💰 Membership Pricing & Challenger Conversions

🧠 Key Concepts Covered:

🔹 1. Front-End vs. Back-End Pricing

• Front-End Offer: Your transformation program (e.g., 6-week challenge). Priced at ~2x the weekly cost of your recurring membership.

  • Example: If membership is $49/week → front-end program = $599 for 6 weeks.

• Back-End Offer: Your recurring membership pricing (billed every 4 weeks instead of monthly).

🔹 2. Recommended Weekly Pricing

• Large Group Training:

  • $39–$49/week

  • Billed every 28 days (4 weeks)

• Semi-Private/1-on-1 Training:

  • $119–$149/week

  • Billed every 4 weeks

✅ Pro Tip: Switch to 28-day billing instead of monthly to add 13 billing cycles per year (an ~8% increase in revenue with no added costs).

🔹 3. How to Convert Challengers to Long-Term Members

The Credit-Forward Model is a proven way to convert front-end program participants to recurring memberships.

📊 Example Conversion Flow:

1. Client pays $599 for a 6-week front-end program.

2. You offer a 12-month agreement at $60/week.

3. Apply the $599 as a weekly credit over 52 weeks:
   $599 ÷ 52 weeks = ~$11 credit/week

4. New quoted rate = $60/week - $11 credit = $49/week

5. Position this as a savings:
   “With the credit applied, you’ll only pay $49/week instead of $60. That’s a $600 savings over the year.”

🔹 4. Benefits of This Model

• Smooth transition from trial to membership

• Increased perceived value

• Higher conversion rates

• More consistent cash flow

• Ability to reinvest confidently into marketing

🧾 Tools & Resources:

• ✅ [Pricing Cheat Sheet] – Use this to select your ideal pricing based on modality (Large Group, Semi, PT, etc.)

• ✅ [Sales Scripts: Challenger Conversions]

• ✅ [Offer Packaging Training]

• ✅ [Fulfillment Section – Program Delivery Guide]

💬 Coaching Tips:

• Always meet with clients around the mid-point of their front-end program.

• Use the script in the Sales Section to guide the conversion convo.

• Quoting your normal rate first makes the credit-forward offer more appealing.

• Don’t stress the math—use the cheat sheet, track questions, and bring them to daily support calls.

🧠 Recap:

• Use a front-end high-ticket transformation program to generate upfront cash.

• Offer recurring 28-day billing memberships to build consistent income.

• Convert challengers by applying a weekly credit toward their annual agreement.

• Make it easy to say yes by presenting savings and progress mid-way through their challenge.

📌 Next Step:

Head to the next video to finalize your membership pricing and download the Pricing Cheat Sheet for your modality.