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Tres Kennedy charged $150 a month for personal training plus unlimited group classes. He thought no one in his small Alabama town would pay more.

In this episode of “Run a Profitable Gym,” John Franklin sits down with Two-Brain mentor Tres Kennedy to talk about packaging, pricing and handling objections.

Tres explains how he moved from giving away his on-ramp to prescribing coaching at nearly double the price, and what happened to his gym’s close rate, staff pay and retention.

Then John and Tres role-play a real consultation, working through the objections gym owners hear most: “I need to think about it,” price pushback and “I need to talk to my spouse.”

Tune in to learn how to charge what you’re worth and keep the sale moving when a prospect hesitates.

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0:00 - How he first priced and packaged his gym

2:37 - His offer today and the fear of charging more

5:41 - His average prospect and what changed after raising prices

10:04 - Building conviction and checking your pricing

13:10 - Objection-handling role-play

16:34 - Framing the solution and presenting the price

19:18 - Handling “I need to think about it” and price objections

25:00 - Standing firm when prospects want something cheaper

31:50 - Handling “I need to talk to my spouse”

34:25 - Advice for owners who struggle to charge what they're worth