WEBVTT 1 00:00:00.000 --> 00:00:01.280 Mosination, what's going on? 2 00:00:01.280 --> 00:00:04.320 This is a podcast that I did three years ago. 3 00:00:04.320 --> 00:00:05.240 So this is Young Mosie. 4 00:00:05.240 --> 00:00:06.880 This is preacquisition.com. 5 00:00:06.880 --> 00:00:08.920 This is in the middle of Jim Launch. 6 00:00:08.920 --> 00:00:10.680 I went on a show with Billy Rickman 7 00:00:10.680 --> 00:00:12.880 and we talked about how did you business 8 00:00:12.880 --> 00:00:13.880 without breaking the bank 9 00:00:13.880 --> 00:00:15.680 and how to leverage hard work 10 00:00:15.680 --> 00:00:17.160 within the context of a small business. 11 00:00:17.160 --> 00:00:19.640 I think you guys will dig it and enjoy. 12 00:00:20.600 --> 00:00:21.960 It's like restaurants is number one 13 00:00:21.960 --> 00:00:22.920 and then gyms are number two 14 00:00:22.920 --> 00:00:24.520 for the highest failure of businesses. 15 00:00:24.520 --> 00:00:26.240 And I think typically it's just for the same reasons. 16 00:00:26.240 --> 00:00:27.240 People are like, I like cooking. 17 00:00:27.240 --> 00:00:28.040 I'll make a restaurant. 18 00:00:28.040 --> 00:00:29.800 People are like, I really like business and health. 19 00:00:29.800 --> 00:00:31.440 I'll open a gym and the skill set 20 00:00:31.440 --> 00:00:33.040 that it takes to like fitness and health 21 00:00:33.040 --> 00:00:34.000 couldn't be further apart 22 00:00:34.000 --> 00:00:35.640 from actually running a profitable gym. 23 00:00:36.800 --> 00:00:38.160 Welcome to the game where we talk about 24 00:00:38.160 --> 00:00:39.640 to get more customers, how to make more 25 00:00:39.640 --> 00:00:41.040 per customer and how to keep them longer 26 00:00:41.040 --> 00:00:42.360 and the many failures and lessons 27 00:00:42.360 --> 00:00:43.520 we have learned along the way. 28 00:00:43.520 --> 00:00:45.040 I hope you enjoy and subscribe. 29 00:00:46.360 --> 00:00:47.200 You tell the story. 30 00:00:47.200 --> 00:00:49.360 It's almost like we're in an old company 31 00:00:49.360 --> 00:00:51.240 CEO, tells the story about 20 years ago 32 00:00:51.240 --> 00:00:53.200 when we started this company, you know, 33 00:00:53.200 --> 00:00:55.800 especially we were just quickly shouting off air 34 00:00:55.800 --> 00:00:57.880 beforehand and we were talking about revenue, right? 35 00:00:57.880 --> 00:00:59.080 And so to give people some perspective 36 00:00:59.080 --> 00:01:00.760 about the rapid growth that you've had, 37 00:01:00.760 --> 00:01:02.280 I put a post out the SS and said, 38 00:01:02.280 --> 00:01:04.360 anyone have any questions they want me to ask Alex 39 00:01:04.360 --> 00:01:05.600 and leave some people with the envy 40 00:01:05.600 --> 00:01:08.920 and one specific person was super intrigued about 41 00:01:08.920 --> 00:01:11.520 how did you grow so rapidly 42 00:01:11.520 --> 00:01:12.880 without bankrupting the business 43 00:01:12.880 --> 00:01:14.720 or without going nuts, either way. 44 00:01:14.720 --> 00:01:16.720 Yeah, we're sensitive to that. 45 00:01:16.720 --> 00:01:18.920 First of all, what are your numbers right now? 46 00:01:18.920 --> 00:01:20.760 How quickly have you grown the company? 47 00:01:20.760 --> 00:01:23.200 So this last month we did over four million 48 00:01:23.200 --> 00:01:25.080 like four point one or something like that. 49 00:01:25.080 --> 00:01:25.920 US. 50 00:01:25.920 --> 00:01:27.080 So my market is Australian. 51 00:01:27.080 --> 00:01:28.880 So yeah, we're talking six million a month. 52 00:01:28.880 --> 00:01:30.960 That's like 25 million Australian, right? 53 00:01:30.960 --> 00:01:32.760 Yeah, yeah. 54 00:01:32.760 --> 00:01:35.280 Araflations is insane, right? 55 00:01:35.280 --> 00:01:37.200 I can't accost $150 only. 56 00:01:37.200 --> 00:01:39.200 Right. 57 00:01:39.200 --> 00:01:41.560 So yeah, so that's where we're at right now. 58 00:01:41.560 --> 00:01:43.240 Yeah, and so going back to the question, 59 00:01:43.240 --> 00:01:44.080 how did you do it? 60 00:01:44.080 --> 00:01:46.840 One of the things I'm super fascinated about in business 61 00:01:46.840 --> 00:01:49.080 is the psychology of business about 62 00:01:49.080 --> 00:01:51.840 why some people make it and some people don't. 63 00:01:51.840 --> 00:01:54.640 So like following your online, listening to your podcast, 64 00:01:54.640 --> 00:01:56.600 watching your videos, reading blogs, 65 00:01:56.600 --> 00:01:57.920 and articles about your things like that 66 00:01:57.920 --> 00:01:59.800 even chatty soon after about five minutes, 67 00:01:59.800 --> 00:02:01.640 I can see you have a certain level of charisma 68 00:02:01.640 --> 00:02:02.800 and confidence. 69 00:02:02.800 --> 00:02:04.320 And well, you know what I mean? 70 00:02:04.320 --> 00:02:07.000 Like sometimes those things come into it, right? 71 00:02:07.000 --> 00:02:10.880 What, how much comes down to the hard work 72 00:02:10.880 --> 00:02:14.640 of the strategy, the knowledge or the comprehension? 73 00:02:14.640 --> 00:02:17.520 How much does it come down to just the person that's individual? 74 00:02:17.520 --> 00:02:19.160 Well, I think one goes hand in hand with the other. 75 00:02:19.160 --> 00:02:21.200 And so like, I think, 76 00:02:21.200 --> 00:02:24.680 so I've just recently, I recently read through the book 77 00:02:24.680 --> 00:02:27.800 Grit by Angela Duckworth in like one sitting 78 00:02:27.800 --> 00:02:29.960 I read half the book and I was like, all right, I get the point. 79 00:02:29.960 --> 00:02:32.440 So basically they looked at like 80 00:02:32.440 --> 00:02:35.840 super successful individuals and they were able to tease out 81 00:02:35.840 --> 00:02:36.960 like because it wasn't intelligence, 82 00:02:36.960 --> 00:02:38.480 we already know that IQ doesn't really do it. 83 00:02:38.480 --> 00:02:39.920 EQ is like a little bit better, 84 00:02:39.920 --> 00:02:42.160 but like they're like, what is it to predict, 85 00:02:42.160 --> 00:02:43.920 you know, someone becoming, you know, 86 00:02:43.920 --> 00:02:45.640 being able to achieve massive things? 87 00:02:45.640 --> 00:02:47.120 And they just call it a grit, 88 00:02:47.120 --> 00:02:49.120 just grit, and they have it index forward and all that kind of stuff. 89 00:02:49.120 --> 00:02:51.040 But it's basically like how long will you hold on 90 00:02:51.040 --> 00:02:53.160 and keep pushing when things suck? 91 00:02:53.160 --> 00:02:58.160 And so I think that grit is what creates skill level 92 00:02:58.440 --> 00:02:59.560 that then creates the achievement 93 00:02:59.560 --> 00:03:01.800 because the simplified version of it, 94 00:03:01.800 --> 00:03:03.400 and I'm trying not to paraphrase the book, 95 00:03:03.400 --> 00:03:05.560 but it just, it articulated it really well. 96 00:03:05.560 --> 00:03:08.160 And it was just like within the equation of achievement, 97 00:03:08.160 --> 00:03:09.000 there's two pieces. 98 00:03:09.000 --> 00:03:13.640 There's talent times effort equals skill, right? 99 00:03:13.640 --> 00:03:17.000 And then skill times effort equals achievement. 100 00:03:17.000 --> 00:03:19.200 And so effort counts twice. 101 00:03:19.200 --> 00:03:21.960 And so that's kind of like talent is only one quarter 102 00:03:22.040 --> 00:03:25.760 of that whole piece when effort is counted two times. 103 00:03:25.760 --> 00:03:28.360 And for me, it's really encouraging because the amount 104 00:03:28.360 --> 00:03:30.720 that somebody who paints consistently for 30 years 105 00:03:30.720 --> 00:03:33.160 can paint versus somebody who's talented at painting 106 00:03:33.160 --> 00:03:34.920 and only paints for six months, 107 00:03:34.920 --> 00:03:37.000 the person who's been painting for 30 years is better. 108 00:03:37.000 --> 00:03:40.280 Via mile, even if they have a quarter of the talent. 109 00:03:40.280 --> 00:03:43.120 And I think that a lot of people put too much weight on 110 00:03:43.120 --> 00:03:46.720 how talented or how smart they perceive themselves to be 111 00:03:46.720 --> 00:03:48.280 rather than what their actual potential is 112 00:03:48.280 --> 00:03:50.520 based on actually just consistently doing something. 113 00:03:50.520 --> 00:03:52.280 Yeah, I mean, there's a ton of people who graduate 114 00:03:52.280 --> 00:03:53.560 from Harvard and Ivy League schools, 115 00:03:53.560 --> 00:03:55.520 which didn't amount to anything. 116 00:03:55.520 --> 00:03:57.800 Yeah, and so the original question was, 117 00:03:57.800 --> 00:04:01.320 how much do I think strategy and hard work 118 00:04:01.320 --> 00:04:03.240 contributed to the rapid growth? 119 00:04:03.240 --> 00:04:04.960 The strategy came from the fact that like, 120 00:04:04.960 --> 00:04:08.160 this isn't my first business, this is my seventh business. 121 00:04:08.160 --> 00:04:11.120 And so you learn things each time. 122 00:04:11.120 --> 00:04:16.120 And the gyms were one of the, I count that as like one. 123 00:04:17.040 --> 00:04:19.240 And so like, there's a lot of little failed ventures 124 00:04:19.240 --> 00:04:21.160 that happened in between that were valuable lessons. 125 00:04:21.160 --> 00:04:22.560 And I think that's kind of the great aspect 126 00:04:22.560 --> 00:04:23.920 is like, you just keep going 127 00:04:23.920 --> 00:04:25.640 because some people just go back to get a job. 128 00:04:25.640 --> 00:04:27.360 And so it's like, you just keep going 129 00:04:27.360 --> 00:04:29.440 and you keep collecting these scars 130 00:04:29.440 --> 00:04:31.560 that eventually amount to better decisions 131 00:04:31.560 --> 00:04:32.920 based on experience. 132 00:04:32.920 --> 00:04:35.760 And so like right now, people consider me a sales 133 00:04:35.760 --> 00:04:37.720 whatever, you know, like that I'm good at selling. 134 00:04:37.720 --> 00:04:40.240 It's more so that I'm good at teaching people at a cell. 135 00:04:40.240 --> 00:04:43.040 But I also did 4,000 one-on-one closes. 136 00:04:43.040 --> 00:04:45.440 And so like, isn't that I'm really talented? 137 00:04:45.440 --> 00:04:47.840 Or that like, I've just done it a lot of times. 138 00:04:47.840 --> 00:04:50.520 And I would be unreasonable for me to not be like, 139 00:04:50.520 --> 00:04:52.760 if I weren't decent at it at this point, 140 00:04:52.760 --> 00:04:54.560 like you'd be like, what is wrong with you? 141 00:04:56.240 --> 00:04:58.400 Hey guys, real quick, if you're new to the podcast, 142 00:04:58.400 --> 00:05:01.640 I have a book on Amazon called 100 million dollar offers 143 00:05:01.640 --> 00:05:03.520 that over 8,000 five star reviews 144 00:05:03.520 --> 00:05:04.760 and it has almost a perfect score. 145 00:05:04.760 --> 00:05:06.640 You can get it for 99 cents on Kindle. 146 00:05:06.640 --> 00:05:08.840 The reason I bring it up is that I put over a thousand hours 147 00:05:08.840 --> 00:05:10.120 into writing that book. 148 00:05:10.120 --> 00:05:11.840 And it's my biggest gift to our community. 149 00:05:11.840 --> 00:05:14.400 So it's my very shameless way of trying to get you 150 00:05:14.400 --> 00:05:17.120 to like me more and ultimately make more dollars 151 00:05:17.120 --> 00:05:19.080 to that later on in your business career, 152 00:05:19.080 --> 00:05:20.080 I can push the bar towards you. 153 00:05:20.080 --> 00:05:21.160 So that's my gift. 154 00:05:21.160 --> 00:05:23.880 Go check it out, Amazon, and back to the show. 155 00:05:25.640 --> 00:05:27.480 Even to use your industry as a metaphor with the gym. 156 00:05:27.480 --> 00:05:29.240 Like, you know, it's the same thing, right? 157 00:05:29.240 --> 00:05:31.200 The guy who goes and does a thousand bench presses 158 00:05:31.200 --> 00:05:33.120 or the guy who goes and does 20 bench presses, 159 00:05:33.120 --> 00:05:35.120 the guy's gonna be stronger who's done a thousand. 160 00:05:35.120 --> 00:05:36.600 Right, it doesn't matter what you're genetics are. 161 00:05:36.600 --> 00:05:38.680 Like, you know, for the most, you know, 162 00:05:38.680 --> 00:05:40.720 there's some animals that exist somewhere 163 00:05:40.720 --> 00:05:42.880 that are just, you know, pro-rubbies or whatever. 164 00:05:42.880 --> 00:05:44.520 But like, for the most part, you're gonna be. 165 00:05:44.520 --> 00:05:45.520 Yes. 166 00:05:45.520 --> 00:05:46.680 Yeah, right. 167 00:05:46.680 --> 00:05:48.680 So when I did an interview with Alex Sharpen, 168 00:05:48.680 --> 00:05:50.520 he said that you and I were similar in a way 169 00:05:50.520 --> 00:05:52.960 because we were both passionate about 170 00:05:52.960 --> 00:05:54.440 value in our industry. 171 00:05:54.440 --> 00:05:56.240 And so in my industry, one of the reasons why, 172 00:05:56.240 --> 00:05:59.960 so my background is I was in the military for eight years. 173 00:05:59.960 --> 00:06:02.160 I kind of fell into the hair beauty, 174 00:06:02.160 --> 00:06:04.160 cosmetic sort of industry, 175 00:06:04.160 --> 00:06:06.760 started a franchise business, grew up for eight years, 176 00:06:06.760 --> 00:06:09.760 sold it off, and started exactly the same thing 177 00:06:09.760 --> 00:06:10.600 as you had. 178 00:06:10.600 --> 00:06:11.600 Someone reached out to me and said, 179 00:06:11.600 --> 00:06:12.440 Hey, I'm struggling. 180 00:06:12.440 --> 00:06:13.280 Can you help me? 181 00:06:13.280 --> 00:06:14.840 I was like, yeah, sure, why not? 182 00:06:14.840 --> 00:06:16.200 Let's just, yeah, see what we can do. 183 00:06:16.200 --> 00:06:17.680 And got really good results. 184 00:06:17.680 --> 00:06:20.000 And then they told somebody else and it kind of snowballed. 185 00:06:20.000 --> 00:06:20.840 And eventually I went, you know, 186 00:06:20.840 --> 00:06:22.680 I'm just gonna sell my franchise and do this full time 187 00:06:22.680 --> 00:06:23.760 because I really love helping people 188 00:06:23.760 --> 00:06:25.040 and seeing results. 189 00:06:25.040 --> 00:06:26.360 And much like yourself, 190 00:06:26.360 --> 00:06:28.040 I don't really systemize a lot of it anyway. 191 00:06:28.040 --> 00:06:30.200 And, you know, I can just flow it in. 192 00:06:30.200 --> 00:06:32.760 And one of the things when I first started coaching, 193 00:06:32.760 --> 00:06:34.240 that became really apparent to me 194 00:06:34.240 --> 00:06:37.480 is the amount of failures in the industry. 195 00:06:37.480 --> 00:06:40.000 How many people were in love with the industry 196 00:06:40.000 --> 00:06:42.400 and they go, I'm gonna start a business in the industry. 197 00:06:42.400 --> 00:06:45.400 They started and they never transitioned from 198 00:06:45.400 --> 00:06:47.120 technician to business owner. 199 00:06:47.120 --> 00:06:49.400 And you speak to them later, they're pulling their hair out. 200 00:06:49.400 --> 00:06:52.680 They've got no relationships at home, you don't know money. 201 00:06:52.680 --> 00:06:55.080 And they're totally out of love with the industry. 202 00:06:55.080 --> 00:06:57.200 They feel like they get changed and shackled to their business. 203 00:06:57.200 --> 00:06:58.040 And I was like, 204 00:06:58.040 --> 00:06:58.880 somebody has to change here. 205 00:06:58.880 --> 00:07:01.360 This is not a good direction for the industry. 206 00:07:01.360 --> 00:07:03.680 And so Alex tells me that's, 207 00:07:03.680 --> 00:07:06.360 Alex Shuffle tells me that's a similar kind of way 208 00:07:06.360 --> 00:07:07.840 the gym industry is. 209 00:07:07.840 --> 00:07:09.960 Yeah, it's like exactly like that. 210 00:07:09.960 --> 00:07:12.120 I would say that, I mean, 211 00:07:12.120 --> 00:07:13.440 it's like restaurants is number one 212 00:07:13.440 --> 00:07:14.400 and then gyms are number two 213 00:07:14.400 --> 00:07:16.120 for the highest failure of businesses. 214 00:07:16.120 --> 00:07:17.840 And I think typically it's just for the same reasons. 215 00:07:17.840 --> 00:07:18.840 People are like, I like cooking. 216 00:07:18.840 --> 00:07:20.000 I'll make a restaurant and people are like, 217 00:07:20.000 --> 00:07:22.080 I really like business and health open a gym. 218 00:07:22.080 --> 00:07:25.080 And the skill set that it takes to like fitness and health 219 00:07:25.080 --> 00:07:27.320 is couldn't be further apart 220 00:07:27.320 --> 00:07:29.320 from actually running a profitable gym. 221 00:07:29.320 --> 00:07:31.080 And so, you know, and to be really, 222 00:07:31.080 --> 00:07:32.760 you know, it's funny you said that like, 223 00:07:32.760 --> 00:07:33.800 when I had my gyms, 224 00:07:33.800 --> 00:07:36.120 I honestly thought everyone was doing what I was doing. 225 00:07:36.120 --> 00:07:38.320 So I just didn't, I didn't think that 226 00:07:38.320 --> 00:07:41.160 the things that we put in place were really revolutionary. 227 00:07:41.160 --> 00:07:43.040 By any, you know, by any stretch of the imagination, 228 00:07:43.040 --> 00:07:45.560 I was like, yeah, so we signed a lease 229 00:07:45.560 --> 00:07:48.400 and run some ads and fill the gym. 230 00:07:48.400 --> 00:07:50.920 You know, everyone must be doing this. 231 00:07:50.920 --> 00:07:53.120 Yeah, I was like, then, you know, half way through, 232 00:07:53.120 --> 00:07:55.280 I convert three out of four into a lot 233 00:07:55.280 --> 00:07:56.400 in a two year long membership. 234 00:07:56.400 --> 00:07:57.920 I was like, and then we're good for the year. 235 00:07:57.920 --> 00:07:59.080 Like it's, you know, I mean, 236 00:07:59.080 --> 00:08:00.240 it seems, it seems simple, 237 00:08:00.240 --> 00:08:02.680 but a lot of things is like, you don't know what you don't, 238 00:08:02.680 --> 00:08:03.680 it's like unknown, unknown. 239 00:08:03.680 --> 00:08:05.080 You don't know what you know or you don't know what you know. 240 00:08:05.080 --> 00:08:06.320 Yeah, yeah. 241 00:08:06.320 --> 00:08:08.320 So, yeah, that resonates. 242 00:08:08.320 --> 00:08:09.480 But yeah, we will help. 243 00:08:09.480 --> 00:08:10.320 With the gym industry though, 244 00:08:10.320 --> 00:08:11.960 it's funny, you say you don't know what you don't. 245 00:08:11.960 --> 00:08:13.840 And it's funny when you look into somebody else's industry 246 00:08:13.840 --> 00:08:15.880 and you think that they've got it so much easier. 247 00:08:15.880 --> 00:08:18.680 And so some of the things I would see, 248 00:08:18.680 --> 00:08:19.880 I see some my gym owner friends, 249 00:08:19.880 --> 00:08:21.200 and they're doing particularly well. 250 00:08:21.200 --> 00:08:22.720 But it's true, like you focus on the people 251 00:08:22.720 --> 00:08:23.560 who are doing well, right? 252 00:08:23.560 --> 00:08:24.760 You don't look at all those ones 253 00:08:24.760 --> 00:08:26.640 that aren't on the road anymore when you drive down. 254 00:08:26.640 --> 00:08:28.680 They're like, you don't notice that they've gone. 255 00:08:28.680 --> 00:08:30.200 You notice the ones that are consistent, 256 00:08:30.200 --> 00:08:31.200 they're all the time, they're like, 257 00:08:31.200 --> 00:08:32.320 well, they must be doing something well. 258 00:08:32.320 --> 00:08:34.440 And what I, and I look at gym owners, 259 00:08:34.440 --> 00:08:37.040 I think to myself, they've got an advantage over my industry 260 00:08:37.040 --> 00:08:39.400 because you've got usually, typically, when you look in, 261 00:08:39.400 --> 00:08:41.640 you say, well, they must be self-disciplined, 262 00:08:41.640 --> 00:08:44.400 they must be self-motivated, they've got high energy, 263 00:08:44.400 --> 00:08:45.720 all of these things. 264 00:08:45.720 --> 00:08:48.560 And so is that true or is it not true? 265 00:08:48.560 --> 00:08:52.000 So that like, I would have an advantage in our business 266 00:08:52.000 --> 00:08:54.560 because gym owners are more disciplined 267 00:08:54.560 --> 00:08:56.280 and more motivated, et cetera. 268 00:08:56.280 --> 00:08:58.360 Versus coaching sponsors. 269 00:08:58.360 --> 00:08:59.360 Yeah. 270 00:08:59.360 --> 00:09:01.520 Gym owners are hard working as shit. 271 00:09:01.520 --> 00:09:03.280 So that's what I was imagining. 272 00:09:03.280 --> 00:09:05.280 I mean, because also in the fitness industry, 273 00:09:05.280 --> 00:09:10.600 it's super common to work from 4 a.m. until 9 p.m. 274 00:09:10.600 --> 00:09:11.720 they get to normal. 275 00:09:11.720 --> 00:09:14.280 And you work six days a week because your first client, 276 00:09:14.280 --> 00:09:15.960 your first session starts at 5. 277 00:09:15.960 --> 00:09:17.840 And your last client ends at 9. 278 00:09:17.840 --> 00:09:21.000 And so you're basically always working. 279 00:09:21.000 --> 00:09:22.720 And that sometimes you get the middle of the day off, 280 00:09:22.720 --> 00:09:25.600 but you're so exhausted that it's really difficult 281 00:09:25.600 --> 00:09:27.120 to do lots of productive stuff. 282 00:09:27.120 --> 00:09:28.360 And so sometimes you try and work out 283 00:09:28.360 --> 00:09:29.680 and you get a half ass workout. 284 00:09:29.680 --> 00:09:31.800 And you're the person who's supposed to be the fit person. 285 00:09:31.800 --> 00:09:33.120 And you know what I mean? 286 00:09:33.120 --> 00:09:34.320 And so then it's just start snowballing. 287 00:09:34.320 --> 00:09:36.000 And the only day you get off is like Sunday. 288 00:09:36.000 --> 00:09:37.400 And then you really just meal prepping that day 289 00:09:37.400 --> 00:09:38.800 for the rest of the week that you can eat at a top 290 00:09:38.800 --> 00:09:40.280 where it's all day at the gym. 291 00:09:40.280 --> 00:09:42.480 And so from an advantage standpoint, 292 00:09:42.480 --> 00:09:44.880 from a work ethic side, yes. 293 00:09:44.880 --> 00:09:47.000 I mean, I don't know how hard salon owners work, 294 00:09:47.000 --> 00:09:49.040 but I know the gym owners work their ass off. 295 00:09:49.040 --> 00:09:50.280 Yeah, it's not like the people in the industry 296 00:09:50.280 --> 00:09:51.120 don't work hard. 297 00:09:51.120 --> 00:09:52.600 I think they work really hard, 298 00:09:52.600 --> 00:09:54.440 but I think a lot of people in my industry 299 00:09:54.440 --> 00:09:56.040 who'll be watching this and listening to this, 300 00:09:56.040 --> 00:09:58.640 their moms and they have to do the kids' school runs. 301 00:09:58.640 --> 00:10:03.640 And they're trying to figure out how to balance work 302 00:10:04.040 --> 00:10:06.080 and their career and their ambition 303 00:10:06.080 --> 00:10:07.520 with the person life at home as well. 304 00:10:07.520 --> 00:10:08.880 And I think that's one of the things I hear 305 00:10:08.880 --> 00:10:10.040 from my clients all the time anyway. 306 00:10:10.040 --> 00:10:12.320 It's one of the hardest things for them to try and, 307 00:10:12.320 --> 00:10:13.680 they have such big goals and dreams. 308 00:10:13.680 --> 00:10:15.280 It's like they have these parent guilds 309 00:10:15.280 --> 00:10:17.080 and then they feel like they're not being a good wife 310 00:10:17.080 --> 00:10:18.920 and mom and things like that. 311 00:10:18.920 --> 00:10:21.680 I'm not saying that father should struggle with it 312 00:10:21.680 --> 00:10:24.360 the way moms do, but I would say that if I'm being candid, 313 00:10:24.360 --> 00:10:25.760 they probably don't struggle with it as much 314 00:10:25.760 --> 00:10:28.720 because there's a certain expectation for culturally, 315 00:10:28.720 --> 00:10:30.080 you know, that guys are gonna be putting bread 316 00:10:30.080 --> 00:10:31.840 on the table and doing everything he can to work 317 00:10:31.840 --> 00:10:34.680 while, you know, wife, mom, et cetera, stays at home. 318 00:10:34.680 --> 00:10:37.200 I'm not saying not all of our gym owners are married, 319 00:10:37.200 --> 00:10:39.640 not all of our gym owners are kids, but by and large, 320 00:10:39.640 --> 00:10:42.600 but clientele-wise, we're 80% male. 321 00:10:42.600 --> 00:10:44.080 So 80% of my clients are on. 322 00:10:46.080 --> 00:10:47.640 Hope you guys enjoyed some throwback, 323 00:10:47.640 --> 00:10:51.200 mosey way back when pre-acquisition.com. 324 00:10:51.200 --> 00:10:52.760 Got to hear we're probably a little bit more taxable 325 00:10:52.760 --> 00:10:54.640 that I normally would be about business stuff 326 00:10:54.640 --> 00:10:56.280 that's actually before $100 million offers. 327 00:10:56.280 --> 00:10:58.240 So you can see how my perspectives have changed over time. 328 00:10:58.240 --> 00:11:00.320 Maybe they will change yours as well. 329 00:11:00.320 --> 00:11:04.080 The next half of this podcast part two is coming up. 330 00:11:04.080 --> 00:11:07.120 We'll talk about how to use a backend customer experience 331 00:11:07.120 --> 00:11:09.640 to ascend customers into high ticket offers 332 00:11:09.640 --> 00:11:12.480 in a way that is beautiful that you will dig.