I am gearing up for a massive planning session with the SPF Mastermind today.
We have calls every week and this is an extra one I added to help them plan out their year.
They are all very excited about it.
I’ve been doing these kind of planning sessions for years and get excited to have them for my gym.
The one exercise I will be going over with them in great detail will be helping them set their goal for how many members they want to have on December 31st 2019.
There are many factors to this. It starts with picking a realistic number.
For instance, I had a guy tell me he wanted to go from 20 clients to 300 in one year.
It’s not impossible but based on the history of his business and no clear plans to make a ton of structural or marketing changes, this seemed silly to me.
I am all for big goals but a reality check is important.
So, pick your number, let’s say 200 clients is your goal.
Let’s say you’re sitting at 100 right now.
So, you need to add 100 members to get to your goal, right?
I wish that was true but it’s not.
The only thing inevitable in the gym business is there will be attrition.
People move away, get sick or injured, graduate, change jobs, run into financial issues, etc.
A plan to add 100 members will not get you to 200.
In order to know how many members, you will truly need to get to 200, you need to factor in how many clients you will lose.
I have a formula I use to help my guys get this number.
We get our starting point by subtracting the starting number from 200.
Let’s just say that your starting number is 70 (estimating losing 30 members).
You would need to add 130 members in 2019 to get to 200.
Sound like a lot, right?
But, check this out:
130 members means you need to add about roughly 11 members a month.
If you break it down further it comes to 2.7 members on average a week, a much more manageable goal.
That’s the focus, one week at a time, add a few clients.
What I will be going over in more detail with my guys today is how to put a plan of action in place to achieve this. I unfortunately don’t have enough time to go over it here.
Hope this helps get you started.