Do you have a “less expensive” program that you use to draw in membership? While these LBO offers can drive high traffic, make sure you don’t act disappointed when they don’t convert to your higher priced membership.

Instead of venturing through the CrossFit Affiliate Owners Facebook groups, asking the same exact question that’s been asked a hundred times, answered the same way by the same 30 individuals - why don’t you try something new? Like this - get out of your fucking gym and see what else the microgym world has to offer. You’d be surprised what you can learn from others.

How do you feel about coaches or owners having relationships within the gym? I’ve got a few thoughts...

Most gym owners have great ideas, but poor execution. It generally boils down to a lack of planning on how to tackle the plan at a macro, meso and micro cycle. That’s what I’m covering - hit play.

When I hear the following from the gym owner, “there’s no way anyone will pay that in my market”. “These people can’t afford that high of a price point”. I collectively lose my shit and rightfully so. Give this a listen and tell me if you truly think it’s the prospect that doesn’t value your service or is it you?

There’s a lot of basic math that gets missed by gym owners when opening their business. They base their membership and service prices and what the rest of the market is doing and sometimes their past experiences as a client. When really the math is much easier than that. I’m gonna walk you through how to take the square footage of your building and reverse engineer your pricing structure.

A great conversation with CrossFit Merle Hay, as we discuss ⁃how to handle those times of the year where you KNOW you’ve got large expenses due (affiliate fees, taxes, insurance, etc) ⁃utilizing Quickbooks Online as a huge bookkeeping hack for small biz owners ⁃creating a higher barrier to entry by requiring Personal Training before entry to group class

With Black Friday steadily upon us, gym owners are going to be tempted to make equipment purchases that are relatively awesome deals. And for those of you in a profitable situation - go for it. For those of you not in a great profit scenario...then I advise against the attractive expense that is increased equipment inventory. The other item to take into consideration when purchasing equipment is operational capacity which I hit on here as well.

Final segment of this series - the closing. How you set up your closing, the type of questions you ask, the affirmative stance you take, it all matters.

Now we head into what goes into an assessment workout that will give you the highest probability for success in selling PT at the POS.