Selling Gym Contracts - PDF

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DeFINING                                                                                                                                                                                                                                                   aLBUm

                                                                                                                                        Norman Johnson Photography
                                                                                                                                                                                                                                                           Holly Shumas, ’96 BA, is a licensed
                                                                                                                                                                                                                                                           marriage and family therapist in California.
                                                                                                                                                                                                                                                           Her second novel, Love and Other Natural
                                                                                                                                                                          “People in the industry think we’re    and told her to open the gym at           Disasters (2009), was recommended by
                                                                                                                                                                     crazy,” says Anndee. “And they always       4:30 the next morning.                    Working Mother and Parenting magazines.
                                                                                                                                                                     ask us why it works. It’s because we’re                                               Her website is

                                                                        B Y     A L E X I S          K E R S C H N E R                                               not just about selling membership.          COMMUNITY MUSCLE                          Onesimo C. Vigil, ’96 ASDH, ’97 BSDH,
                                                                                                                                                                                                                                                           Albuquerque, is CEO for Inteli-Care, and owns
                                                                                                                                                                     We’re about health, fitness, and                 Many years later, Defined is         an investment company, MJRC Holdings. He
                                                                                                                                                                     changing lives.” Customers will pay         succeeding in a notoriously tough         has written Chicano Millionaires, published
                                                                                                                                                                     for those, even in a down economy.          industry.                                 this spring by Authorhouse.
                                                                                         Two leaders of a premier                                                        “People will give up a Starbucks             Among Defined’s precepts is          Wryan Capps, ’97 BBA, of Moss Adams in
                                                                                                                                                                                                                                                           Albuquerque, has received the Institute of
                                                                                                                                                                     for what we offer,” Andee says.             meeting customer expectations for new
                                                                                         New Mexico gym say their                                                                                                equipment and the latest offerings.
                                                                                                                                                                                                                                                           Certified Construction Industry Financial
                                                                                                                                                                                                                                                           Professionals designation.

                                                                                         business is all about health,                                               DEFINING MOMENTS                                 While there is a typical schedule    Margret Carde, ’97 JD, Santa Fe, a
                                                                                                                                                                         Anndee and Traci met more than          for replacing equipment, Anndee and       professional artist for 40 years, had an
                                                                                                                                                                                                                                                           exhibit of her work, called “Sky Paintings,”
                                                                                         fitness, and changing lives.                                                20 years ago, when Defined was just         Traci exceed it. The old equipment        at the Coady Contemporary Gallery
                                                                                                                                                                     beginning.                                  is often donated to various entities,     last winter.
                                                                                                                                                                         Traci had been hired as legal           including UNM.                            Mike Prinzo, ’97 BBA, ’99 MBA,
                                                                                                                                                                                                                                                           Albuquerque, recently joined Meyners +

                                                                                                                                                                     counsel for Defined and was working              When the cardio equipment at the
                                                                                                                                                                                                                                                           Company as manager of the business and
                                                                                                                                                                     with owners Bo and Trish Fowler who         Defined location in Albuquerque’s far     tax services department.
                                                                                                                                                                     had acquired the gym as part of a legal     north heights was replaced early in its   Jason C. Bousliman, ’98 BA, ’01 JD,
                                                                                                                                                                     settlement. Today Traci’s law firm,         life cycle, Defined contacted the new     Albuquerque, has been promoted to
                                                                                                                                                                                                                                                           shareholder in the Modrall Sperling law firm.
                                                                                                                                                                     Wolf and Fox, works on contracts,           strength and conditioning coach for
                                                                                                                                                                                                                                                           Julia Chacon, ’98 BAFA, ’98 BS, Santa Fe,
                                                                                                                                                                     development, and acquisition for Defined.   the UNM football team; all the slightly
                                                                                                                                                                                                                                                           has a new flamenco company, Inspiración
                                                                                                                                                                          “It’s pretty amazing that this         used equipment is now going to the        Flamenca, which was featured on the Travel
                                                                                                                                                                     formerly small business now keeps           UNM athletics complex.                    Channel. She was featured on Santa Fe
                                                                                                                                                                                                                                                           Public Radio’s Gotta Dance.
                                                                                                                                                                     two-and-a-half attorneys busy full               Next up for Traci and Anndee
                                             New Mexico’s gym and fitness powerhouse, Defined Fitness,                                                               time,” she says.                            is the launch and expansion of            Patrick Conlon, ’98 MS, Downers Grove,
                                                                                                                                                                                                                                                           Illinois, has been elected a Fellow of the
                                                                                                                                                                         Anndee’s history with Defined           “Community Muscle,” the non-profit        National Academies of Practice:
                                             begins each month with no customers. But by the end of                                                                                                                                                        Distinguished Practitioner of the Nursing
                                                                                                                                                                     began while teaching in an after-school     arm of Defined that is responsible for
                                                                                                                                                                                                                                                           Academy. The NAP advises public
                                             each month, and every month, it has thousands, at five                                                                  gymnastics program for kids. One of         philanthropic endeavors, including        policymakers on healthcare issues
                                                                                                                                                                     the children in the class was the           support for UNM, the Lobos, the           from the perspective of expert practitioners
                                             locations throughout the state.                                                                                         Fowlers’ daughter.                          Lobo Club, and much more.                 and scholars.
                                                                                                                                                                         One day after the children’s class,                                               Jessica M. Hernandez, ’99 BA, ’02 JD,
     THEY SHOULD!                                                                                                                                                                                                                                          Albuquerque, has been elected to the Rodey
                                                                                                                                                                     Anndee went out into the rain to sell       DEFINING SATISFACTION                     Law Firm’s board of directors. She practices
     Traci Wolf, left, and Andee                 Two of Defined’s leaders, Anndee          each other’s sentences or looking to                                      candy bars for the program. Trish               At the end of the day, Defined is     in the areas of product liability, employment,
     Wright Brown are president              Wright Brown, ’92 BAA, and Traci Wolf,        each other for clarification.                                             bought her whole box of 20.                 about fitness and life changes.           and general civil litigation.
     and CEO, respectively, of               ’84 BA, ’88 JD, spend their days helping          Their eyes shine with pride as they                                        “Trish said I was crying out in the        “What I love is that you really       Sara R. Traub, ’99 BS, ’02 MA, ’08 JD,
     Defined Fitness, a thriving                                                                                                                                                                                                                           Albuquerque, has joined the law firm of
                                             people transform their lives and, along       describe a gym that builds it business                                    pouring rain – I don’t quite remember       change and affect people’s lives,” says   Pregenzer, Baysinger, Wideman & Sale
     New Mexico gym and                      the way, helping build Defined into a         every month on customer loyalty,                                          that,” says Andee, chuckling.               Anndee. “I can’t tell you how many        as an associate. She practices in the areas
     fitness business.                       community-minded fitness empire.              health and wellness, and the belief that                                      A week later, the UNM weight room       times a member says, ’I’ve lost 30        of estate planning, taxation, estate
                                                                                                                                                                                                                                                           administration, and elder law.
                                                 Anndee, the CEO, is a striking            a gym should keep its membership by                                       closed for the summer and Anndee            pounds and I feel great.’ You’re a
                                                                                                                                                                                                                                                           Joshua K. Conaway, ’00 BA, Albuquerque,
                                             brunette with an athletic build,              providing the best product at the best                                    needed a place to work out to stay in       place and an environment to induce        has been promoted to shareholder at the
                                             hearkening back to her days as a              price, not by year-long contracts. A                                      shape for the upcoming gymnastics           positive change in people’s lives.        law firm of Hatch, Allen & Shepherd.
                                             gymnast at UNM. Traci, the president,         one-time fee for joining lasts a lifetime,                                season. She asked Trish for a job at        That feels good.”                         Christopher J. DeLara, ’00 JD, ’00 MPA,
                                             is blonde and slim, with intense eyes         even if the member leaves for years.                                      Defined, where she could work out                                                     Albuquerque, is a partner and shareholder
                                                                                                                                                                                                                                                           of Guebert Bruckner where he practices
                                             and delivery. They’ve been working            The membership fee has been raised                                        for free. Trish handed her a key                                                      in the areas of insurance bad faith,
                                             together for a long time, often finishing     only three times in 30 years.                                                                                                                                   professional liability, medical negligence,
                                                                                                                                                                                                                                                           and complex litigation.

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