This CrossFit Gym Has Survived 12 Years—Here's What They Do Differently

🌎 Michael Ranfone and Dr. Marko Lujic from Ranfone Training Systems join Mateo to break down how they built a 20,000 sq ft facility that combines semi-private training, concierge medicine, and nutrition under one roof. We get into their semi-private model, how RTS Health delivers real preventive care for around $500/month, and why their ARQ program might be what the future of gyms actually looks like.P.S. If you like the show, then you'll love the Gym World newsletter. Every Friday, John Franklin breaks down the possibilities of making money in the fitness industry. Subscribe here so you don't miss out.📱 Socials:Ranfone Training Systems (Instagram) Ranfone Training Systems (Website) 📺 Watch On:https://www.youtube.com/@GymWorldWorldwide🔥 Show Notes:(0:00) - Introduction: Michael Ranfone and Dr. Marko Lujic from Ranfone Training Systems(1:15) - Origin Story: From Yale Strength Coach to 20,000 Sq Ft Integrative Facility(3:40) - How Deep Credentials Shaped the RTS Model(6:10) - Serving Both Athletes and Gen Pop Under One Roof(9:45) - How the Semi-Private Model Actually Works: 20 People, 20 Custom Programs(14:20) - The Accountability Coach System and How Clients Are Matched(18:30) - Why Semi-Private Over Large Group: The Performance-Based Philosophy(22:00) - Pricing the Semi-Private Model: $357/Month Unlimited Access(26:15) - The Value Framing: Why RTS Competes With Healthcare, Not Box Gyms(30:00) - How RTS Health Works: Labs, DEXA, VO2, WAVi, and What It Costs(36:20) - Why Your Primary Care Doctor Is Actually Just a Triage Nurse(41:10) - The ARQ Program: Where Training, Medicine, and Nutrition Become One(44:30) - Is This Where the Whole Industry Is Heading?(47:15) - Where to Find Michael and Dr. Lujic(48:00) - Run a successful gym with Kilo (visit https://usekilo.com/)

🌎 This week, Mateo sat down with Stu Brauer from WTF Gym Talk and the Gym Real Estate Company. Stu breaks down how he used gym cash flow to buy a 10,500 sq ft building with an SBA loan, filled the extra space with tenants to slash his monthly costs, and eventually sold the gym and leased the whole building. We also get into how to find the right location using customer data, why confusing zoning with building use is an expensive mistake, what lenders look for when underwriting a gym SBA loan, and why shopping for real estate before you're ready can quietly kill your reputation with listing agents.P.S. If you like the show, then you'll love the Gym World newsletter. Every Friday, John Franklin breaks down the possibilities of making money in the fitness industry. Subscribe here, so you don't miss out.📱 Socials:WTF Gym Talk (Instagram) WTF Gym Talk (Website) The Gym Real Estate Company (Instagram) The Gym Real Estate Company (Website) 📺 Watch On:https://www.youtube.com/@GymWorldWorldwide🔥 Show Notes:(0:00) - Visibility vs. Digital Presence: What Actually Drives Gym Traffic(2:25) - How to Use an SBA Loan to Buy Your Gym's Building(5:48) - The Right Time to Buy: Why Peak Profitability Is Your Window(7:19) - How to Evaluate a Location Before You Sign Anything(12:24) - Trade Area Overlap: How to Open a Second Location Without Cannibalizing the First(16:47) - Test Fits and Construction Costs: What Gym Owners Always Underestimate(20:40) - Working Backward: How to Model Expenses Before You Commit to a Space(24:28) - Open Gym vs. Semi-Private: Pros, Cons, and Square Footage Reality(33:13) - Anchor Tenants: When Paying for a Premium Location Is Actually Worth It(36:18) - How to Set Yourself Up for an SBA Loan Two Years Before You Need One(40:00) - Why the Land Is the Real Long-Term Play(44:29) - Buying Land vs. Building Out: The Real Costs and Timeline(47:20) - The Important First Step for Gym Owners Ready to Get Into Real Estate(48:26) - Where to find out more about Stu(48.43)- Run a successful gym with Kilo (visit https://usekilo.com/)

🌎 This week, Mateo sat down with Nathan, Kirsten, and Dana from BGB CrossFit, a CrossFit affiliate in Fayetteville, Georgia, that has been open for over 12 years. They break down how the gym shifted from a competitive CrossFit box to a health-focused facility for all demographics, the two-week fundamentals process that onboards every new member, and how adding semi-private training at $70 a week has increased revenue per member. We also get into their goal review system, how they keep every coach informed through Slack, and how layering in nutrition coaching, massage therapy, and Hyrox has helped them retain members for over a decade.P.S. If you like the show, then you'll love the Gym World newsletter. Every Friday, John Franklin breaks down the possibilities of making money in the fitness industry. Subscribe here (https://usekilo.com/gym-world/) so you don't miss out.📱 Socials:BGB CrossFit (Instagram) - https://www.instagram.com/bgbstrength/BGB CrossFit (Website) - https://bgbcrossfit.com/📺 Watch On:https://www.youtube.com/@GymWorldWorldwide🔥 Show Notes:(0:41) — Meet the Owners Behind a 12-Year CrossFit Affiliate(1:54) — From Competitive Box to Gym for Every Body(5:07) Run a successful gym with Kilo (visit https://usekilo.com/)(5:39) — The Two-Week Fundamentals Process That Prevents Early Dropoff(9:49) — How BGB Packages and Prices Group, Semi-Private, and Personal Training(12:32) — Why Semi-Private at $70 a Week Beats a Standard Group Membership(12:55) — How to Successfully Launch a Semi-Private Program at Your Gym(16:03) — The Revenue Impact of Adding Semi-Private Training(17:58) — The Goal Review System That Upsells Members Without the Hard Sell(19:55) — How They Keep Every Coach Informed Using Slack and Their Gym Software(22:12) — How BGB Added Hyrox and a Women 's-Only Class Without Adding Much Work(23:48) — Layering Nutrition and Massage Into a CrossFit Business(26:16) — What 12 Years in Business Actually Teaches You About Retention

🌎 This week, Mateo sat down with Harry Morris , owner of FS46 and Head of Client Success at Business for Unicorns. Harry runs a 500-square-foot small-group coaching gym in Birmingham, UK, and he breaks down the paid 30-day trial system that transformed new membership enrollment, the pre-session walkthrough video that eliminates first-timer anxiety, and the one question his coaches ask every new member on day one.P.S. If you like the show, then you'll love the Gym World newsletter. Every Friday, John Franklin breaks down the possibilities of making money in the fitness industry. Subscribe here so you don't miss out.📱 Socials:FS46 (Instagram) - https://www.instagram.com/fs46_waterfront/following/Harry Morris (LinkedIn) - https://www.linkedin.com/in/harry-morris-hmpt/FS46 (Website) - https://www.fitness-studio46.co.uk/Business For Unicorns (Website) - https://businessforunicorns.com/📺 Watch On:https://www.youtube.com/@GymWorldWorldwide🔥 Show Notes:(0:00) Intro(0:51) How Harry went from gym owner to Head of Client Success at BFU(1:43) Running a profitable gym in 500 square feet with a 1:6 coaching ratio(2:25) The lean equipment setup that makes small space training work(3:21) Why Harry caps at 70 members and what he charges in the UK(5:36) The strategy session that qualifies leads before they ever set foot in the gym(6:25) Why Harry charges £97 for a 30-day trial instead of giving it away free(7:02) The welcome sequence that converts(8:29) The one question Harry's coaches ask every new member on day one(9:28) Why in-person feedback after a workout isn't enough (and what to do instead)(12:27) The 9-email sequence that keeps new members engaged through the full trial(13:53) The week three check-in and why Harry never asks if someone wants to stay(17:07) How Harry hit an 89% trial-to-membership conversion rate(17:34) The biggest mistake gym owners make when a new member goes quiet(18:53) Where to find Harry and how to work with BFU19:21 Run a successful gym with Kilo

🌎 This week, Mateo sat down with Ben Supik, founder and CEO of Activate Body Personal Training, a small group training gym with three locations that caps at 280 members per facility and generates up to $1.4 million in top-line revenue. Ben breaks down how 92% of members end up on annual contracts and why he spends the first 320 hours of every new hire just on training before they ever touch the floor. We also get into his plans to open one new location per quarter and what it actually takes to scale a concept without losing what makes it work.P.S. If you like the show, then you'll love the Gym World newsletter. Every Friday, John Franklin breaks down the possibilities of making money in the fitness industry. Subscribe here so you don't miss out.📱 Socials:Active Body Personal Training (Instagram) - https://www.instagram.com/activate_body/Active Body Personal Training (Website) -https://activatebody.com/start-here/📺 Watch On:https://www.youtube.com/@GymWorldWorldwide🔥 Show Notes:(0:00) Ben's Gym Model and Initial Setup(0:23) Who is Ben Supik(2:44) Space and Equipment Setup(4:37) Member Flow and Facility Operations(7:24) Operating Expenses and Staffing(10:57) Expansion Plans and Strategies(15:08) Lease Negotiations and Real Estate Strategy(17:59) Final Thoughts and Advice for Aspiring Gym Owners(19:34) Run a successful gym with Kilo (visit https://usekilo.com/)

🌎 This week, Mateo sat down with Tad Wooton & Andy Smith, co-founders of Numberwise, an accounting firm that's spent the last decade working exclusively with gym owners and fitness businesses. They break down the benchmarks every gym owner should know — from payroll and rent to what your profit number is probably getting wrong. We get into when it makes sense to stop doing your own books, why most owners are undervaluing their own labor, and what separates the gyms that make money from the ones that just hope for the best.P.S. If you like the show, then you'll love the Gym World newsletter. Every Friday, John Franklin breaks down the possibilities of making money in the fitness industry. Subscribe here (https://usekilo.com/gym-world/) so you don't miss out.📱 Socials:Numberwise (Instagram)Numberwise (Website) 📺 Watch On:https://www.youtube.com/@GymWorldWorldwide🔥 Show Notes:(0:00)The financial blind spot most gym owners have(1:20) Who is Numberwise?(2:43) Pitfalls of Self-Handling Bookkeeping and Accounting(5:00) Run a successful gym with Kilo (5:35) Preparing for Working with a Professional Accountant(7:53) Commonalities Among Successful Gym Businesses(9:05) Trends and Profit Margins in Different Gym Models(14:41) Owner Pay and Business Profitability(17:27) Preparing for Accounting Services(19:42) Choosing the Right Accountant(21:07) AI in Accounting(23:31) Final Thoughts and Contact Information

🌎 This week, Mateo sat down with Stan Skolfield of Skolfield Sports Performance. Stan breaks down how he built a youth athletic training program that charges $1,500 for onboarding and converts 95% of athletes into long-term members. We get into why he qualifies families on the phone before they ever walk in, how a free structured evaluation does most of the selling, and the rotational coaching system that makes flexible scheduling possible for busy families.P.S. If you like the show, then you'll love the Gym World newsletter. Every Friday, John Franklin breaks down the possibilities of making money in the fitness industry. Subscribe here (https://usekilo.com/gym-world/) so you don't miss out.📱 Socials:Skolfield Sports Performance - (https://www.instagram.com/skolfield_sports/)Skolfield Sports Performance (Website) - https://skolfieldperformance.com/📺 Watch On:https://www.youtube.com/@GymWorldWorldwide🔥 Show Notes:(0:00) Why Every Athlete Makes the Cut(3:10) From the Red Sox to Running Skolfield Sports Performance(5:39) Run a successful gym with Kilo (visit https://usekilo.com/)(8:47) Program Packaging and Client Onboarding(12:40) Challenges and Solutions in Youth Programs(19:17) Expanding Youth Programs in Existing Facilities(23:23) Final Thoughts and Contact Information

🌎 This week, Mateo sat down to chat with Bobby Armock. Bobby breaks down how he transformed a traditional CrossFit gym into a multi-service performance facility where personal training drives 52% of revenue. We get into the shift toward a family-based model, why consultations outperform quick sales, and how expanding services can unlock growth.P.S. If you like the show, then you'll love the Gym World newsletter. Every Friday, John Franklin breaks down the possibilities of making money in the fitness industry. Subscribe here (https://usekilo.com/gym-world/) so you don't miss out.📱 Socials:Friction - (https://www.instagram.com/frictiongrandrapids/)Friction (Website) - https://frictiongrandrapids.com📺 Watch On:https://www.youtube.com/@GymWorldWorldwide🔥 Show Notes:(0:00) The Real Value of a Coach(3:41) Bobby's Journey and Initial Challenges(8:17) Run a successful gym with Kilo (visit https://usekilo.com/)(9:14) Rebranding and Expanding Services(16:42) Scheduling and Team Management(25:57) Intake Process and Data-Driven Approach(30:46)Evaluation as the Call to Action(41:18) Final Thoughts and Contact Information

🌎 This week on the podcast, Mateo checked in with Laura Gibson (Head of Customer Support at Kilo) to break down why most gyms don’t have a retention problem; they have a systems problem. She shares a simple framework for turning “caring” into something consistent and scalable. From milestone touchpoints to cancellations, and how to balance automation with real human connection, so members actually stick aroundP.S. If you like the show, then you'll love the Gym World newsletter. Every Friday, John Franklin breaks down the possibilities of making money in the fitness industry. Subscribe here (https://usekilo.com/gym-world/) so you don't miss out.📱 Socials:Kilo - (https://www.instagram.com/kilogyms/)Kilo - (Website) - https://usekilo.com📺 Watch On:https://www.youtube.com/@GymWorldWorldwide🔥 Show Notes:(0:00) Operationalizing Care in Gym Businesses(6:11) Challenges of Operationalizing Care(9:36) Framework for Care System(12:10) Balancing Automation and Human Touch(16:38) Run a successful gym with Kilo (visit https://usekilo.com/)(27:27) Staff Retention and Care(31:14) Revisiting and Updating Care Systems(33:40) Final Thoughts and Contact Information

🌎 This week, John chatted with AJ Schrag about how a simple Canva flyer turned into HYROX camps with 70–80 athletes per session and nearly $100K in new revenue for Catalyst Movement. We also break down the training pod model that allows one coach to run massive camps, why pricing camps like events attracts athletes from multiple gyms, and how racing keeps the community coming back for more.P.S. If you like the show, then you'll love the Gym World newsletter. Every Friday, John Franklin breaks down the possibilities of making money in the fitness industry. Subscribe here (https://usekilo.com/gym-world/) so you don't miss out.📱 Socials:AJ Schrag - (https://www.instagram.com/aj_schrag/)Catalyst Movement - (https://www.instagram.com/catalystmvmt/)Catalyst Movement - (Website) - https://www.catalystmvmt.com📺 Watch On:https://www.youtube.com/@GymWorldWorldwide🔥 Show Notes:(0:00)AJ Schrag's Introduction to High Rocks(3:58) Developing the High Rocks Program(6:03) Structure and Execution of High Rocks Camps(11:14) Run a successful gym with Kilo (visit https://usekilo.com/)(13:04) Building a High Rocks Community (13:04)(22:23) Pricing and Marketing High Rocks Camps(26:34)Expanding High Rocks Programs(33:48) Future Plans and Community Engagement