Relationship Proofing Your Policy

Built To Grow Fitness Business

Many gym owners are struggling to enforce their policies without losing trust. They’ve followed the usual playbook – written clear contracts, outlined cancellation terms, and even added flexibility – yet they still find themselves dealing with upset clients.

When clients face policies they don’t agree with, they often take it personally, seeing enforcement as a breach of trust rather than a standard business practice. Instead of discussing their concerns, they may react emotionally – canceling credit cards, threatening legal action, or leaving negative reviews – undoing years of goodwill in a matter of moments.

The truth is, enforcing policies isn’t just about the rules.

At some point, you have to stop thinking like a business owner and start thinking like your clients. Instead of focusing solely on protecting your gym, it’s time to create policies that preserve relationships without compromising your bottom line.

Because, in most cases, it’s not about stricter rules – it’s about clearer communication.

In this episode, Tim and Zach break down why clients often see gym memberships as relationships, not transactions, and how this emotional mindset drives conflict over policies. They share strategies for crafting "relationship-proof" policies that feel fair and maintain trust, even when clients need to cancel or reschedule.

If you’re tired of being the “bad guy” every time you enforce a policy, tune in to this episode to learn how to turn friction into loyalty while protecting your business and keeping clients happy.

Let’s dive in!

Key Takeaways:

• Intro (00:00)
• Relationship-proofing policies (01:12)
• Why policy enforcement alienates clients (02:48)
• Emotional vs. transactional client mindset (04:08)
• Reevaluating cancellation policies (08:35)
• Proactive client education on policies (13:43)
• Making strategic exceptions for trust (16:57)
• Why clients expect refunds for missed services (24:58)

Additional Resources:

- Get 30 days of Semi-Private Pro on us!

- Get your early bird ticket for the 2025 Growth Summit in Nashville

- Get access to the 2024 Growth Summit recordings

- Tim's new book - Built to Win by Tim Lyons

- ProFit Accelerator: Helping Training Gyms Grow to 30K/month and Beyond Facebook group

- A tool for deciding on new gym services – 5-Question Matrix

- SOP in a Day Workshop

- Check out our Switch to Semi-Private course

- Business Accelerator Program

- Learn more about The Iron Circle

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