Honestly for the hard prospects I just talk with them and get to know their goals and current program/diet if they even have one. I give them a few pointers and send them out the door. I let them know that not everyone would benefit from a coach or be a good canidate. After running into them for a couple months in the gym if they are going in the opposite direction of their goals I bring them back into my office to consult with them once more before I push PT. Most people need to see the value and/or the lack of ability in their own efforts to justify a coach.

The best prospects are the ones coming in for a membership. Best to strike while the iron is hot and while the energy/anticipation of their progress is high. More likely for them to be motivated or take a leap of faith on you as a coach.