You showed genuine care for the prospect by protecting your business from liability concerns around her training clients, which built real trust. The opportunity is learning to guide complex conversations back to a clear close rather than letting them drift into open-ended 'come back whenever' endings.
So let's talk through this one because there's a lot happening here, and I want to make sure you see both what worked and where sales slipped away from you. First, the good stuff — and there's real good stuff here. When she brought up being a trainer and wanting to bring clients, you handled that thoughtfully. You said 'business wise, I would rather your insurance cover something' and she literally responded 'I appreciate that. Thank you. This is your brand. That's your name.' That's a prospect telling you she trusts you. That moment was golden. You weren't just trying to get her money — you were being honest about the complexity, and she felt that. That's the kind of trust that brings people back and gets referrals. Don't lose that instinct. Now here's where we need to work. Your sit-down opener got the key information out — first month, last month, enrollment fee, no contracts — but you didn't land the psychology of it. The reason we say 'no contracts, you can cancel at any time' right up front is to make them exhale before they ever hear a price. You jumped almost immediately into 'would it just be you or would you be bringing somebody?' which is fine, but you missed the chance to let that 'cancel anytime' piece sink in. She actually had to ask you clarifying questions — 'is there a term?' and 'auto pays required?' — which tells me the frame wasn't fully set. Next time, slow down on that opener. Say it almost exactly as written, pause, and ask 'does that make sense?' Let them nod. Then move to tiers. You did present the tiers clearly — 59, 89, 97 — and you closed assumptively with 'which one would you like to get started with?' That's exactly right. Good job there. But then she said 'I won't start any now' and the consultation kind of... drifted. She started asking about guest privileges, her son's basketball situation, her training clients, liability insurance. And you answered every question thoroughly — which again, shows you care — but you never circled back to isolate what was actually stopping her. Was it the cost? Was it the timing with her son's tryouts? Was it needing to figure out the insurance for her clients? You don't actually know, because you never asked. Here's the rule: when someone says no, your next job is to find out what's really behind it. You do that with the Deaf Ear sequence. 'I totally understand. Did you like the gym? Does it have everything you need?' Get two yeses. Then ask: 'Is it more about the upfront costs, or is there something else?' Now you know what you're solving for. You did try to close her later — you offered to waive the enrollment fee if she signed up today for the single plus guest. That was a good instinct. But you gave that away without isolating first. You didn't know if cost was her issue. Turns out it wasn't — she literally said 'it'll be worth paying the enrollment fee whenever I do choose.' She was telling you money wasn't the problem. The problem was uncertainty about her son's schedule. That's a completely different objection, and it needs a different response. When someone's objection is timing — like 'I need to wait and see if my son makes the team' — you want to acknowledge it and then reframe. Something like: 'That makes total sense. Here's what I'd suggest — let's get you started now so you're not paying more later, and if something changes with his schedule, remember we're month to month. You can cancel anytime. You're not locked in.' That reframe uses our no-contract policy as the solution to her timing concern. You had that tool and didn't use it. The ending is where I really want you to focus next time. She left with nothing — no pass, no membership, no scheduled follow-up. She said 'I'm very known for day passes and popping in' and you said 'come back, let me know.' That's the danger zone. That's where prospects disappear. If someone isn't ready to buy, get them into the system with a free pass. Then, right before they walk out, hit the By The Way Close: 'Hey, do you like the gym? Does it have what you need? Reason I ask is 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 that fee today or pay the full amount later?' You never gave yourself that shot. So here's your homework for the next consultation: if someone doesn't close on the first ask, pause and isolate. Ask the two setup questions — did you like it, does it have what you need — then ask what's actually stopping them. If it's money, run the discount sequence. If it's timing or something else, address that specific concern using our month-to-month flexibility. And if they still aren't ready, get them a pass and use the By The Way Close before they leave. Never let someone walk out with just 'come back whenever.' That's not a follow-up path — that's a dead end. You've got good instincts and real integrity. Now let's tighten up the process so you're closing more of the people who already like you.
You would pay for the first month up front, last month up front, and then there is a enrollment fee. Would it just be you or would you be bringing somebody with you? So I had a couple of questions on that. So you said no contract, but pay first month and last month, is there a term? No, it's just so most gyms bill you for an extra two months. So as soon as you cancel with me, I will never bill you again. Okay. It's just kind of like coverage. Yes. So if you cancel in the middle of the month, like four months from now, I'm not going to bill you an extra month because a lot of gyms do that. Okay. Auto pays required it sounds like? You could build on the first of every month. Okay. So there has to be a card on file? Yes. Age group when it comes to kids? So as long as you're here, I am fine with you bringing kids. Working out though, I prefer 12 and up. So yeah, that's, but yeah, if you're here and they're... I tell every parent, as long as they're well behaved and they're not like running around the gym, like kids do, you know, when they're on a sugar high or something, you know? No, no. He's more shy than anything, but he does travel well, but he trains with me at the house. Oh, okay. Cool. It's more, no one allows him in. Gotcha. He's 12. Oh, okay. Yeah. I'm fine with that. Totally. He definitely doesn't. He's way taller than me. Gotcha. Okay. And then clients. I'm a trainer myself. Oh. I know gyms take a percentage if I do bring like a client, I have to sign them on and all that stuff. What's that look like? So I only have training for people that I hire myself. Okay. So what would it look like if I brought a client here? That's just like, they get a day pass and I train them. I'm fine with that. Yep. Yep. I'm fine with that. Yeah. That's rare. Okay. Yeah. I mean, ideally, if you had people sign up and you can train them, I'm fine with that. That would almost be cheaper on their side if I did that. Yeah. Okay. Yeah. Do you have a lot of clients? Yeah. So I have four that are custom. So I make plans. I train in person. I do monthly. So I do single sessions monthly or customs. There's some people I've never even met and I just do customs for. Okay. Those are pretty consistent customs. So I don't think I'd bring those. Okay. My in-persons, I think I'm at six right now. And then single sessions, they just ask for the availability and that's like three or four. Okay. Just depending on what I have available. Okay. So it's a good window of people that I have. Okay. A consistency is probably a good seven to eight a month in person. Okay. So that, but I'm, I'm not too limited at the house. I really, really, really want to ask what I really want. Yeah. So bad. Yeah. But it's more of bringing them out. Yeah. Side of the home. Okay. Okay. But I know a lot, a lot of gyms. Yeah. I need to find out what my insurance would cover as well for like liability. Yeah. I mean, as of right now, I'm fine with it. Like if they do a day pass. I know, I know some gyms do like they have to do a day pass, uh, iron jungle. If you're familiar with that, they sign on at a discounted rate and then they would have to sign on to a monthly. Yup. And then whatever they pay me, I give a percentage to the owner. Okay. They want like 33% of what I charge. So like I'm expecting it. Yeah. Okay. Picking through. Okay. Um, I mean, yeah, let me, let me go over. Yeah. For sure. Answer on that. Okay. Okay. I randomly like to pop into gym. Okay. So like for a single person. Okay. Me. So 25, 25. Yup. Yup. So a monthly, if just a single is 59, a single plus a guest, um, is 89. And then the family plan that comes with two fobs is 97. So you would pay first month, last month, plus the enrollment fee of $149. So which one would you like to get started with? So I won't start any now. Okay. Um, if anything, so guest privilege, what do they get? So it can be any guest. And yeah, I'm trying to think how we can make that. Is that like a black card? Like plan a famous black card kind of thing? I don't know what that is to be honest with you. Um, so basically like I would have, uh, so when I had the, cause I'm no longer signed with them, but, um, I was able to like QR code my card to someone and they were only able to access the gym. Not like the benefits. So like not the tanning, not the none of that. Gotcha. They were able to go to the gym. Okay. So yeah, the single plus guest has to be here with you. So you get the fob and they, they have to be here with you. They can't like take your fob and come. So your guest isn't limited to one single person. It can be anybody. Yup. Which honestly might work for your clientele. Yeah. Um, but business wise, I would rather your insurance cover something. Yes, exactly. And I'll find that out. Um, so I, I don't know if the guest pass would be, or the single plus guest would be appealing to you since you're a trainer. I have to run numbers and see if it makes sense. Okay. Cause I, I have them like, they're all on liabilities as well. Okay. Um, but everything would fall on you. Exactly. Exactly. Yeah. Selflessly. I'm like, I know I have to put you in that situation. I appreciate that. Thank you. Yeah. This is your brand. That's your name. Yup. Um, family, what is, what does that entail? Um, so there's 50 fobs, um, one card and then the other person, there's a primary member and a secondary. Uh, the primary one is the card holder. The, the credit card gets billed to that person and then you can add fobs after that, but it's $25 extra on top of the 97. Wow. Yes. So the, so the family is two people. Yes. And the 59 is? One. So yeah, the best, I guess I should say it's fobs. Yes. And that's any, any time access? Yup. 24 seven. So that would be the difference. Yup. 97 is the second person. Yeah. Yup. So, I mean the 97 is the best deal. It's the best bargain for sure. Yeah. I don't have someone that would randomly go in and help me though. Gotcha. Okay. Well, if you're looking for a gym for your son as well, um, you know, I'm fine with like the single plus guest and this is just for today. Um, since your appointment was for today, I can waive the enrollment fee and if you signed up today, it would only be 89. So if you want to do that. For single and guest? Single plus guest. Yup. Okay. Okay. I mean, it'll be, it'll be worth paying the enrollment fee, um, whenever I do choose. Okay. Uh, it's, he's just did travel ball trials. So if he makes it, they're pretty strict on what he does off the court. Like no street ball. Like, uh, I'm a trained athlete. Basketball? Yeah. Oh, I thought you meant baseball. Okay. So basketball. So instead of knowing the ropes, I'm a year round athlete. So when you're signed onto a team, recreational is not ideal or it can be illegal in a contract. So I got to see if he makes it. Yesterday was the last day. Gotcha. For the email. Okay. If he makes it, there's no point in paying for it. Okay. Cause I know. Okay. Recreation is nothing. Okay. Well, I'm here every day. So if you want to stop back by, stop by, you know, I'll be here and then we can discuss further. Yeah. I'm very, very known for like day passes and popping in. Okay. Um, but am I able to take a picture? So our prices are social media. I can't. Yeah. No, that's fine. Yeah. That's cool. Okay. I just wanted to run numbers and kind of check. Cool. So yeah. Yeah. Come back. Let me know. Yeah. Do you have showers? I do. I always forget. Yes. These back two back. Yep. Yep. It's hidden back there. Yep. Yep. I don't have towels or soap, so we didn't have enough time to bring those, but. Okay.