What separates high-performing studios from the rest when it comes to sales? Mark Fisher has worked with hundreds of gym owners around the world, and the answer he keeps coming back to is pretty simple. The best studios do a handful of things every day, and they make sure those things get done.

In this episode, we sit down with Mark, founder of Business for Unicorns and an Alloy franchisee, to talk through the four sales habits that consistently drive results. He shares practical ways to build stronger relationships with prospects, improve follow-up, keep your team consistent and turn more conversations into memberships. He’s also open about an experiment he ran at his own studio that he wouldn’t recommend repeating.

For a lot of studios, the next group of new members is already in the database. People buy when they’re ready, not when you’re ready, and a lead that went cold months ago might just have been busy. Sometimes the only thing missing is a phone call. One studio had about 1,500 leads in six months, and the share of them that never got a single call is hard to believe.

If you want to increase memberships, improve your sales process or build a stronger sales culture, you and your team can start using a lot of this right away.

00:00 Intro

02:54 4 Sales Habits of Top Studios

06:27 Habit 1: Gym Lead Generation

06:58 Fishing Nets vs. Fishing Poles

09:13 A Referral Offer That Works

11:50 People Buy When They’re Ready

16:30 Habit 2: Hot Lead Follow-Up

17:19 Why Texting Isn’t Enough

21:05 Schedule Your Sales Calls

23:36 1,500 Leads, 91% Never Called

27:24 Coaching Your Sales Team

31:02 Habit 3: The Sales Conversation

32:38 Run a Better Discovery Call

40:44 Habit 4: Cold Lead Follow-Up

43:50 11 New Members in 5 Days

- Alloy Personal Training

- Learn About The Alloy Franchise Opportunity

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You can find the podcast on Apple, Google, Spotify, Stitcher, or wherever you listen to podcasts.

If you haven't already, please rate and review the podcast on Apple Podcasts!

To learn more about the Alloy Personal Training Franchise Opportunity, visit 👉 http://bit.ly/alloy_franchise

What does it really take to be successful? In this episode, John Farkas sits down with us to talk about the habits, mindset, and strategies that separate high performers from the rest.

For John, consistency and discipline start with the product. He leads most of his weekly team meetings with an educational lesson, gives his coaches constant feedback, and expects them to keep learning on their own. That standard is a big reason half of his clients come from referrals.

On leadership and taking action, John explains why, when his team isn’t executing, his first question is where he wasn’t clear. He explains why he keeps improving the same basic systems instead of chasing shiny objects. Building a business takes longer than most people think, so he also makes the case for realistic expectations, both for owners and for their teams.

John shares valuable insights on what drives long-term success in business and franchising. New franchise owners and seasoned entrepreneurs alike will find practical takeaways here to help them reach the next level.

Key Takeaways:

00:00 Intro
03:40 The Secret to Franchise Success
04:40 Obsess Over Your Product
09:08 Coaching Your Team Every Week
10:48 Clear Communication with Your Team
17:46 Assume Ignorance Before Malevolence
19:37 Iteration of the Basics
24:36 Innovation Means Doing It Better
25:25 Set Realistic Business Expectations
32:19 Presale Expectations for New Owners

Additional Resources:

- Alloy Personal Training

- Learn About The Alloy Franchise Opportunity

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You can find the podcast on Apple, Google, Spotify, Stitcher, or wherever you listen to podcasts.

If you haven't already, please rate and review the podcast on Apple Podcasts!

To learn more about the Alloy Personal Training Franchise Opportunity, visit 👉 http://bit.ly/alloy_franchise

Paid media is getting more expensive and less predictable. So what do you do instead?

Kaitlin Bitting just joined Alloy as Director of Marketing, and she comes with agency experience, time at Campbell's Soup, and a front-row seat inside another major fitness franchise. Rick Mayo brought her on the podcast six weeks into the job, and the conversation landed somewhere useful: three organic marketing tactics that franchisees can start executing this week without touching their ad budget.

The first is community partnerships, done right. Not the kind where you slap a flyer in someone's window and call it a day. Rick's Fleet Feet playbook is the template: leverage each other's email lists, put physical presence in each other's locations for 30 days, run a joint educational event, and track everything with a unique QR code. One campaign generated 60 leads and 40 new members. The second is referrals, which convert at 90% and most owners still never ask for. The third is Google Business Profile, which 76% of customers check before they ever visit a location, and which now influences how LLMs surface your business in AI search results.

Rick also shares what happened when someone left a scathing review for a location they had never visited, and why the response he wrote became one of his better PR moments.

Playbooks for all three are on the way for Alloy franchisees. This episode is the preview.

Key Takeaways:

00:00 The Referral Conversion Rate Is 90%
00:38 Welcome Kaitlin Bitting, Director of Marketing
02:54 Kaitlin Bitting's Background: Agency, Campbell's, Fitness Franchise
04:32 Why Alloy's Model Stood Out
06:54 Why Organic Marketing Matters More Now
08:12 Strategy 1: Community Partnerships
09:46 Make It Mutually Beneficial or Do Not Bother
10:00 The Fleet Feet Playbook: 3 Steps, 60 Leads, 40 New Members
16:00 Build a Partnership Calendar for the Year
19:00 Track Every Partnership with a Unique QR Code
20:00 Playbooks Are Coming for Alloy Franchisees
21:14 Strategy 2: Referrals
23:46 Ask at the Moment They Sign Up
25:38 John Herrera's Presale: One Third of 150 Members from Referrals
26:54 Joe: The Best Referral Culture We've Ever Seen
30:16 You Are 20% More Likely to Stick If a Friend Is in the Program
33:34 Strategy 3: Google Reviews and Google Business Profile
35:24 Respond to 75% of Reviews and Your Rating Jumps Half a Star
38:46 The Fake Negative Review Rick Turned Into a PR Win
40:40 Treat Google Business Profile Like a Social Media Account
43:42 LLMs Are Pulling from Google. Keep Your Profile Current.
44:28 5.8 Million Searches Per Minute. Half with Local Intent.
47:06 Whisper Marketing and Building Long-Term Community Equity

- Alloy Personal Training

- Learn About The Alloy Franchise Opportunity

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You can find the podcast on Apple, Google, Spotify, Stitcher, or wherever you listen to podcasts.

If you haven't already, please rate and review the podcast on Apple Podcasts!

To learn more about the Alloy Personal Training Franchise Opportunity, visit 👉 http://bit.ly/alloy_franchise