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Hello everyone. I am wearing a Star Wars theme picking the brain shirt. This used to be my favorite

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lifting shirt for a very long time and I just found it on my closet so I'm very excited about it.

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That being said, if you were in the podcast and you're listening in then you can just think

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of the coolest shirt ever and that is what I'm wearing. So today I wanted to make a fun

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I guess presentation podcast for you and I'm applying it to six things that I would

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told my younger self before opening on my first gym. So I posted the other day a picture of my

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first gym the first day. I didn't sleep for like four days because all my equipment got there

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like two days before I was putting on opening it and it was like disgusting it was all like dusty

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and nasty and like covered in dirt because I got it like off some you know back to the truck

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somewhere like it was it was super sketchy but anyways I like I needed it to be clean so I like I

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just I was like I got it and I had to clean it like 20 it just took me forever so it was I didn't

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sleep the night before my gym I stated a opening but it was it was a fun ride and I'm glad that

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I have memories now. What would I have told myself my younger self before opening on my first

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gym tactics and theories. I'll start with the tactics and I'll just hammer them out really quickly

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and then I'll kind of go into the theory which I think is maybe more important or more impactful for

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you. Tactically I would have said don't do unlimited do three days a week you'll double your

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capacity I would have said don't open up as many sessions as you can with the hopes that you'll

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sign up more people only sign only open up sessions when you already know they're going to be full

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make sure that your prices are are like between 170 and 210 for your lowest session and if you

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want to offer some I probably you need to have it between 500 and 700 and then I would have tapped

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myself in the head and been like don't worry you can you can do it and those those are like the

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immediate tactical differences that I would have done and then I would have said bill bill weekly

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not monthly so you can make one way that way but those are like those are the very easy tactical

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things that are paying the butt to to fix after the fact but like if you can start out right and just

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saying we're doing three days a week you don't have unlimited you have a summer prep session

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that is 500 to 700 dollars a month which works out to like a buck 25 to a buck 75 a week

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the weekly that would cover most of the initial you know front-end huge mishaps that I had

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and lots of mistakes that I made in the meantime now from a theory perspective this is actually

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something a moron she didn't share with you there's probably just two things that I would

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that I would ask myself to consider and it's just that when I started out everything that I

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thought about was making money making sales and so I came into it I honestly really didn't have

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I mean I liked fitness for myself but within the first month I realized that I wasn't actually

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training people you know training young dudes to get jacked I was really helping you know 35

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to 42-year-old women lose weight I was a lot different and so very quickly became about money

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and so the two things that I would have said to myself is first you need to actually like your

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customers and you need to embrace the fact that the reason that you don't have people storming

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into your gym right now is because you aren't that good and that's something that I would really

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really have tried to like take the heart and maybe I would only have listened to like my older

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self saying this but like for the gyms you were on here if the one of the things that bugs me the

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most is when people are like I have such an amazing gym my facility is so huge our culture is

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amazing our community is great blah blah blah blah right but we just can't get people in the door

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I'm like do you understand like the the the conflict there that doesn't make sense right

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like if it were so amazing people would tell everyone they know about it and then your gym would

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be full and so there's this thing where we want to like protect our own egos and say like we're

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doing so well we're so good the realities are probably not you know what I mean I was like

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thinking like half the gyms who are who are in this group are below average right like half the

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gyms are below average and average like well it's not me but like you have to like think about that

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and the thing is is even if you're above average it doesn't mean you're good right and there's a

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difference like you can be above average but you can still not be good and in in a in a in a day and age

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where you can call category economics but basically economics of any category flow to the king of

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that category so you look at Amazon and you search socks right and the first thing that comes up

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has like two thousand five star reviews and the next thing in it has a hundred five star reviews

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then after that there's nothing right and so the king of the category gets the the lion share

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of everything else and the rest of the guys on there are like man my socks are so good right but

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they're not good enough and so I would have not focused as much on and this might sound crazy

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for me for me but like I would not have focused as much on the marketing of the sales and would

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have focused a lot more on what we could have done to truly create a memorable unbelievable experience

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and until you get people coming in repeatedly and on a large scale bringing in their friends and

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family then you know that you still haven't succeeded yet and so I would kind of reset that bar

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for myself so that would be kind of like a belief that I would try to attack of maybe yourself

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is that like you're not that good is what I probably would have told myself like you're not that good

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like you think you are but you're not maybe you as a trainer or your knowledge of whatever is

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but the business that you've created and the experience that you've created for your end users

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isn't good enough that they actually want to bring their friends like you you can ask for it

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but like sole cycle okay sole cycle does not have an EFT they do not have recurring memberships

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what they relied solely on an exercise experience that was so good that people would come and

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then they would come back they would come and they would have they couldn't help but tell their

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friends and their family and their coworkers about how amazing their work I had in the morning

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if you listen to the founders and you hear them talk about it that was their entire when they

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started the business they had already had that intention was how can they make an experience

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so good so memorable so exceptional that people can't help but tell everyone they see the rest

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of the day that that was their goal and so if you were to set your goal like that rather than think

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like I need 10 more you have to use this month I just need an extra I just need an extra 20 I need

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an extra 2 grand this month or whatever it is right and that's just focused on you not on your

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customer if you were like how could I if I was not allowed to market how could I create the

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experience that was so good so amazing so 5 star that everyone would tell everyone else about it

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hey if you're a return listener and you have not rated or reviewed the show I want you to know

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that you should feel absolutely terrible about yourself and everything else in the world I'm

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kidding but it would mean the absolute words to me if you guys would go ahead and do that you

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don't even have to pause to show you keep listening and you can just do it with your thumb right

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now it'll take you less than 60 seconds and like I said the only way that podcast grows through

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word of mouth and this is you joining hands with me and helping as many entrepreneurs as

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a deposit can because no one is coming to save us it's just us all right so please go do that now

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and let's get back to the show. Chipotle doesn't market they don't need to their food so good that

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people like you've never been to Chipotle we're going for lunch today I can't believe you've never

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been to Chipotle I used to pull up so like but like that's that's the point so like if there was

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the first point that I would have told myself is that you're not that good and only by accepting the

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fact that you're not that good will you be able to grow and if you only think like if you had

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to handcuff yourself and say you cannot market you cannot sell like you can only get more people

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like like created an experience that's truly exceptional you would probably take more effort

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in how you're approaching the classes what is the first five seconds look like what are

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what are the exact things the trainer is supposed to say what energy they're supposed to have

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where are they wearing where is everyone located in the room are they saying hi to each other

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are you greeting everyone by name like there are all these things that we would probably do if

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we were trying to be better but we just don't so that would be the first thing that I would tell

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myself the second thing that I would tell myself is you need to hire an operator and this is

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something that I I did not do nearly early enough and I didn't understand the importance of it

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and so what I ended up just I always just ended up to I always ended up trying to pay people

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less than they were worth and get more out of them and that was a mistake that I mean early on

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for a while so I'm not saying like I made this mistake for a long time and the reason that Jim

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lunch has been able to grow at the speed that it's been able to grow is because I wasn't the one

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running the operations and because Leila is better than me a lot of things and this is one of them

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and I've learned a lot from her and I know that if we were to like open a gym together like she and I

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it would be it's a totally different experience than the gyms that I had which were very much

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sales oriented marketing oriented just I just knew the number of the clients and she's just like

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it was just just bringing bodies in and stacking cash and that was that was and to be fair the

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business was a reflection of who I was as a business owner at that time and I would tell you

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that your reflects your business as a reflection of who you are as a business owner at this time

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and for your business to grow you will have to grow and then your business will grow as a reflection

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of your growth and so Leila and so like I said the second thing I would tell myself is like

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hire an operator hire a great operator because if you have this big vision of what you want this to be

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you're going to need someone to operate that you're going to need someone to have the infrastructure

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and help you create that because typically the skills that the skill sets and the characteristics

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that go with being an entrepreneur or a visionary or someone who's who's like trying to rip their

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bring their future and rip it into the present of what they want you know creating a dream

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and making it real that personality type typically is not the type of person who's really good at

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details and and meetings and communication cases and emails and billing and all that kind of

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stuff and so but it's really important from a customer experience standpoint that all those

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things are dialed in and are on point and so I would have said hire an amazing operator as

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soon as you possibly can and pay them what they're worth and so that would have been if someone's

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like well what do I pay them I would probably say if you can try and start somewhere at like high

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30s 40 grand a year and and go from there you know me every market's different so I don't like

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and like what you said it's like just use your better judgment these are going to be people

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really managing your business and they're the really the ones that are going to be responsible

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like the mother goose of the business who who can who can hopefully balance your entrepreneurial

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spirit with like true care for your customers like the reason that Jim once like I said is what

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it is is because like we have we have like an entire team of like moms and I hope I'm not trying

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to sound sexist but like we have like a whole team of moms who like take care of our

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demotors you know what I mean I probably am I'm really not that good at customer service a lot

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times because like I am not patient and I am not deteriorated a lot of times and I would fail

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people even with the best of intentions and so it's just being candid with yourself and knowing

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what you suck at and then aggressively hiring against that and hiring people who really are good

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and so like the first thing that I said that I would do is understand that I'm probably not as

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good as I think I am and really heavily invest in thinking like how can I make this customer

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experience so good so amazing that if I had no ability to market that people would be banging

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down my door and that would be just kind of like a belief shift that I would have tried to tone

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myself that's the first thing and the second thing is if I hadn't experienced that was that good

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or I had this desire to make an experience without good I would need someone who was going to be

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able to run the systems and the infrastructure to support that that dream and that comes from

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somebody who's usually a very different person I said usually not the type of person that you

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would initially like you know what I mean like typically the people who are super detail oriented

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and like they're not always people who you immediately be like I'm going to be buddies with this

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person that's not always the case but sometimes you have such great working chemistry that you can

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make something really magical happen and so it would really be finding that first follower who

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really buys into the vision who really really cares about your customers even like almost

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to the point where you're like sometimes I'm worried if they care more of that I do you don't

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I mean you want someone like that who's mother goose and who will go above and beyond not for the

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money the money needs to take care of them so that they can get out of scarcity so that they

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can not think about money and so that they can be 100% present in your business taking care of your

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customers so and that person also needs to be like fairly dominant like D character because they

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have to be able to oppose you and say no and you need to listen and that's probably the last

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the last thing that I've learned in the the two years of scaling gym launch has been learning to

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listen to people telling me now and like everyone wants to be like I've just a gun sprung

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entrepreneur I say how it is I call shots like most times I just get people to time most times

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people just tell me not and you have to be okay with that and and it's not always know it's just

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like yes but not yet or yes but not now and being okay with that and saying like cool what do I

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need to do to help to make you feel better about being able to do this thing so if I had to go

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back in time I would obviously have given this a little quick tactics of film bill weekly half

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three times a week be your your main session that you're you're selling so you can double your

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capacity run the capacity issues make sure your price going between 178 to 10 and then between

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500 and 700 for some of our privates there is no man's land between 210 and 500 there's no

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point in having it and then make sure that you can fulfill at least 24 people per hour that

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those would be the things that I would sit on myself tactically but realizing I wasn't good enough

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and really really heavily investing in the customer experience would be the first one and then

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having an operations person who I value cherished and respected their opinion and their skill set

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and saw as an equal to myself not as an employee would have been that that second key to growth that

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I would have told myself much much much earlier on so I hope that was not too too tough to go or

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to find this guy I wanted to like I couldn't I was gonna make a list of like up to zillion things

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that I have learned since then but if there were probably two that I would have boiled it down to

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that I would have told myself before starting my first gym that would have been it so anyways guys

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I hope you found this valuable drop a comment or drop a like so that someone else can

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hopefully find it valuable but otherwise have an amazing day have an amazing week and I'll see you

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guys soon