66. Don't Do This in Sales

In this episode, Nick and Chris discuss the tactical aspects of starting a gym in 2026, covering everything from financial planning and marketing strategies to class scheduling and niche targeting. They share practical insights for gym owners at any stage of their journey. keywordsgym startup, fitness business, marketing, class scheduling, niche marketing, gym operations, founding offers, social proof, gym marketing strategies key topicsFinancial planning and runway for new gymsPre-launch marketing and building anticipationClass schedule design and member engagementNiche targeting and demographic focusUsing social proof and reviews to growAdapting plans and strategies over timeThe importance of marketing early and oftenBalancing coaching and business management takeawaysStart with more capital than you think you'll needBegin marketing before opening day to build awarenessKeep class schedules simple and scalableFocus on a niche to stand out in the marketLeverage social proof early to attract membersBe flexible and adapt your plans as you learnDon't overcommit to full schedules initiallyPrioritize building a community and reputation sound bites"Have a financial runway greater than expected""Start marketing before opening day""Focus on a niche to stand out in the market"Chapters00:00 Introduction and episode overview00:05 Nick's upcoming high rocks race and training insights01:00 Nick's plans for multiple races and endurance challenges02:40 Starting a gym in 2026: tactical considerations03:01 Financial runway and capital planning for new gyms04:11 The importance of marketing early and building anticipation06:56 Pre-launch marketing strategies and content creation08:37 Sharing the process and building social proof09:26 Class scheduling and avoiding overextension11:00 Starting with a limited schedule and scaling up13:15 Timing classes for maximum attendance and flexibility15:02 Defining your gym's model and niche focus16:36 Marketing tactics: ads, social media, and community engagement20:30 Pricing strategies and founding offers23:25 Branding, reputation, and reviews26:31 Targeting the right audience and niching down32:37 Adapting plans and evolving your gym model34:03 Balancing coaching and business management35:11 Final thoughts and advice for new gym owners

In this episode, Ryan McStockard shares his approach to balancing family, business, and personal growth. He discusses time management, building strong teams, and the importance of intentionality in entrepreneurship. keywordsentrepreneurship, time management, team building, work-life balance, personal development key topicsBalancing family and business prioritiesTime management strategies for entrepreneursBuilding and mentoring high-performing teamsThe role of gut feeling and relationships in business decisionsScaling a business through strategic partnerships takeawaysPrioritize family and set hard boundaries for work and personal lifeInvest in relationships and trust your gut when building teamsUse forcing functions to accelerate growth and changeFocus on creating systems and processes to delegate effectivelyContinuous personal development is key to entrepreneurial success sound bites"My time is an investment in what will make me proud""You have to really want it and commit to the vision""You need some forcing functions to get out of your comfort zone"Chapters00:00 Introduction and Ryan's background02:12 The importance of family first03:46 Managing time and priorities06:31 Daily routines and boundaries10:53 Acquiring the bodywork business13:27 Building a team with skin in the game17:46 Long-term vision and scaling plans22:18 Mentorship and developing leaders25:41 Forcing functions and learning through doing30:36 The joy of trying and learning35:14 The process of iteration and growth37:26 Recommended books and mindset tools39:24 Closing thoughts and where to find Ryan

In this episode, Chris and Nick explore the power of referrals in growing a gym business. They discuss strategies, misconceptions, and practical tips to leverage social proof and community engagement for sustainable growth. keywordsgym marketing, referrals, community building, social proof, gym growth strategies, crossfit, functional fitness, business

In this episode, Nick and Chris discuss effective gym onboarding strategies, emphasizing personalized touches, community building, and practical tips to make new members feel welcomed and engaged from day one. keywordsgym onboarding, member experience, community building, fitness marketing, member retention, gym culture, personalized onboarding, gym marketing tips, crossfit, functional fitness, hospitality, unreasonable hospitality

In this episode, Chris and Nick explore ethical sales tactics, the importance of building trust, and how to effectively guide potential clients without being pushy. They share real-world examples from home improvement and gym industries to illustrate best practices for sales and customer relationships. keywordssales tactics, gym industry, trust building, ethical selling, customer relationships, objections handling, sales process, client onboarding, confidence in sales, long-term success, crossfit, functional fitness, nsi, no sweat intro, consultation, free intro

In this episode, Nick shares his experience with purchasing a commercial building for his gym, discussing the financial considerations, process, and strategic insights for gym owners contemplating real estate investments. keywordsgym ownership, commercial real estate, SBA loans, business financing, gym growth strategies, crossfit, business, small business

SummaryIn this episode, Chris and Nick explore the ins and outs of buying and selling gyms, including startup costs, valuation, owner financing, and the impact of owner involvement on business value. Perfect for aspiring gym owners and current owners looking to exit or optimize their business. keywordsgym ownership, buying a gym, selling a gym, owner financing, gym valuation, startup costs, gym business, gym industry, gym sale, gym entrepreneurship

How do you let someone try your services initially? In this episode, Nick and Chris explore the nuances of onboarding and trial offers in fitness gyms, emphasizing the importance of tailored approaches based on gym size, training model, and market. They discuss different strategies from free trials to consultative processes, and how these impact member engagement and business success. keywordsfitness onboarding, trial offers, gym membership strategies, coaching, gym marketing, member retention, fitness business models, crossfit, personal training, nsi, lbo, free intro, free trial

Cancellations are no fun, but they're part of running a gym. In this episode, we explore effective systems and mindset strategies for managing gym cancellations, emphasizing the importance of clear policies, communication, and empathy to foster long-term relationships and referrals. keywordsgym cancellations, membership management, gym owner tips, customer retention, gym policies, cancellation process, member feedback, gym systems, coaching, customer service, crossfit, micro gym, functional fitness

SummaryIn this episode, Chris and Nick explore the relevance of elite fitness competitions like the CrossFit Games for the average gym-goer and discuss how gyms can position themselves in the fitness industry. They analyze marketing strategies, the importance of realistic expectations, and the future of competitive versus general fitness. keywordsCrossFit, fitness marketing, gym owner strategies, elite fitness, general population fitness, sports vs exercise, gym branding, fitness industry trends