Podcast appearances and mentions of jeff burlingame

Struggling to close sales at your gym? It's not about selling harder—it's about selling smarter. The key is understanding what truly motivates potential clients and guiding them through a seamless decision-making process.Welcome to the Gym Marketing Made Simple podcast, your go-to resource for exploring the strategies that boutique fitness gyms need to thrive. In this episode, sales expert Jeff Burlingame shares a sales framework that eliminates objections before they arise, making the sales process seamless and natural.What You'll Learn in This Episode:Why focusing on the client's journey — rather than your own —l eads to higher conversions.The power of rapport-building and SMART goal setting to build trust.How to use a 1-10 scale to create urgency without being pushy.The impact of storytelling and 30-second testimonials in sales and marketing.Key Insights:Follow the Hero's Journey: Position clients as the hero, with the gym as their guide.Build Strong Relationships: Establish trust through meaningful conversations and goal setting.Create Urgency the Right Way: Use a simple motivation scale to help clients commit.Leverage Storytelling: Short, engaging video testimonials are more effective than written ones.Action Steps:Develop a repeatable sales process that aligns with the customer's journey.Build a library of 30-second testimonial videos to use in marketing and sales.Focus on rapport-building and uncovering clients' deeper motivations.Enhance sales presentations with visuals and a clear call to action.Resources:- Learn more about Jeff Burlingame and his sales strategies: [coachburly.com](https://www.coachburly.com/)If you're looking to improve your gym's sales process and connect with clients more effectively, this episode is for you. Tune in now and start refining your approach!

S.O.S. stands for “Sales Objection System.”The S.O.S. Dojo is the only sales improvement program of its type when all the pieces are put together.Their small groups gather in a real-time virtual setting once a week for fourteen weeks to discuss and practice sales objections. They foster a culture of cooperation, responsibility, and ongoing development.Iron is honed by iron as they believe.Each class is led by an S.O.S. Dojo Black Belt®, who has completed the curriculum as a student, trained privately with founder Joe Marcoux, and co-taught classes with Joe before taking the lead. Joe is assisted by Jeff Burlingame.For as long as you're a member of the S.O.S. Dojo, you'll also have direct email access to your Black Belt® Coach and Joe, allowing you to obtain the advice and support you require as you move, learn, and develop.In the S.O.S. Dojo, they help you become the sales expert you were born to be.Be sure to check out this episode of the #StoriesthatSellPodcast. Available on Apple Podcasts, Spotify, YouTube, or any of the podcast platforms. Follow Scott Rammage on his socials!- IG @scottrammage- FB Scott RammagePowered by Media Machine

“I have to talk to my wife.” “That's not in my budget.” “I have to think about it.”These are common objections we all face as fitness entrepreneurs in the sales process. And quite often, these objections stop us dead in our tracks.In PT Legends, we teach you how to drastically increase your baseline prices and sell bolt-on high-ticket transformations. But did you know that the end part of our sales system was derived from the amazing teachings of Joe Marcoux and his SOS Dojo?You don't need to fear objections anymore. You'll learn to love them and use them to help you acquire your next client. Listen in as Joe shares how to approach objections.You can connect with Joe and Jeff at http://sosdojo.com You can find Scott at https://www.instagram.com/coachscottcarpenter/ , Dave at https://www.instagram.com/coachdavebess/ , and Will at https://www.instagram.com/thenewagecoach/ When you are ready… Here are 4 ways we can help you:1. Subscribe to this podcast2. Join our Facebook group: https://urlgeni.us/facebook/gymownerfreedom 3. Get our book for free + shipping: www.coachscottcarpenter.com 4. Learn what it's like to work with us: www.ptlegends.com 

Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Follow Joe @coachjoemarcoux and Jeff @CoachBurly on Instagram. Subscribe and drop us a 5 star review!

Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Follow Joe @coachjoemarcoux and Jeff @CoachBurly on Instagram. Subscribe and drop us a 5 star review!

The Fitness Business Collective Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Follow Joe @coachjoemarcoux and Jeff @CoachBurly on Instagram. Subscribe and drop us a 5 star review!

You need to niche your audience. If you don't you WILL waste a lot of time trying to be everything to everyone. Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Follow Joe @coachjoemarcoux and Jeff @CoachBurly on Instagram. Subscribe and drop us a 5 star review!

Are you closing at 90-100%? Raise your rates! You should NEVER close 100% of your leads or sales appointments. If you are, the price is too low and you will end up overworked and at capacity. Raise your effective hourly rate! Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Follow Joe @coachjoemarcoux and Jeff @CoachBurly on Instagram. Subscribe and drop us a 5 star review!

If I just get 10k in new equipment… If I just buy 5 more treadmills/bikes/rowers… If I get this new add on for my business… BLAH, BLAH, BLAH. I've heard it all before, and I can tell you from experience that… IT DOESN'T WORK! If you build it, they will NOT come. You need to focus on what ACTUALLY grows a business! So let's cover that today! Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Follow Joe @coachjoemarcoux and Jeff @CoachBurly on Instagram. Subscribe and drop us a 5 star review!

What makes a good coach? A great coach? Chances are, if you are an entrepreneur, you are looking for a coach. I mean why reinvent the wheel, when thousands of people have already gone through the pain and hardship of entrepreneurship for you. But how do you choose THE RIGHT COACH? We cover it all today! Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Follow Joe @coachjoemarcoux and Jeff @CoachBurly on Instagram. Subscribe and drop us a 5 star review!

What is your offer? Is it good? Great? Or would I be stupid NOT to sign up with you? An unbeatable offer is something that can really help when it comes to closing more sales. Let's put one together this episode! Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Follow Joe @coachjoemarcoux and Jeff @CoachBurly on Instagram. Subscribe and drop us a 5 star review!

Do you offer a guarantee? How do you help your clients eliminate risk and fear when considering signing up with you? How do you make it a no brainer? We cover all of this and more this episode! Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Follow Joe @coachjoemarcoux and Jeff @CoachBurly on Instagram. Subscribe and drop us a 5 star review!

Are you doing what you are doing just to make money? DO you make most of your decisions based on money? Are you only motivated by money? Does money bring you serious, lasting joy? What or Who DOES bring you joy? Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Follow Joe @coachjoemarcoux and Jeff @CoachBurly on Instagram. Subscribe and drop us a 5 star review!

Rather than thinking “What is my why”, think “WHO is my why”. Who are you doing this for? Yourself (valid)? Your family? Your Spouse? Your Friends? Think about it. Things are fleeting, people and the motivation they carry, is not! Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Follow Joe @coachjoemarcoux and Jeff @CoachBurly on Instagram. Subscribe and drop us a 5 star review!

That is what we help people do in the SOS Dojo. Find out more in this episode! Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Follow Joe @coachjoemarcoux and Jeff @CoachBurly on Instagram. Subscribe and drop us a 5 star review!

Ask yourself these questions and make decisions so much easier: Is it good for the customer? Is it good for the business? Is it good for me? Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Follow Joe @coachjoemarcoux and Jeff @CoachBurly on Instagram. Subscribe and drop us a 5 star review!

How is your energy? Do you ever think about it? In this quick action episode we dive into the importance of prioritizing your energy over just trying to grind it out. Find out what GIVES you energy, take breaks, and flourish! Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Follow Joe @coachjoemarcoux and Jeff @CoachBurly on Instagram. Subscribe and drop us a 5 star review!

Today we interview Jeff Burlingame to learn more about his path to success as a Sales Coach! Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Subscribe and drop us a 5 star review!

Today we interview Joe Marcoux to learn about his path to success as a Sales Coach! Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Subscribe and drop us a 5 star review!

Terrell is an amazing coach, working with women afflicted by pelvic prolapse. In this episode you will learn how she narrowed her audience and found amazing success in the online space! You can find Terrell on Instagram here https://www.instagram.com/terrell.baldock/ Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Subscribe and drop us a 5 star review!

Sales leads to revenue and revenue is the lifeblood of your business. So how is NOT focusing on sales going to help you? It won't! Get ready for a fun filled SOAP BOX episode! Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Subscribe and drop us a 5 star review!

Are you a pushy sales person? This is a question you should legitimately ask yourself if you ever feel “salesy”. Often times, this is just a projection and not reality. However, we aim to identify pushy sales tactics so that you can avoid them! Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Subscribe and drop us a 5 star review!

You have a negative sales mindset. Do you struggle to stay positive while selling? Do you dread the sales process? Do you fall into never ending sales slumps? Well then this episode is for you! We talk about how to identify this issue and overcome it! Join our FREE Help More, Sell More Facebook Group: https://www.facebook.com/groups/544964610122130 SOS DoJoe With Joe Marcoux & Jeff Burlingame: https://sosdojoe.com/ Subscribe and drop us a 5 star review!

In this episode, Scott interviews Jeff Burlingame. Jeff has been in sales for 15 years. In those years he has:Achieved multiple awards and accolades for top-grossing sales numbers in several industries, including retail, fitness, and business coaching.Created a tried and true sales and objection handling process used in over 2,000 businesses.Built and sold a fitness coaching business for profit.Trained and developed over 500 sales employees.Jeff currently mentors business owners in the fitness space.Jeff also runs a fishing channel on YouTube called Burly Fishing.https://facebook.com/burlysaleshttps://instagram.com/burly_saleshttps://Burlysales.comburlysells@gmail.comTo check out our sponsors: VAs For Gyms https://www.vasforgyms.com 

The Help More Sell More podcast with Jeff Burlingame and Joe Marcoux is a space to help individuals and teams to be able to help the consumer better with golden nuggets and big action steps. By helping more people you will be able to sell more.

You know your program works. You're confident you can help clients reach their goals and change their lives. So why do you sweat and stammer when it comes time to ask for the sale?You're not actually bad at sales, says Jeff Burlingame, Two-Brain sales expert. You just have a bad sales process. On April 24, Jeff will join renowned sales expert Joe Marcoux to deliver a virtual Sales Mastery Workshop. The workshop will help gym owners and coaches increase sales confidence and boost close rates as well as teach how to develop a sales staff.Learn more in this episode of Two-Brain Radio.Links:Sales Mastery WorkshopAll about the Sales Mastery WorkshopJoe MarcouxAGuardTwo-Brain CoachingGym Owners UnitedTimeline:1:13 – How to recoup the value of the Sales Mastery Workshop.5:39 – Dealing with the fear of sales.9:11 – How to get more confident.13:33 – Nobody is actually bad at sales.18:08 – What the Sales Mastery Workshop has to offer more advanced salespeople.22:57 – What the workshop will look like.25:51 – Who is Joe Marcoux?

Staffing a gym is tough.Some employees underperform. Others are highly qualified but underpaid. Both situations lead to churn and leave you, the owner, drowning in work and unable to move your business forward.But what if you could do things differently? By taking a mentorship approach to staffing and helping your team members become intrapreneurs in your business, you can give them sustainable, satisfying careers while simultaneously strengthening your business and moving toward your Perfect Day.Certified Two-Brain Mentor Jeff Burlingame has done it. Here's how you can, too.Links:Incite Tax: Profit First for MicrogymsDriven NutritionHow to Get the Right People in the Right Roles at Your GymFree ToolsTimeline:1:29 – The conventional and disappointing career arc of the fitness professional.6:54 – Why staff retention is critical. 8:58 – Overqualified, underpaid.11:39 – There’s another way: intrapreneurialism.14:59 – Career mapping intrapreneurial paths for your employees.19:24 – How intrapreneurialism benefits your staff and brings your business more value.23:59 – How Jeff elevated his staff and removed himself from the business.30:17 – How developing your staff members’ careers can give you more energy and momentum.37:50 – One easy thing you can do today to help push your staff members’ careers forward.

In this episode, Scott talks with guest Jeff Burlingame about best practices in getting your kids hooked on fishing, balancing a time-consuming hobby with family, and all things fishing.  Be sure to find out more about the Brotherhood of Fatherhood by joining our Facebook group https://www.facebook.com/groups/984125438623808/  BURLY FISHING CHANNELS: Youtube: YouTube.com/burlyfishing Podcast: https://burlyfishing.buzzsprout.com/ Instagram: instagram.com/burlyfishing Facebook: facebook.com/burlyfishing

If you've been watching your leads plummet during COVID-19, you're not alone. Certified Two-Brain mentor and sales expert Jeff Burlingame says it's normal right now to see a conversion rate of 25 percent or less. But that doesn't mean you can't sell.Here, Jeff shares what's working and what's not when it comes to sales during the coronavirus crisis. You'll get inside the mind of the consumer and learn how to use affinity marketing, social media and the Help First philosophy to close more sales now and during upcoming periods of transition.Links:COVID-19 ResourcesJoin the Gym Owners United group on FacebookBook a Free CallContact:mike@twobrainmedia.comTimeline:2:21 – The state of sales during COVID-19.6:43 – The consumer mindset.9:12 – Focus on warm traffic.14:38 – How to ask your members for help.23:15 – No fire sales.29:39 – How to get five new clients in three minutes.34:28 – Lead with value.40:53 – How to use Facebook groups to establish trust and authority.43:02 – Adapting the No-Sweat Intro process for times of transition.

Whether you like it or not, the landscape of the fitness industry has changed—and if you want your business to survive, it needs to change, too.But how do you do it? Will people really pay for online training? What should that look like? How do you get new clients during this time?Sales expert and certified Two-Brain mentor Jeff Burlingame is here with the answers to all that and more. You'll get a step-by-step, actionable plan for how to save your revenue stream—and even increase it—while your doors are closed.Links:COVID-19 ResourcesJoin the Gym Owners United group on FacebookFree ToolsContact:mike@twobrainmedia.comTimeline:3:08 – Be Netflix, not Blockbuster. 4:25 – Don’t just post your programming; provide coaching and accountability.8:57 – To preserve the novelty, don’t give away everything at once.12:24 – If you don’t believe online coaching is valuable, neither will your clients.16:24 – Why online coaching is actually more valuable than group-class training.21:56 – How to handle the workload.25:31 – Sell what people are buying.28:06 – Offer digital No-Sweat Intros—and make it clear that they’re virtual.29:39 – Why you shouldn’t market with dumbbells or kettlebells.33:36 – What to do if you haven’t made a single sale since the start of the crisis.35:33 – What your ads should look like now.39:40 – How to run a virtual No-Sweat Intro. 48:08 – Practice your on-camera persona.49:27 – Reach out to old leads and former clients.

This is a stressful time for gym owners. The coronavirus pandemic is forcing gyms to close their doors, and owners are worried about the bottom line.Here's the good news: You sell results, not programming, and you can keep selling results by pivoting to online training. Here, certified Two-Brain mentor Jeff Burlingame joins Mike Warkentin of Two-Brain Media to discuss the how, what and why of selling during social distancing.Links:Join the Gym Owners United group on Facebook Free ToolsBook a Free CallContact: mike@twobrainmedia.comTimeline:2:39 – Should you be selling right now?6:00 – The value of online training: Accountability.9:04 – Your clients are bored, lost and stressed. You can solve those problems.11:02 – It’s not about the programming.13:08 – Pricing online training: a tiered approach.16:50 – Join Gym Owners United and get our free guide: “How to Add Online Training in 24 Hours.”17:36 – Now is the time to run engagement ads.19:21 – Moving your No-Sweat Intro online.21:44 – The advantage of video over phone.24:46 – Communicating the value of online training to new clients.26:15 – Over-communicate.28:42 – Why digital training is actually more valuable than group classes.

Two-Brain Radio: The Golden Goose With Jeff BurlingameIn this episode of Two-Brain Radio, we're treating you to another prime talk from the 2019 Two-Brain Summit.Jeff Burlingame is a senior Two-Brain Business mentor and the owner of Friction CrossFit in Grand Rapids, Michigan. A couple years ago, Jeff took a 30-day break from running his gym—and he never came back. How was that possible? He'd found his golden goose (or in this case, geese). After trusting the wrong person with his business and nearly losing everything, Jeff learned to put the right people in the right seats to grow his business without him. In this talk, he'll teach you how to spot people with the potential to become golden geese, how to determine which roles they might perform well, how to slowly expand those roles and how to evaluate them. He'll also tell you what you can do to keep your golden geese happy and provide opportunities for growth so they don't fly the coop.Links:https://frictioncrossfit.com/https://fortimedesign.com/Contact:jeff@twobrainbusiness.comTimeline:4:55 – What’s a golden goose?6:50 – Golden geese aren’t born; they’re made.7:47 – Trust, faith and responsibility.9:16 – Identify their likes, dislikes, strengths and weaknesses.11:08 – A lesson in what not to do.13:13 – In hindsight: Mentorship might have prevented disaster.15:22 – Grow them into responsibility; don’t begin with everything at once.17:45 – Take a 30-day test run and then evaluate: objectively and subjectively.19:48 – You might have the right person but the wrong seat. So change seats.24:28 – Over-communicate: Find out what your staff wants.26:18 – To get the right people in the right seats, you need to mentor them. 28:10 – What do you need to do to meet their needs?29:53 – An example of gradual role progression.33:22 – Part of progressing your staff means stepping out of roles you don’t love.35:22 – The vacation test: Does your business grow when you’re not there?37:11 – Homework: Identify your golden-goose candidates, discover their goals and ambitions and identify which roles they could take on.38:36 – Pay structures and meta-roles.40:13 – What does it mean to have an abundance mindset?41:43 – How to keep a golden goose in the coop: Show potential.45:32 – Take staff progression step by step.

Two-Brain Radio: Jeff BurlingameOn this episode of the Two-Brain Marketing podcast, Mateo Lopez speaks with Jeff Burlingame, senior Two-Brain Business mentor and owner of Friction CrossFit in Grand Rapids, Michigan.Before opening Friction CrossFit five years ago, Jeff honed his skills through a longstanding career in sales, first as a personal trainer and then as a manager of multiple gyms and hundreds of trainers within a globo-gym franchise.Yet, when he first opened his affiliate, the business almost failed. Though he knew how to close a sale, he didn't know how to choose a good business partner or when to expand. After he joined Two-Brain Business in 2016—what he described as a "year of revelations"—he learned how to set a strong foundation for his business and hire the right people, boosting Friction CrossFit's revenue by 250% the following year.Today, Friction CrossFit is running so well that Jeff has "fired" himself and now devotes his time teaching others how to do what he's done through Two-Brain. In this episode, you'll get a taste of just that: How to choose a partner, how to hire, how to phase yourself out and how to turn a free No-Sweat Intro into a closed sale.Links:https://frictioncrossfit.com/https://twobrainbusiness.com/free-call-form/https://www.amazon.com/How-Win-Friends-Influence-People/dp/0671027034https://www.amazon.com/Eat-That-Frog-Great-Procrastinating-ebook/dp/B001AFF25Whttps://www.amazon.com/Sales-Bible-Ultimate-Resource-Revised/dp/0471456292https://www.amazon.com/Little-Red-Book-Selling-Principles/dp/1885167601/ref=sr_1_3?gclid=EAIaIQobChMI2cT5_aux5AIVQtbACh1XCgxoEAAYASAAEgK3svD_BwE&hvadid=177354208507&hvdev=c&hvlocphy=9019572&hvnetw=g&hvpos=1t1&hvqmt=e&hvrand=13582753279892882256&hvtargid=kwd-612503615&hydadcr=21931_9689508&keywords=the+little+red+book+of+selling&qid=1567399995&s=gateway&sr=8-3https://www.amazon.com/Psychology-Selling-Increase-Thought-Possible/dp/0785288066https://www.amazon.com/Sales-Performers-Sales-Specific-Emotional-Intelligence/dp/1119312574Contact:jeff@twobrainbusiness.comTimeline:3:50 – The origins of “Friction” CrossFit: the flip of an encyclopedia page.5:26 – From chubby kid to personal trainer.9:11 – Jeff’s top recommended reading for sales.13:54 – From CrossFit hater to Kool-Aid drinker.17:51 – Working two jobs, living with the in-laws and opening Friction CrossFit.19:12 – Almost losing it all just six months into ownership.19:40 – From near bankruptcy to a 250% revenue increase after the Incubator.23:01 – On business partners: If you have to have one, make sure they’re your opposite.25:54 – How to fire yourself.

Two Brain Mentor Series Jeff BurlingameAt Two Brain we have over 20 mentors from around the world. In this episode I interview mentor Jeff Burlingame to hear how he got started in the gym business, and his path to becoming a mentor. Jeff knew he wanted to be mentor in his late teens after years of watching TV shows like Kitchen Nightmares, Hotel Hell and Bar Rescue. As he started frequenting gyms he realised he wanted to mentor gym owners. Hear about his journey to get there, which includes, working in sales, becoming the owner of a gym and being fired. He talks about how he tuned his gym around and why action was the thing that got him through. Discussion PointsWhat led to Jeff wanting to be a mentor (01:02)How he started his gym career as a personal trainer and how his career in gyms progressed (3:00)How having his daughter changed his attitude to working 15-hour days and led him back to the idea of mentorship (03:52)Finding the opportunity to open his own gym (05:52)Running his first CrossFit gym and how he ended up buying it (08:00)Working out how to make money from the gym and working with Two Brain (14:40)Turning his gym around (16:33)The importance of action and momentum (17:46)How Jeff became a mentor with Two Brain and the tough training he went through (20:35)That going through the tough times of running a business is what builds character (25:00)What Jeff has learned from being a mentor (27:11)Why authenticity and experience in the industry are important to look for in a mentor (30:20)The importance of talking to your potential mentor and seeing if you align (33:38) LinksTwo-Brain Business: Grow Your Gym by Chris Cooper

Jeff Burlingame is a speaker and author of more than 30 books for children, teens and adults. This episode features a biography Jeff wrote about a former friend and later rock icon. The book is Kurt Cobain: Oh Well, Whatever, Nevermind. Although this book is about the life and early end of his friend, it…

Jeff Burlingame is a speaker and author of more than 30 books for children, teens and adults. This episode features a biography Jeff wrote about a former friend and later rock icon. The book is Kurt Cobain: Oh Well, Whatever, Nevermind. Although this book is about the life and early end of his friend, it…

Jeff Burlingame is the owner of Friction CrossFit in MI, but he spent most of his career managing globo gyms, 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 Two-Brain 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 CrossFitAbout 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 Introduction3:14 The Jeff Burlingame Story4:40 First Personal Training Experience7:28 Finding CrossFit11:05 Opening a CrossFit Gym16:26 Full Time to Friction CrossFit18:32 How to Sell Personal Training25:35 Creating New Clients29:48 Which Training Program Is Right32:43 Client Body Analysis35:33 Proper Client Needs Assessment43:50 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