We present our prices to our prospects on what we call a price presentation sheet.

It outlines the details of the membership.

This includes prices, terms, and what they get with the membership.

It's presented on a nice, easy-to-read laminate paper.

Over the years, we have found that it plays a HUGE part in our sales process and the success of it.

Below are 7 things we have learned from trial and error that have given us the most amount of success with it.

And in turn, this helped us make more per member and more profit per gym.

1. Term Does Not Matter: We have sold 12, 18, & 24-month agreements in the past. We now only offer 24-month agreements. And guess what? It didn't affect our closing percentage. 90% of our memberships today across the 33 gyms we own are 24-month memberships. (Keep reading for the details on how we made our term not matter).

2. Show What You Want To Sell: If you don't want to sell month to month then don't show it. Only show your best options on your price sheet. Again, we only show 24-month agreements and it did not change our closing percentage one bit.

3. You Need To Have 2-3 Options To Show: This helps your prospect choose what they want. We prefer 2 since it's easier to explain. The term is the exact same here between the 2-3 options. Only difference is what they get and the price. The more they get, the more we charge for it. For example we will give our premium members all amenities to the gym, but take away this perk to basic memberships. Our added perks are low-touch items, meaning they don't take a ton of labor to fulfill, but add a lot of value.

4. Bi-Annual Enhancement Fee: Super big here. We charge a $35 bi-annual enhancement fee. The enhancement fee has a huge compound effect. We used to charge this on a yearly basis, but now charge bi-annually. This did not affect our closing percentage at all so might as well switch to bi-annual.

5. Enrollment Fee: We charge a $99 enrollment fee, but actually give it to them half off if they join the same day. We do this because it gives the prospect a logical reason to join today. For example, when you see something at the grocery you wouldn't buy, but then see it's discounted you are always more prone to buy it.  This is because it makes you feel more comfortable about the purchase since you think you're getting a great deal.

6. Bi-Weekly Billing: There are many benefits to bi-weekly billing. It allows us to show a "lower price", make more per member, easier to increase prices, and easier for the member to justify the membership.

7. Flexibility In Agreement: This has been huge for keeping our close rate the exact same when selling 24-month agreements. We include clauses in all of our agreements to make our agreements more flexible. We have a moving policy, freeze policy, and a health policy. If a prospect has any concern about the length of the membership, it boils down to these 3 things. These clauses make the prospect feel much more comfortable with their purchase.

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Hope this helps move your gym in the right direction!

Andy