[Lisa~]

I was thinking of your McGill quote too. If you can state your training philosophy, then that's what you tell the potential client.

BTW, most of my clients come from referrals too. There are seasonal ups and downs, but overall it produces as many clients as I want. If you've built that kind of reputation, then you probably get asked questions in the gym frequently. I know I do. That's the time to plant that little seed. Show them one small thing that might help resolve the issue they've asked you about and simply say that if they want to invest more time (money being implied) that you'd love to work with them on a regular basis.