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How To Handle Drop-Ins At Your Gym

August 9, 2019 Selling Gym Memberships
You sell coaching. Your clients come first. When you became a CrossFit affiliate, you didn’t take a vow of poverty. No one asked you to give strangers free coaching and charge full price to the people who put food on your table. But somehow, affiliates who do charge for drop-in visitors are sometimes attacked for being “not very CrossFit.” These poor manners were on display again at the CrossFit Games all weekend (“But my nephew is a Games athlete in the 14-year-old-division! You have to coach me for free!”) No, you don’t. And you shouldn’t, because every additional participant in your class reduces the coaching your REAL clients get. One more client in class means your attention is split 12 ways instead of 11. And the additional background work required to host a stranger means they should really pay FAR more than your daily clients. Here’s How the Perfect Drop-In Situation Should Work Visitor contacts the gym a week in advance and fills in a “visitor” form. He or she pays for the visit, chooses the class (peak times are reserved for real clients), and provides the name and email address of his or her primary coach. A coach at the gym contacts the visitor’s coach and receives training background and notes. Visitor arrives, gets amazing coaching, loves CrossFit more than he or she did before. Maybe visitor buys a souvenir (not included in the price.) Here Are the Top Mistakes Gym Owners Make With Drop-In Guests “Buy a shirt and work out for free!” You are not in the T-shirt business. And your margin on shirts isn’t great. If someone pays $20 and you subtract the price of producing the shirt, you’re probably charging under $10 for coaching. What do your regular clients pay? Do THEY get a free T-shirt for every class they attend? “Your first drop-in is free!” You’re prioritizing strangers over the clients who keep you ...
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Episode 179: Q & A With Coop

August 8, 2019 Podcast Selling Gym Memberships
Chris: 00:00 – Hey everybody, it’s Chris. Since 2009 I have tried to give you guys daily content that helps you grow your gym and that was the start of dontbuyads.com, that was the thousand blog posts or so I did that led up to my different books and now we do that with free help calls online. But sometimes we get really amazing questions that get repeated over and over again. And so every few months where I like to do is take these questions, highlight the best ones, and answer them on this podcast. So in this episode you’re going to hear some of the best questions that we get sent through email every single day. If you have a question and you haven’t booked a free call with our mentors, that’s the best way to get your question answered. If you have a question that you think is abnormal, the best way to ask it is to email me chris@twobrainbusiness.com. Sometimes people shoot me these long, long messages that are hard to read on Facebook Messenger. And then honestly I get lost on Facebook Messenger, sometimes, so I don’t get them. But every single email that hits my inbox gets answered. So if you have questions you think that are new that other people could benefit from hearing the answer of, I promise to keep you anonymous and we will play them on a future episode. Enjoy. Greg: 01:15 – Two-Brain Radio is brought to you by Two-Brain Business. We make gyms profitable. We’re going to bring you the very best tips, tactics, interviews in the business world each week. To find out how we can help you create your Perfect Day, book a free call with a mentor at twobrainbusiness.com. We’d like to think another one of our amazing partners, Level Method. As a CrossFit gym owner, I know retention is key to keeping my business ...
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Two-Brain Radio With Sean Woodland, Episode 12: Stacie Tovar

August 7, 2019 Personal Development Podcast
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box_shadow_horizontal_tablet=”0px” box_shadow_vertical_tablet=”0px” box_shadow_blur_tablet=”40px” box_shadow_spread_tablet=”0px”] Sean: 00:04 – Hi everybody and welcome to another edition of Two-Brain Radio with Sean Woodland. On today’s episode, I speak with eight-time individual CrossFit Games athlete Stacie Tovar and her husband Dustin. First, are you a stressed business owner who’s working too much and still struggling to make a profit? You want to grow your venture and reach the next level? Two-Brain Business is here to help with a free 60-minute call. It’s not a sales pitch, it’s just an opportunity for you to get real actionable advice from an expert who’s built a successful business. For one-on-one guidance on how to take your business to the next level, you can book a Free Help call today at twobrainbusiness.com. Stacie Tovar first competed at the CrossFit Games in 2009 in Aromas. Her final year was in 2017 in Madison, Wisconsin. She and her husband, Dustin, own CrossFit Omaha in Nebraska, a gym that has been around for nearly 12 years, and they recently became parents with the birth of their first son, Gavin. We talked about Stacie’s career as a CrossFit competitor and how they have built their affiliate into one of the best gyms ...
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Two-Brain Marketing Episode 20: David Oquendo

August 5, 2019 Gym Marketing Podcast
Mateo: 00:00 – Hey, it’s Mateo of Two-Brain Marketing. On this edition of the Two-Brain Marketing podcast, I’m talking with David from Rapid Fit KC. You’ll learn about his approach to selling high-ticket packages and personal training. You’ll learn about his unique approach to the 90-day front-end offer and you’ll also learn how he spent $500 on ads and generated $6,000 in front-end sales. So you don’t want to miss this. Make sure to subscribe to Two-Brain Radio for more marketing tips and secrets each week. Greg: 00:36 – Two-Brain Radio is brought to you by Two-Brain Business. We make gyms profitable. We’re going to bring you the very best tips, tactics, interviews in the business world each week. TO find out how we can help you create your Perfect Day, book free call with a mentor at twobrainbusiness.com. Chris: 00:56 – Hey guys, it’s Chris Cooper here. If you are headed to the CrossFit Games, I would like to buy you breakfast. So here’s what we’re doing. Together with Healthy Steps Nutrition, we have rented out the banquet facilities at the Sheraton across the road from the CrossFit Games and we’re taking about 250 people a day. You can come in and have breakfast with us. We’ll be talking a little bit about business, but the most important thing that always happens at these breakfasts, aside from the bacon and coffee, is the conversations. We have limited seating that’s gonna fill up, you can fill in the form in our show notes and make sure that you reserve yourself a spot. We’re going to do it at 7:30 a.m. on both Saturday and Sunday of the CrossFit Games. We will see you in Madison. Mateo: 01:37 – David, how are you? David: 01:38 – Great, and you? Mateo: 01:40 – I’m great man. So for those tuning in, tell us a little bit about who you are, where you’re ...
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Two-Brain Radio With Sean Woodland, Episode 11: Mekenzie Riley

July 31, 2019 Personal Development Podcast
Sean: 00:02 – Hello everybody and welcome to another edition of Two-Brain Radio with Sean Woodland. On today’s episode I talk with four-time CrossFit Games athlete Mekenzie Riley. Two-Brain Radio is brought to you by Two-Brain Business, a proud partner of HSN Mentoring. If you’d like to learn how to implement an effective nutrition coaching program in your gym, don’t miss their business and nutrition mini-workshop and breakfast on August 3rd at the Sheraton in Madison, Wisconsin. It is free for gym owners. Breakfast is included but space is limited. Sign up now growyournutritionbusiness.com. Mekenzie Riley is getting ready to make her fourth career appearance at the CrossFit Games and her third as an individual. She finished 11th overall in the worldwide Open to qualify this year. I talked with her about overcoming adversity. Mekenzie dealt with some pretty serious stuff when she was younger and she was able to overcome all of it, become a successful CrossFit Games athlete. We also talk about how she is preparing for the Games in Madison and what she would consider a successful season. Thanks for listening, everyone. Sean: 01:12 – Mekenzie, thank you so much for joining me today, I know you’re super busy getting ready for the Games. How are you doing? Mekenzie: 01:18 – I’m doing all right. Tell you what, I’m glad the Games are next week and not in like three weeks. I’m not sure I could make it. Sean: 01:26 – Yeah. So you are getting set to return to the CrossFit Games as an individual. You are in California right now getting ready to do that. What is your training look like at this point of the season? Mekenzie: 01:37 – Yeah, right now, honestly, well, personally for me, I’ve been traveling a little bit and just training with different friends so it’s a little more flexible in that sense where I have, you know, my ...
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Hybrid Option

Group Training IS Your Discounted Option

July 30, 2019 Selling Gym Memberships
You sell coaching. The best coaching is done 1:1. Top performers in every category have a personal coach (including sports, CrossFit, and business). Most microgyms sell group coaching. The best microgyms provide personal coaching in a group setting; but participants in a group can receive only a tiny bit of 1:1 time with their coach. And many microgyms sell choreography: a “do this, do that” group workout involving no personal coaching at all. Coaches who started as personal trainers have an easier time with this concept: when you sell coaching, group training IS your discounted option. Clients trade off personalized programming and 1:1 attention for a lower price. Greg Glassman’s journey was the same as the rest of us: when his schedule was too full to take more personal training clients, he began pairing them up. He sold the idea of sharing time and attention by promising a slightly lower rate. And, in a happy coincidence, his clients actually trained harder when they had a partner. Many of us had the same experience. But there’s a problem with group training: because it’s not a personalized service, your clients compare group training gyms based on other criteria: Price Programming (more advanced clients, a tiny percentage) Convenience (schedule and location) How the coach/gym/other clients make them feel Peer support (whether their friends like the gym or not)  Those are points of differentiation, but less powerful ones. Think of your business as a castle surrounded by a moat: the more personalized your service, the deeper the moat is. And the deeper your moat, the less susceptible you are to competition. Low prices; different programming; and convenience–these build only a shallow moat. Eventually, someone will be cheaper. Eventually, someone will build a gym that’s closer to your client’s house. And your programming is never more novel than the other guy’s is. Your services should fall along a Bell curve of price and value: On the left side are your group-only ...
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