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About Ray Gordon

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Previous Articles

Showing 1 - 22 of 22 Articles

About Our Authors

"Circle of Membership Success"
Sales. Retention. Referrals. - Part I

April 2001 - Read Article...

"Circle of Membership Success"
Sales. Retention. Referrals. - Part II

May 2001 - Read Article...

"Circle of Membership Success"
Sales. Retention. Referrals. - Part III

July 2001 - Read Article...

"What This Means To You Is..."
December 2008 - Six magic words that identify a professional membership salesperson are: "What this means to you is..." In previous articles, I have discussed the value of the proper greeting; presenting yourself as someone who is genuinely enthused to meet the prospect and is willing to help him. The non-exercising prospect has many options other than joining your club. Read Article...

A Peacock That Sits On Its Tail Feather is Just Another Turkey!!!
July 2007 - Read Article...

Cliff Buchholz
A Man of Values, Vision, Conviction and Caring

February 2008 - Read Article...

Every New Member Is Valuable!!!
May 2009 - Let me tell you a story... Supposedly, Henry Ford, when he went on the first inspection tour of his new Ford dealerships saw the big blue Ford oval mounted on a sign which read Ford Sales and Service. He turned to his General Manager and said, "I want you to change that sign. I want it to read Ford Service and Sales. Read Article...

Get Your A.S.S. in Gear!!!
April 2009 - Accepted Success Solutions (A.S.S.) are things that you do for your members which dramatically increase their chances of change and success. At the recent IHRSA Convention in San Francisco, I encountered numerous club owners who were reducing their dues to compete with the large number of low-priced clubs that are coming into their market area. While that may be the correct direction for some, it won't be a feasible option for most monthly dues-based clubs in America. Read Article...

Give You Referrals...
Why Should They?

November 2002 - Read Article...

Information Phone Calls
T.L.C. - Think Like A Customer

May 1999 - Read Article...

It Starts With You
Make it Happen!

January 2009 - The great thing about being in health club membership sales is all the opportunities we have to help people do the right thing. The statistics are overwhelming that exercise produces positive results. Even very moderate exercise on a consistent routine results in beneficial health changes. Your club provides the vehicle for them to get safer, faster results which in turn, motivates them to continue and make an important lifestyle change. Read Article...

Make It Happen, Sell More!!!
November 2008 - That's right, sell more memberships. Everyone is acutely aware of the current economic situation. Most clubs are experiencing a large reduction in guest traffic. Yet, most clubs are obtaining a higher closing ratio on their available guests. This means that some people are seeing the benefits of exercise and a healthy lifestyle. Read Article...

Membership Opportunities
October 2008 - In today's competitive market, fueled by the recent emergence of really low priced clubs competing for your members, professional clubs needs to stand out in the community with special programs that are highly successful. Every recent report on the weight epidemic in the United States places an emphasis on lack of proper exercise and oversized portions as major contributors to the weight problem. Read Article...

Membership Responsibilities Make The Difference
July 2008 - I believe each club has something unique and special that can stimulate the interest of a non-exerciser. This message has to be packaged and very cost efficiently conveyed to the local market to create new members. These new members only represent true growth when they are successful in achieving their goal of a healthy lifestyle. Read Article...

Now is the Time to Fix the Future
October 2007 - Read Article...

Referrals! Referrals!! Referrals!!!
June 2008 - Read Article...

They Who Adjust... Survive
Resolve to Be a Master of Change Rather Than and Victim of Change

May 2007 - Read Article...

Thrive vs Survive!
Make It Happen!!!

February 2009 - Make it happen!!! Instead of spending your time thinking about how bad things are, think about how to capitalize on every opportunity. Then, spend your time thinking about how good it could be. Read Article...

Want More Results?
October 1997 - Read Article...

What a Great Industry!
New Year's Resolutions

January 2003 - Read Article...

What An Opportunity!
February 2003 - Read Article...

Where Does Your Team Need Help?
August 2008 - Business evolves constantly. Economies change. Business strategies and tactics need to evolve and change, too. This means you constantly need to be monitoring your staff expertise. To ignore this fundamental truth puts your business in jeopardy, especially in today's hyper competitive times. Read Article...

About Our Authors