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Saturday, 14 January 2017 11:03

Setting goals and motivating staff

The first step is to determine what your monthly sales goals are.  The next step is to break these monthly goals down weekly and daily.


Determining goals:  History and trend.  History is what were the sales 12 months ago.  Trend is the three months leading up to this month.

Example for setting January 2017 goals:  Sales for January 2016 were 84.   Sales for October/November/December of 2016 (three months prior to January of 2017) were 215.  (66, 72, 77 respectively)

84 plus 215 equals 299. 

242 divided by 4 (for the four total months added together) equals 74.75

Your goal for January is 75.

Published in Blog
Wednesday, 29 July 2015 15:48

The top five sales mistakes

Mistake number one:  You don’t know the numbers.  In order to know how your gym and your salespeople rate, you need to know closing percentages.  For salespeople, the three most important percentages are:

Published in Blog
Tuesday, 17 June 2014 14:48

How to rock your sales every month

Do you set goals?  No, seriously, do you?  Let’s say that you own a 5000 square foot hybrid gym.  This is a gym where you sell simple access memberships for $39.00 per month and training memberships for $139.00 per month ($139.00 for small group, $249.00 for limited one-on-one, etc).

What is your monthly goal for simple access memberships?

What is your monthly goal for training memberships?

Published in Blog
Tuesday, 03 December 2013 15:14

Preparing for success

It is December 3rd, and it would have been my grandmother’s 89th birthday.  She died 2.5 years ago.  She was very outspoken and never really cared who she offended, which I assume was quite a lot of people. 

I like to think that I inherited a few traits from her.

Published in Blog
Tuesday, 11 June 2013 16:59

One year ago, one year from now.

Two years ago today, my mom died.  It was the worst day of my life.  Up until then, and since then, I have been fortunate to have many very stimulating, and sometimes extraordinary days.

Published in Blog
Friday, 01 March 2013 14:48

Ectomorphs and disinterested employees

I stand about 6 foot 2 inches.  Buck naked, with a short haircut, I am about 168 pounds.  I am a classic ectopmorph.  I wear a 38 long suit jacket.  I get most of my shirts tailored, specifically the sides taken in.

I have heard all of my life things like: “Eat some more.  Put some meat on your bones.”  “I bet you can eat anything you want, and not gain a pound.”  “Are you a runner?”

Published in Blog
Tuesday, 04 December 2012 11:10

Life Time Fitness

Life Time Fitness has been around for about 20 years.  They are based out of the Minneapolis area.  They currently have around 100 facilities across the country.  The sizes of their gyms vary, but a typical one is probably 75000 square feet.  Maybe 100000 square feet even. They are big.  They are beautiful.  They cost a lot to build, but they offer pretty much any amenity you can think of, and most of them are included in membership.  Dues run around $80.00 per month for a single, just north of $100.00 for a joint, and a bit more for a family.  I was a member for about 10 years.  This was from around 1998 to 2008.  So, for about 2 to 3 years while I had a gym at the headquarters of Snap Fitness, I continued to go to Life Time and pay monthly dues that kept going up.  Why?  I’m not really sure, to be honest.  I never really liked going in there. 

Published in Blog