Derek Batman knocked out 34 free consultations in December, which put him near the top of our marketing and sales leaderboard for gym owners.

In this video, Derek spills the secrets of his success when it comes to set, show and close rates. His keys? Targeting the right clients, creating an airtight system for follow-up, and tracking data.

Derek's worked really hard to ensure the right people see his Facebook ads, and he uses retargeting strategies to warm his leads with repeated exposure. When a lead enters the sales funnel, staff at Hardbat Athletics contact the person within five minutes to book a free consultation.

Derek reports that his set rate improved measurably when he took control of the booking process instead of letting leads select—or not select—a time slot themselves through a booking system. In free consultations, the Hardbat crew uses an iPad sales binder to make sure everything is presented clearly and professionally.

If you only take one thing from this show, take this: Prioritize responding to leads as quickly as possible.

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Gym Owners United

2:43 - Lead nurture and speed of follow-ups

6:13 - Social media targeting

12:22 - Creating systems

14:23 - Tracking metrics

20:52 - Improving sales numbers