October 08, 2025

87: Talk Like A Human, Sell Like A Coach With Elias Scarr

1 hour 11 minutes

In this episode of "Beyond the Sets and Reps" podcast, host Brandi Clark, the "Messy Hair Millionaire", dives deep into the art of authentic communication in the fitness industry. Whether you're a seasoned entrepreneur or just beginning your journey, Brandi reveals how the way you interact with potential clients can significantly impact your enrollment and retention rates. As a multi-faceted fitness professional, group instructor, personal trainer, gym owner, national presenter, and business mentor, Brandi shares her wealth of experience that resonates with anyone looking to grow their fitness business.

Brandi introduces guest expert Elias Scarr, who shares insights on "speaking human" to connect with clients more effectively. Drawing from his extensive sales experience, Elias emphasizes that successful selling is not about pushing a product but rather about engaging in genuine conversations. He highlights the critical shift many fitness professionals need to make: approaching potential clients not with a sales pitch but with a sincere desire to help improve their lives. This emphasis on authentic communication can transform the client-coach relationship, making it easier to enroll more clients and foster loyalty.

Throughout the episode, listeners are encouraged to reassess their mindset around selling. Elias suggests that understanding the psychology of potential clients is key. To do this, he outlines basic personality types and decision-making approaches, helping coaches to identify whether their prospects are introverted or extroverted and if they make decisions based on emotions or logic. By tailoring communication to meet the unique needs and preferences of each client, fitness professionals can significantly enhance their ability to convert leads into lasting relationships.

Elias doesn’t hold back on sharing actionable strategies. He provides insightful techniques for building client confidence during the buying process and stresses the importance of follow-up communication within a crucial 24 to 72-hour timeframe after an initial sale. Simple gestures such as sending personalized video messages, congratulatory texts, or handwritten notes can create a powerful connection and reinforce clients’ decisions, setting the stage for a successful coaching journey.

Moreover, the podcast emphasizes creating "raving fans" by teaching members how to refer their friends and family. Elias outlines practical steps for encouraging clients to bring a workout partner or participate in referral programs, highlighting that these small actions can culminate in significant business growth. This not only helps gyms to acquire new memberships but also strengthens the community aspect of fitness, making clients feel more engaged and valued.

In closing, Brandi and Elias leave listeners with a wealth of golden nuggets tailored for any fitness professional. Whether grappling with imposter syndrome, learning how to effectively manage conversations with clients, or looking for ways to foster a supportive community around your gym, this episode provides valuable insights to guide you through your journey.

So, lace up your sneakers, grab your notebook, and prepare to unlock the secrets to elevating your fitness business in this inspiring episode of "Beyond the Sets and Reps." Don’t forget to connect with Elias directly for personalized guidance, and be sure to implement these strategies to start transforming your approach to client engagement today!

Connect With Elias Scarr:

Website: Sellitlikescarr.com

Jump on his calendar: https://calendly.com/eliasscarr/let-me-be-your-customer?month=2025-10

Facebook: https://www.facebook.com/elias.scarr

Instagram: https://www.instagram.com/elias_scarr/

And When You're Ready, Here's How I Can Help

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30 Ways to Make $500 In Your Fitness Business By Next Week:

https://beyondthesetsandreps.com/30-ways

90 Days Of Social Media Content For The Fitness Professional:

https://beyondthesetsandreps.com/90-days

Join our Facebook Group Successful Online Fit-Pro's where you will find a tribe of fabulous fitness trainers, done-for-you weekly content ideas, ways to start making money TODAY, content rewrites and much more: https://www.facebook.com/groups/fitprohangout

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