July 31, 2025 • 25 mins
Most gym owners struggle to close in just half of sales consultations.
Korey Schindler closes at a 93 percent clip.
In this episode of "Run a Profitable Gym," Korey, co-owner of Impact Fitness in Florida, reveals how he achieved his incredible close rate by following up with leads 381 times in one month. His efforts produced 44 sales consultations and 41 new members.
Korey breaks down the process he follows to turn cold Facebook leads into paying clients: He follows up with lightning speed, relies on script-based conversations—which he still rehearses even with 10 years of sales experience—and uses a systemized consultation process.
He also shares how Two-Brain mentor Nick Habich helped him discover he didn't need better closing skills; he actually needed more leads to supercharge his sales engine. This realization pushed Korey to set up the lead ad system that's now driving record revenue in his gym.
Tune in for the step-by-step process that put Korey on Two-Brain's sales and marketing leaderboards, plus scripts and strategies you can implement today.
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1:02 - No. 1 reason for A+ sales metrics
6:22 - How Korey gets leads to book
9:49 - How Korey gets leads to show
13:02 - How Korey closes
21:58 - The value of mentorship
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 02 (00:00):
My name is Corey Schindler.
I'm co-owner of Impact Fitnessin Tampa, Florida.
For the month of June, I had381 follow-up attempts for
potential clients.
Speaker 01 (00:13):
Corey's reward for contacting those leads, get
this, 51 booked consultations,44 people showed up, and 41
signed up.
Those are huge numbers.
Impact Fitness made all threeof our most recent top 10
leaderboards for marketing.
You're going to find outexactly how on this episode of
Run a Profitable Gym.
I'm your host, Mike Workington.
Please hit subscribe with mythanks.
Now, quick brief.
(00:33):
We track how many leads, bookappointments, and gyms.
That is your set rate.
We track how many of them showup.
That is your show rate.
We track how many of them buysomething.
That is your close rate.
Excellence in all three areasshows a slick marketing funnel
that fuels an A-plus gym.
Corey, build one, and he'sgoing to help you improve your
funnel today.
Are you ready to roll, Corey?
Speaker 02 (00:51):
Absolutely.
Speaker 01 (00:53):
All right, I'm blown away.
I love that stat, 381.
I think that's such a coolthing because our marketing
experts always say, if youfollow up, you'll make more
sales.
You are the proof of that.
But what's the one thing, I'llask you, what is the one thing
that contributes most to thesegreat sales numbers?
Speaker 02 (01:07):
So it's something I picked up in college.
I have a door-to-doorbackground.
So I've done direct sales forabout 10 years before and while
I was kind of owner of the gym.
And it's sticking to a script.
So regardless of what step ofthe sales process I'm in, I have
a script for what I'm going tosay.
And I just focus on like I usedto do when I did door-to-door
(01:28):
on moving people to the nextstep of my sales process.
So that was my focus was not tosell someone on my product or
service.
It was Okay.
So
Speaker 01 (01:38):
someone out there is listening and saying scripts
feel robotic and I just like towing it and so forth.
How do you, why does the scriptwork for you and how do you
make it seem natural?
Speaker 02 (01:48):
So it's just something I picked up from doing
door to door.
The biggest thing that can holdyou back is lack of repetition.
So before every single salespresentation, consultation.
Um, I do, I role play withmyself, with my staff, just so
that, um, everything's crisp.
And, uh, I, I practiced ithundreds of times before I ever,
you know, practice it on a liveprospect.
Speaker 01 (02:10):
To this day, you still do that before sales
consultations, all that stuff.
After 10 years of experience,you're still rehearsing before
you go to a call.
Oh,
Speaker 02 (02:16):
absolutely.
And, uh, another thing that I,another thing that I do is, uh,
my, uh, it kind of works outthat my mentor for two brain is
Nick Cabbage
Speaker 01 (02:25):
and Florida man.
Speaker 02 (02:26):
Yep.
He has the no sweat introscript modules on the toolkit.
So I usually watch those.
I go through a couple roleplays of my closing script and
then I'm ready for the no sweatintro.
Speaker 01 (02:41):
So why does the script work?
Why does it work so well?
Speaker 02 (02:45):
I think the biggest thing is just confidence in it
and understanding that you gotthis person's contact
information regardless of howthe lead came through, they're
interested in your service.
They're interested in sportsperformance for their younger
athlete, which is what we focuson.
So focusing on that as opposedto making it awkward or being a
(03:05):
cold call or anything like thatmakes it a lot simpler and a lot
more fluid when I go throughkind of going through the sales
process.
Speaker 01 (03:14):
Listeners, I'll just break out two things for you.
Corey follows up with leads.
A lot.
381 was the number that he putout.
Are you following up at all?
Is it over 10 times?
Follow up with leads quickly.
Do it regularly.
Keep contacting until you getin touch with the person.
The second thing that he'sdoing, he is rehearsing and
practicing.
Even after a decade of salesexperience, he is making sure
(03:37):
that he's ready for allscenarios.
He's got a script that's beentested, that's data-backed that
we know works, and he's usingthat to make sales.
It works.
Try those two things.
If you are not contactingleads, if you are not rehearsing
things with a script, you arelosing sales.
100% guaranteed.
Corey, let's dig into yourfunnel.
So you mentioned a couple ofthings here.
You have an interestingbusiness going on.
(03:57):
I love it.
Who are you targeting and how?
Speaker 02 (04:00):
Yeah, so our client avatar is called Sports Mom
Susan.
Speaker 03 (04:03):
I love it.
Speaker 02 (04:03):
It's a sports mom with two to three kids that play
travel sports.
And they're looking, theircoach for playing time reasons,
for injury reasons, has directedthem to get some outside
strength and conditioning.
And that's what we focus on.
So we really target, we have amarketing mix for the areas of
our funnel from the top.
(04:23):
So we work on a lot ofreferrals, organic referrals
from talking to the members thatwe have, as well as siblings
and parents of the kids thatwe're training so we have family
plans set up so that an entirefamily can come and train with
us and that's a lot of ourmembership
Speaker 01 (04:41):
okay so that's a referral that is awesome if you
get one kid and the kid playssports you know sports on a team
and they want to be good at itthey probably have depending on
the sport like 20 other peoplethat they know right
Speaker 02 (04:51):
exactly
Speaker 01 (04:52):
yeah Yeah, that's incredible.
So your referral funnel soundsamazing.
Do you run any paid ads?
Speaker 02 (04:58):
Yeah, so we do Google ads, we do engagement ads
on Facebook, and we do lead adson Facebook as well.
Speaker 01 (05:05):
Do you have a rough sense of what your lead
breakdown would be from thosetwo sources?
Is it like 70-30 or something?
Do you have any idea?
Speaker 02 (05:11):
So for Google ads and engagement, it's kind of
tough to track.
For lead ads, we probably get15 to 20 leads a month.
One thing that kind of promptedme to revamp my sales process
was Nick, my mentor, helped usset up the lead ads a couple
months ago.
And I noticed that the leadscoming in were a lot colder than
a referral that is coming in.
So that kind of forced me to goback to my roots of direct
(05:36):
sales and build a process sothat I can just move them
through the step of the step ofsale.
Speaker 01 (05:41):
And that's exactly what we're finding in gyms is
that referrals are the hottestleads you're ever going to get.
They're almost slam dunks insome cases because if Tim brings
in his best buddy, Sam, Sam'sprobably going to join because
he's heard so much good stufffrom Tim and sees how great Tim
is looking and so forth orwhatever the situation is.
Like referral ads, they costyou nothing but your time to
say, hey, do you know anyone whocould benefit from our
(06:03):
services?
And they're a slam dunk in thesales office for the most part.
It's one of four funnels thatChris Cooper recommends that gym
owners should set up.
Paid ads is Number four, you'vegot content and organic social
media in there.
But in terms of paid ads, thoseleads are great, but they're
cooler and you have to have asystem in place to nurture them.
We're going to get into that alittle bit.
Talk to me first about how youget so many of these leads to
(06:24):
book appointments, even ifthey're cold ones.
What do you do?
Speaker 02 (06:27):
Yeah.
So the biggest thing isurgency.
So as soon as the I actuallyjust got a Facebook lead this
morning and we have it set upthrough Zapier and pushover.
So every time that lead adcomes in, I get a notification
on my phone and I usually callthem within a minute or two of
getting it.
And it's pretty common thatlike that one this morning
(06:47):
literally said, wow, that wasfast.
So they're they're hot whenthey're filling out the form.
That's probably the warmestthey're going to be in the
entire process until you getthem into the gym.
So it's just a matter ofgetting them on the phone if I
can, if they answer.
If they don't answer, I putthem in something that I've been
doing for a long time.
I call it a Vafu, which is avalue-add follow-up.
(07:10):
So rather than just continuallycalling or texting and, hey, do
you want to come in?
Do you want to come in?
That can get kind of...
salesy and grimy.
So what I do is I send them avideo of some of the speed and
agility work that we've beendoing in classes or send them a
short video of the strengthtraining work that we've been
doing with our athletes.
(07:31):
Just leave it on there,allowing them kind of sprinkling
in calls, video texts, videosends, emails.
I kind of do a little bit ofeverything just to hit them
different avenues because eachperson is going to respond to
their medium that they preferdifferently.
So I figured if I can hit allof them, then we have a much
(07:51):
better chance of getting them inthe door.
Speaker 01 (07:53):
Yeah, and it doesn't sound like you're just making
this up as you go.
This is part of a clearlydefined system, listeners.
So if you're out there andyou're thinking like, I'm just
going to make this up as I go,just write it down and fix it as
you go through it.
Corey's got a clear system, andthat's why he's on all three of
our marketing leaderboards.
Someone is going to say Icannot possibly respond to leads
as fast as Corey does.
(08:13):
And here's the thing.
When I tried to book thisappointment with Corey for this
podcast, he responded withinfive minutes to my email.
It was awesome.
How do you find time or how doyou do this because leads could
come in at any time?
How do you do it?
Speaker 02 (08:23):
So that's my main focus in the gym.
I've been involved with my gymsince 2014 and in an ownership
role since 2017.
So it's taken kind of sometime.
tough uh years and tough kindof work working through
different setbacks and differentavenues for what my best role
is and we're blessed enough tohave trainers that do a lot of
(08:44):
the day-to-day operations at thegym so we have a head coach we
have two supervisors that do alot of the training so my main
role is to do uh is leadnurturing so taking in the leads
that are coming in so i justset it up so that's what i'm
paid for at the gym I don't do awhole lot of other stuff
outside of that besides traininga couple of one-on-one clients.
Speaker 01 (09:06):
Yeah.
And Chris has written aboutthis and he said, I think the
line was something like, someonehas to be directly responsible
for sales at your gym and if noone is that's you so if you're
an owner operator you got to bethe salesperson but you can
definitely look at this valueladder exercise that your brain
has where you list out all theroles in your gym you put a
dollar value replacement costbeside them and then you start
getting rid of them and a clearone would be i'm going to hire a
(09:27):
cleaner for four hours a weeki'm going to use those four
hours to sell stuff and if youdo that you will make more money
because a cleaner costs 15 to20 bucks sales can be you could
you could sell thousand dollarpackages if you get good at it
with a script like cory right sothat's the principle and And
we're not going to dig into thatbecause we have other shows on
it, but that is the exactprinciple Corey is living it,
where he is focused on sales inhis gym.
That is his job, and that's whyhe's so good at it.
(09:48):
Tell me, how do you get peopleto show up?
Because especially when you'vegot those cold leads, it's hard
to do, but you're getting peoplein the door.
How do you do it?
Speaker 02 (09:57):
Yeah, so it starts with the mentality.
When I call them, the onlyreason I'm calling them is to
set up an NSI.
It's not, yes, I'll answerquestions, but I really don't
like to go over pricing toomuch.
Unknown (10:09):
Right.
Speaker 02 (10:09):
I'll answer one of their questions and I'll
immediately go into my scriptfor getting them in the door.
So what it is, I basically say,now the next step or the first
step is to book an intro withus.
so that we can get your goalsand introduce the type of
training that we'll be doing inthe sessions.
We have opening, we have openslots at tomorrow and Thursday
at 10 a.m.
(10:29):
We work better for you.
So I just, that's the reasonfor the phone calls to set up
the no sweat intro again, movingthem through my sales process.
And I give them a reason forsetting up the intro.
And I give them a couple ofoptions as an option close.
Yeah.
Speaker 01 (10:46):
Okay.
So there's lots of stuff thereguys that we'll unpack.
And the first thing is thatlike Corey's sole focus is
getting these people into thegym to talk.
Do you ever, I'll ask you thisbefore I go further.
Do you, do you ever close saleson the phone?
Speaker 02 (11:00):
I get a lot of information from the phone, but
most of the time, if they'recolder leads, we do a little bit
different for that no sweatintro process than what normally
goes on, which we can diveinto.
But it's pretty rare that I'mable to close someone over the
phone just because of, they maycome in interested, but just
showing them the gym and gettingthe atmosphere is what we like
(11:20):
to do.
Speaker 01 (11:21):
Okay.
And listeners, one of thereasons we're going to dive into
this in the next section, butCorey is not selling to his
clients.
He's selling to the parents ofthose clients.
That's a really interestingthing that We're going to go
over in just a second, so we'llqualify that.
But the other thing that he didis he's got availability right
away.
Can you come in same day,tomorrow, Thursday, whatever?
It's very close.
Here's something that happensso regularly in gyms.
(11:42):
You're busy at 5 a.m.
or 5, sorry, 5 p.m.
and you're busy slots, right?
You're coaching, your gym'spacked.
You don't have availability atthose times.
So you put these availabilityslots at the worst possible
times, like 10, 25 on Tuesdaymorning.
Who wants to come and see youat that point?
You have to have calendaravailability.
And I'm guessing, Corey, thatyou, because you're the sales
guy, you keep slots open so thatyou could book someone, say, in
(12:02):
like this afternoon if youneeded to.
Speaker 02 (12:04):
Yeah, exactly.
So the most common thing we dois 3.30 or 4.45 in the
afternoon.
Speaker 01 (12:10):
Right.
Unknown (12:10):
Perfect.
Speaker 02 (12:11):
I pretty much, I take everyone through the first
workout in the NSI.
So I keep my calendar prettyopen to be able to do that.
Speaker 01 (12:19):
Yeah.
So, I mean, the huge lesson,you guys, is have calendar
availability open like ASAP andyou know, Corey said this, like
they're, they're warm at thebeginning.
They cool off the further theyget from that initial sign up
into your, or jump into yourfunnel.
And there, there are so manyways for them to fall out of the
funnel.
There's your competitors,there's boredom, there's chips,
there's beer, there's all theseother things that distract them.
(12:40):
If you keep them going fast,you're much more likely to close
sales.
I'm going to give you this oneexample.
I recently tried to book aservice.
I researched online who are thebest in the area.
I got into two sales funnels.
One called me back immediatelyand I am engaged with that
person.
The other one has not called meback even though they were
rated higher.
Who am I going with?
Choice is obvious.
So you're working hard, you'recontacting people, you're
(13:00):
getting them to show up.
Now talk to me about how do yourun consultations and close
sales?
Because this is interestingbecause you've got a very
specific niche that you're into.
Speaker 02 (13:08):
Yeah.
So our...
No-switch initial process is alittle bit different.
So basically what we do is theycome in.
I usually greet them by theirname because I set up the
appointment.
And then I tour them at thegym.
I answer any questions theyhave.
And I also kind of prime themup for some of the membership
options that we have.
Speaker 01 (13:26):
And this is the parent, correct?
Speaker 02 (13:28):
Yeah, this is a parent, usually with the
athlete.
So we're walking through thegym, we're going through how the
classes are laid out, the orderof operations of things.
So we'll do about five to 10minutes of flexibility, then
about 20 minutes of speedagility work.
And then I walk them to theweight room, show them the
weight training.
I overcome their common mythsof weight training and youth
(13:49):
stumps growth in kids.
I kind of equate it to whatthey're going to be lifting and
the fact that everything'scoached and supervised.
And then we go through what wecall a ramp workout.
So while the parent is takingthrough or signing the liability
waiver, we have coaches thatare taking the athlete through
an introductory workout that,again, it introduces the type of
(14:12):
concepts of training that we'regoing to be doing without
pushing them too hard or gettingthem nauseous or anything like
that.
We've just learned fromexperience that it's a lot
better this way rather thanpushing someone so hard their
first time never having trainedlike this before and then end up
throwing up or feeling nauseouslike that.
Unknown (14:30):
Yeah.
Yeah.
Speaker 02 (14:31):
And so that's what we start with.
The tour, we go through theramp workout.
And then usually what we'll dois I'll walk him or the athlete
and their parent back into theoffice.
We'll close the door.
I'll have them sit down on thecouch.
Sitting down is super importantfor closing.
And I'll ask them a couple ofquestions that are kind of
priming them to say yes a coupleof times.
(14:53):
And sales, one of the biggestthing that you can do is to get
the prospect saying yes beforethe big yes comes.
So What I do is I ask, do youthink workouts like that would
help you achieve the goals thatwe talked about?
Yes.
And then I go through thedifferent group training options
that we have, and I suggestwhich one I think would work the
(15:13):
best for them.
And so a big thing that I gotfrom Nick's videos on the
toolkit is not getting settledup on the price.
So once I go through the price,for instance, this is what I'll
say– You know, based on yourgoals, I would recommend group
training with us two times perweek.
The way the membership works isit's $1.85 for the entire
(15:35):
month.
The next step would be toschedule their next workout.
It does seem like this timeslot works for your schedule.
Would you want to get startedWednesday at 10 a.m.?
So when I ask it like that, ifthey give me a yes to the date
that they're scheduling, they'resaying yes to the cost.
So it just makes it a lotsmoother and a lot more gradual
(15:56):
heating up of the sales processso that when they're ready to
close, if they tell me thatthey're ready to schedule a
second workout, that's anindication that they're ready to
close.
And I'll close them rightthere.
Speaker 01 (16:08):
Wow.
So this is, I mean, this isgreasy and I don't mean that in
the slick used car salesman kindof way.
I mean this in like, this is avery smooth process where people
are coming into your gym andyou're making it so easy for
them to slide right into place.
Now listeners, I'll tell youone thing, the, the tour and
workout just by itself is a badidea.
right it's the thing that coryis hanging all of this on is a
(16:31):
consultation after the factwhere he gives his
recommendation based on theirgoals and his service packages
and so forth because back in theday i did this and everyone has
done it you bring people intothe gym you show them all your
sleds and all your cool stuffand then you put them through a
workout you make them puke andyou ask them if they want to
sign up and they're half of themsay no more than half at least
now probably 90 and it does notwork so i'm not suggesting that
(16:52):
you should do introductoryworkouts but as part of a sales
consultation we call it a sweatintro to brain there's a problem
process for that the key isthese consultations because cory
is having this really greatconversation with people and
he's also in a very interestingmarket where he's not selling to
the kid because the kid is notputting the credit card on the
table that's the parent and it'sall part of the whole process
where the kid comes in and iimagine when you get them the
(17:12):
office together the kid comes inafter this work and it's like
whoa that was awesome can we dothis and the parents like uh
yeah right like is that whathappens
Speaker 02 (17:20):
They say yes for me.
The kids always love theworkouts and it makes it a lot
more likely that they're goingto sign up.
Speaker 01 (17:27):
Yeah.
And you know what's funny?
There was an ice cream shacknearby when I was growing up and
one of the signs that they putup for and got a little bit of
trouble for was scream tilldaddy stops the car.
And you know, that's theprinciple here, but it works
like these kids want to havefun.
They have an awesome time andthey're just telling their
parents, I want this.
And parents want to help theirkids achieve their sports goals
(17:49):
and success and stay fit and getoff the screens.
It's like a slam dunk.
This process clearly would workfor that.
I love what you're saying aboutThis is my recommendation based
on your goals.
That is a key part of theprescriptive model where you
find out and you're providingsolutions, right?
Solutions to problems.
And, you know, do you getpushback from parents very often
in those closings, those salesmeetings on closing?
Speaker 02 (18:10):
Very rarely.
So the most common thing thathappens is they'll want to talk
to their spouse or they got tocheck their schedule and that
sort of thing.
How do you handle that one?
So usually we don't do a lot ofhigh pressure stuff.
I allow them time to thinkabout it just because a lot of
the sales that we get aren'tnecessarily closed at the time
(18:31):
of the workout.
Okay.
Just because...
Kids have a lot of travelschedules and their parents are
their chauffeurs.
So what that does is it kind ofputs them into a different part
of my sales process so that Ialways follow up them
immediately after the workout.
And then within the firstcouple of days of, again, while
they're still hot, I'm callingthem, I'm asking them, hey, I
(18:52):
know we talked about gettingtraining for Nathan with us.
I just wanted to check in withyou guys and see how you're
doing.
So something along those linesso that the first couple of
days, I'm going to make themTell me no.
That's the most importantthing.
If they don't close at the timeof sale, I don't get no's.
No, we're not going to do thisor no, it's too much money.
We very rarely get that justbecause we have our services
(19:15):
priced really reasonably.
But I make sure that no matterwhat, that they're going to have
to tell me no in order to stopme from calling them.
Yeah.
Speaker 01 (19:25):
Yeah.
And I would ask you if thisprocess works for you, but I
don't have to, because yournumbers speak for themselves.
You had 44 people show up and41 people bought.
So whether they bought in thatappointment or a couple of days
after that, because you calledthem, then that's a, that close
rate is, is ridiculous.
So that's like, it works.
Obviously the numbers back itup.
We always rely on data here.
We'll never tell you somethingwithout backing it up on data.
(19:45):
So that's exactly, you know,the process works by following
up.
If you hear a drumbeat here,listeners in this show, it's
systems, And following up,practice, scripts, reps, it's
all a systemized process.
So if I can give you one thingto do right now, start
systemizing your process.
How many times have youfollowed up with this lead?
How many times have youfollowed up after a person said,
(20:06):
I'll think about it?
How many times have youpracticed your sales scripts?
How many times have youconfronted objections, whether
it's with your dog or yourstaff?
If the answers are zero acrossthe board, you're not making
sales.
you can improve those numbersby doing this.
I want to talk to you.
You've mentioned Nick a numberof times and mentorship.
How does a mentor help you dothis?
You obviously came into thisthing with 10 years of
door-to-door experience.
(20:26):
What did you sell door-to-doorfirst?
Speaker 02 (20:28):
So security systems.
Okay,
Speaker 01 (20:30):
there you go.
Speaker 02 (20:31):
Yeah.
So it's by a company calledVivint.
They're owned by NRG now, oneof the largest energy companies
in the world.
Speaker 01 (20:38):
Okay.
So you did...
Go ahead.
Pardon me.
Speaker 02 (20:39):
I was just going to say they...
So I went to school forexercise science.
I have an exercise sciencedegree from USF in Tampa.
And they didn't teach meanything about being a business
owner.
I learned the technical aspectsto get my CSCS for
certification.
So I felt super confident inthat.
But it was really the directsales and the door-to-door that
allowed me to flourish and notgive up because it was pretty
(21:02):
dark when I first came on forownership.
about eight years ago.
We didn't have any systems inplace.
We didn't have a whole lot ofstuff going on.
And it was tough to kind ofpull us out of that hole.
But I know we were talkingabout the numbers from May, but
we just had June was the largestmonth in revenue that we've
ever had at the company in 13years.
And that's just testament tothe quality of our trainers and
(21:27):
the systems that we put intoplace to make sure we have the
right people on the right seatsin the bus and have those people
focus on those things thatthey're really good at.
Speaker 01 (21:36):
Yeah.
And back in the day when Istarted gym 2011, 2012, you
could get away with beingterrible at sales because I was
selling a unique product in agiant market with one other
competitor.
And it was a slam dunk, eventhough I was terrible as a gym
owner and as a salesperson.
You can't do that anymore.
You know, intensity has beencommodified.
All this, everybody's doingfitness.
You have to do it properly andyou have to know how to sell
(21:57):
stuff.
Talk to me about mentorship.
Again, you did this for 10years and you've mentioned a lot
of stuff that Nick's helped youwith.
What did the two brain systemand two brain mentorship help
you do and make and refineyourself as a salesperson?
Speaker 02 (22:08):
So the biggest thing with, uh, the monthly meetings
that we have with Nick is toaddress one problem that we're
having.
That's really all the time thatyou have.
And we've had coaches in thepast that got us to a certain
level and then we kind ofplateaued.
The biggest thing is makingsure that we're coming to those
monthly check-ins with ourmentor prepared so that my
(22:30):
business partner and I havesomething that we need to work
on.
It actually happened a coupleof months ago.
that all this kind of cameabout for me setting up lead ads
because i was a little bitconcerned that our closing rate
was down so i asked nick aboutit and he said listen man i'm
i've never been concerned withyour closing rate you just need
to get more leads so It kind ofwas the impetus for us setting
(22:53):
up lead ads, us getting colderleads coming in the door and
realizing I needed to revamp theprocess, what I'm responsible
for.
I need to revamp the salesprocess to make it so that it's
a lot more fluid and a lot morestructured.
So just coming to Nick with oneproblem a month and having him
listening to his advice and hisexperience and immediately
(23:15):
acting on the advice that hegives us has been integral in
where we're at now.
Speaker 01 (23:20):
Yeah.
So you just laid out one of thegreatest examples I've ever
seen of talking about how thementorship process with Two
Brain is that you figure outwhat's wrong or the biggest
problem in the business, the onething that you need to work on,
and then you hit it right away.
And then you move on to thenext thing and you do that in
succession over and over again.
And you don't stop doing thethings that are working.
You fix the other thing.
(23:41):
So like the example you said,you looked at your funnel.
and you analyze your funnel andeverything, you know, set
rates, good show rates, goodclose rate, outstanding.
What do you need more leads?
Because everything is perfect.
You would not get more leads.
If your show rate sucked, likethat'd be just a mistake.
Cause then you're buying allthese leads.
They all, they don't show up.
Like it's just a waste, right?
So we're analyzing the funneland this works for every other
(24:03):
aspect of a business, not justmarketing.
What is the problem?
How do we fix it?
Take these steps.
Did you take these steps?
That's the mentorship mentorproviding accountability.
And then again, systemizing it,moving on to the next thing,
and you just keep doing thatover and over and over again,
and businesses gain momentum andspiral up.
Is that an accurate descriptionof what you've been doing?
Speaker 02 (24:23):
Yeah, 100%.
That's right on for where we'veseen the biggest changes and
where the scalability of ourbusiness has been going.
Speaker 01 (24:32):
Yep.
And that's how big businessesbecome big businesses.
It's on the backs of systems.
It's not on the backs of randomstuff and napkins.
And I forgot your salesappointment.
It is systems, repetition, andscripts.
I'm not going to beat this todeath.
Corey, I'm going to let you getback to your next sales
appointment.
I want to thank you for sharingall these tips.
This episode is hugelyvaluable.
Listeners, rehearse, do yourscripts, get your stuff
(24:53):
together, make a difference inpeople's lives by selling them.
Corey, thanks so much forsharing everything today.
Speaker 02 (24:57):
Appreciate it, Mike.
It was a pleasure.
Speaker 01 (25:00):
We'll have Corey back because I think his sales
numbers are going to keep goingup.
Thank you for listening.
This is Run a Profitable Gym.
I'm Mike Worgen and that wasCorey Schindler.
Please subscribe for moreepisodes.
You do not want to miss them.
And now here's to main founderChris Cooper with a final
message.
Speaker 00 (25:13):
We'll be right back.
My name is Corey Schindler.
I'm co-owner of Impact Fitnessin Tampa, Florida.
For the month of June, I had381 follow-up attempts for
potential clients.
Speaker 01 (00:13):
Corey's reward for contacting those leads, get
this, 51 booked consultations,44 people showed up, and 41
signed up.
Those are huge numbers.
Impact Fitness made all threeof our most recent top 10
leaderboards for marketing.
You're going to find outexactly how on this episode of
Run a Profitable Gym.
I'm your host, Mike Workington.
Please hit subscribe with mythanks.
Now, quick brief.
(00:33):
We track how many leads, bookappointments, and gyms.
That is your set rate.
We track how many of them showup.
That is your show rate.
We track how many of them buysomething.
That is your close rate.
Excellence in all three areasshows a slick marketing funnel
that fuels an A-plus gym.
Corey, build one, and he'sgoing to help you improve your
funnel today.
Are you ready to roll, Corey?
Speaker 02 (00:51):
Absolutely.
Speaker 01 (00:53):
All right, I'm blown away.
I love that stat, 381.
I think that's such a coolthing because our marketing
experts always say, if youfollow up, you'll make more
sales.
You are the proof of that.
But what's the one thing, I'llask you, what is the one thing
that contributes most to thesegreat sales numbers?
Speaker 02 (01:07):
So it's something I picked up in college.
I have a door-to-doorbackground.
So I've done direct sales forabout 10 years before and while
I was kind of owner of the gym.
And it's sticking to a script.
So regardless of what step ofthe sales process I'm in, I have
a script for what I'm going tosay.
And I just focus on like I usedto do when I did door-to-door
(01:28):
on moving people to the nextstep of my sales process.
So that was my focus was not tosell someone on my product or
service.
It was Okay.
So
Speaker 01 (01:38):
someone out there is listening and saying scripts
feel robotic and I just like towing it and so forth.
How do you, why does the scriptwork for you and how do you
make it seem natural?
Speaker 02 (01:48):
So it's just something I picked up from doing
door to door.
The biggest thing that can holdyou back is lack of repetition.
So before every single salespresentation, consultation.
Um, I do, I role play withmyself, with my staff, just so
that, um, everything's crisp.
And, uh, I, I practiced ithundreds of times before I ever,
you know, practice it on a liveprospect.
Speaker 01 (02:10):
To this day, you still do that before sales
consultations, all that stuff.
After 10 years of experience,you're still rehearsing before
you go to a call.
Oh,
Speaker 02 (02:16):
absolutely.
And, uh, another thing that I,another thing that I do is, uh,
my, uh, it kind of works outthat my mentor for two brain is
Nick Cabbage
Speaker 01 (02:25):
and Florida man.
Speaker 02 (02:26):
Yep.
He has the no sweat introscript modules on the toolkit.
So I usually watch those.
I go through a couple roleplays of my closing script and
then I'm ready for the no sweatintro.
Speaker 01 (02:41):
So why does the script work?
Why does it work so well?
Speaker 02 (02:45):
I think the biggest thing is just confidence in it
and understanding that you gotthis person's contact
information regardless of howthe lead came through, they're
interested in your service.
They're interested in sportsperformance for their younger
athlete, which is what we focuson.
So focusing on that as opposedto making it awkward or being a
(03:05):
cold call or anything like thatmakes it a lot simpler and a lot
more fluid when I go throughkind of going through the sales
process.
Speaker 01 (03:14):
Listeners, I'll just break out two things for you.
Corey follows up with leads.
A lot.
381 was the number that he putout.
Are you following up at all?
Is it over 10 times?
Follow up with leads quickly.
Do it regularly.
Keep contacting until you getin touch with the person.
The second thing that he'sdoing, he is rehearsing and
practicing.
Even after a decade of salesexperience, he is making sure
(03:37):
that he's ready for allscenarios.
He's got a script that's beentested, that's data-backed that
we know works, and he's usingthat to make sales.
It works.
Try those two things.
If you are not contactingleads, if you are not rehearsing
things with a script, you arelosing sales.
100% guaranteed.
Corey, let's dig into yourfunnel.
So you mentioned a couple ofthings here.
You have an interestingbusiness going on.
(03:57):
I love it.
Who are you targeting and how?
Speaker 02 (04:00):
Yeah, so our client avatar is called Sports Mom
Susan.
Speaker 03 (04:03):
I love it.
Speaker 02 (04:03):
It's a sports mom with two to three kids that play
travel sports.
And they're looking, theircoach for playing time reasons,
for injury reasons, has directedthem to get some outside
strength and conditioning.
And that's what we focus on.
So we really target, we have amarketing mix for the areas of
our funnel from the top.
(04:23):
So we work on a lot ofreferrals, organic referrals
from talking to the members thatwe have, as well as siblings
and parents of the kids thatwe're training so we have family
plans set up so that an entirefamily can come and train with
us and that's a lot of ourmembership
Speaker 01 (04:41):
okay so that's a referral that is awesome if you
get one kid and the kid playssports you know sports on a team
and they want to be good at itthey probably have depending on
the sport like 20 other peoplethat they know right
Speaker 02 (04:51):
exactly
Speaker 01 (04:52):
yeah Yeah, that's incredible.
So your referral funnel soundsamazing.
Do you run any paid ads?
Speaker 02 (04:58):
Yeah, so we do Google ads, we do engagement ads
on Facebook, and we do lead adson Facebook as well.
Speaker 01 (05:05):
Do you have a rough sense of what your lead
breakdown would be from thosetwo sources?
Is it like 70-30 or something?
Do you have any idea?
Speaker 02 (05:11):
So for Google ads and engagement, it's kind of
tough to track.
For lead ads, we probably get15 to 20 leads a month.
One thing that kind of promptedme to revamp my sales process
was Nick, my mentor, helped usset up the lead ads a couple
months ago.
And I noticed that the leadscoming in were a lot colder than
a referral that is coming in.
So that kind of forced me to goback to my roots of direct
(05:36):
sales and build a process sothat I can just move them
through the step of the step ofsale.
Speaker 01 (05:41):
And that's exactly what we're finding in gyms is
that referrals are the hottestleads you're ever going to get.
They're almost slam dunks insome cases because if Tim brings
in his best buddy, Sam, Sam'sprobably going to join because
he's heard so much good stufffrom Tim and sees how great Tim
is looking and so forth orwhatever the situation is.
Like referral ads, they costyou nothing but your time to
say, hey, do you know anyone whocould benefit from our
(06:03):
services?
And they're a slam dunk in thesales office for the most part.
It's one of four funnels thatChris Cooper recommends that gym
owners should set up.
Paid ads is Number four, you'vegot content and organic social
media in there.
But in terms of paid ads, thoseleads are great, but they're
cooler and you have to have asystem in place to nurture them.
We're going to get into that alittle bit.
Talk to me first about how youget so many of these leads to
(06:24):
book appointments, even ifthey're cold ones.
What do you do?
Speaker 02 (06:27):
Yeah.
So the biggest thing isurgency.
So as soon as the I actuallyjust got a Facebook lead this
morning and we have it set upthrough Zapier and pushover.
So every time that lead adcomes in, I get a notification
on my phone and I usually callthem within a minute or two of
getting it.
And it's pretty common thatlike that one this morning
(06:47):
literally said, wow, that wasfast.
So they're they're hot whenthey're filling out the form.
That's probably the warmestthey're going to be in the
entire process until you getthem into the gym.
So it's just a matter ofgetting them on the phone if I
can, if they answer.
If they don't answer, I putthem in something that I've been
doing for a long time.
I call it a Vafu, which is avalue-add follow-up.
(07:10):
So rather than just continuallycalling or texting and, hey, do
you want to come in?
Do you want to come in?
That can get kind of...
salesy and grimy.
So what I do is I send them avideo of some of the speed and
agility work that we've beendoing in classes or send them a
short video of the strengthtraining work that we've been
doing with our athletes.
(07:31):
Just leave it on there,allowing them kind of sprinkling
in calls, video texts, videosends, emails.
I kind of do a little bit ofeverything just to hit them
different avenues because eachperson is going to respond to
their medium that they preferdifferently.
So I figured if I can hit allof them, then we have a much
(07:51):
better chance of getting them inthe door.
Speaker 01 (07:53):
Yeah, and it doesn't sound like you're just making
this up as you go.
This is part of a clearlydefined system, listeners.
So if you're out there andyou're thinking like, I'm just
going to make this up as I go,just write it down and fix it as
you go through it.
Corey's got a clear system, andthat's why he's on all three of
our marketing leaderboards.
Someone is going to say Icannot possibly respond to leads
as fast as Corey does.
(08:13):
And here's the thing.
When I tried to book thisappointment with Corey for this
podcast, he responded withinfive minutes to my email.
It was awesome.
How do you find time or how doyou do this because leads could
come in at any time?
How do you do it?
Speaker 02 (08:23):
So that's my main focus in the gym.
I've been involved with my gymsince 2014 and in an ownership
role since 2017.
So it's taken kind of sometime.
tough uh years and tough kindof work working through
different setbacks and differentavenues for what my best role
is and we're blessed enough tohave trainers that do a lot of
(08:44):
the day-to-day operations at thegym so we have a head coach we
have two supervisors that do alot of the training so my main
role is to do uh is leadnurturing so taking in the leads
that are coming in so i justset it up so that's what i'm
paid for at the gym I don't do awhole lot of other stuff
outside of that besides traininga couple of one-on-one clients.
Speaker 01 (09:06):
Yeah.
And Chris has written aboutthis and he said, I think the
line was something like, someonehas to be directly responsible
for sales at your gym and if noone is that's you so if you're
an owner operator you got to bethe salesperson but you can
definitely look at this valueladder exercise that your brain
has where you list out all theroles in your gym you put a
dollar value replacement costbeside them and then you start
getting rid of them and a clearone would be i'm going to hire a
(09:27):
cleaner for four hours a weeki'm going to use those four
hours to sell stuff and if youdo that you will make more money
because a cleaner costs 15 to20 bucks sales can be you could
you could sell thousand dollarpackages if you get good at it
with a script like cory right sothat's the principle and And
we're not going to dig into thatbecause we have other shows on
it, but that is the exactprinciple Corey is living it,
where he is focused on sales inhis gym.
That is his job, and that's whyhe's so good at it.
(09:48):
Tell me, how do you get peopleto show up?
Because especially when you'vegot those cold leads, it's hard
to do, but you're getting peoplein the door.
How do you do it?
Speaker 02 (09:57):
Yeah, so it starts with the mentality.
When I call them, the onlyreason I'm calling them is to
set up an NSI.
It's not, yes, I'll answerquestions, but I really don't
like to go over pricing toomuch.
Unknown (10:09):
Right.
Speaker 02 (10:09):
I'll answer one of their questions and I'll
immediately go into my scriptfor getting them in the door.
So what it is, I basically say,now the next step or the first
step is to book an intro withus.
so that we can get your goalsand introduce the type of
training that we'll be doing inthe sessions.
We have opening, we have openslots at tomorrow and Thursday
at 10 a.m.
(10:29):
We work better for you.
So I just, that's the reasonfor the phone calls to set up
the no sweat intro again, movingthem through my sales process.
And I give them a reason forsetting up the intro.
And I give them a couple ofoptions as an option close.
Yeah.
Speaker 01 (10:46):
Okay.
So there's lots of stuff thereguys that we'll unpack.
And the first thing is thatlike Corey's sole focus is
getting these people into thegym to talk.
Do you ever, I'll ask you thisbefore I go further.
Do you, do you ever close saleson the phone?
Speaker 02 (11:00):
I get a lot of information from the phone, but
most of the time, if they'recolder leads, we do a little bit
different for that no sweatintro process than what normally
goes on, which we can diveinto.
But it's pretty rare that I'mable to close someone over the
phone just because of, they maycome in interested, but just
showing them the gym and gettingthe atmosphere is what we like
(11:20):
to do.
Speaker 01 (11:21):
Okay.
And listeners, one of thereasons we're going to dive into
this in the next section, butCorey is not selling to his
clients.
He's selling to the parents ofthose clients.
That's a really interestingthing that We're going to go
over in just a second, so we'llqualify that.
But the other thing that he didis he's got availability right
away.
Can you come in same day,tomorrow, Thursday, whatever?
It's very close.
Here's something that happensso regularly in gyms.
(11:42):
You're busy at 5 a.m.
or 5, sorry, 5 p.m.
and you're busy slots, right?
You're coaching, your gym'spacked.
You don't have availability atthose times.
So you put these availabilityslots at the worst possible
times, like 10, 25 on Tuesdaymorning.
Who wants to come and see youat that point?
You have to have calendaravailability.
And I'm guessing, Corey, thatyou, because you're the sales
guy, you keep slots open so thatyou could book someone, say, in
(12:02):
like this afternoon if youneeded to.
Speaker 02 (12:04):
Yeah, exactly.
So the most common thing we dois 3.30 or 4.45 in the
afternoon.
Speaker 01 (12:10):
Right.
Unknown (12:10):
Perfect.
Speaker 02 (12:11):
I pretty much, I take everyone through the first
workout in the NSI.
So I keep my calendar prettyopen to be able to do that.
Speaker 01 (12:19):
Yeah.
So, I mean, the huge lesson,you guys, is have calendar
availability open like ASAP andyou know, Corey said this, like
they're, they're warm at thebeginning.
They cool off the further theyget from that initial sign up
into your, or jump into yourfunnel.
And there, there are so manyways for them to fall out of the
funnel.
There's your competitors,there's boredom, there's chips,
there's beer, there's all theseother things that distract them.
(12:40):
If you keep them going fast,you're much more likely to close
sales.
I'm going to give you this oneexample.
I recently tried to book aservice.
I researched online who are thebest in the area.
I got into two sales funnels.
One called me back immediatelyand I am engaged with that
person.
The other one has not called meback even though they were
rated higher.
Who am I going with?
Choice is obvious.
So you're working hard, you'recontacting people, you're
(13:00):
getting them to show up.
Now talk to me about how do yourun consultations and close
sales?
Because this is interestingbecause you've got a very
specific niche that you're into.
Speaker 02 (13:08):
Yeah.
So our...
No-switch initial process is alittle bit different.
So basically what we do is theycome in.
I usually greet them by theirname because I set up the
appointment.
And then I tour them at thegym.
I answer any questions theyhave.
And I also kind of prime themup for some of the membership
options that we have.
Speaker 01 (13:26):
And this is the parent, correct?
Speaker 02 (13:28):
Yeah, this is a parent, usually with the
athlete.
So we're walking through thegym, we're going through how the
classes are laid out, the orderof operations of things.
So we'll do about five to 10minutes of flexibility, then
about 20 minutes of speedagility work.
And then I walk them to theweight room, show them the
weight training.
I overcome their common mythsof weight training and youth
(13:49):
stumps growth in kids.
I kind of equate it to whatthey're going to be lifting and
the fact that everything'scoached and supervised.
And then we go through what wecall a ramp workout.
So while the parent is takingthrough or signing the liability
waiver, we have coaches thatare taking the athlete through
an introductory workout that,again, it introduces the type of
(14:12):
concepts of training that we'regoing to be doing without
pushing them too hard or gettingthem nauseous or anything like
that.
We've just learned fromexperience that it's a lot
better this way rather thanpushing someone so hard their
first time never having trainedlike this before and then end up
throwing up or feeling nauseouslike that.
Unknown (14:30):
Yeah.
Yeah.
Speaker 02 (14:31):
And so that's what we start with.
The tour, we go through theramp workout.
And then usually what we'll dois I'll walk him or the athlete
and their parent back into theoffice.
We'll close the door.
I'll have them sit down on thecouch.
Sitting down is super importantfor closing.
And I'll ask them a couple ofquestions that are kind of
priming them to say yes a coupleof times.
(14:53):
And sales, one of the biggestthing that you can do is to get
the prospect saying yes beforethe big yes comes.
So What I do is I ask, do youthink workouts like that would
help you achieve the goals thatwe talked about?
Yes.
And then I go through thedifferent group training options
that we have, and I suggestwhich one I think would work the
(15:13):
best for them.
And so a big thing that I gotfrom Nick's videos on the
toolkit is not getting settledup on the price.
So once I go through the price,for instance, this is what I'll
say– You know, based on yourgoals, I would recommend group
training with us two times perweek.
The way the membership works isit's $1.85 for the entire
(15:35):
month.
The next step would be toschedule their next workout.
It does seem like this timeslot works for your schedule.
Would you want to get startedWednesday at 10 a.m.?
So when I ask it like that, ifthey give me a yes to the date
that they're scheduling, they'resaying yes to the cost.
So it just makes it a lotsmoother and a lot more gradual
(15:56):
heating up of the sales processso that when they're ready to
close, if they tell me thatthey're ready to schedule a
second workout, that's anindication that they're ready to
close.
And I'll close them rightthere.
Speaker 01 (16:08):
Wow.
So this is, I mean, this isgreasy and I don't mean that in
the slick used car salesman kindof way.
I mean this in like, this is avery smooth process where people
are coming into your gym andyou're making it so easy for
them to slide right into place.
Now listeners, I'll tell youone thing, the, the tour and
workout just by itself is a badidea.
right it's the thing that coryis hanging all of this on is a
(16:31):
consultation after the factwhere he gives his
recommendation based on theirgoals and his service packages
and so forth because back in theday i did this and everyone has
done it you bring people intothe gym you show them all your
sleds and all your cool stuffand then you put them through a
workout you make them puke andyou ask them if they want to
sign up and they're half of themsay no more than half at least
now probably 90 and it does notwork so i'm not suggesting that
(16:52):
you should do introductoryworkouts but as part of a sales
consultation we call it a sweatintro to brain there's a problem
process for that the key isthese consultations because cory
is having this really greatconversation with people and
he's also in a very interestingmarket where he's not selling to
the kid because the kid is notputting the credit card on the
table that's the parent and it'sall part of the whole process
where the kid comes in and iimagine when you get them the
(17:12):
office together the kid comes inafter this work and it's like
whoa that was awesome can we dothis and the parents like uh
yeah right like is that whathappens
Speaker 02 (17:20):
They say yes for me.
The kids always love theworkouts and it makes it a lot
more likely that they're goingto sign up.
Speaker 01 (17:27):
Yeah.
And you know what's funny?
There was an ice cream shacknearby when I was growing up and
one of the signs that they putup for and got a little bit of
trouble for was scream tilldaddy stops the car.
And you know, that's theprinciple here, but it works
like these kids want to havefun.
They have an awesome time andthey're just telling their
parents, I want this.
And parents want to help theirkids achieve their sports goals
(17:49):
and success and stay fit and getoff the screens.
It's like a slam dunk.
This process clearly would workfor that.
I love what you're saying aboutThis is my recommendation based
on your goals.
That is a key part of theprescriptive model where you
find out and you're providingsolutions, right?
Solutions to problems.
And, you know, do you getpushback from parents very often
in those closings, those salesmeetings on closing?
Speaker 02 (18:10):
Very rarely.
So the most common thing thathappens is they'll want to talk
to their spouse or they got tocheck their schedule and that
sort of thing.
How do you handle that one?
So usually we don't do a lot ofhigh pressure stuff.
I allow them time to thinkabout it just because a lot of
the sales that we get aren'tnecessarily closed at the time
(18:31):
of the workout.
Okay.
Just because...
Kids have a lot of travelschedules and their parents are
their chauffeurs.
So what that does is it kind ofputs them into a different part
of my sales process so that Ialways follow up them
immediately after the workout.
And then within the firstcouple of days of, again, while
they're still hot, I'm callingthem, I'm asking them, hey, I
(18:52):
know we talked about gettingtraining for Nathan with us.
I just wanted to check in withyou guys and see how you're
doing.
So something along those linesso that the first couple of
days, I'm going to make themTell me no.
That's the most importantthing.
If they don't close at the timeof sale, I don't get no's.
No, we're not going to do thisor no, it's too much money.
We very rarely get that justbecause we have our services
(19:15):
priced really reasonably.
But I make sure that no matterwhat, that they're going to have
to tell me no in order to stopme from calling them.
Yeah.
Speaker 01 (19:25):
Yeah.
And I would ask you if thisprocess works for you, but I
don't have to, because yournumbers speak for themselves.
You had 44 people show up and41 people bought.
So whether they bought in thatappointment or a couple of days
after that, because you calledthem, then that's a, that close
rate is, is ridiculous.
So that's like, it works.
Obviously the numbers back itup.
We always rely on data here.
We'll never tell you somethingwithout backing it up on data.
(19:45):
So that's exactly, you know,the process works by following
up.
If you hear a drumbeat here,listeners in this show, it's
systems, And following up,practice, scripts, reps, it's
all a systemized process.
So if I can give you one thingto do right now, start
systemizing your process.
How many times have youfollowed up with this lead?
How many times have youfollowed up after a person said,
(20:06):
I'll think about it?
How many times have youpracticed your sales scripts?
How many times have youconfronted objections, whether
it's with your dog or yourstaff?
If the answers are zero acrossthe board, you're not making
sales.
you can improve those numbersby doing this.
I want to talk to you.
You've mentioned Nick a numberof times and mentorship.
How does a mentor help you dothis?
You obviously came into thisthing with 10 years of
door-to-door experience.
(20:26):
What did you sell door-to-doorfirst?
Speaker 02 (20:28):
So security systems.
Okay,
Speaker 01 (20:30):
there you go.
Speaker 02 (20:31):
Yeah.
So it's by a company calledVivint.
They're owned by NRG now, oneof the largest energy companies
in the world.
Speaker 01 (20:38):
Okay.
So you did...
Go ahead.
Pardon me.
Speaker 02 (20:39):
I was just going to say they...
So I went to school forexercise science.
I have an exercise sciencedegree from USF in Tampa.
And they didn't teach meanything about being a business
owner.
I learned the technical aspectsto get my CSCS for
certification.
So I felt super confident inthat.
But it was really the directsales and the door-to-door that
allowed me to flourish and notgive up because it was pretty
(21:02):
dark when I first came on forownership.
about eight years ago.
We didn't have any systems inplace.
We didn't have a whole lot ofstuff going on.
And it was tough to kind ofpull us out of that hole.
But I know we were talkingabout the numbers from May, but
we just had June was the largestmonth in revenue that we've
ever had at the company in 13years.
And that's just testament tothe quality of our trainers and
(21:27):
the systems that we put intoplace to make sure we have the
right people on the right seatsin the bus and have those people
focus on those things thatthey're really good at.
Speaker 01 (21:36):
Yeah.
And back in the day when Istarted gym 2011, 2012, you
could get away with beingterrible at sales because I was
selling a unique product in agiant market with one other
competitor.
And it was a slam dunk, eventhough I was terrible as a gym
owner and as a salesperson.
You can't do that anymore.
You know, intensity has beencommodified.
All this, everybody's doingfitness.
You have to do it properly andyou have to know how to sell
(21:57):
stuff.
Talk to me about mentorship.
Again, you did this for 10years and you've mentioned a lot
of stuff that Nick's helped youwith.
What did the two brain systemand two brain mentorship help
you do and make and refineyourself as a salesperson?
Speaker 02 (22:08):
So the biggest thing with, uh, the monthly meetings
that we have with Nick is toaddress one problem that we're
having.
That's really all the time thatyou have.
And we've had coaches in thepast that got us to a certain
level and then we kind ofplateaued.
The biggest thing is makingsure that we're coming to those
monthly check-ins with ourmentor prepared so that my
(22:30):
business partner and I havesomething that we need to work
on.
It actually happened a coupleof months ago.
that all this kind of cameabout for me setting up lead ads
because i was a little bitconcerned that our closing rate
was down so i asked nick aboutit and he said listen man i'm
i've never been concerned withyour closing rate you just need
to get more leads so It kind ofwas the impetus for us setting
(22:53):
up lead ads, us getting colderleads coming in the door and
realizing I needed to revamp theprocess, what I'm responsible
for.
I need to revamp the salesprocess to make it so that it's
a lot more fluid and a lot morestructured.
So just coming to Nick with oneproblem a month and having him
listening to his advice and hisexperience and immediately
(23:15):
acting on the advice that hegives us has been integral in
where we're at now.
Speaker 01 (23:20):
Yeah.
So you just laid out one of thegreatest examples I've ever
seen of talking about how thementorship process with Two
Brain is that you figure outwhat's wrong or the biggest
problem in the business, the onething that you need to work on,
and then you hit it right away.
And then you move on to thenext thing and you do that in
succession over and over again.
And you don't stop doing thethings that are working.
You fix the other thing.
(23:41):
So like the example you said,you looked at your funnel.
and you analyze your funnel andeverything, you know, set
rates, good show rates, goodclose rate, outstanding.
What do you need more leads?
Because everything is perfect.
You would not get more leads.
If your show rate sucked, likethat'd be just a mistake.
Cause then you're buying allthese leads.
They all, they don't show up.
Like it's just a waste, right?
So we're analyzing the funneland this works for every other
(24:03):
aspect of a business, not justmarketing.
What is the problem?
How do we fix it?
Take these steps.
Did you take these steps?
That's the mentorship mentorproviding accountability.
And then again, systemizing it,moving on to the next thing,
and you just keep doing thatover and over and over again,
and businesses gain momentum andspiral up.
Is that an accurate descriptionof what you've been doing?
Speaker 02 (24:23):
Yeah, 100%.
That's right on for where we'veseen the biggest changes and
where the scalability of ourbusiness has been going.
Speaker 01 (24:32):
Yep.
And that's how big businessesbecome big businesses.
It's on the backs of systems.
It's not on the backs of randomstuff and napkins.
And I forgot your salesappointment.
It is systems, repetition, andscripts.
I'm not going to beat this todeath.
Corey, I'm going to let you getback to your next sales
appointment.
I want to thank you for sharingall these tips.
This episode is hugelyvaluable.
Listeners, rehearse, do yourscripts, get your stuff
(24:53):
together, make a difference inpeople's lives by selling them.
Corey, thanks so much forsharing everything today.
Speaker 02 (24:57):
Appreciate it, Mike.
It was a pleasure.
Speaker 01 (25:00):
We'll have Corey back because I think his sales
numbers are going to keep goingup.
Thank you for listening.
This is Run a Profitable Gym.
I'm Mike Worgen and that wasCorey Schindler.
Please subscribe for moreepisodes.
You do not want to miss them.
And now here's to main founderChris Cooper with a final
message.
Speaker 00 (25:13):
We'll be right back.
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