WEBVTT 1 00:00:00.000 --> 00:00:05.000 Good morning, everyone. I'm doing this one from inside because it's freezing outside. 2 00:00:05.000 --> 00:00:13.000 And so I wanted to make a little video for you about everyone's favorite topic, Crazy Clients. 3 00:00:13.000 --> 00:00:18.000 But I wanted to look at it in a little bit of a different way than I think. 4 00:00:18.000 --> 00:00:23.000 We normally broached this topic. And the reason I wanted to make the video was because 5 00:00:24.000 --> 00:00:29.000 I've had someone reach out to me recently who wasn't client. 6 00:00:30.000 --> 00:00:32.000 And well, I'll just tell you the story. 7 00:00:32.000 --> 00:00:37.000 So there was a couple of gym owners and they were their partners. 8 00:00:37.000 --> 00:00:42.000 And they did our gym lunch program. 9 00:00:42.000 --> 00:00:45.000 And they ran it a couple times. 10 00:00:45.000 --> 00:00:49.000 I think they made like 40 grand their first time or 30 grand their first time. 11 00:00:49.000 --> 00:00:54.000 They made another 40 grand a second time they ran it. 12 00:00:54.000 --> 00:01:00.000 And they ran it more on and off for about, well, they ran those first two times. 13 00:01:00.000 --> 00:01:06.000 And at that point is when I launched gym lords. So this was the very beginning. 14 00:01:06.000 --> 00:01:14.000 And I remember that every person that I talked to up to that point before I spoke with them was like, heck yeah man, 15 00:01:14.000 --> 00:01:19.000 this is like this thing's a bees knees like we're all in like whatever you got like I'm in. 16 00:01:19.000 --> 00:01:26.000 And that was kind of the plan because like the rest of the business model of like how we, you know, did so well and how we were able to do it at scale. 17 00:01:26.000 --> 00:01:32.000 And just have just run a better model than then what's out there right now by a long shot. 18 00:01:32.000 --> 00:01:37.000 But anyways, everyone else was like, yeah, I'm all in. 19 00:01:37.000 --> 00:01:56.000 And this, these two clients in particular, email me back this like really, really after talking on the phone and say, I'm not really sure, you know, after they were literally on the brink of closing their doors. 20 00:01:56.000 --> 00:02:01.000 Having totally turned their entire gym around their capitalist situation got them paid out of debt. 21 00:02:01.000 --> 00:02:06.000 All of this stuff right had happened in like the first two months or three months working with me. 22 00:02:06.000 --> 00:02:19.000 And anyways, so they sent, they sent me this email saying like, well, we're considering you or versus another, you know, other coach and I was like, okay, cool. 23 00:02:19.000 --> 00:02:28.000 And they're like, well, here's a 20, you know, here's 20 questions that we want you to answer and and to what extent and then we're going to make our decision. 24 00:02:28.000 --> 00:02:37.000 And I just remember thinking like, wow, I was like, they're going to be pain to deal with. 25 00:02:37.000 --> 00:02:44.000 And so I said, hey guys, you know, respectfully, I only make the offer once and it's true. 26 00:02:44.000 --> 00:02:47.000 I only make the offer to join Jim Lawrence one time. 27 00:02:47.000 --> 00:02:48.000 It's a one time offer. 28 00:02:48.000 --> 00:02:50.000 You say no, you say no forever. 29 00:02:50.000 --> 00:02:57.000 And I do that for a couple of reasons and I'm going to circle back to the email and kind of the decision making process around that. 30 00:02:57.000 --> 00:03:08.000 But I make the offer because I know that if I need to give someone a nudge that I'm willing to do that because I know it's in their best interest because every Jim because I have the stats to back it. 31 00:03:08.000 --> 00:03:13.000 Every Jim that comes along with us, we like usually two, three, four X their revenue within a matter of months. 32 00:03:13.000 --> 00:03:24.000 And then we two, three, four X their take home really once they take the next step and then we can take off their time and then they can pretty much get out of their business within six months. 33 00:03:24.000 --> 00:03:27.000 Not that they are not working in their business. 34 00:03:27.000 --> 00:03:32.000 They're working on their business not in their business is my point they become owners instead of like operators. 35 00:03:32.000 --> 00:03:38.000 So and for anyone who thinks that being an owner, you don't work, you still do, you just do the right work. 36 00:03:38.000 --> 00:03:50.000 But anyways, point was that if in that instance, right, these people would, you know, experience tremendous success. 37 00:03:50.000 --> 00:04:02.000 So in an equivalent story from a fitness perspective will be somebody who came in, you know, with, you know, diabetes, high blood, you know, high blood pressure on medication. 38 00:04:02.000 --> 00:04:07.000 And you help them lose 100 pounds and get off all their meds. 39 00:04:07.000 --> 00:04:13.000 And the only difference is that like, you can turn someone's business around pretty quick, losing 100 pounds next time. 40 00:04:13.000 --> 00:04:18.000 But like, let's just say 40 pounds and you get them off all their medication in 12 weeks or so, right. 41 00:04:18.000 --> 00:04:24.000 And you say, hey, I think you'd be, you know, a good fit for this next program and finances aren't an issue, right. 42 00:04:24.000 --> 00:04:32.000 And they're like, well, I'm thinking about you or this other, you know, training facility down the street. 43 00:04:32.000 --> 00:04:36.000 And what, you know, what can you do that these people can't do, right. 44 00:04:36.000 --> 00:04:42.000 And so here's, here's where my thought process was when I turned these, turned this partnership down. 45 00:04:42.000 --> 00:04:55.000 One is, if the data that you're working off of them, the client, to make the decision, right, is that like, I've completely transformed your business, right. 46 00:04:55.000 --> 00:04:59.000 Or in the fitness example, like completely transformed your life. 47 00:04:59.000 --> 00:05:07.000 And that's been the only exposure that you've had has been a ridiculously successful experience. 48 00:05:07.000 --> 00:05:14.000 And then the issue is that you have a flawed decision making process. 49 00:05:14.000 --> 00:05:23.000 And the reason that I let them go is because I knew that there would be nothing that I could do that would make them happy. 50 00:05:23.000 --> 00:05:40.000 Because if everything that I had done to that point did not, or everything that I had done to that point qualified the response that they gave, which for normal, for most people would be a response that was not normal. 51 00:05:40.000 --> 00:05:44.000 It was an atypical response that didn't make sense given the stimulus, right. 52 00:05:45.000 --> 00:05:55.000 Then that's an out point. That's a red flag. That means that when I put data in, their actions are unpredictable. 53 00:05:55.000 --> 00:06:07.000 Which means that if I can't predict someone's normal actions, then it's going to be really difficult for me to create a successful outcome for them because our definitions of success are different. 54 00:06:07.000 --> 00:06:13.000 Or at least the stated definitions are the same, but their response to that success was not normal. 55 00:06:13.000 --> 00:06:21.000 And so the reason I'm telling the story, right, is that they ended up, you know, emailing back and I told them I was like, listen, you know, I'm going to take the offer off the table. 56 00:06:21.000 --> 00:06:25.000 I don't really want to do this. I don't think it's going to be a good fit. 57 00:06:25.000 --> 00:06:39.000 And so the email back, you know, I guess now it's eight months later, from when I, you know, when we got about a debt, given the whole new system, everything, saying, hey, you know, we want to work with you. 58 00:06:39.000 --> 00:06:41.000 We heard everything's amazing. 59 00:06:41.000 --> 00:06:53.000 And it just made me think because it just, you know, it just, it just brought back the, it just brought back all the memories of that how that had happened, right. 60 00:06:53.000 --> 00:06:59.000 And at the time, they would have been like the, probably the fit, you know, 10th person who would have joined gym lords. 61 00:06:59.000 --> 00:07:06.000 And now we have, you know, 300 people in gym lords at the time of the making of this video. 62 00:07:06.000 --> 00:07:13.000 Real quick, guys, if you can think about how you found this podcast, somebody probably tweeted it, told you about it, shared it on Instagram or something like that. 63 00:07:13.000 --> 00:07:19.000 The only way this grows is through word of mouth. And so I don't run ads. I don't do sponsorships. I don't sell anything. 64 00:07:19.000 --> 00:07:25.000 My only ask is that you continue to pay it forward to whoever showed you or however you found out about this podcast that you do the exact same thing. 65 00:07:25.000 --> 00:07:33.000 So if it was a review, if it was a post, if you do that, it would mean the world to me and you'll throw some good karma out there for another entrepreneur. 66 00:07:33.000 --> 00:07:43.000 And the one, I couldn't accept them because then they wouldn't respect me, right, because then I wouldn't have been true to my word, right. 67 00:07:43.000 --> 00:07:51.000 Because then if I, if I go back on my word one time, how can they respect what I'm telling them when I tell them not to go back on their word, right, the number one. 68 00:07:51.000 --> 00:08:00.000 Number two, I wouldn't have respected me because then I'm like, am I really just a cheap pony trick? Someone who just bends over for a buck. 69 00:08:00.000 --> 00:08:05.000 And then three, I couldn't talk with conviction when I, you know, when we are talking to owners and I'm like, this is truly a one time offer. 70 00:08:05.000 --> 00:08:11.000 I only make this invitation to you one time. If you do not take it, you don't get to come back. 71 00:08:11.000 --> 00:08:15.000 And so I wouldn't be able to say that with conviction because it wouldn't be true, right. 72 00:08:15.000 --> 00:08:29.000 And the more, for those of you who don't know like who we are, what we do, like there's any business principle that has ever carried me, like there's no business principle that has ever carried me further than just, just being truthful, like radical honesty. 73 00:08:29.000 --> 00:08:36.000 When it comes to like even my marriage, I'm like, I don't know what to say right now because I don't know what to say right now. 74 00:08:36.000 --> 00:08:41.000 And it even works in like a dating setting. I know this is like totally non-sequitur, but I'm just going to go with it. 75 00:08:41.000 --> 00:08:48.000 You know, if you see some cute girl on the elevator, I would be like, I'm trying to think of something to make you laugh right now. 76 00:08:48.000 --> 00:08:54.000 Like if you said something like that, it would be totally true. And that person would be like, wow, like that's just like honest and genuine. 77 00:08:54.000 --> 00:08:58.000 Like that's pretty cool. But like truth works. 78 00:08:58.000 --> 00:09:03.000 And so any who, like you can speak with conviction when you're speaking about truth. 79 00:09:03.000 --> 00:09:08.000 And so the truth is it wasn't one time I offered and so I said no. 80 00:09:08.000 --> 00:09:20.000 But I wanted to bring this up because if you have clients, right, and you have someone who you've totally gone out of your way foreign and had a huge client success, right. 81 00:09:20.000 --> 00:09:27.000 And they act weird, right. They don't give you the response that they should have happened. 82 00:09:27.000 --> 00:09:36.000 That's a them thing. And you need to not let it bug you. Like I actually hadn't thought about this for months until they just emailed out of the blue. 83 00:09:36.000 --> 00:09:41.000 Because I had peace with it because I was like, hmm, their decision making process is broken. 84 00:09:41.000 --> 00:09:47.000 Because anyone else who's given, who's given this data should have made the logical conclusion to move forward, right. 85 00:09:47.000 --> 00:09:51.000 It would have just made sense, right. If I just made just 70 grand, you know what I mean. 86 00:09:51.000 --> 00:09:56.000 Then like all the data that I've given you is like, like this is going to work. 87 00:09:56.000 --> 00:10:00.000 You know what I mean. And the stuff that I do works, right. 88 00:10:00.000 --> 00:10:07.000 And so any who you need to give yourself the okay to not work with people. 89 00:10:07.000 --> 00:10:16.000 And it's for both of your benefit because they're not going to be happy and you're going to be miserable because they won't be happy and you won't understand why. 90 00:10:16.000 --> 00:10:23.000 And so you're going to rack your brain and keep doing things over and over and over again because you're going to be using your decision calculus of what success looks like. 91 00:10:23.000 --> 00:10:27.000 And if someone else has a broken decision making process, you can't help that. 92 00:10:27.000 --> 00:10:34.000 And so I had a couple of notes that I wrote down for this video and one of them was kind of about the concept of regret. 93 00:10:34.000 --> 00:10:44.000 So I'm going full circle with this, but there's a lot of decisions that if I go back out of it like man, I would have made that differently, right. 94 00:10:44.000 --> 00:10:53.000 But there are some decisions that 100% would have not made differently, but it was because I lack of information. 95 00:10:53.000 --> 00:10:56.000 But my decision making process was sound, right. 96 00:10:56.000 --> 00:11:06.000 And so when you do go back and look at past decisions, what you want to look at is the process of the decision making based on the information you had been. 97 00:11:06.000 --> 00:11:10.000 And so sometimes that gets me out of a lot of like dark holes of like, man, I would have done this differently. 98 00:11:10.000 --> 00:11:11.000 I would have done this differently. 99 00:11:11.000 --> 00:11:17.000 But if I would have only done it differently because I knew more information, then it doesn't mean that I was being an idiot. 100 00:11:17.000 --> 00:11:19.000 It just means I didn't know. 101 00:11:19.000 --> 00:11:23.000 And so that's something that has helped me, I don't know, maybe it'll help you. 102 00:11:23.000 --> 00:11:32.000 But like there have been some difficulties that we've encountered business-wise that I was like, man, if I had had this information sooner, I would have made a different decision. 103 00:11:32.000 --> 00:11:38.000 But I didn't because the decision making process was sound is just the wrong data, right, or incomplete data. 104 00:11:38.000 --> 00:11:49.000 And so when it comes to crazy clients, excuse yourself, allow yourself to just say, some people are crazy. 105 00:11:49.000 --> 00:11:53.000 And that's okay. And I don't work with crazy people. 106 00:11:53.000 --> 00:12:01.000 And then you can like, give this big exhale and be like, and you know what's interesting is that like, if you do start getting better at marketing, 107 00:12:01.000 --> 00:12:05.000 you start joining our stuff, whether you do or not, like you're going to generate more inquiries. 108 00:12:05.000 --> 00:12:08.000 You're going to have more people who walk in your door, right? 109 00:12:08.000 --> 00:12:15.000 And when you have higher volume of people walking in your door, the likelihood that you encounter a crazy person is virtually certain, right? 110 00:12:15.000 --> 00:12:19.000 After you have more than 20 people who walk in your door, you're going to get a crazy person. 111 00:12:19.000 --> 00:12:23.000 Like do you think 5% of people have like serious issues? I do, right? 112 00:12:23.000 --> 00:12:27.000 And are they reflecting some of that back on you, probably sometimes? 113 00:12:27.000 --> 00:12:37.000 And so like, you have to give yourself the ability to just move on and say, that person's crazy, and then keep going. 114 00:12:37.000 --> 00:12:43.000 Because if someone has a broken decision making process, I'm just driving this point home because it's a really important one, 115 00:12:43.000 --> 00:12:47.000 then you can't help them until they fix their process of decision making. 116 00:12:47.000 --> 00:12:55.000 Because no matter what happens, you will become crazy yourself trying to fix their, trying to input data that makes sense 117 00:12:55.000 --> 00:12:59.000 to get an output that should be predictable that is not. 118 00:12:59.000 --> 00:13:05.000 And so that's a great recipe for taking tons of your coaches time, tons of your time, tons of your attention, 119 00:13:05.000 --> 00:13:07.000 and then ultimately making the business sufferer. 120 00:13:07.000 --> 00:13:09.000 And that is what people refer to as cancers in the business. 121 00:13:09.000 --> 00:13:11.000 It's just people who are just freaking crazy. 122 00:13:11.000 --> 00:13:13.000 And you have to be okay with that. 123 00:13:13.000 --> 00:13:21.000 So anyways, if you have a crazy person in your life or in your gym, I would highly recommend just letting them go. 124 00:13:21.000 --> 00:13:23.000 And maybe I'll make a video right after this about how to let big crazy people go. 125 00:13:23.000 --> 00:13:27.000 But you just, you got to excuse it. You just got to let people go. 126 00:13:27.000 --> 00:13:33.000 And then the other thing is that you have to be really truthful in most of your communications, even with that person, 127 00:13:33.000 --> 00:13:35.000 be like, you know what, I just don't know if it's going to be a good fit. 128 00:13:35.000 --> 00:13:41.000 I feel like, you know, well, I'm not going to go into the how to's on this one. 129 00:13:41.000 --> 00:13:47.000 But that one time thing was, it was just, it was a really good lesson for me. 130 00:13:47.000 --> 00:13:49.000 And I'm really glad I made the decision that I did. 131 00:13:49.000 --> 00:13:55.000 Now, months later, because the group that we have with Jim Lawrence is like amazing. 132 00:13:55.000 --> 00:14:01.000 And it's all these positive people who just click with me and how we do things. 133 00:14:01.000 --> 00:14:03.000 And I want to keep it that way. 134 00:14:03.000 --> 00:14:05.000 And I want to protect them and I want to protect my staff. 135 00:14:05.000 --> 00:14:09.000 And yeah, so if you got crazy people, don't worry about it. 136 00:14:09.000 --> 00:14:13.000 And sometimes just don't be, if you have everybody who's leaving you, then you might be crazy. 137 00:14:13.000 --> 00:14:17.000 But if every once in a while you have somebody who you have a huge result for, 138 00:14:17.000 --> 00:14:21.000 and then they don't take the natural next step, sometimes they're crazy. 139 00:14:21.000 --> 00:14:23.000 And just don't put it on yourself. 140 00:14:23.000 --> 00:14:25.000 So anyways, hope you have an amazing day. 141 00:14:25.000 --> 00:14:27.000 Lots of love. 142 00:14:27.000 --> 00:14:29.000 And I'll...