Checklist template

Membership sales tour for fitness centers

A ready-to-use checklist with 113 items in 6 sections, covering Greeting, Needs discovery, Tour, Presentation, Enrolment, Follow-up. Use it as-is in Bindy, or adapt it to your own standards in minutes.

  • 6 Sections
  • 113 Items
  • 97 Yes / No checks
  • 6 Scored ratings
  • 127 Points

Use this template How audits work

1. Greeting 17 items

  1. The prospect was acknowledged within 30 seconds of reaching the front desk Yes / No 1 pt
  2. The employee came around the desk or stood up to greet the prospect Yes / No 1 pt
  3. The employee gave their own first name Yes / No 1 pt
  4. The employee asked for the prospect's name Yes / No 1 pt
  5. The prospect's name was used at least once more during the visit Yes / No 1 pt
  6. The employee asked how the prospect heard about the club Yes / No 1 pt
  7. The employee asked whether the prospect had been a member of this club or another club of the brand Yes / No 1 pt
  8. A guest profile with name, phone and email was entered in the membership system before the tour started Yes / No 1 pt
  9. The guest waiver was signed before the prospect stepped onto the workout floor Yes / No 1 pt
  10. The front desk gave the advisor the prospect's name at the handover, so the prospect did not have to repeat it Yes / No 1 pt
  11. A prospect with an appointment was met by the advisor named in the booking Yes / No 1 pt
  12. The opening conversation took place seated, away from the check-in line Yes / No 1 pt
  13. The advisor wore a name tag that the prospect could read Yes / No 1 pt
  14. The advisor told the prospect how long the visit would take Yes / No 1 pt
  15. Minutes the prospect waited before meeting a membership advisor Number
  16. How the prospect came to the club Choice
    • Walk-in
    • Web or app lead
    • Member referral
    • Phone inquiry
    • Guest pass
  17. First impression given at the front desk Rating
    • Prompt, warm and personal 5 pts
    • Polite but routine 3 pts
    • Slow or indifferent 1 pt

2. Needs discovery 17 items

  1. The advisor asked for the prospect's main fitness goal Yes / No 1 pt
  2. The advisor asked why the goal matters now (an event, a health reason, a target date) Yes / No 1 pt
  3. The advisor asked about the prospect's current exercise routine Yes / No 1 pt
  4. The advisor asked about past gym memberships and why they ended Yes / No 1 pt
  5. The advisor asked which days and times the prospect plans to train Yes / No 1 pt
  6. The advisor asked which kinds of exercise the prospect enjoys (strength, cardio, classes, swimming) Yes / No 1 pt
  7. The advisor asked whether an injury or a medical condition limits what the prospect can do Yes / No 1 pt
  8. The advisor asked whether the prospect prefers to train alone, with a partner or with a coach Yes / No 1 pt
  9. The advisor asked whether anyone else in the household might join Yes / No 1 pt
  10. The advisor asked where the prospect lives or works in relation to the club Yes / No 1 pt
  11. The advisor asked whether the prospect is looking at other clubs Yes / No 1 pt
  12. The answers were written on the guest profile or the needs card Yes / No 1 pt
  13. No price was quoted before the discovery questions were finished Yes / No 1 pt
  14. The advisor repeated the prospect's goal back in their own words before leaving the desk Yes / No 1 pt
  15. The prospect did more of the talking than the advisor during the discovery Yes / No 1 pt
  16. Minutes spent on the needs discovery Number
  17. Depth of the needs discovery Rating
    • Goal, history and schedule all covered 5 pts
    • Goal asked, history or schedule skipped 3 pts
    • No goal asked before the tour 1 pt

3. Tour 19 items

  1. The tour started in the area that matches the prospect's stated goal Yes / No 1 pt
  2. The tour followed the club's standard route sheet after that first stop Yes / No 1 pt
  3. The advisor walked beside the prospect rather than ahead Yes / No 1 pt
  4. The prospect was invited to try at least one machine or piece of equipment Yes / No 1 pt
  5. The advisor named a specific class or program suited to the prospect's goal Yes / No 1 pt
  6. The group fitness studio was shown together with the current class timetable Yes / No 1 pt
  7. The prospect was introduced by name to a personal trainer or a group instructor Yes / No 1 pt
  8. The advisor described how busy the club is at the times the prospect plans to train Yes / No 1 pt
  9. The locker rooms were shown, including the showers Yes / No 1 pt
  10. The advisor explained how day lockers work (own padlock, keypad or rental) Yes / No 1 pt
  11. The prospect was shown how members check in (key tag, app or fingerprint) Yes / No 1 pt
  12. Amenities reserved for a higher tier (pool, sauna, tanning, hydromassage, child care) were identified as such Yes / No 1 pt
  13. The child care room was shown to a prospect who mentioned children Yes / No 1 pt
  14. The advisor showed the member app's class booking screen on a phone or tablet Yes / No 1 pt
  15. Out-of-order equipment seen on the route was explained with its expected repair date Yes / No 1 pt
  16. The advisor asked for the prospect's reaction at least twice during the tour Yes / No 1 pt
  17. Prices were not discussed on the workout floor Yes / No 1 pt
  18. Minutes spent on the tour Number
  19. Tailoring of the tour to the prospect's goals Rating
    • Built around the stated goals 5 pts
    • Standard tour with a few references to the goals 3 pts
    • Generic walk-through 1 pt

4. Presentation 18 items

  1. The price presentation took place seated at a membership desk or in the sales office Yes / No 1 pt
  2. The advisor used the current printed or on-screen price sheet Yes / No 1 pt
  3. Every membership tier sold at this club was shown Yes / No 1 pt
  4. The advisor recommended one tier and linked it to the prospect's goal Yes / No 1 pt
  5. The enrollment fee was stated Yes / No 1 pt
  6. The annual fee and the month it is billed were stated Yes / No 1 pt
  7. The dues were stated with their billing frequency (monthly or every two weeks) Yes / No 1 pt
  8. The commitment term was stated, with what happens when it ends Yes / No 1 pt
  9. The cancellation procedure was explained as it is written in the agreement Yes / No 1 pt
  10. The freeze option and its fee were explained Yes / No 1 pt
  11. The promotion quoted is the one posted in the club for this month Yes / No 1 pt
  12. No discount beyond the advisor's authority was offered Yes / No 1 pt
  13. Access to other clubs of the brand was explained for the tier recommended Yes / No 1 pt
  14. A first session with a personal trainer or a fitness assessment was offered Yes / No 1 pt
  15. The advisor asked directly whether the prospect wanted to start today Yes / No 1 pt
  16. When the prospect raised an objection, the advisor asked a question about it before answering Yes / No 1 pt
  17. The advisor did not present an offer as ending today when it runs longer Yes / No 1 pt
  18. Clarity of the price presentation Rating
    • Every fee and term stated plainly 5 pts
    • Dues clear but a fee or a term glossed over 3 pts
    • Confusing or incomplete 1 pt

5. Enrolment 20 items

  1. The agreement was completed in the membership system, not on a paper stand-in Yes / No 1 pt
  2. The legal name and date of birth were taken from photo identification Yes / No 1 pt
  3. A parent or guardian signed for a member under the age of majority Yes / No 1 pt
  4. The new member read the agreement screens personally before signing Yes / No 1 pt
  5. The new member initialed or acknowledged the cancellation terms separately Yes / No 1 pt
  6. The card or bank details were entered straight into the membership system, not written on paper Yes / No 1 pt
  7. The account holder signed the payment authorization when the payer is not the member Yes / No 1 pt
  8. The amount collected today equals the amount stated in the price presentation Yes / No 1 pt
  9. The promotion code applied belongs to a promotion that is current today Yes / No 1 pt
  10. The new member was told the date and the amount of the first recurring payment Yes / No 1 pt
  11. Any right to cancel within a cooling-off period was explained, as required by local regulation Yes / No 1 pt
  12. A copy of the agreement was emailed or printed before the new member left Yes / No 1 pt
  13. The member photo was taken for the account Yes / No 1 pt
  14. The key tag or app check-in was activated and tested at the desk Yes / No 1 pt
  15. The health screening questionnaire was completed Yes / No 1 pt
  16. An emergency contact was recorded on the account Yes / No 1 pt
  17. The first workout, orientation or assessment was booked with a date and a time Yes / No 1 pt
  18. The sale is credited in the system to the advisor who gave the tour Yes / No 1 pt
  19. Outcome of the visit Choice
    • Joined
    • Took a trial pass
    • Booked a return visit
    • Left without a next step
  20. Completeness of the enrollment Rating
    • Agreement, payment and first booking all complete 5 pts
    • Agreement complete, a step missed 3 pts
    • Errors in the agreement or the payment 1 pt

6. Follow-up 22 items

  1. A prospect who did not join left with a next step booked (return visit, trial pass or class) Yes / No 1 pt
  2. A prospect who did not join left with the prices in writing or by email Yes / No 1 pt
  3. The reason for not joining is recorded on the guest profile Yes / No 1 pt
  4. Every guest of yesterday has a follow-up task dated within 24 hours in the membership system Yes / No 1 pt
  5. Web and app leads of the last 7 days show a first contact attempt within the time set by company policy Yes / No 1 pt
  6. Each contact attempt is logged with its outcome (reached, voicemail, text, no answer) Yes / No 1 pt
  7. Leads are closed only after the number of contact attempts set by company policy Yes / No 1 pt
  8. Prospects who asked not to be contacted are flagged do-not-contact Yes / No 1 pt
  9. Text messages and emails to prospects use the company's approved wording Yes / No 1 pt
  10. Missed tour appointments of the last 7 days were called the same day to rebook Yes / No 1 pt
  11. Members who joined in the last 7 days received a welcome call or message within 48 hours Yes / No 1 pt
  12. Members who joined in the last 30 days and have not yet checked in have been called Yes / No 1 pt
  13. New members are asked for the names of friends to invite, at enrollment or in the welcome call Yes / No 1 pt
  14. Holders of trial passes ending this week have a call scheduled before the pass ends Yes / No 1 pt
  15. The sales manager reviews open leads with each advisor every week Yes / No 1 pt
  16. The tour and sales board in the sales office is filled in up to today Yes / No 1 pt
  17. Tours given in the last 7 days Number
  18. Memberships sold in the last 7 days Number
  19. Open leads with no contact attempt in the last 7 days Number
  20. Name of the advisor observed Short text
  21. Overall quality of the sales tour Rating
    • Would serve as a training example 5 pts
    • Sound, with points to coach 3 pts
    • Steps of the sales process missing 1 pt
  22. Coaching points agreed with the advisor Comments

About this template

This checklist is part of the Bindy template library. Yes / No checks score 1 point when met; ratings score the points shown for each option. The overall score is the percentage of points earned, with N/A answers excluded. In Bindy you can add photos, assign corrective actions, require sign-off and compare results across sites.

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