Gears · 7 min read
Your Leads Are Not Bad. Your Sales Process Is.
If your gym leads are not converting, the problem is almost never the leads. It is your follow up, your speed to lead, and your sales process.
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Sales · 9 min read
The 4 Main Sales Objections Every Gym Owner Hears (And What I Say Back)
The four objections every gym owner hears at the close: money, think about it, time, and spouse. What each one means and the words I use to handle it.
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Notes.

Most Gyms Do Not Have a Sales Problem. They Have a Math Problem.

"Just Send Me the Info." The Politest Way a Prospect Says No.

"I Don't Want to Sign a Contract." Handle the Fear, Not the Paperwork.

"I've Tried Everything and Nothing Works." The Objection That's Really a Cry for Help.

"Can I Just Pay Per Class?" Why I Don't Push the Drop-In.

"I Don't Want to Work Out in Front of People." How to Close the Nervous Prospect.

"I'm Afraid I'll Get Hurt." The Objection Most Trainers Fumble.

The Other Gym Is Cheaper. Here Is What I Say Back.

"I Want to Get in Shape Before I Start" Is the Most Winnable Objection in the Room

The 7 Beliefs Your Prospect Must Have to Buy

How to Sell to Emotional Drivers, Not Surface Goals

Why 'I Want to Help People' Is Not Going to Save Your Sales

How to Turn Sales Objections Into Commitments

Stop Treating Follow Up Like Punishment (It Is Literally the Job)

The First Phone Call Is Where Most Gyms Lose the Client

How to Follow Up With a Gym Lead by Text (Sell the Call, Not the Consultation)

How to Hire a Gym Salesperson Who Does Not Quit in 90 Days

Your Leads Are Not Bad. Your Sales Process Is.

The 4 Main Sales Objections Every Gym Owner Hears (And What I Say Back)