Lead Count Does Not Equal Growth

Most gym owners still think that growth means leads. More leads. More sales. More members. But what if that mindset is keeping you stuck?

In this episode, Tim and Randy break down the flawed obsession with lead count and explain why it’s not the number of clients you should be chasing. Instead, they introduce a KPI that most gym owners have never heard of – but absolutely should be tracking: The Delta.

The Delta measures the net growth (or loss) of your recurring revenue every single month. It’s the difference between building a business that compounds and scales… or one that starts from zero again every 30 days.

This is the number that builds wealth – not just revenue. Tune in to learn how to apply it, why it matters, and what changes when you finally stop playing the short game.

You’ll also hear:

• How one gym slashed its member count but doubled its income by focusing on recurring revenue
• Why paid-in-full offers and six-week challenges are killing your long-term growth
• How this one metric can give you clarity, stability, and freedom in your business

Let’s dive in!

Key Takeaways: 

• Intro (00:00)
• Why The Delta matters more than lead count (01:15)
• How to calculate your monthly Delta (03:11)
• A real gym case study (08:17)
• Revenue drop and recovery during business model shift (10:09)
• Clarity and freedom after going all-in on recurring (12:04)
• Pitfalls of paid-in-full models (15:26)
• Building stable recurring income in 3–6 months (18:26)

Additional Resources:

- Schedule your SpringBoard call  

- Stop the summer slump before it starts - slash membership freezes by 50%   

- A tool for deciding on new gym services – 5-Question Matrix 

- Get 30 days of Semi Private Pro on us! 

- Apply to join the Iron Circle 

- Get your early bird ticket for the 2025 Growth Summit in Nashville 

- Get access to the 2024 Growth Summit recordings

- Tim's new book - Built to Win by Tim Lyons 

- ProFit Accelerator: Helping Training Gyms Grow to 30K/month and Beyond Facebook group

- SOP in a Day Workshop 

- Switch to Semi Private course 

- Business Accelerator Program    

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