If your free fitness consultations fail to convert, you’re not alone. Here’s a look at why and what to do about it. It’s not a body composition assessment or a movement screen. It’s something that once set up doesn’t require you to lift a finger. But it will make every single one of your consultations more productive. Helping Hand? First, I want to say this. We love to help. Fitness professionals and health coaches love to help. We overdeliver. And that is a quality that makes you such a warm coach. However, you’ve got to have boundaries. You have a business. You’ve got to find the clients who do want to do the work. Those who expect that you wave a wand and they reach their goals easily make the relationship an energy drain and usually get the least amount of progress. That said, it’s not only about conversions. I always enter a consultation with the frame of mind that the person I’m talking with will get value from the call even if they buy nothing. If they don’t take a next step, or don’t do it right then, they will get value. Passionate About Fitness To you givers, though I say this: always ask. You must ask for the sale in order to get a yes. Sure, there is that 1/100 who will interrupt you and ask how to get started. Honestly, that’s me. When I’ve gotten so far as to do a consultation and I know what the bottom line is and the value of whatever the transformation is to me, I may interrupt and say, “Look I’m ready, how do I start?” What that means is during your consultation you should slip in a chance to by early for those fast-action takers. You can talk people out of doing it by making them feel aggravated and going on too long.  How to Fix Your Fitness Consultations Fail to Convert Rate A survey (or application) so you can pre-qualify them. You can make it a part of your process. You actually share the link to the Survey FIRST and on the thank you page after they hit “submit” they will get the link to book the appointment. You can have survey/application link in the calendar booking link they open. (This method will result in some people booking without ever filling out the survey. When that happens, I cancel and let them know that it’s because they didn’t give me enough information about the meeting). It’s important to me (and YOU) not to waste my time. I’d love to help as many people as I can but I can’t help tire-kickers. Those “squatters” who just think you’re so nice for doing this for free… have no intention of buying and have every excuse why not to start or they can’t afford it. Who Do You Serve BEST? Remember, not "everyone" is your people. If you want high-quality clients who pay a premium price and expect premium service, you too can expect that they give a premium effort. The way someone books this consult shows you exactly who they are. I’d rather work with lawyers, realtors, professionals who are serious about doing the work and who can follow directions. Push back at the beginning means a rocky coach-client relationship for the duration of coaching. If you’re applying for the Fitness Marketing Mastery Build Your Business (BYB) Mastermind for instance, I have personal trainers, health coaches, studio owners attend a masterclass first, then apply/enroll. They then do a call with me. If either of us has reservations about moving forward or whether the mastermind is right for them, they’re refunded, before they ever see materials and content. Once they do see the current content, the library of 2021 mastermind content they get as a bonus to begin building Black Friday, the additional bonuses to start generating revenue the next weekend… I do not refund. I do guarantee, if someone shows proof of doing the weekly work, that they will increase monthly revenue by $5000 or more or I will work with them until they do. What should you ask on the survey? Ironically, it matters less than there is one. There are a few pre-screening questions you want, but they are not absolute. Ask questions that get them reflectin