#404: The $30 Referral Strategy That Converts 90%

Smart studios don’t just market, they engineer member behavior. In this episode of Behind Gym Doors (formerly the GSD Show), fitness business expert Mike Arce is joined by Dave and Kimberly from Blended Athletics, a high-performing gym in Nova Scotia, Canada. They break down the exact referral campaigns, email strategies, and retention formulas that drive over 90% conversion rates. This combination of strategies has maximized revenue per member  without relying on costly paid ads. 

Blended Athletics uses psychology-driven marketing emails, seasonal campaign planning, and strategic VA support to generate high-quality leads at scale. Discover why their biannual “$30 for 30” referral program outperforms industry-standard advertising, and how layering direct mail, social media engagement, and high-ticket offers creates a complete marketing ecosystem. Whether you're opening your first studio or scaling to multiple locations, this episode delivers step-by-step frameworks built specifically for fitness studios looking to win long-term.

Chapters
(0:00) Introduction 
(1:37) Business Overview
(2:18) Marketing Strategies & Lead Sources
(6:00) Member Referral Campaigns & Sales Conversion
(10:00) Psychological Marketing Techniques in Emails
(28:30) Direct Mail Campaign & Organic Lead Generation
(33:00) Lead Quality, Sales Process & Virtual Assistant Role
(38:00) Marketing Philosophy & Multi-Channel Approach

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