1. RELATIONSHIP SELLING “It’s all about farming vs. hunting”

2. Nurture the Relationship The emotional bank account It takes multiple transactions to establish a relationship You can’t force the relationship Relationships are based on each party’s interests being served- it takes two to tango!

3. The Stay in Touch Program “Sounds like a Trac to me”

4. Prospective Members Release non-joiners from sales pressure Use your Club Pro & Tel-Trac Create “deposits” Follow-up with “offer” Continue process every few months Evaluate results regularly

5. Existing Members Integrate the member Fit-trac Orientations Bonding Member Referral Programs Club Programming Recognition Programs Follow-up Constant contact Follow-up letters/calls (deposits) Send letter/call with an “offer”

6. Stay in Touch Be Proactive. They have invited you in. Communicate to establish a relationship (threshold strategy). It takes a system! Tel-Trac & R-Trac

7. RELATIONSHIP SELLING “It’s effective and It pays off” THE END