WEBVTT 1 00:00:00.000 --> 00:00:03.240 Go on on everybody, happy hunt day, happy Wednesday. 2 00:00:03.240 --> 00:00:05.340 I don't know what day you're actually consuming the sun, 3 00:00:05.340 --> 00:00:06.400 whether it's podcast or video, 4 00:00:06.400 --> 00:00:08.840 but whatever way you are consuming me, welcome. 5 00:00:08.840 --> 00:00:12.360 I am breaking the mold and making three days in a row 6 00:00:12.360 --> 00:00:13.120 of content. 7 00:00:13.120 --> 00:00:15.240 I know, crazy stuff. 8 00:00:15.240 --> 00:00:18.120 And this one was not planned at all, 9 00:00:18.120 --> 00:00:22.040 but was something that my sales director messaged me 10 00:00:22.040 --> 00:00:23.640 just a couple of seconds ago. 11 00:00:23.640 --> 00:00:26.000 And he was saying that he was talking to somebody who's 12 00:00:26.000 --> 00:00:32.160 in launch, and they basically have grown, essentially. 13 00:00:32.160 --> 00:00:35.200 And as a result, need to hire people 14 00:00:35.200 --> 00:00:37.080 because they're business skill, right? 15 00:00:37.080 --> 00:00:41.200 And they were upset about the fact that that's not included 16 00:00:41.200 --> 00:00:44.080 in launch, and that's everything that's in legacy, right? 17 00:00:44.080 --> 00:00:45.680 They're like, I think that's ridiculous. 18 00:00:45.680 --> 00:00:51.080 Why would I have to pay more for how to do this, right? 19 00:00:51.080 --> 00:00:56.280 And so I'm going to try and temper my response, 20 00:00:56.280 --> 00:00:59.240 but I want it to be appropriate to answer the question. 21 00:00:59.240 --> 00:01:02.920 So success creates deficits. 22 00:01:02.920 --> 00:01:04.880 And I'm borrowing that phrase from Oxford, 23 00:01:04.880 --> 00:01:07.040 but I don't know if he was the first one to say it, 24 00:01:07.040 --> 00:01:09.160 but success creates deficits. 25 00:01:09.160 --> 00:01:13.000 There is no business program in existence, right? 26 00:01:13.000 --> 00:01:14.880 That will solve all of your business problems. 27 00:01:14.880 --> 00:01:16.120 Why? 28 00:01:16.120 --> 00:01:19.400 Because as you solve one, another will appear. 29 00:01:19.400 --> 00:01:21.280 It's part of growth, right? 30 00:01:21.280 --> 00:01:25.040 And so when gyms come into our world in the beginning, 31 00:01:25.040 --> 00:01:27.760 the first problem they have is an acquisition problem. 32 00:01:27.760 --> 00:01:30.520 They don't know how to grow their business at will. 33 00:01:30.520 --> 00:01:33.240 Now, the front end of the hose is arguably 34 00:01:33.240 --> 00:01:35.320 one of the most important ones because it's what 35 00:01:35.320 --> 00:01:36.560 turns the machine. 36 00:01:36.560 --> 00:01:38.920 If we didn't have gym owners applying, 37 00:01:38.920 --> 00:01:41.080 then we wouldn't have to scale our fulfillment. 38 00:01:41.080 --> 00:01:43.120 We wouldn't have to grow our customer service team. 39 00:01:43.120 --> 00:01:44.520 We wouldn't have to scale our sales team. 40 00:01:44.520 --> 00:01:46.280 We wouldn't have to scale our operations team. 41 00:01:46.280 --> 00:01:48.240 We wouldn't have that because we don't have an acquisition 42 00:01:48.240 --> 00:01:49.360 system, right? 43 00:01:49.560 --> 00:01:51.600 But once you have an acquisition system, 44 00:01:51.600 --> 00:01:54.320 the acquisition system does not solve your problem. 45 00:01:54.320 --> 00:01:57.080 It exposes the problem that are already there in your business. 46 00:01:57.080 --> 00:01:58.960 And most people just don't know the problems because they 47 00:01:58.960 --> 00:02:02.200 haven't had enough pressure put on the machine that they built. 48 00:02:02.200 --> 00:02:06.360 And so your machine can withstand a category one earthquake, 49 00:02:06.360 --> 00:02:08.720 which means you have a category one acquisition system, 50 00:02:08.720 --> 00:02:10.960 which might just be word of mouth, right? 51 00:02:10.960 --> 00:02:14.120 Or whatever, which is just not earth shattering. 52 00:02:14.120 --> 00:02:16.280 It's not going to be a lot of people walking in the door 53 00:02:16.280 --> 00:02:19.320 because you don't have the engine that's built on the front end. 54 00:02:19.320 --> 00:02:23.160 Now, that being said, all of these different segments 55 00:02:23.160 --> 00:02:26.720 requiring new skill set, which is why you as an entrepreneur 56 00:02:26.720 --> 00:02:28.280 need to grow, right? 57 00:02:28.280 --> 00:02:31.680 Like the business is limited by you. 58 00:02:31.680 --> 00:02:33.800 I can tell you that if I started another business 59 00:02:33.800 --> 00:02:36.280 and this ended tomorrow, I know I can tell you 60 00:02:36.280 --> 00:02:39.000 without a shadow of a doubt that it would be a $50 million 61 00:02:39.000 --> 00:02:41.000 business within 18 months. 62 00:02:41.000 --> 00:02:43.360 I can tell you that because I have that skill set now. 63 00:02:43.360 --> 00:02:46.560 I didn't have that skill set before because once you have 64 00:02:46.560 --> 00:02:49.360 acquisition, then what's the next thing you need to learn? 65 00:02:49.360 --> 00:02:51.120 So like acquisition split into three things. 66 00:02:51.120 --> 00:02:52.320 It's going to be your lead generation, 67 00:02:52.320 --> 00:02:54.000 your lead nurture and your sales, right? 68 00:02:54.000 --> 00:02:57.440 Which is what we saw for one level of service in gym, right? 69 00:02:57.440 --> 00:02:59.120 But then what happens? 70 00:02:59.120 --> 00:03:01.240 Oh shit, your classes get really full. 71 00:03:01.240 --> 00:03:03.720 OK, now service level starts dropping. 72 00:03:03.720 --> 00:03:06.400 It's not that the service level really is dropping. 73 00:03:06.400 --> 00:03:08.640 It's more so that the trainers that you've had 74 00:03:08.640 --> 00:03:10.840 didn't have processes in place in order 75 00:03:10.840 --> 00:03:13.200 to deliver a higher level of service 76 00:03:13.200 --> 00:03:16.400 or maintain the same high level of service over twice 77 00:03:16.560 --> 00:03:18.160 or three times as many people. 78 00:03:18.160 --> 00:03:19.960 You don't have that problem in the beginning 79 00:03:19.960 --> 00:03:22.320 because you didn't have an inflow, right? 80 00:03:22.320 --> 00:03:23.880 And so what needs to happen next? 81 00:03:23.880 --> 00:03:26.520 You have to skill fulfillment, right? 82 00:03:26.520 --> 00:03:27.200 Yeah. 83 00:03:27.200 --> 00:03:28.360 And so what happens? 84 00:03:28.360 --> 00:03:30.040 Like you're going to move down this line 85 00:03:30.040 --> 00:03:31.640 and then what happens after you skill fulfillment? 86 00:03:31.640 --> 00:03:34.400 OK, now we've got more people enjoying the classes, 87 00:03:34.400 --> 00:03:37.080 the trainers are pumped up, whatever, then what? 88 00:03:37.080 --> 00:03:39.760 But now our churn starts becoming an issue, right? 89 00:03:39.760 --> 00:03:41.720 Because you haven't solved that problem yet 90 00:03:41.720 --> 00:03:43.560 because you didn't even have to worry about churn 91 00:03:43.560 --> 00:03:45.400 because you had so few people walking in the door. 92 00:03:45.400 --> 00:03:47.520 It was irrelevant, right? 93 00:03:47.520 --> 00:03:50.520 But once you have a huge amount of people walking in the door, 94 00:03:50.520 --> 00:03:52.480 a huge people being in classes, 95 00:03:52.480 --> 00:03:54.320 you have to skill your delivery, skill your team. 96 00:03:54.320 --> 00:03:56.040 That's where leadership comes into play. 97 00:03:56.040 --> 00:03:57.240 That's where inspiring the team. 98 00:03:57.240 --> 00:03:59.000 That's where having commission-based structures 99 00:03:59.000 --> 00:04:01.760 that make sense that are going to be tied to KPIs, right? 100 00:04:01.760 --> 00:04:03.080 Keep performance indicators. 101 00:04:03.080 --> 00:04:04.560 Those are all things that are going to drive 102 00:04:04.560 --> 00:04:06.720 the growth of the business, right? 103 00:04:06.720 --> 00:04:07.440 Right. 104 00:04:07.440 --> 00:04:13.000 And so to try and build this back in. 105 00:04:13.000 --> 00:04:18.360 So no, anything is going to solve your business's problems 106 00:04:18.360 --> 00:04:20.680 because it's a faulty mindset of thinking 107 00:04:20.680 --> 00:04:22.080 that your business has a problem. 108 00:04:22.080 --> 00:04:25.480 And then when it is fixed, it will be done. 109 00:04:25.480 --> 00:04:26.960 I can retire now. 110 00:04:26.960 --> 00:04:28.600 And that's just faulty mindset of in terms 111 00:04:28.600 --> 00:04:31.240 of how you need to be as an entrepreneur or business owner. 112 00:04:31.240 --> 00:04:33.520 You need to continue to grow if you want your business 113 00:04:33.520 --> 00:04:34.720 to continue to grow. 114 00:04:34.720 --> 00:04:37.400 If you want your business to maintain the only way 115 00:04:37.400 --> 00:04:40.360 that no extra problems exist is if you decide 116 00:04:40.360 --> 00:04:42.880 that you no longer want to grow. 117 00:04:42.920 --> 00:04:44.960 And then it's true. 118 00:04:44.960 --> 00:04:46.600 But then if you're not growing, you're stagnating. 119 00:04:46.600 --> 00:04:49.720 And if you're stagnating in this market in 2018 120 00:04:49.720 --> 00:04:52.000 and a market that grows faster than ever 121 00:04:52.000 --> 00:04:53.760 with more competitors than ever, 122 00:04:53.760 --> 00:04:55.520 what do you think is going to happen when you stagnate? 123 00:04:55.520 --> 00:04:57.000 You die. 124 00:04:57.000 --> 00:04:58.600 Which is why one of the core tenants of Jim Lutz 125 00:04:58.600 --> 00:04:59.760 has grow or die. 126 00:04:59.760 --> 00:05:03.280 And that's more so targeted at us, the employees, right? 127 00:05:03.280 --> 00:05:05.680 The employees of the company is that we need to grow or die 128 00:05:05.680 --> 00:05:08.560 because the company, one of the substatements 129 00:05:08.560 --> 00:05:10.920 under that core tenant is that the business's growth 130 00:05:10.920 --> 00:05:14.720 will be capped by the personal growth of each member, right? 131 00:05:14.720 --> 00:05:19.280 And so if you don't have that skill set, that's okay. 132 00:05:19.280 --> 00:05:21.440 That's what part of growth is, right? 133 00:05:21.440 --> 00:05:23.680 Like that's the deficit that you're feeling, 134 00:05:23.680 --> 00:05:25.320 the pressure that you feel of like, 135 00:05:25.320 --> 00:05:28.160 oh shit, this is messed up, is a good thing. 136 00:05:28.160 --> 00:05:30.240 And if you get stressed out because of that, 137 00:05:30.240 --> 00:05:33.720 that's not good because it just shows a disconnect between, 138 00:05:33.720 --> 00:05:36.440 like that's, it's always going to be like that. 139 00:05:36.440 --> 00:05:38.160 Like you're always going to have a deficit. 140 00:05:38.160 --> 00:05:39.840 It's just going to be different. 141 00:05:39.840 --> 00:05:41.880 And then you're going to learn how to fix it. 142 00:05:41.880 --> 00:05:44.360 Now, like the whole solution that we have with legacies 143 00:05:44.360 --> 00:05:46.440 that we've already gone through those steps for you, 144 00:05:46.440 --> 00:05:48.760 so you don't have to have enormous periods 145 00:05:48.760 --> 00:05:52.000 of time of struggling, which is why most people go from zero 146 00:05:52.000 --> 00:05:54.840 to like holy crap, they get tons of revenue really fast. 147 00:05:54.840 --> 00:05:57.640 Why do so many, like why do Jim's either break 148 00:05:57.640 --> 00:05:59.520 or blow up with Jim Lutz? 149 00:05:59.520 --> 00:06:01.760 Because we force growth, right? 150 00:06:01.760 --> 00:06:03.920 Because if we saw your fear, your lead gen, 151 00:06:03.920 --> 00:06:06.840 your lead nurture and your sales issues right off the bat, boom. 152 00:06:06.840 --> 00:06:08.840 It's like you step up the plate and you have like, 153 00:06:08.840 --> 00:06:11.480 just like home run pitch after home run pitch, 154 00:06:11.480 --> 00:06:13.800 like balls just being thrown at you, 155 00:06:13.800 --> 00:06:16.360 and like you have to step up to the plate and swing, right? 156 00:06:16.360 --> 00:06:17.640 And then you start cracking the home runs 157 00:06:17.640 --> 00:06:19.560 and you're like holy crap, there's so many runs, 158 00:06:19.560 --> 00:06:21.640 like there's all these things that are going on 159 00:06:21.640 --> 00:06:23.520 and it forces growth. 160 00:06:23.520 --> 00:06:25.360 And so if you're not willing to grow, 161 00:06:25.360 --> 00:06:28.200 then your business is not going to succeed, right? 162 00:06:28.200 --> 00:06:30.480 It's not going to succeed in the long haul 163 00:06:30.480 --> 00:06:35.360 because there's always going to be problems 164 00:06:35.360 --> 00:06:36.680 and you just have to accept that. 165 00:06:36.680 --> 00:06:38.280 But you can solve those problems faster 166 00:06:38.280 --> 00:06:41.120 with community and leverage information advantage, right? 167 00:06:41.120 --> 00:06:44.560 If we've got 25 Jim's that are doing a million plus, 168 00:06:44.560 --> 00:06:46.120 do you think we'd be able to go to those guys 169 00:06:46.120 --> 00:06:48.040 and say, hey, what are you guys doing for retention, right? 170 00:06:48.040 --> 00:06:49.680 And then only grab best practices 171 00:06:49.680 --> 00:06:52.480 from people who are actually doing best 172 00:06:52.480 --> 00:06:54.800 and then give those, right? 173 00:06:54.800 --> 00:06:57.280 Like the reason that Jim's have made more money, 174 00:06:57.280 --> 00:06:58.320 the Jim's that are in like, see, 175 00:06:58.320 --> 00:07:01.000 have made more money than the Jim's that I have, 176 00:07:01.000 --> 00:07:02.920 will not have had, right? 177 00:07:02.920 --> 00:07:07.920 Is because we have improved, like my model was the baseline. 178 00:07:08.640 --> 00:07:10.640 My model was 1.0, right? 179 00:07:10.640 --> 00:07:11.920 I had done a lot of iterations. 180 00:07:11.920 --> 00:07:15.120 I had seen a decent amount of success, right? 181 00:07:15.120 --> 00:07:18.400 But what we are producing now, 182 00:07:18.400 --> 00:07:20.360 the Jim model that we have now, 183 00:07:20.360 --> 00:07:22.720 like why are we generating so many million dollars, 184 00:07:22.720 --> 00:07:24.120 why are we minting so many million dollars 185 00:07:24.120 --> 00:07:25.760 plus facilities so fast? 186 00:07:25.760 --> 00:07:28.360 Because we're iterating constantly, right? 187 00:07:28.360 --> 00:07:30.720 And we can iterate based on the successes 188 00:07:30.720 --> 00:07:33.680 of everyone who's here who's willing to look at problems, 189 00:07:33.680 --> 00:07:35.680 future problems, solve them together, 190 00:07:35.680 --> 00:07:37.080 and then grab the best pieces 191 00:07:37.080 --> 00:07:40.080 and make one unbelievable superjet, right? 192 00:07:40.080 --> 00:07:42.280 And that's when you have the power of information 193 00:07:42.280 --> 00:07:43.320 and community innovation, 194 00:07:43.320 --> 00:07:46.280 you can do that really, really fast, right? 195 00:07:46.280 --> 00:07:48.320 And so like at this point, Jim launched 196 00:07:48.320 --> 00:07:49.920 and like more so Jim legacy, 197 00:07:49.920 --> 00:07:52.040 because that's the majority of the business, right? 198 00:07:52.040 --> 00:07:54.880 Is like, it's become a new category of business 199 00:07:54.880 --> 00:07:56.280 because there hasn't been a business 200 00:07:56.280 --> 00:07:58.760 that's existed like this to my knowledge, right? 201 00:07:58.760 --> 00:08:00.440 We're not marketing agency. 202 00:08:00.440 --> 00:08:01.600 We're not a guru business. 203 00:08:01.600 --> 00:08:03.200 We had 20 full-time support, 204 00:08:03.200 --> 00:08:04.720 like it's not a guru business. 205 00:08:04.720 --> 00:08:06.040 It's not a mastermind business 206 00:08:06.040 --> 00:08:07.240 because no one gets up on stage. 207 00:08:07.240 --> 00:08:09.360 Like a mastermind is where everyone is equal 208 00:08:09.360 --> 00:08:11.120 and then everyone says they're on part 209 00:08:11.120 --> 00:08:13.480 that is not how this business is run, right? 210 00:08:13.480 --> 00:08:14.560 So what is it? 211 00:08:14.560 --> 00:08:16.760 I don't know, I'm still trying to figure out a word for it. 212 00:08:16.760 --> 00:08:21.760 It's like a white labeled micro Jim model. 213 00:08:21.760 --> 00:08:23.400 It's an information broker. 214 00:08:23.400 --> 00:08:24.280 I don't know how to say it, 215 00:08:24.280 --> 00:08:26.280 but basically we just take the best stuff 216 00:08:26.280 --> 00:08:27.680 from the best people only 217 00:08:27.680 --> 00:08:28.680 and then give it to everyone 218 00:08:28.720 --> 00:08:30.520 and then everyone grows faster. 219 00:08:30.520 --> 00:08:32.280 That's how you've got people like Joey Huber 220 00:08:32.280 --> 00:08:34.600 who by his 16th week of gym launch 221 00:08:34.600 --> 00:08:38.320 had tripled his business from him doing 40 grand a month 222 00:08:38.320 --> 00:08:42.560 to do 120,000 a month, recurring, right? 223 00:08:42.560 --> 00:08:43.840 By his 16th week. 224 00:08:43.840 --> 00:08:45.560 Now, if you had just started your gym, 225 00:08:45.560 --> 00:08:46.720 do you think in the first four months 226 00:08:46.720 --> 00:08:47.960 you'd be able to do that kind of growth? 227 00:08:47.960 --> 00:08:50.800 Of course not, because you couldn't have the roadmap, right? 228 00:08:50.800 --> 00:08:51.920 You wouldn't know how to, 229 00:08:51.920 --> 00:08:53.840 you'd have to spend six months figuring out 230 00:08:53.840 --> 00:08:55.320 how to do lead generation. 231 00:08:55.320 --> 00:08:56.640 And then you'd be like, oh shit, I'm getting leads. 232 00:08:56.640 --> 00:08:57.960 And you'd be like, well, how do I get them to schedule? 233 00:08:58.040 --> 00:08:59.720 How do I get them in the door, right? 234 00:08:59.720 --> 00:09:02.280 And then you have to figure that out for six months, right? 235 00:09:02.280 --> 00:09:03.120 And then after that, you're like, 236 00:09:03.120 --> 00:09:04.120 okay, well now I'm getting in the door, 237 00:09:04.120 --> 00:09:05.600 but I don't know what to say to them, right? 238 00:09:05.600 --> 00:09:07.280 And then you figure out sales for the next six months 239 00:09:07.280 --> 00:09:08.280 after you're losing. 240 00:09:08.280 --> 00:09:10.040 And that's where most people get stuck 241 00:09:10.040 --> 00:09:11.720 in one of these problems and they die. 242 00:09:11.720 --> 00:09:14.960 Their business dies because they can't figure it out faster. 243 00:09:14.960 --> 00:09:15.800 Right? 244 00:09:15.800 --> 00:09:17.680 But that's the advantage of having an information 245 00:09:17.680 --> 00:09:18.520 like Ed Bim. 246 00:09:18.520 --> 00:09:19.360 So if you have leverage, 247 00:09:19.360 --> 00:09:21.760 you have people who have trove in the path already. 248 00:09:21.760 --> 00:09:23.360 All you have to do is model it. 249 00:09:25.760 --> 00:09:26.720 Hey guys, real quick, 250 00:09:26.800 --> 00:09:27.920 if you're new to the podcast, 251 00:09:27.920 --> 00:09:31.160 I have a book on Amazon called 100 million dollar offers 252 00:09:31.160 --> 00:09:33.080 that over 8,000 five star reviews 253 00:09:33.080 --> 00:09:34.280 and it has almost a perfect score. 254 00:09:34.280 --> 00:09:36.160 You can get it for 99 cents on Kindle. 255 00:09:36.160 --> 00:09:38.320 The reason I bring it up is that I put over a thousand hours 256 00:09:38.320 --> 00:09:39.640 into writing that book. 257 00:09:39.640 --> 00:09:41.360 And it's my biggest gift to our community. 258 00:09:41.360 --> 00:09:43.920 So it's my very shameless way of trying to get to you 259 00:09:43.920 --> 00:09:46.640 to like me more and ultimately make more dollars 260 00:09:46.640 --> 00:09:48.600 to that later on in your business career. 261 00:09:48.600 --> 00:09:49.560 I can finish the part with you. 262 00:09:49.560 --> 00:09:50.640 So that's my gift. 263 00:09:50.640 --> 00:09:53.400 Go check it out, Amazon and back to the show. 264 00:09:56.840 --> 00:10:01.840 Okay, sorry guys, a little ranty there, but the reason 265 00:10:05.120 --> 00:10:07.760 that Jim launched does not solve all of the business problems 266 00:10:07.760 --> 00:10:10.200 is because we were coming in to solve one problem, 267 00:10:10.200 --> 00:10:11.520 which is acquisition. 268 00:10:11.520 --> 00:10:13.720 And then what that problem does is it exposes 269 00:10:13.720 --> 00:10:16.000 the all of the weaknesses that are in your business. 270 00:10:16.000 --> 00:10:19.360 And that is why Jim legacy is the majority of my business 271 00:10:19.360 --> 00:10:22.720 because that is the rest of the equation. 272 00:10:22.720 --> 00:10:25.240 Why don't I just sell all that upfront 273 00:10:25.240 --> 00:10:27.920 because everyone would be overwhelmed beyond belief. 274 00:10:27.920 --> 00:10:30.680 That's why, because they would be so paralyzed 275 00:10:30.680 --> 00:10:33.560 seeing all of the holes that exist in their business 276 00:10:33.560 --> 00:10:35.760 that they'd be like, I don't even know what to do 277 00:10:35.760 --> 00:10:37.600 and they panic and they freeze. 278 00:10:39.160 --> 00:10:40.880 It's the number one thing that happens 279 00:10:40.880 --> 00:10:41.920 when people get into legacies. 280 00:10:41.920 --> 00:10:45.080 They see all of the problems that they didn't know they had 281 00:10:45.080 --> 00:10:47.680 and then they're like, and that's okay. 282 00:10:47.680 --> 00:10:49.080 Because it happens in sequence. 283 00:10:49.080 --> 00:10:51.120 You do one at a time, but just happens to be a quarter 284 00:10:51.120 --> 00:10:55.080 that is all of them there, but you take one at a time, right? 285 00:10:55.080 --> 00:10:56.560 First, we solve the problem. 286 00:10:56.560 --> 00:10:58.280 Okay, now we've solved the problem. 287 00:10:58.280 --> 00:10:59.520 Now let's solve for attention. 288 00:10:59.520 --> 00:11:02.360 Okay, now my trainer's gonna get paid more 289 00:11:02.360 --> 00:11:04.120 because they're seeing how much money I'm making. 290 00:11:04.120 --> 00:11:05.760 Okay, now we start working on leadership 291 00:11:05.760 --> 00:11:07.600 and then we have an ascension path for them, right? 292 00:11:07.600 --> 00:11:09.440 Like now we have a sales manager. 293 00:11:09.440 --> 00:11:11.960 Like all of these things are growth things that you need to do 294 00:11:11.960 --> 00:11:15.120 and all that ends up really happening is that you see a problem, 295 00:11:15.120 --> 00:11:18.280 you sponge the problem as the entrepreneur to fill the gap, 296 00:11:18.280 --> 00:11:20.320 you learn and acquire the skill 297 00:11:20.320 --> 00:11:22.680 and then you teach someone else the skill that you learned. 298 00:11:22.680 --> 00:11:25.480 That is the path of the entrepreneur, right? 299 00:11:25.480 --> 00:11:28.560 We see a problem, we identify the problem, 300 00:11:28.560 --> 00:11:31.880 we become the sponge to figure out the issue of the solution 301 00:11:31.880 --> 00:11:33.920 and then we figured out well enough 302 00:11:33.920 --> 00:11:35.400 that we can teach someone else to do it 303 00:11:35.400 --> 00:11:36.920 so that they can permanent the do it 304 00:11:36.920 --> 00:11:39.320 and then learn to do it even better than we did. 305 00:11:39.320 --> 00:11:40.720 That's the point, right? 306 00:11:40.720 --> 00:11:43.960 And then as you continue to scale yourself as an entrepreneur, 307 00:11:43.960 --> 00:11:46.480 then you start having people that you can start deploying 308 00:11:46.480 --> 00:11:47.640 against those problems and saying, 309 00:11:47.640 --> 00:11:49.960 hey, can you figure this out? 310 00:11:49.960 --> 00:11:51.400 And that's when you start leading people. 311 00:11:51.400 --> 00:11:52.440 You start empowering people 312 00:11:52.440 --> 00:11:54.480 because then the entrepreneur can solve multiple problems 313 00:11:54.480 --> 00:11:56.000 at the same time, right? 314 00:11:56.000 --> 00:11:58.200 Your parents is not going in to like man the phones 315 00:11:58.200 --> 00:11:59.200 to figure things out, 316 00:11:59.200 --> 00:12:01.520 but at the stage in the course where most people act 317 00:12:01.520 --> 00:12:03.040 who are watching this video right now 318 00:12:03.040 --> 00:12:05.280 or who are listening to this podcast, 319 00:12:05.280 --> 00:12:07.240 a lot of times that's you. 320 00:12:07.240 --> 00:12:09.240 Once you have an infrastructure that's big enough, 321 00:12:09.240 --> 00:12:11.360 you can start having key players 322 00:12:11.360 --> 00:12:13.760 that can go and do those things for you, right? 323 00:12:13.760 --> 00:12:15.640 And that's how you can start leveraging time 324 00:12:15.640 --> 00:12:17.680 and that's why the rich get richer, right? 325 00:12:17.680 --> 00:12:19.920 Is that like the first millions, the hardest, 326 00:12:19.920 --> 00:12:22.840 the first 100 grand, the hardest, right? 327 00:12:22.840 --> 00:12:24.080 I mean, for me, I'll be honest with you, 328 00:12:24.080 --> 00:12:27.000 I think the hardest thing for me with my first 100 grand. 329 00:12:27.000 --> 00:12:28.080 I try not to talk about money too much 330 00:12:28.080 --> 00:12:29.080 because I don't want to come off ragged, 331 00:12:29.080 --> 00:12:31.480 but like that was the hardest thing 332 00:12:31.480 --> 00:12:33.240 because once you have that, you can use that 333 00:12:33.240 --> 00:12:35.200 to buy more time back, right? 334 00:12:35.200 --> 00:12:38.680 And then it becomes the snowball of growth 335 00:12:38.680 --> 00:12:40.920 that you can have because you can shortcut more things. 336 00:12:40.920 --> 00:12:43.000 You can buy information, which in the beginning, 337 00:12:43.000 --> 00:12:44.520 you don't have money to buy information 338 00:12:44.520 --> 00:12:46.360 so you have to spend your one resource 339 00:12:46.360 --> 00:12:47.960 that you don't have with your time and attention. 340 00:12:47.960 --> 00:12:48.800 It's the only thing you've gotten 341 00:12:48.800 --> 00:12:50.040 at the beginning is time and attention. 342 00:12:50.040 --> 00:12:51.320 And so you spend your time and attention 343 00:12:51.320 --> 00:12:52.600 to get just enough money 344 00:12:52.600 --> 00:12:54.600 that you can hopefully buy enough information, 345 00:12:54.600 --> 00:12:56.160 the right kind of information 346 00:12:56.160 --> 00:12:58.720 to drag your future forward faster, right? 347 00:12:58.720 --> 00:13:00.480 So you can go through this path faster. 348 00:13:00.480 --> 00:13:01.960 The number one investment that I've ever made 349 00:13:01.960 --> 00:13:04.120 in my child life has been information 350 00:13:04.120 --> 00:13:07.240 because it bought me life, it bought me time, 351 00:13:07.240 --> 00:13:08.800 it bought me attention back. 352 00:13:08.800 --> 00:13:10.000 People like your 20 years old 353 00:13:10.000 --> 00:13:12.480 have you published so much, people ask us that, right? 354 00:13:12.480 --> 00:13:14.080 God, I really hope this doesn't sound ragged, 355 00:13:14.080 --> 00:13:15.400 that's not my intention. 356 00:13:15.480 --> 00:13:19.280 Like, it's happened because for the first five years 357 00:13:19.280 --> 00:13:22.160 of my career, every single extra dollar I had, 358 00:13:22.160 --> 00:13:24.760 I spent on information, I spent on courses, 359 00:13:24.760 --> 00:13:26.680 I spent on training, I spent on events, 360 00:13:26.680 --> 00:13:28.040 I spent on coaching, right? 361 00:13:28.040 --> 00:13:31.000 I spent all of my money to get me better 362 00:13:31.000 --> 00:13:33.040 because I looked at the income that I was having 363 00:13:33.040 --> 00:13:35.400 and I was like, I see the growth trajectory that's happening, 364 00:13:35.400 --> 00:13:38.200 it's not fast enough, which means I'm not good enough 365 00:13:38.200 --> 00:13:39.960 to get there, right? 366 00:13:39.960 --> 00:13:42.160 And so it takes a certain amount of like, 367 00:13:42.160 --> 00:13:44.880 just don't have an ego about it, you probably suck 368 00:13:44.880 --> 00:13:47.320 and that's okay because I suck too, you know what I mean? 369 00:13:47.320 --> 00:13:48.920 And we just get better together. 370 00:13:49.960 --> 00:13:54.960 So the growth path will never end, point number one, 371 00:13:55.960 --> 00:13:57.480 no problem will fix your business, 372 00:13:57.480 --> 00:13:59.240 or no solution will ever fix your business 373 00:13:59.240 --> 00:14:00.800 because your business will always be broken, 374 00:14:00.800 --> 00:14:03.440 provided it is growing, period, 375 00:14:03.440 --> 00:14:05.160 which means that you will always have a skill set 376 00:14:05.160 --> 00:14:06.760 that you are in a deficit puff 377 00:14:06.760 --> 00:14:09.160 because your business requires you to be someone bigger 378 00:14:09.160 --> 00:14:11.480 than you are right now if you are grown. 379 00:14:11.480 --> 00:14:14.600 And the reason so many gyms break or blow up 380 00:14:14.600 --> 00:14:17.200 is because the grit of the entrepreneur who goes through it 381 00:14:17.200 --> 00:14:20.400 is willing to grow when they are confronted 382 00:14:20.400 --> 00:14:23.120 with a category five earthquake instead of a category one 383 00:14:23.120 --> 00:14:25.760 because all of a sudden their machine is put to the test 384 00:14:25.760 --> 00:14:29.200 and they can either point and say, you broke my gym 385 00:14:29.200 --> 00:14:31.760 or they can say, I'm gonna fix it 386 00:14:31.760 --> 00:14:33.960 because my fulfillment sucked and I had no idea, 387 00:14:33.960 --> 00:14:35.880 my culture sucked and I had no idea. 388 00:14:35.880 --> 00:14:38.160 Everyone at my gym, my clients are all OGs 389 00:14:38.160 --> 00:14:40.120 and no one will welcome new people into my classes 390 00:14:40.120 --> 00:14:42.320 and that's my fault because I am the owner 391 00:14:42.320 --> 00:14:44.760 and it's always my fault, right? 392 00:14:44.760 --> 00:14:46.520 It's taking responsibility. 393 00:14:46.520 --> 00:14:50.480 So, I probably shouldn't wrap this video up like we'll turn to it. 394 00:14:50.480 --> 00:14:55.280 But I hope this answers some questions of the fact 395 00:14:55.280 --> 00:14:57.520 that like gym lunch will blow your gym up, right? 396 00:14:57.520 --> 00:14:59.320 It will either blow your gym up in terms of like, 397 00:14:59.320 --> 00:15:00.840 you will make more money than you've ever made 398 00:15:00.840 --> 00:15:02.360 if you make more clients than you've ever had 399 00:15:02.360 --> 00:15:05.120 but the thing is the responsibility will always be on you, 400 00:15:05.120 --> 00:15:05.960 right? 401 00:15:05.960 --> 00:15:08.560 Because you're the one who's gonna have to grow, always, right? 402 00:15:08.560 --> 00:15:10.360 That's why we have 500 plus testimonies. 403 00:15:10.360 --> 00:15:12.960 The good news is that as long as you have the effort 404 00:15:12.960 --> 00:15:15.240 and you are not somebody who is a victim 405 00:15:15.240 --> 00:15:16.760 and it's someone who says, you know what? 406 00:15:16.760 --> 00:15:18.320 I need to grow. 407 00:15:18.320 --> 00:15:20.840 That's why my business isn't where I want it to be 408 00:15:20.840 --> 00:15:22.920 and you could be making a million dollars a month 409 00:15:22.920 --> 00:15:25.520 and you should still be able to admit that I need to grow. 410 00:15:25.520 --> 00:15:28.080 I have so many deficits right now, right? 411 00:15:28.080 --> 00:15:29.680 So, you're never good enough. 412 00:15:29.680 --> 00:15:31.840 You don't know, like the moment you stop learning 413 00:15:31.840 --> 00:15:33.680 is like the time everything does. 414 00:15:33.680 --> 00:15:36.120 So, yeah. 415 00:15:36.120 --> 00:15:39.920 So, if any of you guys, for anybody who's in gym lunch, 416 00:15:39.920 --> 00:15:42.920 yes, I do some things, like your business probably did look 417 00:15:42.920 --> 00:15:44.560 and that's okay and that's why we have legacy 418 00:15:44.560 --> 00:15:46.600 which is the remainder of the model. 419 00:15:48.120 --> 00:15:50.920 And I love you guys and I really mean that. 420 00:15:50.920 --> 00:15:54.240 We started this business so that we get the maximum amount 421 00:15:54.240 --> 00:15:56.040 of people, the maximum of results as fast as possible 422 00:15:56.040 --> 00:15:59.360 which I think we've done a decent job of 423 00:15:59.360 --> 00:16:01.360 but we obviously can always work on a lot of things 424 00:16:01.360 --> 00:16:02.960 and we're always gonna try and get better. 425 00:16:02.960 --> 00:16:04.800 But my single promise to you is that we will always try 426 00:16:04.800 --> 00:16:07.280 and get better, always and we will fail. 427 00:16:07.280 --> 00:16:09.440 My last legacy release, I'll tell you something. 428 00:16:09.440 --> 00:16:12.960 My last legacy release, which is this was this last Friday 429 00:16:12.960 --> 00:16:15.720 so I really stepped new stuff all the time. 430 00:16:15.720 --> 00:16:18.000 I had been planning on this new sales method 431 00:16:18.000 --> 00:16:20.800 that we were doing, combining one of the other places 432 00:16:20.800 --> 00:16:22.080 that we haven't legacy. 433 00:16:22.080 --> 00:16:24.280 And after like six weeks of trial and error 434 00:16:24.280 --> 00:16:28.280 and like 150 man hours put on it, it didn't work, right? 435 00:16:28.280 --> 00:16:30.280 Like we just couldn't get it to work. 436 00:16:30.280 --> 00:16:32.560 But that's part of progress. 437 00:16:32.560 --> 00:16:33.400 You know what I mean? 438 00:16:33.400 --> 00:16:35.400 Like if you know it's going to work ahead of time, 439 00:16:35.400 --> 00:16:37.880 it's not an experiment, right? 440 00:16:37.880 --> 00:16:41.360 Like I think it could work and a lot of our experiments do. 441 00:16:41.360 --> 00:16:43.880 And that's why the rate of progress in the gym loads group 442 00:16:43.880 --> 00:16:45.920 is so much faster than anything that I've seen 443 00:16:45.920 --> 00:16:47.520 on the market right now. 444 00:16:47.520 --> 00:16:49.720 Because like we're willing to fail. 445 00:16:49.720 --> 00:16:53.840 And for us right now we have the resources and the manpower 446 00:16:53.840 --> 00:16:55.680 like to spend my money or my time 447 00:16:55.680 --> 00:16:58.240 or my people's time that I'm paying for it directly 448 00:16:58.240 --> 00:16:59.360 to test this stuff out for you. 449 00:16:59.360 --> 00:17:02.680 So you don't need to incur the cost of progress. 450 00:17:02.680 --> 00:17:04.440 We incur the cost of progress 451 00:17:04.440 --> 00:17:06.760 because now we have the resources to do so. 452 00:17:06.760 --> 00:17:08.880 And then ultimately sell that information at a margin. 453 00:17:08.880 --> 00:17:12.440 So everyone here, like we buy information through failure 454 00:17:12.440 --> 00:17:14.600 and failed attempts and man hours. 455 00:17:14.600 --> 00:17:16.280 And then we sell that information 456 00:17:16.280 --> 00:17:19.400 as a winning scratch off ticket that we already know works. 457 00:17:19.400 --> 00:17:22.040 And then that is the secret of the legacy business model. 458 00:17:22.040 --> 00:17:23.120 That's all we do. 459 00:17:23.120 --> 00:17:24.680 We go find stuff that works. 460 00:17:24.680 --> 00:17:25.840 We try a whole bunch of times. 461 00:17:25.840 --> 00:17:29.520 We incur that big cost that no individual could incur. 462 00:17:29.520 --> 00:17:31.280 And then we sell that at a margin. 463 00:17:31.280 --> 00:17:32.120 That's it. 464 00:17:32.120 --> 00:17:33.320 That's how it works. 465 00:17:33.320 --> 00:17:36.720 So anyways guys, I know where's my Austrian jacket 466 00:17:36.760 --> 00:17:40.280 I appreciate you guys giving me your attention on Wednesday. 467 00:17:40.280 --> 00:17:42.440 Halfway through the week, even though entrepreneurs 468 00:17:42.440 --> 00:17:44.000 really don't take off anyways. 469 00:17:44.000 --> 00:17:46.800 But I love you all genuinely. 470 00:17:46.800 --> 00:17:50.840 I we create this company to serve you in a higher way 471 00:17:50.840 --> 00:17:53.320 and we will always try to do that. 472 00:17:53.320 --> 00:17:54.280 So that's my promise to you. 473 00:17:54.280 --> 00:17:56.320 And we had some really huge plays coming up 474 00:17:56.320 --> 00:17:58.280 that I will not talk about, but they're really huge 475 00:17:58.280 --> 00:17:59.600 and they are coming up soon. 476 00:17:59.600 --> 00:18:01.400 And I'm beyond excited. 477 00:18:01.400 --> 00:18:04.680 And for those of you who are not in our world, 478 00:18:04.680 --> 00:18:08.800 that was a little taste of a rant that I did not have done. 479 00:18:08.800 --> 00:18:10.320 But it just it welled up inside of me. 480 00:18:10.320 --> 00:18:11.480 So I appreciate you. 481 00:18:11.480 --> 00:18:14.400 And if any of this was useful for you, 482 00:18:14.400 --> 00:18:16.840 shoot a like, shoot a comment, tag a gym owner, 483 00:18:16.840 --> 00:18:18.080 and lots of love. 484 00:18:18.080 --> 00:18:19.080 Have an amazing time. 485 00:18:19.080 --> 00:18:21.600 And I'll talk to you soon. 486 00:18:21.600 --> 00:18:22.440 All right.