star_3In this week’s episode I share with you how much you should be discounting for additional family members, I’ve got a killer resource that can help you find thousands of fitness enthusiasts in your area with Twitter, and I’m going to teach you how I overcome the dreaded “I want to Think about it” objection that many prospects have.

Websites and Resources Mentioned in the Show:


You’re pretty sure you should be discounting memberships for family members, but how much should you discount?  Should you discount at all?  I go over a few scenarios for you that will help you determine the best pricing for your additional family members who join.

Twitter is the new hotness.  Whether you love it or hate it, it doesn’t really matter.  I can’t stand Twitter to be perfectly honest with you, but I know that fitness professionals are using it.  For you the fitness business owner, you have thousands of people in your market who use Twitter every day.  You need to find these people and get them to listen to what you have to say with this week’s Killer Resource.

Overcoming objections can sometimes be tough, but the worst of all is “I want to think about it”.  No one likes to hear that objection.  But it’s not as difficult to overcome as you might believe.  Follow my instructions and you will certainly help your chances of increasing the close rate on prospects with this objection.

Don’t forget to leave a helpful comment for other viewers. Not only will Google notice your website URL you put in the space provided below, you will also receive the book from my library mentioned on the show!


And always remember…What would Curtis do?

Health Club Marketing Extraordinaire ;)

    28 replies to "Episode 10 – Fitness Business Television"

    • Fitness Entrepreneurs! We keep moving up in the Google ranks! Lots of new visitors which means it’s important to leave a comment and put your website address in the field provided. It’s a great way to push your website up in the Google rankings in your area…and the information you provide will help the thousands of fitness entrepreneurs watching the show each week! Thanks for watching!

    • Great way to show a closing scenario Curtis. Will help a lot of trainers turn prospects into clients. Great job, and also great helping others succeed.
      Randy Woody

    • Another great show! That flick is no Wall Street but fun for us battleworn club vets!
      Speaking of… here is an article that borrows from the old school but can be just as relevant today.

      Some of your reader may like it!

    • Good tips this week. A solid website and Twitter are definite MUST HAVES for any fitness business!

      Looking forward to next week’s show…

      Chris Batchelor

    • Great job again Curtis, I always pick up something in every show. Good tips on the family discounting, always a tricky issue.

      Keep it rocking!


    • roger

      When someone says I wanna think about it, I say. I’m not going to let you do that. If you walk out that door, I know from experience life will get in the way and you won’t come back for some time. You’re here now and I know you really want to be healthy again. Here’s what I’m going to do; in addition to the special offers, I’m going to give you this 30 day money back guarantee certificate. If after 30 days you are not happy, I will pay you back every penny. Typically this closes the ‘thinkers’. (thanks to someone who mentioned this strategy a few months ago on the Gym Success webiste)

      Good show this week, solid info.


      • Thanks for the plug Roger 🙂

        What you described is a great strategy as well.

    • Eric

      Looks like it’s time for a haircut buddy. Lookin a little shaggy lol.
      I would like to take you up on your website critique offer, but the website is in the process of being created, so hopefully you don’t mind critiquing mine in a month or so. Maybe I shouldn’t make fun of your hair if I’m asking for your help huh?

      I run fitness bootcamps and I’ve never actually had a family want to participate. I had a married couple join, but I just charged them regular rates and they didn’t care. Maybe it’s different at a gym, but at my price points ($199 for unlimited drop ins), it’s already pretty cheap compared to some I’ve seen.

      haha, I just watched the Goods yesterday actually (Thank you Redbox) Loved it

      “You give away free hot dogs, you blow up an inflatable gorilla, shit’s gonna go down!”

      There’s a world gym here in town that puts a huge blow up gorilla on their roof twice a year (weird city rules) and that made me think of it.

      See you next week.

      Eric Dupont

    • How should family discounts work for those of us who run semi-private small group training or bootcamp memberships?

      My memberships and prices are listed here:

      My monthly memberships are already low (and I plan on raising them in the future). However, I was asked last night from two of my clients about offering a family discount as they have others who are very interested in joining.

      My current charter members are already paying $149/month for my Gold Level Package (3 sessions per week), and I plan on increasing it to $197 in the future.

      At the same time, I don’t want my charter members to feel slighted if I end up offering discounts on top of my current rates for family. As I told them that the prices they have now will be the lowest I offer and they will keep those prices for as long as they remain a member.

      Any advice?



      • Don’t offer a family discount on group training or fitness bootcamps. It is already a discounted group rate on both of these. No need to discount more.

    • PS: Great tips on over coming the “think about it” objections. It is exactly what we use at locations nationwide with great success.

      Chris Batchelor

      • It is definitely the most common, and most irritating objection people use.

    • Hey Curtis,

      We are a bootcamp crossfit style gym in slc. We have a 100% sign up rate once people come in for their first FREE workout but the thing is getting new clients to the gym everyday or two. right now we have all of our clients reffering us like crazy but i am trying to tweet and twellow and i am willing to do what ever it takes to make what i love to do everyday even better.

      please help

      • Aaron,
        I’ll actually use this question on an upcoming episode of the show. I just sent you an email though with some ideas for you.

    • Nancy

      Hi, Each time I try to watch your show, it keeps stopping and asking me to subscribe. How many times do you want my name and email address? How do I stop this. I am using the same computer each time. I do not have this problem with anything else. Please email me! Thanks

      • I have no idea why it would be doing that. I just sent you an email asking you to explain in a bit more detail. I really appreciate the help and apologize for the inconvenience. It should not be doing that.

    • Hey, Love the post! Keep it up, I will definatley be coming back soon!! =)

    • Great Show Curtis. Your ability to find resources that help clubs with their marketing is amazing. Definitely looking forward to your next show.

    • Eric

      Quick update. Two days after I commented on this show, I got a family (mother father teenage boy) who came in wanting to join as a family. I told them it was $199 each, which was already our group rate since it’s bootcamp and the ALL joined. They didn’t even hesitate. So I say if you’re running a bootcamp, you shouldn’t discount any more.

    • Hey Curtis, Another great show. Every time I watch the show I get a great tip to go back and tell my gym owner.

      Being a personal trainer I love getting tips from your show because they not only help owner but I take some much away from the show also. I use them all to improve my training business.

      Thanks for the great twitter tip.

      The outside the box segment was great. I never thought about it that way.

      Can’t wait to watch the show every week.


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