WEBVTT 1 00:00:00.000 --> 00:00:06.320 Welcome to the Jim Secrets podcast this episode originally aired in December of 2018 2 00:00:06.940 --> 00:00:09.840 You have to teach people how you like to be treated now 3 00:00:10.440 --> 00:00:13.360 Welcome to the game where we talk about how to get more customers how to make more 4 00:00:13.360 --> 00:00:17.200 Processon how to keep them longer and the many failures and lessons we have learned alone the way 5 00:00:17.200 --> 00:00:19.200 I hope you enjoy and subscribe 6 00:00:19.200 --> 00:00:23.440 Good morning. Happy Saturday. I'm really excited for this 7 00:00:24.560 --> 00:00:26.560 podcast video 8 00:00:26.640 --> 00:00:29.840 Because I've actually had this concept on my mind 9 00:00:30.880 --> 00:00:32.880 This this this piece 10 00:00:33.200 --> 00:00:37.760 Probably for the last two and a half weeks. I feel like it's been like in the back of my mind like percolating and whatnot 11 00:00:38.320 --> 00:00:39.360 um 12 00:00:39.360 --> 00:00:43.360 And it's combining with like four or five other ones and I like felt that this morning as I was eating breakfast 13 00:00:43.360 --> 00:00:46.080 I was like all right today's the day. I'm gonna make it so 14 00:00:47.600 --> 00:00:49.840 Recently I wanted to call this why I don't go home for the holidays 15 00:00:51.280 --> 00:00:54.480 And there's probably gonna be some things that I say that are a little bit controversial 16 00:00:55.200 --> 00:00:57.600 But there are things that have have absolutely 17 00:00:58.160 --> 00:01:03.760 Been some of the keys to our continued growth and success and I thought you might want to hear them 18 00:01:04.400 --> 00:01:09.120 And so um I put the title is this for at least for right now a success equals and grain intolerance 19 00:01:09.840 --> 00:01:15.440 And so one of the reasons that I don't go home for the holidays is that a lot of people 20 00:01:16.160 --> 00:01:21.680 Don't haven't haven't grown since I left right they they haven't had 10 years of growth 21 00:01:21.680 --> 00:01:27.040 They've lived the same six months 20 times right since I was gone and when I go back 22 00:01:28.160 --> 00:01:32.400 They want to meet me in my past and so they want to speak things over me 23 00:01:32.960 --> 00:01:39.280 That aren't who I am anymore and then because it's difficult for them to to um 24 00:01:40.400 --> 00:01:42.560 The word connect right the 25 00:01:43.760 --> 00:01:49.280 Their perception of who I used to be and who the person is standing in front of them how they're reconciled. Thank you 26 00:01:49.680 --> 00:01:50.800 um 27 00:01:50.800 --> 00:01:56.000 Reconciling those two things is really difficult for a lot of people because it's breaking the box 28 00:01:56.160 --> 00:02:00.000 They want to put you in but the reality is that most people don't change 29 00:02:01.120 --> 00:02:08.640 Entrepreneurs do because we have to right we call it growth instead of change but for the outside world for the non entrepreneurs who stay in their same box every day 30 00:02:09.440 --> 00:02:14.080 It's it's hard to calculate and so I'll go home and they'll say oh 31 00:02:15.040 --> 00:02:16.560 Oh 32 00:02:16.640 --> 00:02:23.280 Like my dad says that so say you have a you have the shortest fuse out of anyone you just have such a short temper and 33 00:02:24.320 --> 00:02:30.960 Anyone who is in our company my wife like I mean anyone who knows me in spend time with me would probably not say that 34 00:02:31.760 --> 00:02:32.960 and 35 00:02:32.960 --> 00:02:40.000 And so I will be I mean very aggressive in combating that immediately because I'll be like don't speak that over me 36 00:02:40.240 --> 00:02:42.240 That's not true. That's not who I am 37 00:02:43.120 --> 00:02:48.880 And it makes people really uncomfortable and so there's a lot of times if I go see an uncle 38 00:02:49.040 --> 00:02:52.240 You know what I mean if I'm at a holiday event and then they're like oh 39 00:02:52.240 --> 00:02:56.880 Alexander you've always been a little bit loose with the aqua but I don't even drink anymore 40 00:02:57.280 --> 00:03:01.840 You know what I mean like you're speaking about my past and it makes people really uncomfortable 41 00:03:02.560 --> 00:03:08.640 And I would implore you to meet those things head on and the reason that I don't like going home 42 00:03:09.440 --> 00:03:14.720 For the holidays because I have to be on guard because when I when I leave I feel like I have to like 43 00:03:15.200 --> 00:03:19.520 Wash myself of the things that people were trying to speak over me and it's constant 44 00:03:20.000 --> 00:03:27.840 It's un it's unending. It's incessant right they're constantly trying to put me back in the box that makes sense to them 45 00:03:28.560 --> 00:03:30.240 right and 46 00:03:30.240 --> 00:03:32.240 I refuse to have that happen 47 00:03:32.240 --> 00:03:36.720 And so when I have these conversations, it's it's passing comments. It's little things 48 00:03:36.720 --> 00:03:42.720 It's never because most people aren't confrontational right and so it's never oh like you are like you don't 49 00:03:42.720 --> 00:03:44.320 I mean like it's it's not like that 50 00:03:44.320 --> 00:03:49.840 But it's just like oh you know how you always are and they'll say it even with like a smile like it's like it's a good thing 51 00:03:50.400 --> 00:03:55.200 But like you have to catch it because you know how it makes you feel when you hear it so you're like that's not true 52 00:03:55.840 --> 00:04:02.240 That's not me right. I'm done with that. That's in my past right and so like this is who I am 53 00:04:02.240 --> 00:04:05.760 It's all I have to take like a week to detangle and then basically 54 00:04:05.920 --> 00:04:13.760 Re-speak over the things that I am or that I choose to be right and so it's one of the main reasons that I don't go back for the holidays 55 00:04:13.840 --> 00:04:17.200 And I really really don't like it and I definitely don't like spending any 56 00:04:17.760 --> 00:04:22.160 portion of extended time there is because it feels like I'm going backwards and 57 00:04:22.960 --> 00:04:28.400 And what you know what we are all as a community trying to accomplish is not normal and we just have to 58 00:04:29.360 --> 00:04:32.400 Come to terms with the fact that it isn't normal. It's okay. That it's not normal 59 00:04:32.640 --> 00:04:39.760 But it also means that normal people aren't going to like it right and so like the the higher up we go in business 60 00:04:39.920 --> 00:04:44.720 I think at least this is just my subjective understanding or how I'm how I'm receiving it as I go through it 61 00:04:45.280 --> 00:04:47.280 the more intolerant we become 62 00:04:47.840 --> 00:04:49.840 of people who try and 63 00:04:50.720 --> 00:04:54.080 I mean, it's even tones like I'll be like don't speak to me in that tone 64 00:04:54.720 --> 00:04:57.840 Even if they're saying the right thing like it seems this respectful it bothers me 65 00:04:58.480 --> 00:05:02.960 And like you become more and more aware because you're like let me teach you how to treat me 66 00:05:03.680 --> 00:05:07.760 Right and sometimes you have to do that and especially when it's been a long period of time 67 00:05:08.160 --> 00:05:14.640 You have to teach people how you like to be treated now and a lot of times it's a lot different than it was when they first met you 68 00:05:14.960 --> 00:05:18.640 Right and it's the hardest with family because I'll be really real with you 69 00:05:18.880 --> 00:05:22.880 There's a lot of people that I'm connected with that I probably would never see again 70 00:05:22.880 --> 00:05:26.880 If I didn't have a blood relation and I manage our space very well 71 00:05:27.360 --> 00:05:35.120 And so if we you know if we go back it's only going to be for a short period of time because there's no other reason besides the fact that we share a biological bond that I would ever see you 72 00:05:35.840 --> 00:05:38.800 Because you have not you don't have the same goals you don't have the same values 73 00:05:39.040 --> 00:05:43.040 You don't want to do the things I want to do when we see each other you make me feel worse 74 00:05:44.000 --> 00:05:49.280 Why would I see right just being very aware with you guys and maybe this is something that I'll look back at this video 75 00:05:50.080 --> 00:05:54.720 Five years from now and I'll have grown more and I'll have more perspective, but that's that's where we are now 76 00:05:56.000 --> 00:05:57.600 now 77 00:05:57.600 --> 00:05:59.600 Total total pivot 78 00:05:59.680 --> 00:06:00.640 um 79 00:06:00.640 --> 00:06:07.040 Like sometime you know what I'm not going to pivot like I'm going to I'm going to dive a little deeper in this hopefully you guys don't mind um like 80 00:06:08.160 --> 00:06:12.880 Being so intolerant of this stuff is like is so key to being able to like grow 81 00:06:13.120 --> 00:06:18.880 I'm telling you because and that's why that's why there's just we keep such quiet space right because it's like the only 82 00:06:18.960 --> 00:06:21.760 Place that you don't have to have your guard up constantly 83 00:06:22.160 --> 00:06:25.200 Fending off what other people are trying to tell you about yourself 84 00:06:25.920 --> 00:06:32.080 Right, and so you can kind of build it while it's while it's in its infancy you're not as strong yet in these new attributes 85 00:06:32.480 --> 00:06:34.480 That you're trying to have I was talking to 86 00:06:35.040 --> 00:06:38.320 High-level entrepreneur yesterday, right and um 87 00:06:39.040 --> 00:06:43.200 Who's like ah, I mean, I'm just horrible details and I was like don't speak that over yourself 88 00:06:43.200 --> 00:06:47.600 I was like because your business might need you to be good at details when you go from 10 to 20 million right 89 00:06:48.560 --> 00:06:49.920 Don't say that 90 00:06:49.920 --> 00:06:52.080 And he was like you're right. I was like yeah 91 00:06:52.160 --> 00:06:56.160 You choose you're choosing to not be good at details right you really think that if your kids 92 00:06:56.160 --> 00:06:58.960 We're gonna die like because you need to learn to remember things to be able to do it 93 00:06:59.040 --> 00:07:03.360 Well, yeah, I'm like all right, then you're choosing not be good at it. That's your choice. That's your belief 94 00:07:03.920 --> 00:07:06.160 Right, and so like if you identify these things like 95 00:07:07.120 --> 00:07:12.240 Man, I'm getting really deep on this. I know but like the identity is so fluid like 96 00:07:13.280 --> 00:07:14.800 We can change 97 00:07:14.800 --> 00:07:21.120 In an instant like 20 robbers talks about this stuff all the time like like we can like the only the only moment that we're actually 98 00:07:21.120 --> 00:07:22.640 Believing is right now, right? 99 00:07:22.640 --> 00:07:27.680 And so all of the things that we had before us are only stories that we can either choose to replay 100 00:07:27.840 --> 00:07:31.840 Because they're positive attributes or choose to ignore if they're negative attributes 101 00:07:31.840 --> 00:07:36.960 And a lot of us just stay in these loops of of speaking these these things over ourselves that don't even serve us 102 00:07:37.600 --> 00:07:39.520 Right one of my favorite sayings in the world 103 00:07:40.240 --> 00:07:43.680 Probably one of my favorites like one of the most profound sayings is 104 00:07:44.640 --> 00:07:49.840 We question all of our beliefs except for those that we truly believe and those we never question at all 105 00:07:50.480 --> 00:07:55.440 And I always I love that because it just makes you aware like I love catching 106 00:07:55.760 --> 00:07:59.520 Myself on a belief that I've always had that I believe so 107 00:08:00.000 --> 00:08:04.480 Thoroughly that I never actually thought to question it because that's how much I believed it right? 108 00:08:04.480 --> 00:08:10.560 It's just been there and so like the higher up we go the more we kind of uncover these beliefs about 109 00:08:11.040 --> 00:08:16.400 What's possible? What can we do? How can we grow? How how quickly can change happen, right? 110 00:08:16.960 --> 00:08:18.160 I mean 111 00:08:18.160 --> 00:08:20.960 If you look at our business, hopefully you're as enjoying Saturday morning 112 00:08:21.840 --> 00:08:29.680 If you look at our business, right? Like we pivoted from a done 40 model to the done with you model that we have now in April of 2017 113 00:08:33.200 --> 00:08:39.200 Right and so from April of 2017 until today, right? That's like 19 months. I think 114 00:08:39.760 --> 00:08:41.760 Right we've gone from zero to 115 00:08:42.560 --> 00:08:46.320 Are you believe the biggest company in fitnet like in in the brick and mortar chain fitness world 116 00:08:46.800 --> 00:08:51.040 And we're like two or three times the size of anyone else who's like the second runner up 117 00:08:51.680 --> 00:08:52.320 and 118 00:08:52.320 --> 00:08:56.480 2019 we're going to probably three to four X that I can say that pretty with a lot of certainty 119 00:08:57.200 --> 00:09:05.600 And so like how quickly are you able to achieve what you want to achieve is it supposed to take a year because you're choosing to believe that it's supposed to take a year 120 00:09:06.240 --> 00:09:17.200 Right? How quickly can you onboard someone? Let me give you another story. I was um, so we're we're about to do a very big launch for our legacy group. I can't tell you what it is 121 00:09:17.760 --> 00:09:19.440 Um, but a friend of mine um 122 00:09:20.400 --> 00:09:26.240 Launched a new service category in his business and it blew up overnight. He had a huge explosion of traffic 123 00:09:26.560 --> 00:09:30.160 Um, he was running like some ads and they just took off right and he couldn't do anything about it 124 00:09:30.800 --> 00:09:32.800 And so he hired 125 00:09:32.880 --> 00:09:38.480 30 people in 14 days first customer service team 30 people in 14 days right 126 00:09:40.240 --> 00:09:44.000 And so when we had our q4 planning right our fourth quarter planning 127 00:09:44.000 --> 00:09:47.520 We had our customer service director and I and Lily all of you to death has nothing to do but like 128 00:09:47.920 --> 00:09:50.160 This was what happened during the during the actual meeting 129 00:09:50.400 --> 00:09:56.800 She's like I feel comfortable saying that I can bring four people on every month between now and X launch date right which would you know get us to 130 00:09:57.360 --> 00:10:03.120 Probably 16 or so people 16 to 20 right by the launch date, which is going to be like three or four months away 131 00:10:05.760 --> 00:10:10.880 Real quick guys if you can think about how you found this podcast somebody probably tweeted it told you about it 132 00:10:11.120 --> 00:10:15.440 Shared it on Instagram or something like that the only way this grows is through word of mouth 133 00:10:15.760 --> 00:10:18.960 And so I don't run ads. I don't do sponsorships. I don't sell anything 134 00:10:19.040 --> 00:10:25.120 My only ask is that you continue to pay it forward to whoever showed you or however you found out about this podcast that you do the exact same thing 135 00:10:25.280 --> 00:10:31.120 So if it was a review if it was a post if you do that who mean the world to me and you'll throw some good karma out there for another entrepreneur 136 00:10:33.520 --> 00:10:38.160 And so then I told that story about my friend who had just done this he hired 30 people in 14 days 137 00:10:38.960 --> 00:10:45.440 Because he had to right and so a lot of times the necessity is one of the biggest things that allows us to break our beliefs 138 00:10:45.440 --> 00:10:52.400 Because we have to we have no other choice right and so I love thinking and that's why when we have scripts and whatnot and 139 00:10:52.800 --> 00:10:58.400 The show rates double based on the fact that you know you actually are going to leave a location and you're not going to be able to sell that person 140 00:10:58.560 --> 00:11:02.640 The tonality of how you're speaking to the prospect even though the words are the same 141 00:11:03.280 --> 00:11:09.200 The fact that it's just what you believe that changes the outcome and the influence on the other person is like so cool to me 142 00:11:09.600 --> 00:11:12.480 And so the question is like how can we trick ourselves 143 00:11:13.120 --> 00:11:17.760 Right into believing what we need to believe in order to grow faster right 144 00:11:18.560 --> 00:11:25.440 Um, I made this uh, I did this experiment up you know three years ago where I put on like 35 pounds of muscle in six weeks 145 00:11:25.440 --> 00:11:31.840 Right and I started and they asked me to write an article as muscle strength and I did it natural if you can choose to believe you're not but I did um 146 00:11:32.480 --> 00:11:37.920 And it was it was their five pounds of muscle, but it was 35 pounds and there a lot of it was muscle um 147 00:11:38.720 --> 00:11:46.800 Within six weeks and I started the article off by saying like what if you actually had to gain 35 pounds in six weeks and get and add a hundred pounds to your 148 00:11:46.880 --> 00:11:52.000 Your band told you do right and so I tried to put this conf- like these confines on myself 149 00:11:52.320 --> 00:11:56.800 And I was like I probably wouldn't just lift one you know twice a week right for that lift 150 00:11:56.800 --> 00:11:58.800 I probably lifted like once or twice a day 151 00:11:59.520 --> 00:12:02.960 And then that's what I did and then I got really really strong really fast 152 00:12:03.040 --> 00:12:05.200 I added a hundred pounds to my pension six weeks 153 00:12:06.000 --> 00:12:12.880 Um, and I was natural right and I did that because of the conf- like the confines that we put ourselves under and so sometimes I wonder like 154 00:12:13.680 --> 00:12:18.000 What things are we allowing to be spoken over ourselves by others first 155 00:12:18.960 --> 00:12:23.360 And then second what things are we speaking over ourselves that we don't even know that we're doing 156 00:12:24.160 --> 00:12:31.840 And so constantly questioning like those things that we speak over ourselves has been honestly one of the biggest things that has allowed us to grow 157 00:12:32.640 --> 00:12:34.640 And so um 158 00:12:34.720 --> 00:12:39.280 I know that I haven't been as tactful in the last few content videos. I hope you guys don't mind um 159 00:12:39.360 --> 00:12:40.880 System what's on my mind 160 00:12:40.880 --> 00:12:45.840 Um, we had Chris and Robin Barnett who flew out here because they won a competition that we were holding in secret 161 00:12:47.040 --> 00:12:48.400 um 162 00:12:48.400 --> 00:12:53.920 And uh, anyway, so Chris and Robin Barnett came out and they were like we feel like we're stuck right 163 00:12:53.920 --> 00:12:57.600 We feel like we're in a bottleneck and like we just can't we're just trying to break through 164 00:12:58.400 --> 00:13:04.080 And um when I talked to them about it I um the whole time they were here for the whole day 165 00:13:04.800 --> 00:13:08.160 I didn't tell them a single tactical thing to do differently with their business not one 166 00:13:09.440 --> 00:13:13.120 But what we identified was the things that they were speaking over themselves 167 00:13:13.120 --> 00:13:18.320 And the things that they were choosing to believe about how quickly things can happen right and so I'll give you an example 168 00:13:18.320 --> 00:13:20.560 I hope they don't mind um 169 00:13:20.560 --> 00:13:24.880 Robin is Chris's wife didn't want to be in the gym anymore. She's like it's not my passion 170 00:13:24.880 --> 00:13:27.840 You know like I cut like now we're comfortable like I kind of want to do my own thing 171 00:13:28.480 --> 00:13:33.120 And so um and it was causing some strife in their relationship mostly because like you know 172 00:13:33.200 --> 00:13:35.200 Hey 173 00:13:35.200 --> 00:13:39.680 She felt but you know betrothed him that she she had to keep doing it but then he felt guilty that you know 174 00:13:39.680 --> 00:13:43.040 I mean there's just kind of both sides of it right um and so they were like well 175 00:13:43.040 --> 00:13:46.560 We're gonna let Robin go, you know, she's gonna leave in four months, right? 176 00:13:46.560 --> 00:13:50.960 So we're gonna give four months um and then she'll get out of the business and I was like why does she just get out today 177 00:13:52.720 --> 00:13:54.560 Like she doesn't want to do it. You don't want her there 178 00:13:55.280 --> 00:13:59.680 Like why don't you just get out today like why are you choosing to believe that it needs to take four months 179 00:14:00.800 --> 00:14:02.640 You know like I guess it doesn't it was like right 180 00:14:03.520 --> 00:14:07.280 And so a lot of times like I've just this has just been recently for me. I've had 181 00:14:08.240 --> 00:14:10.240 a lot of conversations with guys who are doing 182 00:14:11.280 --> 00:14:13.760 5 to 12 million a year 183 00:14:14.320 --> 00:14:18.160 Um in their businesses and a lot of them have been doing this a lot longer than me 184 00:14:18.320 --> 00:14:20.080 And they're like how have you freaking grown? 185 00:14:20.160 --> 00:14:21.840 So like how are you hitting the numbers? 186 00:14:21.840 --> 00:14:25.440 You're hitting how is the growth rate that you guys are having like how's it possible right 187 00:14:26.240 --> 00:14:27.840 And like we've really just like 188 00:14:28.560 --> 00:14:32.240 That's why not to be weird about this but like we've just chosen to believe it's possible 189 00:14:33.040 --> 00:14:33.840 Right 190 00:14:33.840 --> 00:14:35.840 We've really just chosen to believe it's possible 191 00:14:36.320 --> 00:14:40.400 And a lot of times like if you talk to them and like you look at 192 00:14:41.040 --> 00:14:44.480 It's like you see these guys who are really really really high up in the business world a lot of times 193 00:14:44.480 --> 00:14:47.760 I do talk very non-taxable very much mindset stuff 194 00:14:48.240 --> 00:14:50.880 And I think it's and I used to really not appreciate it 195 00:14:51.200 --> 00:14:56.560 But now I think I'm appreciating a little bit more because the reason that a lot of people aren't successful is because of the beliefs that they have 196 00:14:56.960 --> 00:15:01.680 Because if you can remove and break those beliefs a lot of times they will go find the tactics that are necessary 197 00:15:01.760 --> 00:15:08.000 Right to win and so um and the higher up you go the hot like the cleaner people keep their space 198 00:15:08.320 --> 00:15:12.400 And the reason they do that the reason they keep it so quiet is so that they can pinpoint 199 00:15:12.960 --> 00:15:20.960 Anything that comes in their area right anything that's gonna break or chip at them or just like bother them in any way 200 00:15:20.960 --> 00:15:22.960 They keep this bubble around them 201 00:15:23.120 --> 00:15:27.680 And then what that does though is that it gives them such clean perspective and clean vision 202 00:15:28.240 --> 00:15:31.360 On what's going on because a lot of times when I had these guys like I said 203 00:15:31.600 --> 00:15:38.640 To do you know five six ten million a year and they're like what's going on? It becomes really obvious. It's really it's it's really apparent 204 00:15:39.200 --> 00:15:43.680 Um, I'll give you another example. I had yesterday. I talked to a guy who's doing um 205 00:15:44.320 --> 00:15:48.000 He's doing half a million a month right now and he has a split between two businesses 206 00:15:48.000 --> 00:15:51.760 He's got one business does like four hundred thousand a month. He's got one that does a hundred thousand a month 207 00:15:52.480 --> 00:15:56.800 And he's like well the big you know the four hundred thousand dollar month business is my old business 208 00:15:57.360 --> 00:16:01.040 It's the one that it's it's got all the complexity in it. I hate the customer 209 00:16:02.480 --> 00:16:06.560 All this stuff right and then he's like and then this business is really simple 210 00:16:06.560 --> 00:16:11.520 It's super profitable. I'm running like three times the margin I run in that business and um 211 00:16:12.640 --> 00:16:15.120 And he's like so I just I said I just can't figure out a grub 212 00:16:16.160 --> 00:16:18.160 And I was like do you really can't figure out a grub 213 00:16:19.840 --> 00:16:21.760 He's like yeah, I just like I got so much stuff going on 214 00:16:21.760 --> 00:16:26.560 And I was like yeah, you should probably just get rid of the thing that is a big headache for you and do the thing 215 00:16:26.640 --> 00:16:32.400 That you really like doing. I was like do you think if you got rid of all of the attention that that four hundred thousand a month thing is sucking up 216 00:16:32.640 --> 00:16:36.560 You'd be able to double the hundred thousand a month. He's like yeah like easy 217 00:16:36.720 --> 00:16:42.560 And I was like cool, then why don't you do that right? And it becomes really apparent and obvious to you on the outside 218 00:16:42.800 --> 00:16:46.720 Like I mean these guys aren't dumb. You know, I mean he's doing six million eight like he's not stupid 219 00:16:47.200 --> 00:16:51.280 It's just the beliefs that we truly believe are the ones that we don't see 220 00:16:51.920 --> 00:16:56.080 Right? And so it's really interesting and like I think all the time about like I want to be 221 00:16:56.480 --> 00:17:01.920 Wiser I want to have more discernment and if you really if you start to dissect like what is wisdom right 222 00:17:02.720 --> 00:17:07.200 Wisdom is being able to see is to is the two people are looking at the same situation 223 00:17:07.840 --> 00:17:13.360 The wiser person sees things that the other person doesn't and so it's it's vision 224 00:17:13.600 --> 00:17:19.680 It's being able to see what other people don't see it and a lot of times they're just unseen chains that people have already 225 00:17:19.680 --> 00:17:24.640 Choose and to tie themselves up with right and we're having a lot of gym owners 226 00:17:24.640 --> 00:17:27.120 I've had just recently a lot of string of gym owners who you're stopping like man 227 00:17:27.120 --> 00:17:32.560 If we're just stuck at 60,000 a month like I don't know what this bottleneck is and I always respond I'm like it's not the business 228 00:17:33.200 --> 00:17:37.680 Right, it's here and it's and it's and I should probably respond more specifically 229 00:17:37.680 --> 00:17:41.520 It's a belief that you have that you have an identified that's holding you back 230 00:17:42.800 --> 00:17:45.120 A lot of times it's just because you're choosing your main class money 231 00:17:45.920 --> 00:17:48.320 Like no joke a lot of people choose to make class money 232 00:17:49.280 --> 00:17:53.040 So people like we have gym owners right now who are asked like hey like 233 00:17:54.240 --> 00:17:56.240 I've got this campaign. It's crushing it 234 00:17:57.040 --> 00:18:00.960 I think I'm going to turn it off for next month, right because like we have a lot going on 235 00:18:01.200 --> 00:18:04.160 I'm like if you want to choose to make less money that's your choice 236 00:18:04.560 --> 00:18:06.640 You know, and so we make these choices 237 00:18:07.440 --> 00:18:09.920 Like if you if you order articulate them differently 238 00:18:09.920 --> 00:18:13.280 You probably think they were ridiculous and I had every conversation I've had 239 00:18:13.760 --> 00:18:17.120 Just in the last two we as I've talked to four entrepreneurs last two weeks 240 00:18:17.120 --> 00:18:23.360 They're doing five million or more per year and each one of the conversations ended with like what when you put it like that 241 00:18:23.360 --> 00:18:25.360 I sound like an idiot and I was like what are you? 242 00:18:26.320 --> 00:18:29.920 It's like well, no, and I was like then you should probably change the way you're doing it, right? 243 00:18:30.560 --> 00:18:33.120 And so it's just these emotions and these beliefs that get in our way 244 00:18:33.680 --> 00:18:40.320 um of like what this seems so obvious and it's just because some we are emotional things right we are we make decisions with emotions 245 00:18:40.320 --> 00:18:43.280 And we try and logic it later, but when you look at things logically a lot of times 246 00:18:44.080 --> 00:18:46.960 Some of the some of the the answers are obvious, right? 247 00:18:47.440 --> 00:18:50.880 Well, I've got this trainer that I've had for two years, but they're such a pain 248 00:18:50.880 --> 00:18:56.080 They never want to do anything of anything that's new, but I have some clients that that's still like them. Okay 249 00:18:57.200 --> 00:19:02.240 Do you think that if you had a new trainer that was like bought in that you would be able to grow more? 250 00:19:02.800 --> 00:19:09.200 So red it is is the fear of losing these few clients that are attached to this one trainer is outweighing the potential growth 251 00:19:09.200 --> 00:19:12.640 You would have from the key player that you know you need in order to make the model work 252 00:19:13.280 --> 00:19:17.760 Right, and then when it's phrased that way it becomes obvious. Yeah, I got to let them go 253 00:19:18.480 --> 00:19:22.800 That but you don't have the perspective yet until sometimes you just need someone on the outside 254 00:19:23.280 --> 00:19:26.080 But anyways guys, um, thank you for spending Saturday morning with me 255 00:19:26.080 --> 00:19:30.080 This was just something that was on my mind and I just like it was like stirring in me 256 00:19:30.560 --> 00:19:38.320 Um, but be mindful of the things that speak people speak over you and the tone that they do it and just like if you feel weird after someone says something 257 00:19:38.800 --> 00:19:43.920 Stop the conversation catch it and then address it and be like please don't speak to me like that 258 00:19:44.080 --> 00:19:46.480 Please don't say those things about me it really bothers me 259 00:19:46.480 --> 00:19:50.880 I'm really working on this where I've worked a lot on this and I don't I don't appreciate it 260 00:19:51.520 --> 00:19:53.120 It really bothers me 261 00:19:53.120 --> 00:19:57.520 And if that person cares about you they will change and if they don't get them out of your life 262 00:19:57.920 --> 00:20:03.040 You don't need that right and and the most important person to make sure that you're doing that which is you 263 00:20:03.760 --> 00:20:06.960 Like if you're the one who's saying, man, I'm just not good at details man 264 00:20:06.960 --> 00:20:10.880 I'm just I've just I hate employees good luck running a business 265 00:20:12.080 --> 00:20:17.440 Like I hear some like these are things I over here even in our group like oh, I'm closing your idiots 266 00:20:17.440 --> 00:20:24.880 And like do you really think that that is a good belief to grow and repeat inside of yourself if you want to grow and scale a business 267 00:20:25.600 --> 00:20:27.120 probably not 268 00:20:27.120 --> 00:20:27.840 Right 269 00:20:27.840 --> 00:20:32.960 Like be mindful of the things that you're saying because and then ask yourself like does this belief serve me 270 00:20:33.520 --> 00:20:35.120 And if it doesn't irritable 271 00:20:35.200 --> 00:20:37.760 So anyways, I hope you guys have an amazing weekend 272 00:20:38.560 --> 00:20:42.320 I love you all. Thank you guys for for for giving me your attention 273 00:20:42.320 --> 00:20:45.360 I know it's your most valuable resource. So thank you. I hope I gave you a good return on it 274 00:20:45.920 --> 00:20:49.760 And I hope you guys have an amazing amazing day. All right. That's a love. Bye