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Mike Kincaid
CMS Midwest
915 N. Grant Street
Lebanon, IN  46052
Phone: (317) 341-5934
Fax: (765) 482-8155
CMS Midwest Consultant - Mike Kincaid

MIKE KINCAID
  • Recipient of 2002 CMS Consultant “Exceptional Performance Award”
  • CMS Consultant of the Year, 2001
  • Certified CMS Club Consultant, Master Level
  • Certified Club Manager
  • “Blueprint for Excellence” Certified Coach
  • Director of Education for CMS Int’l.
  • Speaker for IHRSA, Club Industry, CanFitPro, AsiaFit
  • Industry experience, 33 years
  • Club owner, 23 years
  • Martial arts school owner, 22 yrs.
  • 8th Degree Black Belt
  • United States Karate Alliance World Champ ‘95
  • USKA Hall of fame member
  • IRHSA member
  • 5 time Indiana State Karate Champion

FITNESS CLUB TRAINING BY MIKE KINCAID

What’s In Your Garage?

Advances in Training Can Keep your Club Systems
 from Becoming a Real Mess

Call Now for your
 FREE CMS Product Catalog
(317) 341-5934

Call now to schedule a Sales Training Program that is guaranteed to increase sales and motivate our staff. Show your staff you really care by providing them with the tools and the training that will increase their commissions.  Call Today!!

 

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Date Title Info
Apr 06, 2005 Justify the Variable Initiation Fee (4/6/05) HOW TO JUSTIFY THE VARIABLE INITIATION FEE..... The day will come when one of your members will come storming into your office and delcare that you are an idiot and he or she is upset because they purchased their membership at a higher price than you are offering it at right now during this "stupid membership special." This is the day of reckoning and one that you must be ready to deal with. The following argument should equip you with sufficient ammunition.... MGR - "Please Mr. Jones, have a seat. I'm sorry you're upset. Please let me explain our position." MR J. - "Sure!" MGR - "Mr. Jones, this club just like any other business, must continue to increase its income to keep up with rising costs." MR J. - "Uh huh!" MGR - "We really only have 2 sources of increasing income: 1) Raising the members' fees or 2) Increasing the size of the membership." MR J. - "Yeah!" MGR - "You see, we had to make a decision whether to raise your fees or try to get more members. We chose to go after more members and we felt the best way to get them was to create a special offer." MR J. - "I see!" MGR - "So actually by giving the new members a discount, we are able to hold your dues stable. In this way we are trying to save you money." MR J. - "Well, okay, that makes sense." This conversation is one that has actually transpired in manager's offices. Most members seem to realize the reality of the club business from this point on.
Mar 31, 2005 The Short Burst Sales Campaign (3-30-05) This is the most cost effective of all campaigns. It consists of marketing a special membership offer for a very limited time. Usually one week or less, commonly 1 or 2 days. The product sold may be either a permanent type membership or an ICF type membership. The is to advertise and promote a build-up for as long as two weeks before the offering and run the offer for a very limited time period. ADVANTAGES OF SHORT BURST.... 1. They produce a high impact in a very short period of time. 2. They are quite cost effective and with a limited budget you would hopefully get your money back fast and would be able to use it for another campaign. 3. They are highly and quickly measurable. In a matter of a few days, you know what your results are and can proceed with future plans.
 


10 Ways To Generate More High Profile Prospects

  1. On your contract include spaces for three 7-day guest pass referrals.  Instruct your sales people to ger 3 referral names each and every time they sell a new member.
  2. A “Courtesy List” may be given to each member.  They will write in peoples names they would like you to send a guest pass. 
  3. Sales people should call each and every member they sell every 30 days.  During the conversation ask for a referral.
  4. Place lead boxes around the club asking members to put names in of people they would like to introduce to the club.
  5. Go through your personal phone book periodically looking for people that should be invited into the club as your guest.
  6. Drop a note or call recent guests of the club.  Invite them back and ask them if they’d like to bring a friend.
  7. Look in the newspaper for newlyweds.  Send them a one month gift certificate.
  8. Develop an intresting speech on fitness.  Volunteer to present it at local service clubs.
  9. Develop a referral-reward program for employees to bring in friends. This works best when done once per year.
  10. Run a short term fitness program for beginner types.  Charge $49 for a six week program.  Then try to convert them to full memberships. This is called a “feeder program”.