Karen Hazelton never thought anyone would pay $300 for a gym membership. She could hardly believe people would pay the $140 she was charging—that is, until she joined the Two-Brain family.

After overhauling her systems and prioritizing helping first by prescribing exactly what her clients need to reach their goals, Karen is now pulling an average revenue per member around the $300 mark.

Here's how she changed her mindset and started selling more high-value services.

Links:

Telos Strength and Conditioning
Nutrition Challenges Are Dead. Kickstarts Are the Answer
Free guide: Affinity Marketing
Two-Brain Programming
Incite Tax: Profit First for Microgyms

Timeline:

1:59 – Karen’s ARM pre-Two-Brain.

3:10 – How personal training helped her ARM skyrocket.

6:26 – How Telos Strength and Conditioning grew its personal-training program.

9:21 – Getting comfortable with affinity marketing.

13:17 – Telos’ ratio of personal-training- to group-fitness clients.

14:24 – Personal-training- vs. group-fitness rates.

16:38 – How to sell high-value packages.

19:39 – Specialty programs and nutrition.

23:35 – Why Karen tells some clients NOT to do nutrition challenges.

26:13 – How regular communication with clients leads to more sales.

29:24 – “Stop thinking about the money.”