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What's going on everyone and so I wanted to make this for you because it came up in a conversation that came up earlier today and it was going to be I was going to make this about two things but as I'm thinking about I think I'm just going to make it about one which is the one of the biggest regrets that I have from the years of owning the gym.

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So a lot of people have popularized the lower you know what I mean of sales around some of the stuff that we had done done over 4,000 closes fitness sales and so one of the biggest regrets that I have is that I have done that and I did nothing to record it.

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I did nothing I've nothing to show for it and so my biggest ask for you right now today that you should start doing at your gym is record everything and the reason for that is is because if you think about like an NFL team right like what do they do they look at game footage right they look at how they did last week and trying to get better this week.

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And so we're trying to improve our businesses except we have no baseline we have nothing that we're working off of and so as you as you grow in your business like you should have recordings of how you greet customers right how you train sessions how you conduct sales right and you should have recordings for each of these things so that you can always look at that

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and point to it and point to your staff and your team and be like this is what ideal scene looks like this is what it should look like and this is what you're missing and if they mess up you're like go back to the game film go back to the footage and rewatch it right until you can do it in your sleep.

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And so what happens is it allows you to standardize your processes in a real way that a lot of people like people learn differently right and so for selling the best selling training that that I have seen is when you actually and that works best with phone sales is when you can actually take a recording of you yourself.

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You can put your phone on speaker and then you have the script in front of you and you highlight what portions of the script you're saying as you're closing someone over the phone and the same thing would work if you're setting appointments or if you're if you're setting for a for a high ticket sale where you're going to ask for money over the phone all of those things that works really well for.

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If you want to be a little bit more techie than what you can do is do a split screen where you pull up the checklist of what's happening and then you have the live actual footage of an orientation of a someone walking in and getting greeted and sat down before the consultation that they're going to have for sales.

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And then you have the checklist right next to it and you can highlight those things as you're going through it so that somebody who's new into your company right on your team can know exactly what's happening and so they can see it in real time and so it basically makes the words on the page the words on the checklist real for them.

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And so it's like one of the biggest hacks for scaling a company and making things consistent is actually documenting what it looks like right and so I was going to have a second part of this was just about that document and tracking numbers which I'll probably do for another time but just from a soft skills standpoint the biggest regret that I have I've sold so many freaking fitness sales.

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That I don't have any of them recorded which is why I'm such a zealous and a Nazi about it with this company.

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We have so many regrets or everything is that I feel like all of this effort that I had that I put it into training my teams you're almost it's it's gone I have nothing to show for it.

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Real quick guys you guys already know that I don't run any ads on this and I don't sell anything and so the only ask that I can ever have or you guys that you help me spread the words we can out more entrepreneurs make more money feed their families make better products and have better experiences for their employees and customers.

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And the only way we do that is if you can rate and review and share this podcast so the single thing that I have to do is you can just leave review but take 10 seconds or one type of the top of me the absolute world to me and more importantly it may change the world or someone else.

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And so do not make my mistake record everything record all like in the best ones are recording life things like it's cool to record yourself when you're telling someone in theory but it's so much more valuable to see it in action with the checklist with the ideal scene next to them so it becomes real for them.

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So that is my my little tidbit for Sunday says is an easy one that you can start doing set up set up a camera somewhere in your facility so you can see on morning stuff and so that you can see I mean some of you guys already have security footage.

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But you can also mic up the area and then all you have to do is if you want to be compliant about it just have to make sure that you fog out the person's face you protect your identity and whatnot or you can just ask him hey you might have to use this for training because you had such an amazing experience you know we love to share it.

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Something like that and then that way and when you can cut these things together because it is really really really not difficult like you can Google like iTunes video you're meaning and watch a 10 minute trailer on how to just like cut out pieces so you can condense them together and in an hour you can show someone 15 you know clients walking in the door and what it looks like like if you think about like NFL game footage they don't have the time between while everyone's re gathering it's just like boom the play starts it's just whistle to whistle right.

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whistle to whistle whistle to whistle and so you do the same thing with your sales you do the same thing with your orientation to do the same thing with how you greet people every day for the session of what an ideal start to a session should look like and you'll be amazed at how much more quickly you can get things consistent at your facility so one story to bring this home one of our neighbors here she's they're they're both doctors and and really nice people and she gets she's super into fitness and so she goes to like three different gyms right and they're all like our style you know what I mean $200.

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her mother type facilities and one of the ones she goes to is an orange theory and so we were over there just for like a snack or something out there but anyways we walked over and said hey and she she was like yeah I just I'm about to cancel my

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engineering and I was like huh what like what what made you do that and she's like I love the workouts I love the trainers I love the vibe everything's right and I was like then why are you canceling it she's like you know the front desk girls just a little

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you know every time I walk in she's just just not super nice just a little little standoffish and I thought to myself immediately man there's some business owner right now who's

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like turning over in his well he's not he's not dead yet but if he were dead he'd be turning over in his grave but like it's just

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banging his head against the keyboard because he's like because people value consistency and you would be

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amazed at the things that a normal consumer will stop going to will stop frequenting a business for right and

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it's like the devil's in the details it's just that the best businesses always do the basics and that's what makes them

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advanced it's that they always do the basics right you teach someone how to squat and then you go back to zero and then they

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get better better better you go back to zero and then you teach the more and more refinement on the same idea it's not like you're you

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teach them 20 different versions of something a lot of times mastery comes from doing the fundamentals the best way and as Bruce Lee

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said I fear the man who's done one kick a thousand times not a thousand kicks once so with that have an amazing day record all your

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stuff make sure you document it put it against what ideal scene looks like in a check mark and then you can always update these

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trainings if you get better and you improve processes but these are the things that actually build a business that

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becomes a valuable asset that if you did want to sell one day you're like listen we've already documented every one of

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these systems it's already here tight and then when you bring people on it takes you way less time to get them

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onboarded which allows you to scale faster and when someone does not do something you can hold them to it and say see you

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miss this and this and this see what you missed up here like it's okay like let's improve go watch the videos again you know what I mean and it

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just gives you an easy way rather than you have to sit down for another 30 minutes and say it again so I wasted so much time and I wish I wish I

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wish I had recorded all these things from our facilities that I do not have so please don't make the mistake