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This is an opportunity where you actually get to have your customers encourage you to go to remote training where you have lower overhead and higher margin.

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Welcome to the Jim Secrets podcast where you talk about how to get more customers, how to make more per customer and how to keep them longer, and the many failures and lessons that we have learned along the way.

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I hope you enjoy and subscribe.

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What's going on everyone? I wanted to give you all an update slash. I just did a one hour call with our gym or community and there was a bunch of good questions that came up.

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So I wanted to give a consolidated version of my answers so that I could hopefully help some of you guys out.

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So one of the questions that came on is what do you say when someone says on the phone, hey, you know what?

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I can't spend money right now because things are unclear or I'm not sure because I'm unemployed, etc. Right.

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So the only real comeback that I have right now for that is you look at the person you're like, listen, there's a lot of things that we can't control right now, but the few things that we can.

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Like that's what we should try and that's what we should try and control our life. Right. There's a million variables out there, but there's only a few that we can control.

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So we should at least exert our control over those those being your health. Right. And so that's the only overcome I can I can really provide for like.

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I don't have a job. I don't know what my future is going to look like, etc. is like there's a lot of uncertainty, but there's only a few things we can control and we should at least control those. Right.

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And that gives you an overcome for that that that that sale obstacle that being said.

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You're going to have people say no and you got to just develop thick skin because right now is actually me to pre high volume game.

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I haven't seen volume like this in terms of lead flow in years. And so which is a good thing big pictures like there's tons of lead flow that's happening right now.

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And so you just have to understand it's going to be a volume game. Right. It's going to be a volume game. And I think kale said it was like money's money. Right. And you can't be picky about how it comes and you just got to be able to roll with it.

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The reason I title this, there's always a ways because it really depends on how you approach this like Layla and I were getting on the phone with some other business owners.

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They had like 30 locations for physical therapy and they just shut up. They just shut down all of their locations and laid off 100% of their staff, right. And they were having a pretty bad day.

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Right. And the reason I brought that up is because we have to be grateful in the fitness world that we actually have a way to provide value to our customers that's really not that dissimilar.

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Then what we have sure we can be super butter like man I wish I sold toilet paper man I wish I sold food man I wish I saw you know whatever right.

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There's a huge shift in demand curve that happened overnight the cards of the economy got reshuffled and redelt right overnight.

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And so there's a huge shift that happened some some industries had massive supply and demand disappear overnight movie theaters right zero right.

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If you're an event planner zero right where you serve event planers nothing you serve restaurants nothing right like we have to think big picture.

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Are we even that affected not really and here's a fun one for you eight months ago we talked about having a hybrid gym and some guys took action on that and boy they are grateful that they did but the point of me bringing this up is this.

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Eight months ago we had a bunch of gyms that just flipped a hybrid and they had to deal with a bunch of backlash and things like that with their within the community they're like we're going to be doing remote film it.

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And the reason they did it was because the margins are so much better right this is an opportunity where you actually get to have your customers encourage you to go to remote training where you have lower overhead and higher margin.

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If you go from thirty thousand dollars a month of top line to twelve thousand dollars a month of top line but you eliminate your rent and the vast majority of your payroll guess what you make more money.

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Alright so you gotta you gotta be thinking about this in big picture like perspective wise like we're actually we're done a pretty decent hand in the fitness industry so like you gotta like flip your thinking and so when I said there's always a way there's always a way like I was a little disappointed to hear the physical therapy said that they just shut down locations.

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I mean by their locations I was my whole thing I probably wouldn't have done that I'm like boom alright we're switching everyone to remote calls we're going to send everyone bands and balls and we're going to walk them through their physical therapy session.

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While they're with us alright so just switching to remote therapy session will do it at their house that way they can still get care right there's always a way if you want to be created the question if you don't be creative there's no solutions right but there's always a way.

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Alright so if you can adopt that mindset because it's the only thing it's going to get you through this alright right now you have the opportunity the best opportunity in the world to quit.

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You have the best opportunity to quit right now right and right now believe it or not this is the sunshine and rainbows part this is the part where everyone's like we're going to come together and your your members are excited they're like oh we're adapting we're not going to let this go down give it four weeks give it six weeks right give it eight weeks when we're in the thick of this right it's not going to be sunshine and rainbows and you have to remember who you are and who you want to be right you're going to look back and tell a story about what you did right now.

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And it's going to tell you lessons of who you really are and who you choose to be alright so I'm just saying this because right now it's fun right I mean sure panic is one thing but it hasn't really settled yet alright and the thing is is if you're encountering like man I don't have money man I'm unemployed now it's only going to get worse it's not going to get better and so you have to develop a thick skin and guess what you're going to get really good at sales.

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You want to make it through this you can get real good at sales alright and this experience that you're going to go through is going to give you skill set that's going to feed you for the rest of your life because you get the opportunity to have a ton of sales opportunities that are going to come your way the lead flow right now is insane for a moment like insane I haven't seen lead costs and lead vines like this in a very very long time alright so stack deployments and you might you might end up going six for twenty but you made some

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six sales more than the guy who wasn't trying you guys real quick if you're new to the podcast I have a book on Amazon called one hundred million dollar offers that over 8,000 five star reviews has almost a perfect score you can get it for ninety nine cents on Kindle the reason I bring it up is that I put over a thousand hours into writing that book and it's my biggest gift to our community so it's my very shameless way of trying to get you to like me more and ultimately make more dollars to that later on in your business career I can finish the part with you so that's my give good check.

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Check it out, Amazon and back to the show right and so that's the opportunity that we have right now and the nice thing is that we can actually make a good living selling remote training and providing value in a way that's actually in excess of what we did in person you have to remember we were selling group in person now we are selling one on one remote one on one is always more valuable than group okay so we have a way of

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providing an excessive value to our customers all right so you have to remember that now big picture I've noticed that there's two ways of kind of overarching methods of fulfillment for remote and I'm going to walk you through both I'm going to give you one warning thing all right I should start with the warning first I have noticed that right now there are some places that are doing pre sales okay I would strong in order to get cash flow I feel strongly in saying boy I would love to promote that but I feel extremely uneasy about

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it because if if you don't make it through it then you are in some serious shit because you were essentially stealing money all right so if you are not sure do not sell paid and fools for a time duration that you aren't even sure if you're going to be alive so in my opinion you need to like that's why I'm a fan of a departure like you have to pivot right you got to pivot the model like if you're not a if you're not allowed or able to fulfill solve problems the way that you were solving them before you got to find a new way to solve the problem

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you got to do it fast and right now you got to talk to your team and say listen there's me a lot of change it's going to happen right now I mean a lot of things we're going to start overnight when you're not ready for it because guess what neither am I right neither am I you got to be honest be like me in your mind right like we're rolling out I mean we did a seven day

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Devcycle this was supposed to be done for the remote for Alan to work leaves remotely was supposed to be like an end of Q2 mid Q3 project and we had an entire development team work in shifts around the clock for seven straight days to be able to create this right and so I'm saying like it's going to be this is like this is wartime right and like decisions are going to be made you're going to have to take faster action and that extent and the changes that you're going to have to pivot are going to be bigger than what you are used to and what I'm telling you is it's okay it's normal

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for this environment right so to recap the first thing that I wanted to say which is for everyone you're going to get the obstacle it's going to come up I'm unemployed I don't want to spend money when I'm unsure about my future and you can say listen there's always me a million things that are out of our control we should be focused on the few things that we can that's the overcome well people still say no yes but guess what there's going to be someone right behind them that you're going to have another opportunity so and help all right next point that I wanted to make here is that you need to say

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to stop giving away all your shit for free all right tell your story there's going to be guys you can see it right now we're giving away free checklists free whatever is and you know what that's great that's awesome but I am going to reach so many more gyms that everyone else because I'm going to build a better solution and I'm going to charge for it and because of that I'm going to be able to advertise and spread the message to a far like much further than everyone else's okay and so for you you need to adopt this

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same mindset of how can I help the most people truly help all right if you give a product typically you're not that

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concerned with how good it is right lowering your prices and excuse for yourself because you aren't proud

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enough to give the thing at full price okay the rules of economics haven't changed all you have to do

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is find the new problem and solve it all right panic means pain pain means problems problems means

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opportunity for you as an entrepreneur solve them so all it is is a new jigsaw puzzle you put the pieces together and then you can exchange value for money good old fashion economics and the guys to do it the best are going to win all right and so I'm saying right now is that I made a video eight months ago that that got the entire gym

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industry up in arms like is group training dead right and I said right now we're at this read this point of commoditization right a lot of guys are going under the right at the borderline one event would

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absolutely take the industry if you have no way of differentiating like adding remote services in 101 you're going to be fucked right guess what here we are right and so the point of that is to say if you adapt you will have the opportunity to A actually make a higher profit margin in your business

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okay so stop thinking doom and gloom you may have the opportunity to actually win and come out second if half the gyms are gone in 90 days in in in 16 weeks in five months you

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you're going to be alive you're going to be alive and there's going to be such a massive opportunity for the people who have actually gobbled up market share and took action so the only thing that you can't do is be afraid

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all right and you just can't get down on yourself all right because there's going to be a million reasons and a million good reasons that you should quit right now a million really very reasonable things that you can tell yourself that you can tell your family that you can tell your dad you can tell your mom all the people's opinions you care about and they would say you know what you know what honey like you did your best you know

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who who is going to who's going to prepare for it in a pandemic you know once in a century today who's going to prepare for that it's not your fault honey

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or they could tell the story about despite that despite every other gym going out of business you were good enough you were fast enough

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you found a way to make it through and that could be your story and so that's what I'm urging you to do because

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honestly what are the choice to have all right so anyways there's always a way if there's will and so as long as you keep your will you will find a way

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and that is a promise all right remote gym stuff is coming out tomorrow super excited about it it's a way to acquire customers

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from paid traffic and local markets and the entire fulfillment of hybrid to keep those and actually get them at higher price points so

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anyways guys love you all stay in there you can fucking do this talk to you guys soon bye