Gym Marketing Made Simple

Sherman Merricks
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  • Marketing
  • Updated Weekly

Unlock success in gym marketing with practical insights and strategies to make you more money! Simplify your approach to attract clients and grow your business.

  1. 3d ago

    How Pre-Selling Helps Gym Owners Build Trust and Close More Sales. | Episode 138.

    Your prospects are checking you out long before they hit “book now.” What they see in those first few seconds can be the difference between a no-show and someone who walks in already convinced you’re the right fit. Episode Summary In today’s episode, you’re pushed to look at your gym the way a stranger would: quick glance at the homepage, a few seconds on social, maybe a review or two, and that’s it. The questions on their mind are simple but brutal: who are you, what do you offer, why should anyone care, and why pick you over the other options in a 5–10 mile radius or the app on their phone? You’ll see how to make those answers obvious in your client-facing assets and then stack on pre-selling tools like simple guides, PDFs, and pre-appointment touchpoints that actually educate people before they ever sit down with you. The aim is a consult built on momentum of agreement, where your time is spent unpacking goals, desire, and urgency instead of burning minutes just explaining what your gym does. Key Takeaways You’ll learn: How to evaluate your website “above the fold” so prospects instantly see who you are and what you offerThe four core questions every potential member is silently asking before they ever contact youWhy unclear positioning forces you to waste consult time explaining your gym instead of understanding the clientHow to use a simple SWOT-style review to understand your market position against local and virtual competitorsWhy AI tools are great for speed to lead and education, but can’t replace the human element in closing salesPractical ideas for pre-selling assets like nutrition guides, travel workouts, or seasonal PDFs that build trustHow to create momentum of agreement so prospects arrive leaning yes instead of undecidedWays to turn a basic consult into a 12/10 experience with small touches that make people feel welcomed and valued Episode Chapters 00:00 The questions in your prospect’s head 00:45 What pre-selling is and how it changes your sales process 01:45 Zooming out to 30,000 feet: systems, people, automations, and client touchpoints 04:37 Auditing your website and social: who are you and what do you offer? 08:35 Why you vs competitors, local and virtual, and basic SWOT thinking 12:27 Pre-selling assets, PDF guides, and using AI tools like Gamma 14:30 Designing a “red carpet” consultation and 12/10 in-gym experience Resources Mentioned Gamma – App used to create PDF guides and visual resources (Gamma.app) Ladder app – Example of a virtual coaching competitor for gyms Lasso Framework – Marketing and sales system for gyms: https://www.lassoframework.com/ About the Podcast Welcome to Gym Marketing Made Simple, the show focused on cutting through the noise around gym growth. Each episode centers on practical marketing, sales, and leadership systems that help boutique gyms build steady momentum without guesswork or constant outreach. Listen & Subscribe 👉 Book a free strategy call: https://www.lassoframework.com/ SEO tags pre-selling gym leads, gym sales process, boutique gym marketing, gym website optimization, fitness lead generation, no sweat intro sales, consultative gym selling, gym member acquisition, pre-sold prospects, fitness marketing strategies, gym competitor analysis, SWOT for gyms, gym social media strategy, gym customer journey, speed to lead for gyms, AI in gym marketing, gym PDF guides, fitness nurture sequences, Lasso Framework, Gym Marketing Made Simple podcast, increase gym revenue, gym front-end funnel, gym positioning, gym differentiation

    17 min

  2. Jun 29

    How to Sell Gym Memberships: Mindset, Follow-Up, and Free Consult Strategy | Episode 137.

    Sales conversations fall apart when you make it about your gym instead of the person in front of you. Focus on their story, their problems, and a clear plan, so the close feels natural instead of forced. Episode Summary: Selling gets a lot easier when you stop hoping friends and family will support your gym and start treating every consult like a real problem-solving conversation. In today's episode, Sherman reads from his book on gym sales and walks through the mindset shift that took him from giving free workouts and “promising the world” to running a process that actually closes. You’ll hear the story of launching a small CrossFit gym, getting humbled when nobody joined, and learning to approach sales like a surgeon: diagnose first, then prescribe. The focus is on sales psychology, follow-up, and using simple tools like body composition data and clear prescriptions so people understand exactly how you can help them reach their goals. Key takeaways: You’ll learn: A “no” is usually about timing or offer, not your worth as an owner or coachWhy talking about how “awesome” your gym is turns the consult away from the client’s real problemsHow to think like a professional: listen, diagnose, and give a clear “treatment plan” instead of a casual pitchPractical steps to work through fear of sales: identify your fears, create a plan, practice one weakness at a timeHow projecting your own beliefs about money and price onto prospects holds them back from committingWhy most people need 7–10 follow-ups before they’re ready to join, and what happens when you stop at twoHow to use tools like an InBody scan or body fat scale to give objective data and track progressWhy you must make a firm prescription instead of letting people default to the cheapest optionHow top-down pricing and staying quiet after presenting prices lets the client make a real decisionA simple consultation flow that starts with rapport, digs into their main problem, and moves into a clear recommendation Episode Chapters: 00:00 Rejection and why “no” isn’t personal00:08 Encouragement and praise for the team00:11 Gym Marketing Made Simple podcast intro00:38 Grand opening story and friends not joining03:30 Surgeon’s lesson: make it about the client05:22 Sales psychology 101 and mindset around selling08:00 Facing fear, rejection, and building confidence09:30 Projecting price fears and hurting the client11:30 Follow-up, 7–10 touch points, and “not yet”13:00 Case study: Courage Fitness Durham systems vs talent15:00 Three layers of a prospect’s problem16:10 Reflection questions on your own mindset18:10 How to sell in a free consultation19:30 Using data, prescriptions, and top-down pricing21:23 Sample sales script for a new client Resources Mentioned Lasso Framework – Marketing and sales help for gyms: https://www.lassoframework.com/ InBody 270 – Body composition tool for weight, body fat, and muscle mass Omron Fit / body fat scale – Alternative for basic weight and body fat tracking About the Podcast Welcome to Gym Marketing Made Simple, the show focused on cutting through the noise around gym growth. Each episode centers on practical marketing, sales, and leadership systems that help boutique gyms build steady momentum without guesswork or constant outreach. Listen & Subscribe 👉 Book a free strategy call: https://www.lassoframework.com/

    24 min

  3. Jun 8

    What If Your Gym’s Real Problem Is Weak Lead Follow-Up? | Episode 136.

    Leads are filling out your forms, your phone is ringing, and your inbox is busy, but your calendar still has open spots. The real gap is what happens between that first opt-in and the moment someone actually shows up at your door. Welcome to Gym Marketing Made Simple, the show focused on cutting through the noise around gym growth. Each episode centers on practical marketing, sales, and leadership systems that help boutique gyms build steady momentum without guesswork or constant outreach. Episode Highlights In today’s episode, Jeff Burlingame breaks down a simple, aggressive lead follow up and lead nurture system built for boutique gyms. He shows how many times to call, when to text, how to sweeten the offer so people actually show up, and when to fire yourself from the setter role and hand lead follow up to someone who will pursue every lead to a clear yes or no. Episode Outline Are you giving up too soon on paid leadsWhy “maybe” is not an acceptable outcomeCalling cadence and the double dial plus text strategyMindset for consistent follow upAdding value and “sweetening the pot” for appointmentsHandling DND and automation opt outsWhen to step out of the lead nurture roleCompensation ideas for setters and sales roles Episode Chapters 00:00 Lead follow up mindset and goal 01:00 Are you giving up too soon on leads 03:30 Pursue every lead to a clear yes or no 05:10 Time blocking and protecting sales time 07:30 Understanding why leads don’t answer 09:20 Daily call, call, text cadence 11:45 Adding value and sweetening the offer 14:30 Handling DND, opt outs, and automation 17:10 Firing yourself from the lead nurture role 19:40 Hiring and compensating a dedicated setter 21:40 Final push to fix your follow up and next steps Conclusion Consistent, structured lead follow up is the lever that turns paid leads into paying members. When you refuse to settle for “maybe” and build a daily rhythm of calls, texts, and value-driven touchpoints, your show rates rise and your front-end sales become predictable. Whether you keep follow up in-house, outsource it, or lean on automation and a setter, the gyms that win are the ones that never stop nurturing the leads they already earned. Action Taken Treat every new lead as paid inventory that must reach a clear yes or noSchedule daily protected blocks for lead follow upImplement a double dial plus text cadence on every new leadUse short, personal selfie videos to increase show rateAdd simple bonuses or welcome packs to increase perceived value of appointmentsContinue manual outreach even when leads opt out of automated textsDecide if you should remove yourself from the lead nurture roleHire or assign a dedicated setter with clear call, appointment, and show targetsBuild a simple commission or bonus plan tied to shows and closes Book a call with Lasso to tighten your gym’s lead follow up system, turn cold forms into real conversations, and convert more of your leads into showed appointments. 👉 Book a free strategy call: https://www.lassoframework.com/ Thank you for listening to Gym Marketing Made Simple. Keep showing up for your leads with clear follow up, real value, and a simple system, and you’ll see more people walk through your doors ready to buy. Stay consistent and keep dialing.

    23 min

  4. May 26

    Build A Simple Gym Sales Process That Actually Gets Members | Episode 135.

    Stop letting random walk-ins and DMs decide your revenue. Your gym needs a sales process, not sales heroes. Welcome to Gym Marketing Made Simple, the show focused on cutting through the noise around gym growth. Each episode centers on practical marketing, sales, and leadership systems that help boutique gyms build steady momentum without guesswork or constant outreach. Episode Highlights In today’s episode, Jeff shows gym owners how to get out of “winging it” and build a simple, written sales process your whole team can follow. He walks through how prospects actually find you, what happens from first contact to no-sweat intro or trial, and where most gyms lose the sale. You’ll learn how to turn that messy path into a clear SOP, utilize weekly sales meetings and role-playing to sharpen your staff, and protect your business from relying on a single superstar closer. Episode Outline Introduction to Gym Marketing Made Simple Podcast Importance of the Sales Process Setting Up a Sales Process Evaluating and Improving the Sales Process Role Playing and Sales Training Community Support and Additional Resources Conclusion and Call to Action Episode Chapters 00:00 Intro 00:03 Gym Marketing Made Simple show open 00:29 Jeff introduces Gym Sales Made Simple 01:20 Why “the process is the process” 03:10 Writing down your full sales process 05:10 From first contact to intro and trial 07:00 Fixing broken steps and SOP details 08:40 Weekly Monday sales meeting structure1 0:10 Role play to sharpen sales skills 12:00 Daily debriefs after intros and trials 13:20 Recap and invite to Lasso office hours 14:26 Lasso CTA and outro Conclusion When every coach runs the same clear process, sales stop being a mystery. Writing it down, reviewing it weekly, and role playing the hard parts is how boutique gyms create consistent revenue instead of hoping the right leads show up on the right day. That’s the difference between a gym that survives month to month and a gym that knows how to turn leads into long-term members. CTA Want help building or tightening your sales process? Book a free call with Lasso and plug into the done-for-you systems that are working for boutique gyms right now. 👉 Book a free strategy call: https://www.lassoframework.com/ Thank you for listening to Gym Marketing Made Simple. Continue to show up for the work of building clear, simple systems, so your gym can sell with confidence every single week.

    15 min

  5. May 18

    Scaling Gym Revenue With Better Lead Follow-Up | Episode 134.

    If strangers are opting in but not showing up, you do not need new ads. You need a new system.  Welcome to Gym Marketing Made Simple, the show focused on cutting through the noise around gym growth. Each episode centers on practical marketing, sales, and leadership systems that help boutique gyms build steady momentum without guesswork or constant outreach. Episode Highlights In today's episode, Sherman and Tommy get blunt about why paid ads are not the magic fix gym owners hope for. They walk through the real work of turning a flood of leads into steady revenue, why relying on referrals and organic hits a hard ceiling, and how to think like an owner who wants a sellable asset, not just a busy gym job. Sherman shares his own story of running a profitable gym that was tough to exit, while Tommy breaks down the math and execution behind opening a second location in Houston at around 30k a month from day one. From there, they introduce Relay, a lead nurture system built with AI and human setters that plugs into Lasso’s paid marketing so gym owners can stop burning out their best coaches and still get people to show up ready to buy.  Episode Outline Introduction to Gym Marketing Made Simple Podcast Challenges in Lead Nurturing and Follow-Up The Role of Paid Advertising in Gym Growth Case Study: Opening a Second Location Introduction to Relay and Its Benefits Implementation and Results of Relay Conclusion and Future Plans Episode Chapters 00:00 Coaches, Sales, and the Real Burnout Problem 00:16 Gym Marketing Made Simple Intro 00:41 Why Paid Ads Are Not a Magic Fix 02:31 How Paid Ads in Fitness Have Evolved 04:45 The Ceiling of Organic and Referrals Only 07:45 Sherman’s Gym: Profitable but Hard to Sell 10:29 Deciding to Scale With Multiple Locations 13:32 Backing Into the Numbers and 30k Ad Spend 15:09 Opening With 130 Members and 30k Revenue 16:24 Introducing Relay: AI + Human Lead Nurture 19:42 Speed to Lead, AI Fatigue, and Human Handoffs 22:15 Phone Calls, Texting, and Market Differences 24:00 Who Lasso + Relay Is For (30k+ Gyms) 25:51 Onboarding Flow for Relay With Lasso 29:25 Building a Sellable Gym vs. Owning a Job 30:12 Protecting Coaches From Burnout in Sales 32:08 Final Thoughts and Episode Wrap Up Conclusion Leads are not your bottleneck. The gap is in how you treat every person from the minute they click on an ad until the moment they sit across from you. When you respect the math, build real systems, and stop forcing coaches to live in the follow up grind, growth feels a lot less chaotic. That is how you move from owning a busy job to owning something that can run and eventually sell on your terms.  Action Taken Framing paid advertising as a tool that only works when paired with real systems and follow up Positioning Lasso as the engine that delivers steady, quality leads for growth-minded gyms  Introducing Relay as a combined AI and human concierge that:    - Responds quickly to new leads with personalized messaging    - Warms and filters leads, then passes high intent prospects to a real person    - Focuses on booking and confirming appointments that actually show Defining the full Lasso plus Relay stack for gyms doing 30k and above each month  Offering an AI only Relay option for gyms under 30k while they fix operations and basics  Setting up a clear onboarding path where Relay connects to existing Go High Level accounts, cleans up duplicate workflows, and aligns calendars  CTA If you are ready to see what happens when strong paid ads and real follow up work together, book a call with the Lasso team and find out how Lasso and Relay could plug into your gym.  👉 Book a free strategy call: https://www.lassoframework.com/ Thank you for listening. Keep building a gym that takes care of your members, protects your coaches, and gives you the option to step back without everything falling apart.

    33 min

  6. May 13

    How SMART Goals Kill Objections In Your Gym Sales Process | Episode 133.

    Objections usually aren’t a money problem or a timing problem; they’re a “you never dug deep enough into my goals” problem. Welcome to Gym Marketing Made Simple, the show focused on cutting through the noise around gym growth. Each episode centers on practical marketing, sales, and leadership systems that help boutique gyms build steady momentum without guesswork or constant outreach. Episode Highlights In today’s episode, Jeff Burlingame walks through how to stop settling for “dumb” goals like “I just want to lose weight” and start uncovering real SMART goals that carry actual value for your leads. He shows you how to ask simple questions, follow the thread, and get to three clear goals so selling feels easy, never pushy, and you and your prospect are actually on the same team. Episode Outline Why vague goals create objections SMART goals vs “dumb” goals Breaking down the SMART framework Real SMART goal examples from weight loss Using TED to dig deeper “Follow the thread” approach Locking in numbers and timelines Reality check with simple math The three SMART goals rule Spending time up front to save time later Partnering with the lead as a team Getting the whole staff aligned Episode Chapters 00:00 Intro & Lasso Sponsor Message 00:29 Why SMART Goals Matter In Gym Sales 01:20 Dumb Goals vs SMART Goals 02:22 Breaking Down SMART (Specific, Measurable, Attainable, Realistic, Timely) 04:05 Using The TED Framework (Tell Me, Explain To Me, Describe To Me) 05:12 Following The Thread Like A Detective 06:20 Turning “Lose Weight” Into A 30-Pound SMART Goal 08:00 Checking If Goals Are Realistic With Simple Math 09:15 Why You Need Three SMART Goals, Not One 10:28 Making Sales Easy, Never Pushy 11:30 Getting Your Whole Team Aligned On SMART Goals 12:25 Lasso Resources, Sales Course, And Office Hours Conclusion When you slow down, ask better questions, and stay with a lead until you uncover three real SMART goals, selling stops feeling like a fight. You know what they want, they see the value in what you offer, and you both walk into the close on the same side of the table. That is where sales get easier, cleaner, and a lot more fun. CTA Start running every intro around clear SMART goals instead of vague “I want to lose weight” answers. Book a call with Lasso to help you refine your sales process together. 👉 Book a free strategy call: https://www.lassoframework.com/ Thank you for putting in the work to sharpen your sales game. Every time you ask one more question, follow the thread, and get clear on what someone truly wants, you give them a better shot at real change and you give your gym a better shot at steady, healthy growth.

    14 min

  7. May 11

    What Serious Gyms Know About Leads, Follow Up, and Real Estate That Others Don’t | Episode 132.

    Most gyms do not have a lead problem. They have a “no one owns follow up,” “our brand doesn’t match our price,” and “we never planned where this thing should live long term” problem. Welcome to Gym Marketing Made Simple, the show focused on cutting through the noise around gym growth. Each episode centers on practical marketing, sales, and leadership systems that help boutique gyms build steady momentum without guesswork or constant outreach. Episode Highlights In today’s episode, Sherman Merricks and Blake Ruff is joined by, Josh Martin, and Stu Brauer to talk through what they are actually seeing every day with gyms they work with: why ads are not the real issue, how your brand and social need to line up with your prices, what solid follow up looks like, and how smart real estate decisions set your gym up for the next five to ten years. Episode Outline What “shrinkage” in CrossFit and micro gyms really means Why every market goes through boom and squeeze cycles The $200 subscription question and understanding your own pricing Owners acting like consumers vs acting like operators Time horizons: bad weeks vs real quarterly trends Seasonality, spring break, and why some months are always softer How organic social sets the stage for winning ad campaigns The four things your Instagram should show a stranger Why inside jokes and blurry class photos hurt your brand “Bad leads” vs weak sales and follow-up The 40 / 60 / 80 benchmark Sherman’s team uses at Lasso How to treat early leads as sales reps for your team Simple, playful sales language that gets real replies Stu’s path from gym cash flow to owning his building Lease first, then buy, and when to loop in a real estate pro Using events like the Gym Marketing Made Simple event to get real ROI Episode Chapters 00:00 Stop thinking like a consumer, $200 subscription test 01:13 Intro: Gym Marketing Made Simple with Sherman, Blake, Josh & Stu 02:00 Industry “shrinkage,” CrossFit, and market cycles 06:07 Owners, time horizons, and “bad month” panic 08:55 Seasonality, spring break, and realistic expectations 12:08 Social media that actually backs up your ads 18:05 “Bad leads” vs bad sales and weak follow up 24:02 Lead benchmarks: 40/60/80 and cold vs warm traffic 29:23 Stu’s real estate play and buying the building 38:06 Why Stu’s speaking at the event and how to connect with him Conclusion Sherman, Blake, Josh, and Stu lay out the gap between what most gym owners think is broken and what is really going on. The gyms that stop blaming Facebook, stop calling everything a “bad lead,” and start owning their numbers, their follow-up, their look and feel, and their lease are the ones that stay in the game when everybody else taps out. CTA If you want better leads, better closes, and a plan for where your gym is going to live next, subscribe to Gym Marketing Made Simple, share this with another owner who needs it, and book a call with the Lasso team so we can help you tighten up the whole system front to back. 👉 Book a free strategy call: https://www.lassoframework.com/ Thank you for spending time with us and actually working on the business, not just in it. Keep holding your gym to the same standard you expect from your clients, and the marketing, sales, and real estate pieces will start to line up a whole lot faster.

    44 min

  8. May 4

    How Gym Owners Can Scale With Better Hiring, Role Clarity, and Leadership Systems | Episode 131.

    Gym owners don’t get stuck because they lack tactics; they get stuck when they can’t clearly define what winning looks like for every role, hire to that standard, and lead people in a way that matches how they’re actually wired. Welcome to Gym Marketing Made Simple, the show that cuts through the noise surrounding gym growth. Each episode centers on practical marketing, sales, and leadership systems that help boutique gyms build steady momentum without guesswork or constant outreach. Episode Highlights In today’s episode, Sherman Merricks and Blake Ruff sit down with former CrossFit owner turned business strategist Brian Alexander to break down how serious gym owners can use behavioral data, clear roles, and big-picture goals to build gyms that grow without burning them out. You’ll hear how Brian went from a 17,000 sq ft gym and a failed second location to coaching companies with revenue between $ 5 million and $ 30 million. He explains why most hiring efforts fail, why job descriptions are often ineffective, and how tools like the Predictive Index and the Pinnacle Business Operating System help gym owners align their teams, set the right goals, and think beyond “just not losing.” Episode Outline Brian’s Journey from Sales to CrossFit to Business Coaching What Brian Does for Gym Owners and Lasso Hiring: Right People, Right Seats, Right Stage of Business Designing Roles That Actually Drive Results Inside the Pinnacle Group for High-Level Gym Owners Self-Awareness, Leadership, and Behavioral Data Why Brian Coaches Through Questions, Not Prescriptions Hard Lessons from a Second Location That Almost Cost Everything The Nashville Event and Predictive Index On-Site Episode Chapters 00:00 Intro & show setup 00:41 Meet Brian Alexander 01:16 Brian’s journey from sales to gym owner to coach 04:15 How Brian helps Lasso and gym owners 07:07 Building role clarity and hiring with Job Targets 14:16 Inside the Pinnacle Group for high-level gym owners 22:08 Self-awareness, leadership, and Predictive Index 35:00 Brian’s gym growth story to 17,000 sq ft 41:35 Second location failure and key lessons 42:44 Nashville event, how to connect with Brian, outro Action Taken Pinnacle Group Positioning Clarified that the Pinnacle Group is for gym owners doing 30k+/month who want a higher-level strategy around growth, hiring, and leadership. Event Promotion Highlighted the upcoming Nashville event, where: Brian will speak on leadership, roles, and hiring Attendees will get their Predictive Index on their event badge for live discussion and networking Conclusion Brian Alexander shows that the real leverage in gym growth is not another tactic or ad campaign, it’s clarity about roles, alignment of people to those roles, and a vision big enough to pull the whole team forward. From his own wins and failures as a gym owner to his work with multi-million-dollar companies, the message is consistent: know where you’re going, define what winning looks like for every seat, and use real data—not guesses—to put the right people in the right roles. CTA Want to stop guessing about your team and start building a gym that can grow without you doing everything? 👉 Book a free strategy call: https://www.lassoframework.com/ Contact Path for Coaching Website: ReadyAimClimb.com Facebook: https://www.facebook.com/readyaimclimb Thank you for listening to Gym Marketing Made Simple. We appreciate you taking the time to dig into the real work of leading people, not just running campaigns. Keep using what you learn here to build a gym that fits your vision and supports the life you actually want to live.

    44 min
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About

Unlock success in gym marketing with practical insights and strategies to make you more money! Simplify your approach to attract clients and grow your business.

Information

  • Creator
    Sherman Merricks
  • Years Active
    2023 - 2026
  • Episodes
    140
  • Rating
    Explicit
  • Copyright
    © Sherman Merricks
  • Show Website
    Gym Marketing Made Simple

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