Using Goals to Add Members

Today we’re talking about adding members to the gym, including the best ways to go about it and guidance on what that process should look like. The most important thing you can do is frame your suggestions around their goals. Remember, that’s the whole reason they came to see you in the first place. If you understand your clients and they feel understood by you, you’ll find it easier to motivate them.

“If you keep asking why, you’ll often peel back the BS they’re putting in front of it to the real reason they’re in there.” - Dr. Josh Satterlee

Topics Covered Include

• The most powerful (and easy) things you can do to get people into your gym.
• Why setting goals is so important yet often overlooked.
• What to focus on with your patient (and what takes the backseat).
• How to upsell existing patients on a gym membership.
• The types of interactions that might lead to losing a patient.
• Other examples of goal-driven care.
• The importance of asking “why” during your conversations with patients.
• What to say to anchor your clients and motivate them when they need it.
• How making your patient feel heard and understood builds trust.
• Questions you can ask to dive deeper and why it matters.
• The importance of establishing goals with your patients early.
• How you can use a patient’s goals to explain their treatment plan and keep them on track.
• Examples of how you can state back a person’s goals successfully.
• How serving a patient’s goals will always help you build a better business.

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