Podcast appearances and mentions of jeff burlingame

Leads are filling out your forms, your phone is ringing, and your inbox is busy, but your calendar still has open spots. The real gap is what happens between that first opt-in and the moment someone actually shows up at your door.Welcome to Gym Marketing Made Simple, the show focused on cutting through the noise around gym growth. Each episode centers on practical marketing, sales, and leadership systems that help boutique gyms build steady momentum without guesswork or constant outreach.Episode HighlightsIn today's episode, Jeff Burlingame breaks down a simple, aggressive lead follow up and lead nurture system built for boutique gyms. He shows how many times to call, when to text, how to sweeten the offer so people actually show up, and when to fire yourself from the setter role and hand lead follow up to someone who will pursue every lead to a clear yes or no.Episode OutlineAre you giving up too soon on paid leadsWhy “maybe” is not an acceptable outcomeCalling cadence and the double dial plus text strategyMindset for consistent follow upAdding value and “sweetening the pot” for appointmentsHandling DND and automation opt outsWhen to step out of the lead nurture roleCompensation ideas for setters and sales rolesEpisode Chapters00:00 Lead follow up mindset and goal01:00 Are you giving up too soon on leads03:30 Pursue every lead to a clear yes or no05:10 Time blocking and protecting sales time07:30 Understanding why leads don't answer09:20 Daily call, call, text cadence11:45 Adding value and sweetening the offer14:30 Handling DND, opt outs, and automation17:10 Firing yourself from the lead nurture role19:40 Hiring and compensating a dedicated setter21:40 Final push to fix your follow up and next stepsConclusionConsistent, structured lead follow up is the lever that turns paid leads into paying members. When you refuse to settle for “maybe” and build a daily rhythm of calls, texts, and value-driven touchpoints, your show rates rise and your front-end sales become predictable. Whether you keep follow up in-house, outsource it, or lean on automation and a setter, the gyms that win are the ones that never stop nurturing the leads they already earned.Action TakenTreat every new lead as paid inventory that must reach a clear yes or noSchedule daily protected blocks for lead follow upImplement a double dial plus text cadence on every new leadUse short, personal selfie videos to increase show rateAdd simple bonuses or welcome packs to increase perceived value of appointmentsContinue manual outreach even when leads opt out of automated textsDecide if you should remove yourself from the lead nurture roleHire or assign a dedicated setter with clear call, appointment, and show targetsBuild a simple commission or bonus plan tied to shows and closesBook a call with Lasso to tighten your gym's lead follow up system, turn cold forms into real conversations, and convert more of your leads into showed appointments.

Objections usually aren't a money problem or a timing problem; they're a “you never dug deep enough into my goals” problem.Welcome to Gym Marketing Made Simple, the show focused on cutting through the noise around gym growth. Each episode centers on practical marketing, sales, and leadership systems that help boutique gyms build steady momentum without guesswork or constant outreach.Episode HighlightsIn today's episode, Jeff Burlingame walks through how to stop settling for “dumb” goals like “I just want to lose weight” and start uncovering real SMART goals that carry actual value for your leads. He shows you how to ask simple questions, follow the thread, and get to three clear goals so selling feels easy, never pushy, and you and your prospect are actually on the same team.Episode OutlineWhy vague goals create objectionsSMART goals vs “dumb” goalsBreaking down the SMART frameworkReal SMART goal examples from weight lossUsing TED to dig deeper“Follow the thread” approachLocking in numbers and timelinesReality check with simple mathThe three SMART goals ruleSpending time up front to save time laterPartnering with the lead as a teamGetting the whole staff alignedEpisode Chapters00:00 Intro & Lasso Sponsor Message00:29 Why SMART Goals Matter In Gym Sales01:20 Dumb Goals vs SMART Goals02:22 Breaking Down SMART (Specific, Measurable, Attainable, Realistic, Timely)04:05 Using The TED Framework (Tell Me, Explain To Me, Describe To Me)05:12 Following The Thread Like A Detective06:20 Turning “Lose Weight” Into A 30-Pound SMART Goal08:00 Checking If Goals Are Realistic With Simple Math09:15 Why You Need Three SMART Goals, Not One10:28 Making Sales Easy, Never Pushy11:30 Getting Your Whole Team Aligned On SMART Goals12:25 Lasso Resources, Sales Course, And Office HoursConclusionWhen you slow down, ask better questions, and stay with a lead until you uncover three real SMART goals, selling stops feeling like a fight. You know what they want, they see the value in what you offer, and you both walk into the close on the same side of the table. That is where sales get easier, cleaner, and a lot more fun.CTAStart running every intro around clear SMART goals instead of vague “I want to lose weight” answers. Book a call with Lasso to help you refine your sales process together.

Selling gym memberships doesn't have to feel pushy when you know deep down that enrolling someone is the first step to changing their life. Welcome to Gym Marketing Made Simple, the show focused on cutting through the noise around gym growth. Each episode centers on practical marketing, sales, and leadership systems that help boutique gyms build steady momentum without guesswork or constant outreach.Episode HighlightsIn today's episode, Jeff Burlingame breaks down why mindset is the number one factor in gym sales, more important than scripts, lead volume, or offer structure. He walks through simple questions every gym owner and coach must answer before they pick up the phone, and shares a practical mantra that makes sales calls feel more like helping a friend than closing a deal.Episode OutlineWhy mindset makes or breaks gym sales.Four core belief questions:  - Does what you sell work?  - Do you believe in what you sell?  - Do you believe in yourself?  - Will this specifically help your ideal client?Clarifying your ideal client and fit.Reframing sales as helping, not pushing.How mindset impacts call reluctance.Creating a personal sales mantra.Contagious energy in sales.Setting up the next step: structured conversationsEpisode Chapters00:00 Intro & show positioning00:28 Jeff's background and sales series purpose01:33 Why mindset drives gym sales success02:04 Q1 – Does what you sell actually work?02:56 Q2 – Do you truly believe in what you sell?03:35 Q3 – Do you believe in yourself?04:11 Q4 – Will this help your ideal client?05:00 Defining your ideal client & program fit06:20 Selling as helping when all answers are “yes”07:43 Call reluctance and heavy-phone feeling08:25 “Born salespeople” vs learned mindset09:10 Creating your personal sales mantra10:38 Short mantra: “I'm here to make a friend”12:15 How mindset causes bad sales months12:55 Positivity vs negativity in sales calls13:40 Getting your team's mindset aligned14:15 Why you need a structured sales conversation nextAction TakenFor owners and coaches:Ask and honestly answer the four belief questions about your service and yourself.  Define your ideal client profile and who your program is best for. Create a personal sales mantra you can repeat before and after calls.Treat each sales interaction as a chance to make a friend and understand someone's problem.  For your team:Run staff through the same belief questions. Share and align on a shared mindset around selling as helping. Encourage the team to track wins and losses as part of their mantra practice.  ConclusionA strong sales month in your gym starts long before the phone rings. When you're clear that your service works, you believe in it, you believe in yourself, and you know exactly who it's for, every sales call turns into a chance to guide someone to their starting line. With a simple mantra to ground you after both wins and losses, you can show up positive, present, and curious—making it easier to pick up the phone, connect with leads, and enroll the right people into your gym.Call to ActionIf you're ready to stop dreading sales and start closing with confidence, share this episode with your team and start answering the four mindset questions together today. 

Stop giving gym tours and hoping people sign up. Start running sales conversations that almost naturally lead to “Yes.” Welcome to Gym Marketing Made Simple, the show focused on cutting through the noise around gym growth. Each episode centers on practical marketing, sales, and leadership systems that help boutique gyms build steady momentum without guesswork or constant outreach.Episode HighlightsIn today's episode, Jeff Burlingame breaks down a simple, repeatable “structured conversation” that turns random gym introductions into intentional sales appointments, creating momentum, revealing real goals, and helping prospects decide to start now. Episode OutlineWhy every gym needs a point A–to–point B sales framework, not a loose chat or casual tour  The concept of “momentum of agreement” and why prospects should be saying “yes” all along the way .Ideal appointment length (30–45 minutes) and why too short or too long costs you sales  How to build rapport through questions, active listening, and using the prospect's name with intention  The power of being the person who asks the most questions in any interaction  What SMART goals really look like in a gym setting and why “I want to get stronger” isn't enough  How to dig for at least two to three SMART goals with clear, specific follow-up questions  Desire and urgency as the two non‑negotiables behind every sale  Why “budget” is often a defense mechanism—and how true desire makes people find a way  Using future pacing to paint the “joy state” once goals are achieved  Exploring the “pain state”: what happens if nothing changes and goals are never hit  Tying joy and pain together to unlock emotional drive and help prospects commit  Episode Chapters00:00 Intro and show setup00:29 Why every gym needs a structured sales conversation02:10 Moving from casual gym tours to intentional sales frameworks03:30 Building rapport: blind date mindset and appointment length05:15 Active listening, asking better questions, and using names07:00 SMART goals: going deeper than “I want to get stronger”08:30 Why desire and urgency drive every sale (budgets as defense)10:15 Unlocking desire with future pacing and “joy state”12:30 Exploring the “pain state” if nothing changesAction TakenCreate a documented structured conversation framework for gym intro or no-sweat appointments that:  Moves prospects from first hello to clear yes/noTargets a 30–45 minute average appointment lengthBuilds momentum of agreement throughout  Build a rapport-training checklist for staff that focuses on:  Asking the most questions in the roomPracticing active listeningUsing names frequently and naturallyRelying on open-ended follow-ups (“Tell me more about that…”)Add a requirement to collect at least three SMART goals from every prospect and script the exact questions to get themDesign question prompts to unlock desire and urgency, including:  Future pacing (joy state): What life looks and feels like when goals are achievedPain state: What it costs them if nothing changes  ConclusionA predictable gym sales engine starts with a clear, structured conversation. When you stop giving casual tours and start leading prospects through a framework that builds rapport, clarifies SMART goals, and ties those goals to both joy and pain, the decision to join becomes much easier. With the right questions and flow, you're not pushing people—you're guiding them to a confident “yes” at the true beginning of their fitness journey with you.CTAReady to turn your intro appointments into reliable sales conversations?

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