Club Insider

About Casey Conrad

Casey ConradCasey Conrad

Casey Conrad has been in the health and fitness industry for over 25 years. She is the author of numerous books, audios and videos on the sales and marketing of health club memberships. She is the President and Founder of the Healthy Inspirations weight loss franchise and the creator of the Take It Off Weight Loss Program, available to health clubs and corporations for licensing.

Phone: N/A
Email: takeitoffweightloss@yahoo.com

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Making 200+ Sales a Day
April 1994 - Read Article...

Maximizing New Year's Revenue Opportunities
February 2008 - Read Article...

Maximizing Sales In This Hyper Competitive Market
November 2015 - Here's the most common question I get from club owners/operators these days: "What can we do to get more traffic through the door?" Maybe you've found yourself asking the same thing lately? It's no secret that the marketplace has more competition than ever before. Between the big box chains, the independent club operators, 24-hour key-card facilities, the boutiques like CrossFit, yoga, Pilates and spin studios, the non-profits and the low-price clubs, the space is very, very crowded. Add to this situation the reality that marketing is just plain difficult. Traditional marketing doesn't work well anymore, yet most haven't seemed to unlock the magic of online mediums. Read Article...

Mining for "Sales Gold"
May 2017 - For many readers, spring has sprung, and that means consumers are coming out of winter hibernation! Shorts are being tried on, and soon enough, bathing suits will be worn. As a result, spring is a time when many consider re-starting the exercise program that has fallen by the wayside. For health and fitness facilities, this means that spring is an ideal time to tap into databases of prospects and former members who have had some exposure to your business. As we know from published studies by IHRSA, a person is 300% more likely to join a fitness facility that he has been exposed to as compared to an advertisement he sees or receives. Read Article...

Multiple Ways to Generate Leads This Summer
July 2011 - Traditionally, summer is dreaded by both salespeople and club operators alike. Membership and prospect traffic slows as people enjoy the nice weather and fall out of their normal routine. Of course, this means fewer sales, less revenue and smaller commission checks, which doesn't make anyone happy. My perspective on summer is a bit different. Read Article...

New Twist to Marketing Approach Boosts Club's Response Rate
April 2000 - Read Article...

New Year Sales Success
January 2017 - "It's the most wonderful time of the year!" and I'm not talking about the famous Christmas song; I'm talking about January in the health club industry. Every fitness operator knows that a huge percentage of their annual sales come in the first 2-3 months of the year when consumers set New Year's Resolutions and flock to the gym. Owners and salespeople alike are in bliss because prospects are pouring in (in-club and online), and tours to conversions come relatively easy. Read Article...

No & Low-Cost Marketing
Does It Still Exist?

March 2018 - I belong to a local, "boutique" functional fitness facility that's less than five minutes from my home. Although it is not a CrossFit, it has the same type of workouts, just safer. I call it, "CrossFit for the joint conscious." At 53 years of age (how did that happen!?), I am right in the middle of the pack for a member profile. I don't know exact numbers, but the facility probably has about 250 members with the prime-time classes almost always full or close to capacity. The owner has run a very occasional Facebook ad, and once in the three years in which I have been a member, he ran a referral promotion with internal signage advertising a free T-shirt when you bring a friend who joins. Five years in existence, doing a bang-up business and has barely spent a dime on marketing... Hmmmm. The physical location is "B" at best. It's drafty, there are no locker rooms and one small shower... You get the picture. Read Article...

One Company Redefining an Industry
March 2000 - Read Article...

Putting the Service Back Into Sales
June 2018 - It's no secret that the retail landscape has forever changed as Amazon (and other online options) makes it ridiculously easy to buy online. We have all seen some of our favorite, local stores close their doors. Many larger chains have consolidated, and in some cases (Toys-R-Us most recently), bankrupted. One would think that, in an effort to keep more customers, retail stores would work harder at customer service; sadly, this doesn't appear to be the case. Although a gross generalization, today's employees appear to have more interest in checking their phone than in on a customer. Add technology to the equation and what you often get is a very impersonal customer experience. I may sound old fashioned, but I find that getting good service is more the exception than the norm. It's frustrating and sad. Read Article...

Revaluating Referral Systems At Your Club
March 2015 - Regardless of what business you're in, obtaining new customers through referrals is by far the best source of new prospects. First, a referral is pre-sold on the company, the product, and perhaps, even the salesperson. Second, the cost of acquisition from a referral is typically less than any other form of marketing. Third, and perhaps one of the most important, is the energy generated because of others publicly endorsing your product helps to create a top-of-mind awareness that most companies can't afford to buy. Read Article...

Sales Preparation For The New Year
December 2014 - January is the time of year salespeople look forward to because of the high volume of "easy" sales walking through the club doors. Let's face it; for those who work hard through the slower summer months, New Year's is the payoff, bringing with it prospects who need little or no persuasion to join. It may surprise you then when I say New Years can also be a very dangerous time for salespeople because it creates an environment where selling skills lose their sharpness. This happens because of eager-to-buy prospects but also because the volume of traffic results in sales numbers being met even if closing percentages go down. Reduced closing percentages often happen because salespeople are rushed through the qualifying and touring process due to waiting prospects. Read Article...

Sales Training With A "Personal Touch"
January 2006 - Read Article...

Sell More With Greater Rapport!
March 2012 - Whether you are a club operator or a membership salesperson, your goal is to sell more memberships. With the economic and competitive challenges that most clubs face, everyone is looking for that "one thing" that can help them convert more prospects into paying members. Read Article...

Selling in a Hyper-Competitive Market
May 2019 - "With no discernible difference in product, consumers will always buy on price." You hear some version of this quote all the time in sales and marketing books, and it's true! For example, walk into a retail store to buy some electronics. There are ten versions of what seemingly appears to be the "same" product. Upon further inspection, and perhaps education, you discover the differences that help you justify buying something more than the least expensive. Read Article...

Selling the Information Call
October 1994 - Read Article...

Selling The Old Fashioned Way
April 2002 - Read Article...

Selling With Technology
Part I

October 2013 - Have you ever been out shopping or dining and actually stopped to scan the room, noting how many people in that moment are on their smart phone? How about just walking down the street and realizing the number of individuals who aren't paying any attention to where they are going because they are reading a text, an email or sending a message? When you think about the "state" of technology in our daily lives today, compared to just five years ago, it is astounding. Read Article...

Selling With Technology
Part II

November 2013 - In the first part of this article series, we focused on how to utilize your clubs' online guest pass to maximize both leads, and ultimately, sales. In this article, we will discuss Facebook, which is the most popular social media platform as of this writing. Read Article...

Successful Strategies For Making Trial Memberships Work
July 1999 - Read Article...

Successful, Long Term, Happy Salespeople?
December 1994 - Read Article...

Taking Your Marketing Efforts to the Next Level
Part I

October 2000 - Read Article...

Taking Your Marketing Efforts to the Next Level
Part II

November 2000 - Read Article...

Tap Into Customer Emotions
May 1994 - Read Article...

Tapping the Niche Market
August 2017 - I was introduced to the slogan, "You get rich in the niche," in 2006 while attending a 3-day marketing course in Los Angeles held by Mark Victor Hanson. If you don't recognize the name, he is the co-author of the brand, "Chicken Soup for the Soul," which started out with a single book that offered inspirational stories submitted by others and put into a collection. That book became a series that has now sold more than the Bible! The books morphed into a brand that included food items, pet items, clothing and more. Read Article...

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