star_3An overview of some some interesting research on a new way to present your prices, how to promote a unique fitness business model, a killer resource that allows you to actually WATCH a video of what your visitors do at your website, and a few ways Google can make your life much much easier

Websites and Resources Mentioned in the Show:

I’m giving away my personal library!

I bought a Kindle to replace my massive amount of books at my house.  And I thought I’d give away a gift to my amazing viewers each week.  So the person who posts the most helpful, thought provoking, or just plain interesting comment below, I will send you a book from my library!

Selling memberships is getting more and more difficult each year.  Increased competition, price wars, down economy, etc. haven’t help our cause much.  So instead of trying the same methods, lets mix up our fitness sales strategies a bit.  You’ll find in this episode a very cool way (backed by “loads” of research) to sell more at your fitness business.

Not all fitness businesses are created equal.  Some require a little different fitness marketing approach as well as an overall different approach to running the business as a whole.  A spa and fitness center combo can be tricky…hopefully not anymore!

Wouldn’t it be great to be able to sit and watch over the shoulder of all of your fitness website visitors?  Well now you can!  This week’s killer resource takes voyeurism to a whole new level.

Gmail is to my life as a strip club is to my uncle.  I just can’t get enough of it.  There are so many unbelievable features (talking about Gmail, not the stripper) available in Gmail.  You just wait until you experience the power of a real email system.  It will blow your mind.

I finish this show in a fun mood.  It’s the New Year and I had on my dancing shoes….and I have been known to cut a little rug in my day, albeit a really awkward rug.  So enjoy my New Years dancing, dedicated to you.  I wish you the most amazing 2010.

Don’t forget to leave a helpful comment and you will receive the book I present on the show!

Enjoy the show!

Dedicated to Your Success…

Health Club Marketing Extraordinaire ;)

    43 replies to "Episode 4 – Fitness Business Television"

    • Wow Curtis your intro outfit looks like you rang in the new year with Flavor Flav and take a tip from Hitch, don’t ever put your hands in the air when dancing. Keep your elbows 6 inches from your waist, 90 degree angle. This is where you live.

      Now seriously,

      I wanted to respond to your question of the week with an insiders point of view. As you mentioned in your response he needs to find his niche. It sounds like his business is a facility that provides an opportunity to allow women exercise at very low levels, yet feel like they are really exercising and then be pampered. That isn’t a negative comment I think there is a real market for that type of facility or product in some areas. If not, the thigh master never would have been successful or most any other infomercial product. I think professional women who are 40 and over would be the target audience. As you know, Curtis, I work in a field where 80% of my co-workers meet that description and at least 6 of my 50 co-workers attend a facility that closely aligns with Joe’s. Market your facility in hair salons, local schools teacher’s lounges, senior citizen centers, vitamin shops, and possibly pharmacies. You might have a discount for “red hat” members, or any other organizations who may fall in your target niche area. To share another tip you shared with me at gym success, he could also try direct mailing some of these target groups using I know for a fact they can pull data for teachers in specific regions and most likely a few other areas he may want to market to.

      If your facility is large enough, you may consider putting in a separate area for hair stylist and rent out each chair that the beauticians use. You’ve now become a full service facility and are driving your customers to your facility.

      Just some thoughts.

      Good show man. Keep up the great work.

    • Caitlin

      I love your New Years’ beads! 🙂

      As far as your survey is concerned, I really like the idea of the third (premium) option for members. When I first began working out, I had never worked out a day in my life! So walking into the gym, not knowing what to, and not knowing a single person, was intimidating as hell! If I had been given the option to meet with a personal trainer a few times a month I would have jumped at the opportunity! Not only can they help you become familiar with the facility, the equipment, and set you up with an exercise regimen, but now you know and get support from someone at the gym. All of these factors together could ease members’ fears in a big way! Luckily, I had enough drive and motivation to overcome my fears on my own, but a lot of people do not, and their fears overcome their motivation and they quit! This shouldn’t happen; people should not be afraid or overly intimidated to go to the gym, they should feel welcomed and supported by all staff members. I would definitely look into providing a premium option for members that includes meetings with personal trainers a few times a month.

      I agree with Chett, I think that if Joe adds a salon area, and perhaps a manicure and pedicure area as well, the number of his clients would increase drastically. If I didn’t know anything about the products and services he is offereing, I know that I would be wary to even walk in the doors if I heard about VacuStep and Infrared Saunas, I mean that sounds like some scary stuff. But, if he gets them in the door by offering everyday services, he would be more likely to make a sell on the other, not so everyday services! 🙂

      I was recently introduced to Gmail and I agree that it is the best damn email program in the land! 🙂 Another great “Killer Resource”

      HAHAHAHA! I was waiting for the dance! You teased me in the beginning by saying you were going to dance and you didn’t! So, I’m glad you delivered in the end! You have some great moves! 🙂

    • Hey Curtis,

      Just wanted to tell you that I really enjoyed today’s episode.

      Prograde is very proud to be a sponsor of

      I’ve said it before, you truly are one of the sharpest minds in fitness.


      Jim Labadie
      Prograde Nutrition

    • Paul

      Solid show Curtis. This website is really nice. Is it a template site or is it created from scratch?

      Great info again.


    • Great show, Curtis.
      I am highly interested in your Google expertice. I will look forward to future Google topics, especially incorporating it into, and making it work in your fitness business. I am particularly interested in how you have managed all your contacts and calanders. I currently use Windows on my phone (as I am a mobilie business with no facility). Any recommendations?

    • Jason Vader

      Youre killin me smalls. That dancing was pretty damn funny and not bad for a white boy!

      So about the pricing idea. Do you still think it would be effective at say a difference of $39 basic membership vs a $249 pt program? We don’t have a $99 program, but we recently started a eft based program for 8 sessions a month for $249. We have like 4 people on it so far. But do you think that a big jump like that would still have some people considering one of the $249 options over the $39 option?

      And I had no idea google mail could do that much. Mail goggles is perfect for me. I tend to send the worst emails late at night.

      Nice job man. If you can answer my question I’d appreciate it

      Jason Vader

    • Go Gators!

      Great show and tips. This is my first time checking it out.


    • They call me Diesel

      Cool show brother! I’m excited for you. Looks like you’ve worked hard.


    • Interesting but the pricing causes some bias in your research. Pump the PT sessions up to a reasonable but valuable $50 per lesson or $150 and see what the results are.

    • Jon

      Dean, I don’t think the pricing causes a bias necessarily, but I do think a bit higher price would have given us a better representation of what most trainers charge as a package. I wouldn’t charge $150 for 3 sessions, that’s just too high in my area unless I’m doing one hour training sessions. Which if you are, you’re a bit behind the times, no offense.

      Maybe a four 30-minute session package for $129/mo would have been better to test. I guess if we want to mimic the same research, we can go to the ask 500people site. But I think that if his results show 30% of all people will do it at $99, then surely more than 20% would do it for only $30 more. I’m speculating of course, and like he said, this group that voted might not be our target. Lots of variables play a part, but it is very interesting to see.

      As I’m writing this actually, I’ve decided to give it a shot for a week. I normally give 10-12 price presentations so I’ll let you know what I come up with.

    • I’ll try adding this video with it’s embed code. It supports the argument in the book Curtis recommended. If you skip to the nine minute mark he starts talking about how pricing affects people’s decisions and that there is nothing rational about it.

    • Okay that didn’t work. Here is the link.

    • Enjoy the episode, signed up for ProGrade and am going to put the pricing test to the test!

    • Rondo

      Good show. Good information.

    • Jayson

      Just ran across your website. This is a GREAT idea. I’ve watched episode 4 and the intro movie and I’m hooked. I’ll go watch the others now, but I’m very glad to have found this.

      One question: How do you think that by being able to see what my website visitor is doing while their there is going to help me? I agree that it would be cool to do, but how will it advance my business? Maybe I’m not thinking “outside the box” enough! Would love your thoughts, or anyones thoughts too.

      Jayson Redding

    • Stacia

      I Have tried 5 diffeerent times to watch this #4 episode but it cuts out immediatly and will not replay . Any Help???

      • curtismock

        You might make sure you have the most recent flash player on your computer. You can download the most current version at

        If that doesn’t work, you can always go to and search for “fitbiz” and you can watch the episode there and then come back to post your comment. I hope you don’t have to do it that way…much more convenient to watch it on the site.

        If you have an ipod or iphone, you can also subscribe to episodes at and have them downloaded automatically straight to your device.


    • Rick

      Good show. This was the best one so far IMO

    • Laramie

      Whats up Curtis. Great show!

      As for the unique business model presented, I think that owner should promote the vacuum machine as a premium product. Like in the $100/month range because there is nothing like it. BUT, if it is not a good product and he wasted his money on these things, word will get out fast and he will lose customers. So if his main business is built around these vacuum machines, they had better work.

      If they work so so, he needs to focus on other areas of his business and use the machines as an upsell. In his small space, and I assume affordable rent, he could make a habit of maintaining 10 clients per day personal training. All he needs is some kettlebells, some resistance bands, mats and maybe some medicine balls and he can supplement his money issues with that. 10 clients per day, 30 minute sessions, $40/each session::he’s only spending 5 hours training, and he’s making $400/day or $2,000/week with weekends off. The rest of the day he can focus on marketing the other machines and services.

      Too many trainers forget their bread and butter is in training. Sure we want to diversify and make money in other areas, but when that’s not working, we always have training. Just some food for thought.

      Oh and nice dance moves. You should go on Dancing with the stars now that you are a TV show host. 🙂

      • Congratulations to Laramie!!! The book is yours my friend…and not just because you complimented my dancing ability. Thank you for your great ideas and a great post!


    • Shauna

      When do new shows come out?

    • Stacia

      okay How do i get to see this episode without the screen going blank

    • First, I Really like you in Black 🙂

      Second, The dancing at the end was so funny. You have great moves. I am so sad that I have not seen your great moves.

      Third, This has been the best show yet. It was full of great info. I love the idea of the survey. It is a great way to look at training and trying to get more members in front of trainers.

      I also am a Prograde trainer and I have most of my clients on Prograde. It is a great product and I love it. As a Prograde trainer you also have access to a great resource with done for you marketing and lots of other great helpful tools.

      I use gmail but I did not know that google had some many great tools. I can’t wait to only have to check one e-mail instead of 3.

      Curtis your shows just keep getting better. Your passion for the industry and your hard work that you put into the show is above and beyond. It is nice to know that there is someone like you so willing to help others. Thanks for all your hard work. It does not go unnoticed. 🙂

    • Hey Curtis, I watch all your shows, keep them coming.

    • The prograde stuff is yummy. If you are going to sell products they have to taste good or nobody will be a repeat customer.

      Best Regards,
      Richard Hackworth

    • Tom Cepeda

      Happy New Years! PRIME TIME.

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