Persuasion expert Michelle Bowden, whose episode 83 on the Fitness Business Podcast ranks in the all-time top 20, is back to break down the science of influence and how to connect with every prospect and member. If you want to boost sales, retention, and team member engagement without resorting to manipulative tactics or "buyer's remorse," this episode is a must-listen. Michelle explains the difference between influence and authentic persuasion, introduces her four persuasion types, and gives practical, 1% tips you can implement today to become a stronger communicator and get more of what you want in life.
Key highlights from the episode:
- Persuasion vs. Influence and the Four Types: Michelle advocates for persuasion as the assertive approach to achieve lasting change, contrasting it with coercive influence which often leads to "buyer's remorse". Her system identifies four persuasion types—Wise Owl, Commanding Eagle, Friendly Brolga, and Captivating Peacock—to help tailor communication to the specific stakeholder.
- Managing Objections with P.O.O.: Use the five-step "Pacing Out Objections" (POO) technique to handle common sales resistance. A crucial step is to stop using "but" and "however," which trigger a fight/flight response, and instead use joining words like "and" or "so" to bridge your argument.
- The Power of Commitment and Position: To sell professionally without being pushy, leverage the Law of Commitment and Consistency by having the customer articulate and commit to their own goals, such as by completing their own goals form. For better listening, adopt Second or Third Position (focusing on their needs or an elevated view) rather than the self-indulgent First Position.
Curious about the future host of Fitness Business Podcast? That's Zoe, the host JT's daughter!
Know the SECRET codeword? Submit it here for the chance to win a $100 Amazon Gift Card!* https://www.fitnessbusinesspodcast.com/codeword
Ready for more:
- Become an FBP Insider and get 7 days FREE to start! Learn more on Patreon: https://patreon.com/FitnessBusinessPodcast
- Our FREE LIVE online events created specifically for fitness business owners, managers, and coaches who want to sharpen their skills and grow their business - Learn More: https://fitnessbusinesspodcast.com/onlineevents
- Call in and let JT know if you think this has been the best season: https://fitnessbusinesspodcast.com/leave-us-a-voicemail/
- Leave a rating on Spotify or Apple Podcasts: https://fitnessbusinesspodcast.com/review/
Quotes:
"Persuasion is actually what we're trying to do. And whilst there are five main ways to influence, there's actually four ways to persuade." - Michelle Bowden
"Stop saying ‘but’ and ‘however’. You don't even know how often you say it. It is just not functional communication to say it." - Michelle Bowden
"To win in the next 90 days by persuasion, start by caring about what the other person wants and then giving it to them." - Michelle Bowden
Resources:
- Become an FBP Insider on Patreon: https://patreon.com/FitnessBusinessPodcast
- Fitness Business Podcast’s LinkedIn Community: https://www.linkedin.com/groups/9878228/
- Mystery Shopping for Fitness Businesses: https://mysteryshoppingforfitnessbusinesses.com.au/
- Episode 83 of Fitness Business Podcast: https://fitnessbusinesspodcast.com/michelle-bowden-using-presentation-and-communication-skills-to-connect-with-your-clients-members-and-teams/
- Michelle Bowden’s 7 Tips for Remembering People’s Names - On Patreon only - https://www.patreon.com/posts/7-tips-for-names-141609461
Our Guest:
Michelle Bowden, Director
LinkedIn: https://www.linkedin.com/in/michellebowdenenterprises/
Website: http://www.michellebowden.com.au
Facebook: https://www.facebook.com/michelle.bowden.1671
Instagram: https://www.instagram.com/_michellebowden/?hl=en
Merch Sponsor:
Be a Merch Sponsor - https://fitnessbusinesspodcast.com/merch/
REX Roundtables:
Website: www.REXRoundtables.com
Email: Eddie@REXRoundtables.com
Supplier:
EGYM Instagram: https://www.instagram.com/egym_global/
EGYM Website: https://us.egym.com/en-us
Dana Milkie's LinkedIn: https://www.linkedin.com/in/dana-milkie-38ab47/
REX Roundtables Trusted Suppliers:
Make sure to check out other REX Roundtables Trusted Suppliers:
Atlantis Strength: made by and for those who are dedicated to shaping greatness. https://atlantisstrength.com/
ABC Fitness: provides gym management & software solutions. https://abcfitness.com/
Digital Revenue Systems: offering digital revenue opportunities for you. https://www.digitalrevsystems.com/
Centr Hyrox: The official equipment provider for Hyrox. https://shop.centr.com.au/collections/hyrox
Covery: Wellness recovery franchise offering cutting-edge restorative services. https://www.thecovery.com/franchise
Skip to the good part:
00:00 Welcome, Season Wrap-up, and Guest Introduction (Michelle Bowden)
02:00 Season Four Giveaway: How to Win a $100 Amazon Voucher
03:00 Tailoring Communication Styles: Persuasion vs. Coercive Influence
10:00 The Four Persuasion Types: Owl, Eagle, Brolga, & Peacock
14:00 1% Gains and Tips for Remembering Names
21:00 Handling Sales Objections: "Too Expensive" & "I Need to Think About It"
22:00 The 5-Step Pacing Out Objections (P.O.O.) Technique (and why to ditch "but")
29:00 Being Persuasive Without Being Pushy: The Law of Commitment and Consistency
33:00 Active Listening and the Three Communication Positions (First, Second, Third)
37:00 Challenge: How to Win in the Next 90 Days by Persuasion
About Our Guest: Michelle Bowden is the number one speaker on persuasion at work and the authority on persuasive presenting in business. She created the Persuasion Smart Profile®, a world-first psychological assessment tool for workplace persuasive strengths. Michelle is a best-selling, internationally published author of How to Persuade and How to Present. As a multi-billion-dollar pitch coach, her client list spans international businesses in banking, IT, pharmaceutical, retail, and more. Her popular Masterclass has been run over 1,000 times for more than 13,000 people.
About Your Host: Justin "JT" Tamsett is a fitness industry veteran with over 30 years of experience who aims to reduce global healthcare costs by promoting physical activity. Through his company Active Management, he provides business coaching to fitness entrepreneurs, leads 8 REX Roundtables in the US and Australia, and has spoken at over 40 conferences across 23 countries. His ultimate goal is to create a world of opportunity for his daughter Zoe by helping more people move and stay healthy, while empowering gym owners to build successful businesses that contribute to a healthier society
Please note: We only recommend products we care about (affiliate links support our free content). Thank you for your support!
Discover the surprising power of "Radical Customer Obsession" with author and expert Amanda Stevens. She explains that in a digitally distracted world, the key to success is getting to the heart of what your customers really need, not just what they tell you. From understanding the "Inner Circle" dynamic of female members to learning from other industries, this episode is packed with brilliant insights on how to create a "sticky" business that defies market pressures and turns customers into disciples.
Key highlights from the episode:
- Know Your Customer Intimately: Get "insanely curious" about your members, because the person who joined your gym isn't the same person they are today.
- The Power of the Inner Circle: For female members, the "inner circle" of 2-3 friends is a primary source of information. Gaining a higher market share of these circles can increase member loyalty and tenure.
- High-Tech, High-Touch: The future of the customer experience in the fitness industry will exist at the intersection of high tech and high touch, where you leverage technology while focusing on human moments that algorithms can't compete with.
Curious about the future host of Fitness Business Podcast? That's Zoe, the host JT's daughter!
Know the SECRET codeword? Submit it here for the chance to win a $100 Amazon Gift Card!* https://www.fitnessbusinesspodcast.com/codeword
Ready for more:
- Become an FBP Insider and get 7 days FREE to start! Learn more on Patreon: https://patreon.com/FitnessBusinessPodcast
- Our FREE LIVE online events created specifically for fitness business owners, managers, and coaches who want to sharpen their skills and grow their business - Learn More: https://fitnessbusinesspodcast.com/onlineevents
- Leave us a voicemail: https://fitnessbusinesspodcast.com/leave-us-a-voicemail/
- Leave a rating on Spotify or Apple Podcasts: https://fitnessbusinesspodcast.com/review/
Quotes:
"The members that you have in your club right now are not the same people that joined." - Amanda Stevens
"If you make people advisors, you make them advocates." - Amanda Stevens
"Customer experiences are really just employee experiences played out one by one." - Amanda Stevens
Resources:
- Become an FBP Insider on Patreon: https://patreon.com/FitnessBusinessPodcast
- Fitness Business Podcast’s LinkedIn Community: https://www.linkedin.com/groups/9878228/
- Mystery Shopping for Fitness Businesses: https://mysteryshoppingforfitnessbusinesses.com.au/
- Episode 171 of Fitness Business Podcast: https://fitnessbusinesspodcast.com/171-ignite-the-customer-experience-in-your-fitness-business-with-amanda-stevens/
Our Guest:
Amanda Stevens, Author and Keynote Speaker on Consumer Trends and Customer Experience
LinkedIn: https://www.linkedin.com/in/marketingamanda/?originalSubdomain=au
Website: https://amandastevens.com.au/
Radical Customer Obsession Book: https://amandastevens.com.au/rco-order/
Merch Sponsor:
Be a Merch Sponsor - https://fitnessbusinesspodcast.com/merch/
REX Roundtables:
Website: www.REXRoundtables.com
Email: Eddie@REXRoundtables.com
Suppliers:
Brittany Ficano, Program Director at Budderfly: https://www.linkedin.com/in/brittanyficano01251991/
Website: https://www.budderfly.com/
LinkedIn: https://www.linkedin.com/company/budderfly-inc/
Facebook: https://www.facebook.com/budderflyenergy
Instagram: https://www.instagram.com/budderfly_inc/
Optimizing Energy for Healthcare & Fitness Facilities: https://www.budderfly.com/the-budderfly-effect/healthcare-fitness/
REX Roundtables Trusted Suppliers:
Egym: Providing digital fitness solutions and equipment. https://egym.com/uk
Budderfly: Increasing energy efficiency with no upfront costs or risk https://www.budderfly.com
Lionel University: flexible online programs in exercise science. https://www.lionel.edu/
EVOLT 360: providing body composition analysis technology. https://evolt360.com/
American Barbell: getting to you high-quality fitness and strength equipment https://americanbarbell.com/
Skip to the good part:
00:00 Introduction to the guest Amanda Stevens and her book
03:00 Why customer obsession is so important in a noisy, digitally distracted market
04:00 The evolving consumer and the collision of fitness, wellness, and anti-aging
06:00 The future of health and preventative care, and what fitness businesses can learn from it
08:00 Learning from other industries: The "safari tours" concept
10:00 Case study: Mecca's radical approach to knowing its customer
12:00 The fear of niching down and understanding customer avatars
14:00 Loyalty programs: The secret to stickiness or a source of friction?
16:00 Two key strategies: curiosity and celebration
19:00 The importance of an internal customer experience strategy and employee retention
21:00 The "Inner Circle" dynamic and how it impacts member retention and loyalty
24:00 How to become radically customer obsessed in the last quarter of the year
25:00 The intersection of high-tech and high-touch in the AI era
About Our Guest: Amanda Stevens is a leading authority on consumer behavior and the author of Radical Customer Obsession. Having spoken at over 40 conferences in 23 countries, she has provided insights to a wide variety of industries, from pet stores to hotel chains. Her work focuses on helping businesses understand what their customers are thinking and feeling, what their motivations are, and what keeps them awake at night.
About Your Host: Justin "JT" Tamsett is a fitness industry veteran with over 30 years of experience who aims to reduce global healthcare costs by promoting physical activity. Through his company Active Management, he provides business coaching to fitness entrepreneurs, leads 8 REX Roundtables in the US and Australia, and has spoken at over 40 conferences across 23 countries. His ultimate goal is to create a world of opportunity for his daughter Zoe by helping more people move and stay healthy, while empowering gym owners to build successful businesses that contribute to a healthier society
Please note: We only recommend products we care about (affiliate links support our free content). Thank you for your support!
Discover the surprising science behind conscious leadership with Rachel Russo, who reveals how a simple pause and breath can activate your brain’s logic center and shift your leadership style from reactive to responsive. Fitness leaders will learn how journaling daily not only calms the mind but improves immune function and creativity. Plus, explore how self-awareness builds trust and collaboration in fitness teams where knowing your body meets leading your people. Ready to transform your leadership muscle and tackle your blind spots? This episode is packed with powerful insights and practical tools to help you lead with clarity and compassion.
Key highlights from the episode:
- Conscious leadership is about responding (not reacting) by engaging your prefrontal cortex through mindful pauses and breathing.
-Journaling daily enhances creativity, reduces stress, improves immune function, and helps leaders get into their subconscious for better self-awareness.
- Building trust starts with knowing yourself deeply and extends to creating a psychologically safe environment that fosters collaboration and courageous conversations.
Curious about the future host of Fitness Business Podcast? That's Zoe, the host JT's daughter!
Know the SECRET codeword? Submit it here for the chance to win a $100 Amazon Gift Card!* https://www.fitnessbusinesspodcast.com/codeword
Ready for more:
- Become an FBP Insider and get 7 days FREE to start! Learn more on Patreon: https://patreon.com/FitnessBusinessPodcast
- Our FREE LIVE online events created specifically for fitness business owners, managers, and coaches who want to sharpen their skills and grow their business - Learn More: https://fitnessbusinesspodcast.com/onlineevents
- Leave us a voicemail: https://fitnessbusinesspodcast.com/leave-us-a-voicemail/
- Leave a rating on Spotify or Apple Podcasts: https://fitnessbusinesspodcast.com/review/
Quotes:
"Conscious leadership is learning how to respond, not react." - Rachel Russo
"When you breathe, you signal to your body that you’re safe and you turn on your prefrontal cortex." - Rachel Russo
"Many of your reactions as a leader are literally you as a child responding as an adult." - Rachel Russo
Resources:
- Become an FBP Insider on Patreon: https://patreon.com/FitnessBusinessPodcast
- Fitness Business Podcast’s LinkedIn Community: https://www.linkedin.com/groups/9878228/
- Mystery Shopping for Fitness Businesses: https://mysteryshoppingforfitnessbusinesses.com.au/
Our Guest:
Rachel Russo, Founder of Conscious Arc Co
LinkedIn: https://www.linkedin.com/in/rachel-russo-4315b140/
Instagram:https//www.instagram/rachelrusso1
Website: https://consciousarcco.com
The Art of Awareness Journal: https://amzn.to/47vo6My
Merch Sponsor:
Be a Merch Sponsor - https://fitnessbusinesspodcast.com/merch/
REX Roundtables:
Website: www.REXRoundtables.com
Email: Eddie@REXRoundtables.com
REX Roundtables Trusted Suppliers:
Skip to the good part:
00:00 Introduction to the Future of Fitness Podcast
02:55 The Role of AI in Fitness
06:01 Personalization and Member Engagement
08:46 Challenges in the Fitness Industry
12:05 Skills for Gym Owners and Managers
14:59 The Trainer's Perspective on AI
17:51 AI Tools and Technologies in Fitness
21:02 Future Predictions for AI in Fitness
23:42 Conclusion and Key Takeaways
About Our Guest: Rachel is a conscious leadership coach, culture strategist, author, and founder of Conscious Arc Co. She supports leaders and seekers in raising their awareness, reconnecting with their true selves, and leading from the inside out. With a background in psychology, education, Reiki, and over a decade in corporate strategy and leadership, Rachel created the Conscious ArcTM, a holistic method guiding transformation through awareness, responsibility, and choice. Her mission is to help create a more connected, compassionate, and conscious world.
About Your Host: Justin "JT" Tamsett is a fitness industry veteran with over 30 years of experience who aims to reduce global healthcare costs by promoting physical activity. Through his company Active Management, he provides business coaching to fitness entrepreneurs, leads 8 REX Roundtables in the US and Australia, and has spoken at over 40 conferences across 23 countries. His ultimate goal is to create a world of opportunity for his daughter Zoe by helping more people move and stay healthy, while empowering gym owners to build successful businesses that contribute to a healthier society
Please note: We only recommend products we care about (affiliate links support our free content). Thank you for your support!