• Karen Joy: The Basics of Difficult Conversations

    by Karen Joy January 2016

    Difficult conversations can be transformational experiences that can change the course of events, shift the outcome of a situation and alter the very DNA of a relationship. We have all experienced the consequences of not initiating these conversations in a timely manner, resulting in ugly terminations, uncomfortable relationships and challenging workplace dynamics. We also know the benefits and metamorphoses that can happen when these conversations take place sooner rather than later, including complete turnarounds in behavior, new motivations and unhappy employees leaving the company.

  • Karen Joy: For Contact Info of New Members’ Friends, All You Have to Do Is Ask

    by Karen Joy October 2015

    “We see things not as they are, but as we are ourselves.” –H.M. Tomlinson

    We had a conversation with a group of trainees last week about psychological projection. This is the tactic of expecting others to feel what you would feel in their situation. It’s an unconscious way of maintaining a belief pattern that we are committed to.

  • Jim Thomas: What if You’re Not a Natural Gym Salesperson?

    by Jim Thomas October 2015

    I’ve always thought that one of my greatest assets when it comes to training gym salespeople is the fact that I was terrible at it when I first started. Nothing came natural. I had to learn it.

  • Melissa Knowles: 10 Key Performance Indicators

    by Melissa Knowles September 2015

    During a recent call with a colleague, the subject of business measures came up. He was lamenting on the challenge of getting his clients to measure the success of their sales systems beyond the number of PT packages they sell each month. He mentioned that a typical response to the question, “What is your closing percentage?” is, “It’s pretty good.”

  • Jim Thomas: Why Your Gym Needs a Sales Process

    by Jim Thomas September 2015

    We see this frequently in gyms: Sales reps do their own thing, with no real process for sales, no accountability, and they make it up on the fly.

  • Melissa Knowles: Five Ways to Recognize Your Team Members

    by Melissa Knowles September 2015

    If the customer is king, then I suppose the employee should be queen. Amazingly though, many companies view their staff like expendable cogs in the business machine. If one cog fails, simply toss it and plug in another.

  • Mike Divello: Licensing Fitness Professionals and Accreditation

    by Mike Divello August 2015

    Although the topic of licensing personal trainers has gained a lot of attention recently, the true reason for this discussion is not based on the quality control of the fitness professional but instead on the reduction of certification organizations.

  • Karen Joy: Salesperson Psychology 101

    by August 2015

    Salespeople often get blamed for things that go wrong, especially with members, and more often with new members. I find that 70 percent of the time the accusations are inaccurate, and 30 percent of the time they are somewhat accurate.

  • Jim Thomas: 10 Reasons Your Gym Business Has Become Stagnant

    by August 2015

    We work at both ends of the fitness industry—with gym owners who are just starting out and want to shorten the learning curve and those who have been in business and are in need of a turnaround (and everything in between).

  • How to Recognize the Positives of Health Club Ownership

    by August 2015

    We're often accused of being negative on these pages. Our response is that we're not negative at all. We're realistic. Rob would liken our opinion about owning and operating an independent health club to his opinion of marriage. To anyone who has never been married before, Rob will try to tell them, "Marriage is not what you think it is. Maybe for better or worse. Maybe for good or bad."