Have your memberships pre-done. Say you offer a seven-month, you offer a 12-month membership, 36-month, month to month, I don’t care what it is you offer. When you offer these memberships, you should have the enrollment agreements filled out as much as possible ahead of time, so that when they make the decision, you just finish it up, push across, and get the paperwork done. You don’t want to create any friction or lag time when it comes to actually getting the paperwork done, getting the check, the credit card, whatever it is you need to do.
Make sure that that’s as smooth a process as possible. If you have three options make sure they’re all filled out. They choose the one they want and it's ready to go. Some of you will ask – "well, you have three of these pieces of paper, what do you do with those others that are wasted?" You freaking shred them. Who cares? You’re talking about a $1000, $2000, $3000, $5000 membership. Throw the other ones in the trash and count your blessings that you just got a sign-up because you made it as smooth an experience as possible. Nobody likes sitting there waiting for you to do paperwork. Think about the last time you bought a car and you were waiting for the finance department to enter all their little numbers.
Quit doing all that stuff. Have it ready to go. Make it seamless. Let them sign up as fast as possible. Another little thing you could do, is make sure you’re not sitting at a little round table, or sitting next to them like you’re an old car salesman doing tricks where you can’t sit across from someone. All that BS is out. Sign them up at the front counter. Stand right next to them. Look them in the eye and be engaging.