You opened strong with the no-contract script and built genuine rapport that had this prospect clearly interested. The gap is you let him walk out without using the By The Way Close to convert that interest into either a sale or a committed trial pass.
Man, there's a lot to like in this consult. Your sit-down opener was clean — you hit the no contracts, cancel anytime, first month, last month, enrollment fee structure right out of the gate. That's exactly what we want because it disarms people before they ever hear a number. And your assumptive close after presenting the tiers was spot on: 'So which one would you like to get started with?' That's textbook. You didn't ask permission, you assumed the sale. Good stuff. Here's where I want to dig in with you though. When he said he was 'kind of just looking right now' and mentioned his gym in Niles doesn't expire until August, you actually did something smart — you started isolating. You asked 'Do you like the gym? Could you see yourself working out here?' and he said 'I could, oh definitely.' That's a buying signal. Then you asked if the upfront costs were holding him back, and he said no, it's that he has too many things on his plate and he's locked in until August. Good diagnosis. But then something happened. You offered him a two-month grace period — which is generous and showed good instinct — but when that didn't land, you pivoted to the trial pass. Here's the thing: you explained the $25 fob situation, he said 'that sounds intriguing' and 'I would have to truly think about it,' and then... the conversation just kind of drifted into rapport-building. You talked about fitness philosophy, his dad's life coaching business, Planet Fitness, the renovation. All good relationship stuff. But he walked out without a pass in his hand and without a close attempt. This is where the By The Way Close was built for exactly this moment. Right before he left — when he said 'mind if I take one last look down here?' — that was your window. You should have walked him to the door after that last look and said: 'Hey, real quick before you go — you said you could see yourself working out here. Does it have everything you need?' Wait for the yes. Then: 'Reason I ask is because we have a program where you can trade in your pass for a discount — if you trade it in today, it waives the enrollment. Would you rather save the enrollment fee today or pay the full amount later?' See what that does? It reframes the trial pass as currency. It makes signing up today feel like the smart financial move, not pressure. And even if he still says he needs to wait until August, you've planted a seed that waiting costs him money. The other thing I want you to notice: you mentioned the trial pass twice but never actually got him set up in the system. You said 'if you want to come back, you know, we can do a week pass' — but that's soft. That's giving him permission to ghost. If someone's walking out without buying, they should be walking out with a pass activated, their info in the system, and a clear return path. That way you have a reason to follow up. Your rapport game is strong. This guy clearly liked you — he's talking about bringing his dad in, he complimented your social media, he hung around chatting. That's all because you made him comfortable. Now the next step is learning to convert that comfort into commitment. You don't have to be pushy. The By The Way Close isn't pushy — it's just giving them a reason to act today instead of 'someday.' Try it next time. You're closer than you think.
No contracts cancel anytime you pay the first month up front last month up front and then there is a hundred and forty nine dollar Enrollment fee. Okay, just like most gyms We have a single for 59 a single plus guest for 89. It can be any guest It doesn't matter who it is as long as they're here with you They're welcome and then a family plan for 97 comes with two fobs. So which one would you like to get started with? So I'm kind of just looking just for right now. Okay, just cuz my gym in Niles, Michigan It's going to be expiring in a few months. Okay, so I'm kind of just Looking right now. Okay, and I I won't lie. I'm also I work for Planet Fitness. Oh, okay So gotcha not not to be like a peddler. You're fine, man. It's all good. Yeah, I don't know. I just kind of looking to Explore my options. Okay. Yeah, just cuz it's like I Still paying off my house bills all that trying to get caught up. I hear you. I hear you man Yeah, but I mean that those aren't bad prices. So those are pretty pretty good Alright, so you mind if I take a photo so I can't only cuz our prices change every now and then so I can't let Anyone take a photo of it. No worries So what Jim do you go to I go to elevate 24 gotcha. I've heard about that place. Yeah, it's nice Yeah, I like I've seen pictures of it looks like a nice gym. It definitely is nice very small I actually know people from high school who go there. Oh nice cool Do you do you live close to here I Used to I actually live in Michigan. Oh, okay. I got you. Yeah 20-minute drive or so From there to all the way here Roughly 40 minutes gotcha, but I work for For fleet feet, okay, okay. So no, yeah, it was about a 15-minute drive from there. Okay, okay So, yeah, I'm the bypass is right there so I guess you can take that all the way to Buchanan exit Yeah, so yeah. Okay. Do you like the gym? Could you see yourself working out here? I could oh, definitely. Okay, sweet Only reason I say that is because is it the upfront costs that are kind of holding you back a little bit? No, no, it's not that it's just I have too many things on my plate, right? Okay. I got you, man So you said you have two months left at elevate. Is that right? Um, I believe it's until August Okay, yeah just cuz I did sign Gotcha, okay. Well, that's a good thing about us is we're not where there's no contracts. So Okay. Yeah, I was gonna say I could Give you a grace period of like two months But if you're going all the way and not charge you for two months if you wanted to work out here But if you're going all the way to August, I don't know if I can convince corporate to go that long Hey, don't worry without billing. Yeah, but we do have a guest pass and it's free for a week Okay so if you want to do that It's $25 for the key fob because it comes with a key fob Yeah, and then at the end of the week if you don't join I reimburse you the $25 Mm-hmm. So I don't know if that's something you want to get started with. Oh That sounds intriguing. Um It sounds very interesting, especially well with what I've seen on your guys's social media page. Nice was fantastic, by the way Thank you. Um, I would have to Truly think about it. Okay. I mean, obviously you guys are open. Yeah, I don't mean to like put say no, but no You're just man. It's all good. I get it. Yeah, most definitely. Yes, it's wonderful. And I thank you. I appreciate that Myself Well, hey, we saw the renovation yet literally yesterday and we're like, okay, let's let's go check it out. Nice You shot me the text Nice. Yeah. Yeah, I try to yeah as soon as somebody follows me. I try to you know, get Messaging them quickly. So yeah, most definitely and then yeah, I'm also Because I work for Planet Fitness. I'm also Taking the NA as an ASM program. He's got my own personal trainer sweet. That's awesome and congrats Oh, yeah, love that dude. Yeah, it's been oh, it's it's been a busy time. I'm sure yeah Yeah, I like if not me, I know my dad would definitely like this place. Okay, um, he's Starting his own life coaching thing. He has his own website. Okay, cool I was like nice Wow just being into a fitness world. Yeah, it's beyond fantastic and I know there can be plenty of opportunity there. Yeah, and it's so like I I tell people I think I think this is gonna sound weird, but I think fitness should be mandatory for everybody I think the world would be a better place if everyone exercised, you know, and that's kind of the community I'm trying to build here. Yes help help people, you know Tell people like my life is better because I exercise on a daily basis. Yes, sir You know, so that's that's what we're going for here, you know, so yeah. Yeah, man Tell your dad is does he live close? Uh, he lives in Elkhart Yeah Roughly 20 ish minutes. Yeah, I'm about so I live in South Bend By st. Pat's Park. Okay. So yeah, so it's about 25 minutes for me. Okay. Yeah, so yeah, but yeah, man, let him know Yeah, I'll uh, yeah, I'm here mostly every day the first three months. Yeah trying to build it, you know So, yes, sir. Yeah, let him know and yeah, I'll schedule an appointment. Yeah, we can go from there. Yeah for sure Yeah, man, we we have that week passes So, you know if you want to come back, you know, we can do a week pass You can see if you like it and then you know, if you want to join you can join most definitely. Yeah, cool Yeah, yeah, it's Days go by I know man. Yeah, right. Yeah, but okay. Yeah most definitely. Um Mind if I take one last look down here? Of course. Absolutely, man. Perfect. Yeah Yeah, yeah, it's incredible in here. I I definitely like So I