Episode Overview

Episode Title: The Three Client Moments That Matter Most in the Holiday Season
Host: Seran Glanfield
Podcast: Pilates Business Podcast
Date: December 15, 2025

Seran Glanfield dives into the core client “moments” that truly impact boutique fitness studios’ success or struggle during the holiday season. She explains why these moments are predictable, how to leverage them, and dispels the notion that holidays are simply about “survival” or should mean scattered energy and stress. Instead, Seran offers a proactive, connection-centered strategy to retain clients and set the stage for a robust New Year.

Key Discussion Points & Insights

1. The Challenge and Opportunity of the Holiday Season

• Disruption Is Inevitable: Packed schedules, travel, and distractions mean that clients’ workout routines—and studios’ revenues—are highly vulnerable during December and early January.
• Mindshift: Instead of viewing holidays as a time for “scarcity and hustling,” Seran encourages a shift to seeing it as “a season of fun and light and connection.”
• Focus on Touchpoints: Not all moments are equally impactful; targeting specific moments can maintain momentum and drive lasting loyalty.
  • Quote: “What I really want to see you do is shift the way that you think about the holiday season. Not as a season as scarcity and hustle and busy and bustle and busyness or even just survival, but actually a season of fun and light and connection.” (05:22)

2. The Three Critical Client Moments

Moment 1: The Inevitable Holiday Drop-Off

• Description: Clients skip or “ghost” classes due to holiday busyness.
• Risk: The true danger isn’t missing classes short-term, but letting sporadic attendance erode deeper connection—leading to a permanent drop-off.
  • Quote: “It’s about keeping that connection between you and your clients, keeping that connection alive so that even if they step away, they still are going to come back. Right. They’re tethered to your studio.” (09:20)
• Strategy:
  • Don’t fight or resent this—it’s predictable. Anticipate and lean in by focusing on relationships, not just attendance.
  • Celebrate effort and acknowledge clients, even if they’re coming less.
  • Connect through encouraging messages, not guilt or pressure.

Moment 2: Anticipation of the New Year

• Description: This is the period when clients begin planning for January—well before NYE.
• Risk: Waiting until January misses the window, as clients are already making decisions and being flooded with competing offers.
  • Quote: “Perhaps the real opportunity is before the new year. Perhaps the real opportunity is right about now, you know, when your clients are already thinking, ‘Oh, shoot, I didn’t make it to class this week, or I’m going to double up in January.’” (14:02)
• Strategy:
  • Start positioning your studio as the go-to for their New Year reset before the holidays end.
  • Encourage early commitments and reinforce that you are a source of support and positivity, not just another “resolution option.”
  • Observe client cues and start conversations about January plans sooner rather than later.

Moment 3: Post-Holiday Re-Entry

• Description: Many clients don’t return full-force on January 1; it’s often a slow return, with motivation peaking later in the month.
• Risk: Studios may get discouraged if classes aren’t full right away; clients may feel overwhelmed and guilty, sabotaging long-term engagement.
  • Quote: “Often we see a slow, gradual return with often sort of the full force of that sort of January reset… really show up towards the end of January. So instead of expecting people to be there January 1st and perhaps feeling a little deflated if they’re not, anticipate that they might need a little bit of encouragement, a little bit of structure, a little bit of support…” (18:30)
• Strategy:
  • Guide clients with structured support, small wins, and positive communication through January.
  • Actively ‘bridge’ the chaos of December into a sustainable new rhythm.
  • Understand and accept diverse client timelines for re-engagement.

Memorable Quotes & Moments

• On Connection Over Consistency:

  • “If they still feel seen and connected to you during their busiest weeks, then they're 10 times more likely to bounce back in January.” (10:05)

• On Seizing the Pre-New Year Moment:

  • “If we wait until January 1st, perhaps we're missing some opportunity, right? And I'm all about making sure that we are optimizing every potential opportunity that we can.” (13:40)

• On Giving Clients a Gentle Re-Entry:

  • “If you really are intentional about how you support them... you'll find that you're not just filling January classes, you're actually really locking in that loyalty for the next several months and beyond.” (20:55)

• On Avoiding Hustle & Chaos:

  • “None of these are about hustling harder or super discounts or spending thousands and thousands on digital ads, or about adding more chaos to your plate. It's about being really strategic.” (23:21)

Timestamps for Key Segments

• 00:00 – 05:22: Introduction, holiday context, and the importance of mindset during this season
• 05:22 – 09:20: The predictable holiday drop-off and why connection matters more than attendance
• 09:20 – 14:02: Strategies for maintaining client relationships during their busiest times
• 14:02 – 18:30: Anticipating New Year’s resolutions and encouraging early commitment
• 18:30 – 21:35: Post-holiday re-entry and supporting clients through a gradual comeback
• 21:35 – 25:10: Recapitulation of the three moments, the importance of proactive strategy, and Seran’s invitation to her Thrive program

Actionable Takeaways for Studio Owners

• Lean into predictable client behaviors; never shame or guilt clients for holiday drop-off
• Focus on relationships and personalized connection, not just immediate revenue or attendance numbers
• Start New Year communications and encouragements early—don't wait for January
• Guide and support clients through the re-entry phase instead of expecting instant commitment
• Avoid frantic, reactionary business moves—instead, plan and communicate intentionally

Conclusion

Seran Glanfield demystifies the holiday ‘slump’ by reframing it as a season full of strategic opportunity. By identifying and proactively responding to the three critical moments—holiday drop-off, New Year anticipation, and post-holiday re-entry—studio owners can drive loyalty, smooth out revenue bumps, and start the new year from a position of strength and connection.

For further strategies and coaching, Seran invites listeners to learn about her Thrive program at spring3.com/thrive.