Episode 105: Selling Hybrid Memberships, with Dr. Brian Strump

Dr. Brian Strump is the owner of Live Active Charlotte, CrossFit Steele Creek, and a few other companies.  An early adopter of the prescriptive model, Brian was one of the first to offer hybrid memberships in a CrossFit gym. His current top membership rate is $919 per month.

Part of my mission on this podcast is to change the perspective of scope for other CrossFit affiliates: to show where the high bars and gold standards sit and demonstrate to listeners what's possible. Just like seeing an athlete deadlift 600 lb. and then run a sub-six-minute mile, we all need models of what's possible at the top end. If you set your rates based on what other local affiliates are doing, or what you think "the market will bear," you're probably guessing. I did it too. And it's probably killing you, like it almost did me.

Obviously, you can't jump from a $150 membership to a $1,000 membership overnight—at least, not with the same service, and not with the same mindset. What makes a difference? A larger view of your business. And mentorship.