Episode 53: Selling Personal Training, with Jeff Burlingame

Jeff Burlingame is owner of Friction CrossFit in MI. But he spent most of his career managing GloboGyms, where he taught staff how to do more Personal Training business. At one point, he had 160 trainers working under him. Jeff studied sales techniques for a decade, but after reading "Help First", he realized the best path was to simply help his clients by recommending the best option for them. Now he combines an objection-based approach with the TwoBrain "No-Sweat Intro" and the results are staggering: he's already hit 250% of his 2015 revenue in 2016, and he still has a month to go. Jeff mentions his "WhyNot" sheet, and walks through each question in the podcast. He's sharing the sheet with TwoBrain mentoring clients for free. In this Interview: Jeff’s CrossFit story Learn how to sell more personal training sessions at your box Different types of personal training sessions and how to tailor these to your clients Breakdown of a proper client assessment and needs analysis Jeff’s “WhyNot List” is covered in depth Plus: Balancing family and business Selling Treadmills and badmouthing CrossFit Birth of Friction CrossFit About Jeff Burlingame: Jeff Burlingame started out playing Rugby at Michigan State where he received his B.S. in Exercise Science and Fitness Leadership. Wanting to continue with sports and athletics, he became a sales director and personal trainer director for many leading gyms throughout the country. As Jeff’s career advanced and time spent at home with the family became less and less, he was ready for a change. It was at this time that he decided to open Friction CrossFit. Through many ups and downs Friction CrossFit is now a successful CrossFit affiliate based out of Grand Rapids, Michigan. Jeff’s Why Not List, for overcoming rejection from new clients is available to members of the Two Brain Business Family exclusively. Be sure to check it out! Remember to fill out the 2016 affiliate survey. This important survey allows us to better serve affiliates and also allows some time for reflection on where your business has been and where it is headed. Timeline: 1:32 Jeff Burlingame Introduction 3:14 The Jeff Burlingame Story 4:40 First Personal Training Experience 7:28 Finding CrossFit 11:05 Opening a CrossFit Gym 16:26 Full Time to Friction CrossFit 18:32 How to Sell Personal Training 25:35 Creating New Clients 29:48 Which Training Program Is Right 32:43 Client Body Analysis 35:33 Proper Client Needs Assessment 43:50 Why is Personal Training Important? Contact Jeff: http://www.frictioncrossfit.com/about/meet-the-coaches/ https://www.linkedin.com/in/jeff-burlingame-68380286 https://www.facebook.com/people/Jeff-Burlingame/38512666 https://www.facebook.com/frictioncrossfit/?pnref=lhc