star_3In this week’s episode I share with you one of our viewers experience trying the peanut butter, eggs, and peas casserole I challenged you guys to try at home.   I’m going to discuss what to say on your postcards and other print marketing to make sure you get the best response, I’ve got a killer resource that helps save you time by never having to be on hold with the phone company or cable company or any company ever again, and I’m going to talk about the importance of role playing, and why you should be using it to train your staff.

Websites and Resources Mentioned in the Show:


Finally, you get to meet my dog MJ, and a viewer gets her 2 minutes of fame as she and her daughter eat a delicious combination of eggs, peas, and peanut butter…yummy.

There are 5 main elements you need to have on your direct mail as part of an effective fitness marketing plan.  I go through each of these in detail.  In this day and age you have to pay attention to the details, otherwise your fitness marketing efforts will be wasted.

I hate being on hold.  I hate it as much as a vampire hates the sun.  In fact, I wish I could become a vampire and bite the person who does end up answering.  From cable companies to phone companies, I share a killer resource that will help you get a real person right away without spending hours on hold.

Role playing sucks.  Plain and simple.  But it works…and therefore I advocate you incorporate it into your fitness sales training.  There is definitely a right way and a wrong way to implement it at your fitness business, and I discuss how I would do it.

As always your thoughts are appreciated. Please leave a comment below that will benefit the other viewers AND will get you noticed by Google. Enjoy the show!


MJ says he didn’t get
enough camera time,
Curtis Mock and Fitness Business Television on iTunes iphone2

Health Club Marketing Extraordinaire ;)

  1. Joyce says:

    so, dogs eat anything and kids are super picky. Men don’t care what they eat as long as it will make them look good. So, I’ll take the mom’s opinion from the first video 🙂 I also love the stuff about postcard content. This also works well on websites!!!

    Keep it up Curtis, I love ya for what you do.

  2. Charlotte
    Charlotte says:

    I really liked that you’ve been using regular video footage in the shows. It helps break things up a bit. I have ADD so it helps keep me focused when you change things up. Weird I know. Great show and great tips this week.

    • Curtis Mock

      I too get to enjoy the wonderful world of ADD. With a lack of focus it really allows us to enjoy everything around us…until the next interesting thing pops up. I feel sorry for those who can focus on tasks one at a time 😉

  3. Awesome show!

    Role playing, I think just about everyone I know would rather jump in a freezing lake than do role playing, but it is the best and an essential training tool for becoming better. I just did 2 days with a club in San Jose and role playing was a huge part of that training. The more we role played, the more comfortable the sales staff became with systems. The fun part with sales that every prospect is different, but the systems used are the same. A staff needs to be comfortable and confident in the system that is place. Confidence is a HUGE part of selling any product. I always incorporate and hour of role playing in to the schedule every week. There is always room to learn and grow.

    • Curtis Mock

      An interesting addition to your analogy. I lived in Finland for three months back in college. Over there they LOVE the sauna. And after you get so hot you can’t stand it anymore, you are to immediately run and dive into a near-freezing river or body of water. Not Kidding.

      But because I did this every day, three times a day while I was there, it became a habit and I didn’t even have to think about it or dread it by the end. Even something as awful as diving into a freezing lake can become habitual if you do it enough times. So in other words if I can learn to systematically dive into a freezing lake, you can systematically learn to sell more health club memberships etc. 🙂

  4. Apryl says:

    lol – You & MJ are fantastic! I agree with @charlotte about using regular home footage – it’s really fun and engaging. Thanks for taking us right along with you 🙂

    I’ve got a thought about the Role Playing during training. Perhaps letting your staff know the why you’re role playing the tough scenarios could take the sting out of it. Also keep in mind doing it in the safe confines of your training room is a helluva lot more helpful a process than not knowing what the hell to do when a customer is screaming at you in real time and in front of a bunch of other customers. The latter is FAR more painful an experience. Also I’d dangle the carrot of some kind of cool reward for going through the process of acting out the scenarios. A spoonful of sugar folks!

    Great vid Curtis – always awesome.

  5. Once again Great Info. Curtis! I really like role playing as well….;-)

    But in all seriousness your information is well thought out and super helpful!

    If you don’t listen to Curtis you are just plain old dumb…

  6. Great tips as usual Curtis!

    Always pick up something that I can use and put into our business right away to see growth and see it fast.

  7. Wonderful point on role playing. It’s been the foundation of our sales success in all of the businesses we’ve run.

    You’ve gotta practice to perform!

  8. Hi Curtis,

    You ‘son’ MJ is so cute – looks just like you 😉

    Great tips on headlines – I am not very creative, so your specific ideas really help. Thaks Curtis.

  9. Frank Emanuel says:

    Great Show!

    Role playing is a must to hone skills!

  10. I have to say that this is one of my favorite shows, because I am on it. Alexa was very excited to see that her and MJ were also on it.

    I have to say that I am not a big fan of role playing but I know that it is a must to help with sales.

    I can’t wait to try the animoto and the killer resource.

  11. Chett says:

    During my time managing with Wal-Mart dealing with internal theft and in the Marines we role played constantly. It was never enjoyable on the front side, but I can honestly say there were many occasions where role playing helped me move through difficult situations. Role playing creates muscle memory type reactions to situational issues.

    It’s kind of like theater. Actors don’t just learn their script and then go out for the live show in front of an audience, they have multiple on stage practices and dress rehearsals. Role playing is a perfect way to develop your “stage presence.”

    • Curtis Mock

      I agree completely. If WalMart and the Marines, two of the most successful systematically run organizations in the world incorporate role playing, think of how powerful and effective it is when implemented in a smaller setting! It’s a huge training tool that in my opinion will add a minimum of 10% to a gym’s bottom line at the end of the year.

  12. Matt says:

    In addition to my gym ownership, I am a sales director for a fortune 10 company. That said, I roll play at nausiam. As Chet said it’s just like anyone on stage or on tv – countless hours of practice is what allows great performance. You want to perform better in your business, right?! Roll up your sleeves, do it today. I have 10 examples of people who started with nothing and roll played to six figure earnings and what do they all have in common? Practice and roll play.

    Great show Curtis!

  13. Gloria
    Gloria says:

    I’m so glad you included MJ on your show! I hope you have him on more often. He is a cutie!

  14. Nate says:

    Thanks for the reminder about animoto!

    Role playing – I wonder if people hate this more than public speaking?


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