Framework
Outcomes Over Access
Premium models sell results, not a key card.
How it works
- 1Budget models sell a key card; premium models sell results.
- 2Visit frequency is the metric that matters.
- 3Keep tiers simple and drop the fluff perks.
Hear it on the podcast
Padel, Pilates and Plunges: How James Hurlock Is Scaling a $20M Multi-Brand Fitness FranchiseListen to the episodeMore from this episode
The Sport, Strength, Recovery FlywheelThree modalities that feed each other.Build Before You BlitzSpend new capital on systems before scaling sales.The Modular Footprint LadderFit the concept to the real estate you can get.The Bad Lease RuleEverything after opening can be tuned except the lease.The Strategic Capital FilterScreen investors for alignment with your growth thesis.The Franchisor Value TestThree questions a franchisee should ask before paying royalties.
Get the next framework first
One email a week with the frameworks, tools, and founder stories from the podcast. Free.
More frameworks for Go-to-Market & Sales
The Shared GTM BrainOne queryable knowledge graph: ICP, value proposition, skills, business context.Team Pain Over Company PainSolve one team’s real problem, not the C-suite’s abstract one.Skin in the Game PricingPrice so users commit, not just sign up.Eyes to Eyes Go-to-MarketFind first customers by sitting with them in person.Borrow a Giant's DistributionPartner with incumbents instead of fighting for every seat.The Individual-First PivotRemove the two-person adoption bottleneck.