Before you get too excited—no, we’re not talking about colorful plastic bricks (though building a business is a lot like snapping the right pieces together). LEGO stands for the four key things you need from an initial call with a potential client:
🔹 Location – Where are they? Where do they want to train?
🔹 Experience – What’s their background with fitness/health?
🔹 Goals – What do they actually want to achieve?
🔹 Opt-in – Are they ready to commit to the next step?
Miss any one of these, and your sales process becomes a guessing game.
Why LEGO Matters
When a lead reaches out, they’re interested—but that interest has a short shelf life. A great first call isn’t about throwing every sales pitch at them; it’s about getting just enough information to make the next step clear.
Here’s the mistake most businesses make:
❌ They sell too hard without knowing what the client actually wants.
❌ They don’t set clear next steps, so the lead drifts away.
❌ They forget to follow up.
How to Nail the LEGO Call
✅ Ask the right questions – Keep it simple but effective:
- “What’s your fitness background?”
- “What are you hoping to achieve?”
- “Are you looking for something online, in-person, or hybrid?”
✅ Listen more than you talk – This isn’t about convincing, it’s about understanding.
✅ Set a clear next step – Book them in for a session, send a follow-up email, or get a firm opt-in.
So, next time you get on a call with a new lead, don’t just wing it. Get your LEGO in place—because without those four pieces, your business will have more holes than a barefoot walk across an actual pile of LEGO.
Need a hand crafting the LEGO call for your business? Book with us today for a connection session about your business and get personalized help.