Gym things: I had a membership at this really nice gym. The problem? Traffic to get there is like 45 mins each way. There’s a gym closer that would only take 10 mins to drive. I went there today. Here’s how you handle gyms.

1) when buying a membership go near the end of the month. While on “tour” you’ll likely see the sales offices. So? Well they write on the wall the sales reps and their quotes plus who is and isn’t close. And? That’s very informational.

My tour was about to begin but I got a look at the board. I interrupted my salesman and I said I’ve worked out my entire life. Tell me what’s amazing here and what’s odd and we can save time.

He looked at me and said well there is nothing unusual and we win prizes for being the cleanest gym around. (My poker face almost cracked at the prospect of a super clean gym). I said ok, let’s cut to the chase. I have one more gym to visit.

It’s far from home but close to work. Wanna save me a trip? He looked confused. I said wave your initiation fee and I’ll sign up. Throw me a few months free and I’ll sign my friend up.

He was completely caught off guard. He said oh I have to speak to my manager. I got up and said alright thanks I gotta go. He said wait wait. I can wave the initiation fee and give you 3 months free if you sign your friend up.

I said alright throw in 2 gym bags and water bottles and you got a deal. He hesitated but he agreed. Now for the clever bit. I offered to pay both memberships in full for the year if he gave me a discount. He said nope. Can’t do that. I said time value of money man!

He said let me get the manager. I said ok he brought the guy over and the manager said, whatever he wants give it to him. He’s basically gotten everything else already. So the guy goes he wants to pay up front. Manager declined. I knew this would be the case.

I said ok, I’ll take the monthly fee but cross out the 12 month commitment so I can cancel at will. They both looked at each other. Spoke for a few minutes and agreed. Before I was about to sign, I said I want this rate grandfathered in going forward. He said...

Jesus. What are you going to ask for next? I said, well you’ll just have to wait and see. So he’s got all the papers lined up and the manager is sweating. He said ok, how about I throw in 3 personal training sessions?

I said no, throw that in as free months memberships instead. He goes I can’t the system won’t allow it. I said ok, give me pro shop gift cards of equal value. He said ok I can do that. I got the deal. The manager offered to hire me if I wanted the salesman’s job.

We all laughed. Moral of the story? I saw on the board 3 pieces of info. My guy touring was dead last. Which sucks cuz he has no incentive. But he was 6 sales from first. It was a shot in the arm. The prize was top sales for November wins a new phone to go with their bonus.

That’s not why I had leverage. They also had the sales manager’s competition on there. Turns out the manager of the club was barley hanging on to his lead. His prize was a trip to Hawaii, IF his club won. That’s why he was willing to basically give away the store.

Key take aways for y’all? Know what the other person wants and needs. Dangle the carrot. Hold back some info in the drawer. As they are getting high because you agreed, ask for more. In that state of mind they’ll give you more. This can work 2,3 times in one sitting.

After that the affects of it wear off. None of this is possible if you don’t do your research ahead of time. I know what the membership costs. I know what a monthly quota for a salesman is. I know what prizes they give away for November pushes because December is a dead month.

Use the strategy wisely friends.