You built genuine rapport and created a warm, community-focused connection that had this prospect genuinely excited about your gym. The missed opportunity was not using the By The Way Close before they walked out with that guest pass — that's where the sale was waiting.
Alright, let's talk about this one because there's a lot of good happening here, but also a sale that walked out the door that didn't have to. First, the good stuff — you clearly connected with this guy. He's complimenting the gym left and right, talking about how beautiful the space is, even offering to put your signage in his store and start community runs from your location. That's rapport. That's someone who genuinely likes you and likes what you've built. You should feel good about that. Now let's rewind to the sit-down. You jumped straight into pricing — 'You guys would pay the first month up front, last month up front, and there is a $149 enrollment fee' — and then right into the tiers and the assumptive close. That's close to right, but you skipped the most important part: the fear-removal script. Before any dollar figure hits their ears, they need to hear 'At our gym we are month to month. There are no contracts, you can cancel at any time.' That line exists to make them exhale. When someone hears 'no contracts, cancel anytime' before they hear '$149 enrollment,' their brain processes the price differently. You went straight to money, and his immediate reaction was 'Ooh, let me slow down.' That's the fear kicking in. Next time, lead with the no-contract language every single time — it's not optional, it's the foundation. Here's where it gets interesting though. After he pumped the brakes, he gave you buying signals all over the place. 'This is a beautiful gym.' 'This is amazing.' 'You got everything you kind of need.' He even said he's 'edging on stepping out' of Planet Fitness. This guy wasn't a hard no — he was a soft yes looking for a reason. And you actually did something smart: you threw out the grand opening promotion and said 'If you sign up today, it will waive the enrollment.' That's good instinct. But here's the problem — you offered that discount without isolating the objection first. You never asked 'Is it more about the upfront costs that's stopping you?' You just gave it away. When you do that, you lose leverage and you also miss the chance to understand what's really holding them back. Then when he said 'I really just wanted to get a little more information' and 'we're just looking at all the gyms,' that's the 'I want to check out other gyms first' objection. You handled it fine by not pushing hard — you let him talk, you built the relationship, you offered the guest pass. That's actually the right move in that moment. What you did NOT do is the By The Way Close before he left. This is the biggest miss of the consultation. Right before he walked out that door with the guest pass, you should have said: 'Hey, do you like the gym? Does it have what you need? Reason I ask is because we have a program where you can trade in your pass for a discount — if you trade it in, it waives the enrollment. Would you rather save the enrollment fee today or pay the full amount later?' That's the play. You already told him the enrollment could be waived — now you're giving him a reason to act today instead of 'in about two weeks.' Instead, you just let him leave with 'So we'll see you guys in about a week.' That's hope, not a close. Hope doesn't pay the bills. Your language throughout was warm and natural. You said 'easy enough' and 'most definitely' a lot — that's fine, it's your style, it kept things relaxed. But watch the moments where you're agreeing with his hesitation instead of redirecting. When he says he's just looking around, you don't have to fight him, but you also don't have to let him off the hook completely. A simple 'I totally get it — does the gym have everything you need though?' keeps the door open. Bottom line: you've got the personality, you've got the rapport skills, and you've got a prospect who literally offered to promote your business for free. That's someone who wanted to be part of your world. Next time, slow down at the sit-down to deliver the no-contract script, isolate objections before offering discounts, and never let someone walk out with a guest pass without hitting them with the By The Way Close. That's where your sale was hiding today.
You guys would pay the first month up front, last month up front, and there is a $149 enrollment fee. We have a single for $59, a single plus guest, it can be any guest, it doesn't matter who it is, for $89. And then a family plan that comes with two fobs for $97. So which one would you guys like to get started with? Ooh, all right. Let me slow down a little bit. Great pitch. Holy shit. This is nice. I really wanted to get an idea of it. We do go to Planet Fitness, but- Gotcha. ... most definitely kind of edging on stepping out. Okay. But most definitely, there's not that much of a crazy selection in the area. Yeah. I'm a little bit more closer to South Bend. It's about 15 minutes drive here. Gotcha. Okay. So nothing scary. It's pretty smooth. Okay. But most definitely, I ain't getting no doubt. This is a beautiful gym. Once again, congratulations. Thank you. Thanks, man. I appreciate it. What was the timeframe on, from start to now? Man. So about a year. Yeah. Yeah. About a year ago. A year ago? Yep. That's actually current. Yeah. That's for a year. Yeah. This is beautiful. I also am working with Fleet Feet as well, too. Okay. And so- So it's both Dom. Yeah. Yeah. I will say not pitching or anything like that, because I really wanted to look for a new gym. Yeah. Just in case. I know you just started up and everything like that. Yeah. So I'm looking for a gym. I'm looking for a gym. I'm looking for a gym. I'm looking for a gym. I'm looking for a gym. I'm looking for a gym. I'm looking for a gym. I'm looking for a gym. I'm looking for a gym. I'm looking for a gym. Easy enough. Most definitely. So we are doing a grand opening promotion right now though. Okay. If you sign up today, it will waive the enrollment. Okay. So you guys want to only pay the $59. Okay. So I don't know if that's something that would help you guys get started. Easy enough. Easy enough. No. This is pretty amazing. I really just wanted to get a little more information from you so you can see where the location looks. I'm not usually around this area. I got you. Okay. When I saw the location, I'm like I don't know that side. Okay. But no, this is a beautiful location. Next question. How are you guys hiring at all? Will you guys be hiring for anything? Or is it not really the same thing? So, I mean, it's just me, but yeah. So yeah. Right now I'm really just trying to get the ball rolling. 100%. No doubt. Yeah. So yeah. Not really hiring right now, but yeah. Maybe down the line. 100%. You know? Yeah. Easy enough. Most definitely. This is beautiful. It's a nice space. I mean, you got everything you kind of need. Everything's right there. You know what I'm saying? No. 100%. Like I said, we're just looking at all the gyms. Okay. Trying to see what fits us nice. What feels good. I just really wanted to get a little information. Cool. Like that. But outside of that, man. I'm just kind of off. Okay. But this is amazing. I want to say. Thanks. So I guess. And yeah. You can personally talk to me. Yep. 100%. Easy enough. Easy enough. I do want to give you these three cards for you real quick. Sure. Just so you have that. I mean, and if it's anything. You know, if you want us to promote your gym, we can always put your signage in the store. That'd be awesome. Sweet. But you know, just. Yeah. And I also have the community bulletin board right there. So if you have a card, I'll put a card up for you. I'm the first one. The next we're going to be both our community outreaches. Okay. People that plan like the races and everything like that. Sweet. Okay. We also do training programs. Awesome. Everything. I mean, if there's ever a time. Yeah. You know, we can run, run started here to the community, to the, to the gym itself. We can start a run here. Pretty. We can most definitely get it's most definitely runnable around this area. So we can most definitely start that here. It gives you a little bit more exposure. Dude. I honestly, I want to do that. Yeah. Like I'm, I'm interested in like giving back to the community eventually, you know? So. And I mean, especially when it comes to like new businesses that's within the community. Yeah. Cause we're very, like a big cornerstone. And obviously not everybody wants to go through. It's not everybody wants to go through. You know what I mean? So having another option, it's always a great thing. But then a part of that, being part of the community. Us being more of a running store and then you being, it all blends in together. Yeah. Anything to help out the business around this area. That's what we're here for. I'm a community outreach. I'm more on the sales floor, but I also branch out to community outreach. Gotcha. I told my people that I was coming here. They said, you know what I mean? So we're open. Okay. Utilize that card. We're no strangers. We're here to help you out. But I also just wanted to get a nice look here though. Sweet. Easy. Okay. You guys interested in the guest pass? Try it for a week. I'll hold on it. I'll hold on it for about two weeks. Yeah. Of course. That's solid. That is so solid. Yeah. So we'll see you guys in about a week. Okay. Yeah. All right. Thanks. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. It. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye.