WEBVTT

1
00:00:00.000 --> 00:00:04.100
Because I think that there's nothing that really can grow you faster than growing a business

2
00:00:04.100 --> 00:00:08.900
quickly because you have to just continue to level up as a person in order to grow and

3
00:00:08.900 --> 00:00:10.300
lead everybody.

4
00:00:10.300 --> 00:00:13.140
Welcome to the Jim Seekers podcast where you talk about how to get more customers, how

5
00:00:13.140 --> 00:00:15.700
to make more per customer, and how to keep them longer.

6
00:00:15.700 --> 00:00:19.940
And the many failures and lessons that we have learned along the way, I hope you enjoy

7
00:00:19.940 --> 00:00:20.940
and subscribe.

8
00:00:20.940 --> 00:00:26.260
The only way to protect ourselves from our emotions is information and data because it's

9
00:00:26.260 --> 00:00:27.260
just facts, right?

10
00:00:27.260 --> 00:00:30.940
And so it's, but I think a lot of times people are trying to protect their own emotions

11
00:00:30.940 --> 00:00:39.660
by avoiding it because it's maybe not what they want to see.

12
00:00:39.660 --> 00:00:40.660
Good morning.

13
00:00:40.660 --> 00:00:45.100
This is Eric LaClaire over at Push Press and we are continuing our in the trenches series

14
00:00:45.100 --> 00:00:48.140
with a deep look into leadership.

15
00:00:48.140 --> 00:00:53.140
And over the past couple of years, we have had some substantial men and women leading from

16
00:00:53.140 --> 00:00:57.500
the front, not just from the gym owner space, but from the entrepreneurial space.

17
00:00:57.500 --> 00:01:03.420
And when I got a chance to sit back as a gym owner and look at who is providing help,

18
00:01:03.420 --> 00:01:11.180
who is providing direction or motivation, I can't think of a group or a duo better than

19
00:01:11.180 --> 00:01:12.180
the Hormoses.

20
00:01:12.180 --> 00:01:18.220
And so today, I am so honored to be interviewing, but at the same time, connecting at both

21
00:01:18.220 --> 00:01:21.980
the friendship level as well as the business level with Laila Hormosi.

22
00:01:21.980 --> 00:01:27.660
And so for those that may not know, which at this point in 2020, I can't imagine we

23
00:01:27.660 --> 00:01:28.660
don't know.

24
00:01:28.660 --> 00:01:32.780
But by all means, Laila, thank you for coming on today and feel free if you want to introduce

25
00:01:32.780 --> 00:01:33.780
yourself.

26
00:01:33.780 --> 00:01:34.780
Yeah.

27
00:01:34.780 --> 00:01:35.780
I appreciate it, Eric.

28
00:01:35.780 --> 00:01:36.780
I'm excited to be here.

29
00:01:36.780 --> 00:01:37.780
Yeah.

30
00:01:37.780 --> 00:01:38.780
I'm Laila Hormosi.

31
00:01:38.780 --> 00:01:45.820
I am the co-CEO and co-founder of gym launch as well as prestige labs in Allen, all of

32
00:01:45.820 --> 00:01:51.420
which originated as businesses that served gym owners and now Allen's software has kind

33
00:01:51.420 --> 00:01:55.900
of branched out to all work in mortar facilities.

34
00:01:55.900 --> 00:02:01.300
I started the business with my husband about four and a half years ago.

35
00:02:01.300 --> 00:02:04.460
And we met on Bumble, actually, it was a pretty funny story.

36
00:02:04.460 --> 00:02:05.460
We were like, how did you start working together?

37
00:02:05.460 --> 00:02:09.060
I'm like, well, we met and we went on a date and then he was like, hey, you should work

38
00:02:09.060 --> 00:02:10.060
for me.

39
00:02:10.060 --> 00:02:15.580
I'm like, dude, I'm like, bro, yo, like this is weird.

40
00:02:15.580 --> 00:02:16.940
And I'll just keep it short.

41
00:02:16.940 --> 00:02:24.060
But essentially, I think three weeks after we met, we just found each other really interesting.

42
00:02:24.060 --> 00:02:27.780
We had all the same interests in terms of business and in our personal lives.

43
00:02:27.780 --> 00:02:32.620
And so before we even became a couple or really decided we even wanted to date each other,

44
00:02:32.620 --> 00:02:34.380
we did decide that we want to work together.

45
00:02:34.380 --> 00:02:38.180
And so I remember I came over to his house after work one day.

46
00:02:38.420 --> 00:02:40.820
I was personal training in person online at that point.

47
00:02:40.820 --> 00:02:45.180
And there was a booklet and it was like a, this moleskin binder.

48
00:02:45.180 --> 00:02:46.740
And it said like gym launch LLC.

49
00:02:46.740 --> 00:02:48.460
And I was like, you did it.

50
00:02:48.460 --> 00:02:50.180
And he was like, yeah, I thought we're going to start this.

51
00:02:50.180 --> 00:02:52.260
And I was like, all right, cool.

52
00:02:52.260 --> 00:02:58.140
And then three weeks after that, it's about six weeks after we met, we started flying

53
00:02:58.140 --> 00:03:02.660
out to different gyms and basically testing our marketing and sales and then fulfillment

54
00:03:02.660 --> 00:03:03.660
practices there.

55
00:03:03.700 --> 00:03:04.900
We did that for like 11 months.

56
00:03:04.900 --> 00:03:08.460
So we basically like go out and be like a hired gun for a gym.

57
00:03:08.460 --> 00:03:10.460
Yeah, while we ran their marketing.

58
00:03:10.460 --> 00:03:11.700
And so he'd be in Virginia.

59
00:03:11.700 --> 00:03:13.740
I'd been Hawaii, he'd be in Oklahoma.

60
00:03:13.740 --> 00:03:15.100
I'd be in Florida.

61
00:03:15.100 --> 00:03:18.940
We did that for a while, which was freaking exhausting.

62
00:03:18.940 --> 00:03:25.380
But I learned, I seriously grew and learned more than ever in my entire life.

63
00:03:25.380 --> 00:03:29.060
And after that, we expanded and we hired a team and we flew them out to go do that.

64
00:03:29.060 --> 00:03:32.820
And then shortly realized that wasn't really a sustainable model.

65
00:03:32.820 --> 00:03:35.100
It's because it's really interesting, right?

66
00:03:35.100 --> 00:03:38.500
Everyone wants 100 new members until you give them 100 new members and then they're

67
00:03:38.500 --> 00:03:42.900
like, you just fucking broke my whole business, like, what the hell?

68
00:03:42.900 --> 00:03:47.460
And so it's like second order consequences at 100 new members, you have a million new

69
00:03:47.460 --> 00:03:48.460
problems.

70
00:03:48.460 --> 00:03:50.700
You don't have your old ones, but you have just as many equal new ones.

71
00:03:50.700 --> 00:03:54.700
And so we realized that people needed to do it themselves in order to grow into the

72
00:03:54.700 --> 00:03:56.940
kind of person who could fulfill for that many people.

73
00:03:56.940 --> 00:04:02.460
And so we kind of accidentally, we thought we're going to get out of that and just do straight

74
00:04:02.460 --> 00:04:04.460
speed of sea, online fitness.

75
00:04:04.460 --> 00:04:05.900
We actually started doing it.

76
00:04:05.900 --> 00:04:09.580
We're doing really well with me as the face of a weight loss company.

77
00:04:09.580 --> 00:04:15.180
And that day, Alex called up all the people we had lined up for the next two months that

78
00:04:15.180 --> 00:04:16.860
we were flying people out to their gyms.

79
00:04:16.860 --> 00:04:18.260
And he said, listen, I can't do this.

80
00:04:18.260 --> 00:04:19.260
I guess just not working.

81
00:04:19.260 --> 00:04:21.940
You know, we're getting out of the gym space and they all said, my gym's going to go under

82
00:04:21.940 --> 00:04:22.940
if you don't help me.

83
00:04:22.940 --> 00:04:25.620
Like, I need someone to help, like, please.

84
00:04:25.620 --> 00:04:30.860
And so that day, he ended up saying yes to about eight gym owners.

85
00:04:30.860 --> 00:04:32.340
And they said, you know, we'll pay you.

86
00:04:32.340 --> 00:04:34.620
You only ascending when I just teach us.

87
00:04:34.620 --> 00:04:38.180
And he had never wanted, like, if anyone, it's so funny because Alex always said to me,

88
00:04:38.180 --> 00:04:39.940
like, do they never want to be a coach or a guru?

89
00:04:39.940 --> 00:04:43.220
Like, I literally to test that, like, to test the face.

90
00:04:43.220 --> 00:04:46.460
And he is like one of the ultimate now.

91
00:04:46.460 --> 00:04:52.340
So that was run gym, gym watch as it kind of began, started and we're, you know, four

92
00:04:52.340 --> 00:04:53.340
and a half years into it.

93
00:04:53.340 --> 00:04:55.380
And we started the supplement line, prestige labs.

94
00:04:55.380 --> 00:04:56.700
And we started our software, Alan.

95
00:04:56.700 --> 00:05:01.660
And so it's just been, uh, it's been a really, really cool experience, um, because I think

96
00:05:01.660 --> 00:05:05.420
that there's nothing that really can grow you faster than growing a business quickly

97
00:05:05.420 --> 00:05:11.340
because you have to just continue to level up as a person in order to grow and lead everybody.

98
00:05:11.340 --> 00:05:12.340
Of course.

99
00:05:12.340 --> 00:05:17.340
I mean, I don't remember who said it or the, the adage and I, if I correct me if I'm wrong,

100
00:05:17.340 --> 00:05:21.220
but the, uh, your old habits will not open new doors.

101
00:05:21.220 --> 00:05:25.860
And I, I've watched, I've watched you, obviously, I've watched Alex and I've watched the gyms

102
00:05:25.900 --> 00:05:27.980
in the culture of the gym launch culture.

103
00:05:27.980 --> 00:05:29.380
I've known them before.

104
00:05:29.380 --> 00:05:30.380
I've known them during.

105
00:05:30.380 --> 00:05:31.380
And now here we are.

106
00:05:31.380 --> 00:05:32.380
We see them after.

107
00:05:32.380 --> 00:05:36.140
And there have been a tremendous amount that have, have hit home runs and continue to hit

108
00:05:36.140 --> 00:05:37.140
home runs.

109
00:05:37.140 --> 00:05:44.100
Um, from a, from a personal standpoint, then how have you dealt with maybe the many iterations

110
00:05:44.100 --> 00:05:47.660
that you've had to go through?

111
00:05:47.660 --> 00:05:51.580
You know, I think I've always been somebody who's like, I've always been growth oriented.

112
00:05:51.580 --> 00:05:56.180
And so it first stemmed with like fitness, um, when I was younger, I was like 14.

113
00:05:56.180 --> 00:05:58.300
I started going to gym and learning how to lift by myself.

114
00:05:58.300 --> 00:05:59.900
I didn't even like playing team sports.

115
00:05:59.900 --> 00:06:05.020
Uh, I think I, I was more of a loner, which is kind of ironic.

116
00:06:05.020 --> 00:06:06.380
And, uh, I was really introverted.

117
00:06:06.380 --> 00:06:11.020
And then it just continued to stem and I started, you know, reading and just doing my own

118
00:06:11.020 --> 00:06:14.620
thing really early on and kind of like isolating myself from what a lot of other people did.

119
00:06:14.620 --> 00:06:17.620
Um, because I remember hearing like if you do what everyone else does, you're going

120
00:06:17.620 --> 00:06:20.780
to end up like everyone else and I just didn't want to do that.

121
00:06:20.780 --> 00:06:24.420
And so I think it just kind of stems into like, I, you know, people like, what would you

122
00:06:24.420 --> 00:06:25.420
do if you didn't do this?

123
00:06:25.420 --> 00:06:27.060
And I was like, I would just be CEO of another company.

124
00:06:27.060 --> 00:06:28.860
Like I don't know.

125
00:06:28.860 --> 00:06:30.260
I think I am built for this.

126
00:06:30.260 --> 00:06:34.900
And so it just would have been me and a different company found a different person to, uh, do

127
00:06:34.900 --> 00:06:35.900
it with it.

128
00:06:35.900 --> 00:06:40.140
I feel like, yeah, interesting.

129
00:06:40.140 --> 00:06:41.140
Where now?

130
00:06:41.140 --> 00:06:46.500
It's, I believe the last time we connected you guys were living, was it, were you in Florida

131
00:06:46.500 --> 00:06:47.500
or were you?

132
00:06:47.900 --> 00:06:52.540
I don't even know where we were because we lived in so many places.

133
00:06:52.540 --> 00:07:00.220
We, uh, we were in California and then we moved to, uh, Albuquerque and then we moved

134
00:07:00.220 --> 00:07:06.300
to Puerto Rico and then we had to stay in Michigan for a few months and then moved back

135
00:07:06.300 --> 00:07:09.260
to California and then now we're in Texas.

136
00:07:09.260 --> 00:07:10.260
Wow.

137
00:07:10.260 --> 00:07:11.260
Wow.

138
00:07:11.260 --> 00:07:15.820
Now, is that, um, from a planning standpoint as the businesses have grown or evolved,

139
00:07:15.820 --> 00:07:18.780
are you overseeing different aspects of the business today?

140
00:07:18.780 --> 00:07:22.380
Is that why you're moving around or are you just kind of figuring out in the country

141
00:07:22.380 --> 00:07:24.140
where you might land?

142
00:07:24.140 --> 00:07:28.460
No, uh, like, I'm being really honest, so it's like, Texas, like I'm not about to sink

143
00:07:28.460 --> 00:07:29.460
out.

144
00:07:29.460 --> 00:07:32.580
Like the business started blowing up and we were like, Oh, Texas California suck.

145
00:07:32.580 --> 00:07:36.540
I'm going to just leave until we don't have to worry about that and we just left.

146
00:07:36.540 --> 00:07:37.540
Right.

147
00:07:37.540 --> 00:07:41.660
Well, we are, uh, we're a couple of days away from closing escrow on our property and

148
00:07:41.660 --> 00:07:46.100
we're heading out to Tennessee, um, which is a fantastic place for business owners.

149
00:07:46.100 --> 00:07:48.300
I'm just saying, no, it's actually a great place.

150
00:07:48.300 --> 00:07:49.300
I love Tennessee.

151
00:07:49.300 --> 00:07:51.180
It's beautiful, totally beautiful.

152
00:07:51.180 --> 00:07:56.980
Well, the nice thing about this series is that we get it to be like a think tank amongst

153
00:07:56.980 --> 00:08:01.020
a bunch of owners and entrepreneurs, business, whether we talk to CEO side or the general

154
00:08:01.020 --> 00:08:07.900
manager side, um, if you would have to think back in the earlier days of building your,

155
00:08:07.900 --> 00:08:11.580
the infrastructure for your company, you had a lot of hard decisions to make.

156
00:08:11.580 --> 00:08:16.780
You had a lot of, um, maybe systems and processes to build, but then also the human component,

157
00:08:16.780 --> 00:08:19.020
you said, we had to hire all these people.

158
00:08:19.020 --> 00:08:21.300
What were you looking for in those first hires?

159
00:08:21.300 --> 00:08:25.860
Were there any characteristics or personalities that stand out to you that you're like, man,

160
00:08:25.860 --> 00:08:29.140
this person is needs to be on our team.

161
00:08:29.140 --> 00:08:32.340
You know, in the beginning, who I looked for is very different than who I look for now.

162
00:08:32.340 --> 00:08:35.540
Um, but I wouldn't have done it differently and I have had to let a lot of those people

163
00:08:35.540 --> 00:08:36.540
go to be frank.

164
00:08:36.540 --> 00:08:40.300
Um, but I just think that different people are fit for different stages of business.

165
00:08:40.300 --> 00:08:44.220
And for someone to withstand a business growing, you have to be very adaptable.

166
00:08:44.220 --> 00:08:48.580
So I did look for adaptability, but I think I looked for scrappiness over that.

167
00:08:48.580 --> 00:08:53.580
I looked for hard workers that were scrappy, um, that could learn quickly.

168
00:08:53.580 --> 00:08:58.580
I would say that that was probably the top things I looked for, people that weren't afraid

169
00:08:58.580 --> 00:09:03.500
of change, um, and were hungry.

170
00:09:03.500 --> 00:09:08.500
And some of that hasn't changed, but as you continue to grow, you can't, you always

171
00:09:08.500 --> 00:09:12.380
have to have that like gritty scrap on the inside, but like not everything that you put out

172
00:09:12.380 --> 00:09:15.580
there can have that that smell to it.

173
00:09:15.580 --> 00:09:16.580
Absolutely.

174
00:09:16.580 --> 00:09:25.060
So in the day to day operations from the, um, you say co founder, co CEO, um, who are you

175
00:09:25.060 --> 00:09:26.700
personally responsible for?

176
00:09:26.700 --> 00:09:29.820
Like what's the size of what the business looks like today?

177
00:09:29.820 --> 00:09:30.820
Yeah.

178
00:09:30.820 --> 00:09:37.100
Um, we've got about 55 people in house and then we have about 30, uh, outside contractors.

179
00:09:37.100 --> 00:09:38.660
That's our development team.

180
00:09:38.660 --> 00:09:44.940
And so if you look at that today, um, I'm over most of it aside from Alex is still pretty

181
00:09:44.940 --> 00:09:46.700
hands on with marketing.

182
00:09:46.700 --> 00:09:54.020
And so I think I have nine direct reports, which would be most, um, like our executive team

183
00:09:54.020 --> 00:09:57.900
reports to me and then some of our strategic team reports to me.

184
00:09:58.060 --> 00:10:02.220
So we have four executives and then we have nine strategic leaders, right?

185
00:10:02.220 --> 00:10:07.980
Um, and I still meet with those who report to Alex in marketing, but you know, he's the

186
00:10:07.980 --> 00:10:08.980
marketing genius.

187
00:10:08.980 --> 00:10:10.780
And so he meets there.

188
00:10:10.780 --> 00:10:13.220
I'm more so help with like the management piece of that.

189
00:10:13.220 --> 00:10:19.540
Um, so I'm still, I'm at an interesting flux point right now because we have gym launch,

190
00:10:19.540 --> 00:10:20.820
which we've had for a long time, right?

191
00:10:20.820 --> 00:10:24.260
And so I have people who have been in there for two and a half, three years who know how

192
00:10:24.260 --> 00:10:25.260
things run.

193
00:10:25.340 --> 00:10:28.420
I've got Chris each, which is pretty much dependent upon gym launch.

194
00:10:28.420 --> 00:10:29.820
It doesn't need a ton of management.

195
00:10:30.180 --> 00:10:34.060
And then I've got Alan, which is a brand new function in which I'm a lot more hands on

196
00:10:34.060 --> 00:10:35.860
because I'm setting the foundation.

197
00:10:36.220 --> 00:10:40.300
And so I manage a lot more of the leadership in terms of gym launch and prestige.

198
00:10:40.700 --> 00:10:44.300
And I manage more tactically in the Alan side.

199
00:10:44.300 --> 00:10:45.380
So it's, it's interesting.

200
00:10:45.380 --> 00:10:47.660
It's kind of like going backwards.

201
00:10:47.660 --> 00:10:48.460
Yeah, yeah.

202
00:10:48.860 --> 00:10:49.740
Oh, it's for sure.

203
00:10:49.820 --> 00:10:51.460
Well, let's dig in on that leadership piece.

204
00:10:51.460 --> 00:10:56.820
I mean, if you've got a product, obviously like gym launch and you want it to have legs

205
00:10:56.820 --> 00:11:03.140
and live on, you know, four years, um, what are your, like, what would you say would be

206
00:11:03.140 --> 00:11:07.460
your top three things you are the most proud of in developing gym launch?

207
00:11:07.660 --> 00:11:11.020
And then I'll ask later, maybe what are your three biggest struggles?

208
00:11:11.540 --> 00:11:13.180
Um, let's, let's start with the wins.

209
00:11:13.180 --> 00:11:16.900
What are you most, most proud of from developing the leadership roles and the people

210
00:11:16.900 --> 00:11:19.260
that you have, um, groomed inside gym launch?

211
00:11:20.140 --> 00:11:25.660
Um, I'm proud of, I would say the, the leaders that are still here today, who I've, I've grown.

212
00:11:25.660 --> 00:11:30.460
I think that's the coolest thing is, um, I think I have a really good relationship with the leaders

213
00:11:30.460 --> 00:11:37.180
inside of gym launch and, um, I'm just, I'm really proud of watching them grow as people

214
00:11:37.180 --> 00:11:40.860
because I don't, I'm pretty critical of myself, but I think watching others grow and knowing

215
00:11:40.860 --> 00:11:43.980
that you are able to help facilitate that and that they're fulfilled.

216
00:11:44.460 --> 00:11:46.300
Uh, and we don't, we're a high performance team.

217
00:11:46.300 --> 00:11:49.820
So it's not as easy to fulfill a high performers requirement.

218
00:11:49.820 --> 00:11:53.100
Says it would be somebody who just likes being complacent, um, know that they're

219
00:11:53.100 --> 00:11:56.380
fulfilled in this company and that they're happy and they want to be here every day

220
00:11:56.380 --> 00:11:57.900
and that they want to do better every day.

221
00:11:57.900 --> 00:12:00.780
I think it's just that in itself is something that I'm proud of.

222
00:12:01.500 --> 00:12:04.700
Um, I'm proud of the improvements we've made as a team.

223
00:12:04.700 --> 00:12:06.300
Like, it's really interesting, right?

224
00:12:06.300 --> 00:12:09.420
Because like, I'm not proud of any, like, giant monumentous things.

225
00:12:09.420 --> 00:12:10.700
I'm not proud of how much money we made.

226
00:12:10.700 --> 00:12:11.340
I'm not proud of this.

227
00:12:11.340 --> 00:12:13.260
I'm not proud, I'm proud, I'm proud of the small things.

228
00:12:13.260 --> 00:12:15.500
I'm proud of like the small things that we do well.

229
00:12:15.500 --> 00:12:17.660
And we've continued to get better and better at over time.

230
00:12:18.140 --> 00:12:21.340
Um, and I think that that's really interesting.

231
00:12:21.340 --> 00:12:22.700
So that's really what fulfills me.

232
00:12:22.700 --> 00:12:25.740
Um, I don't get like super excited over like big monumental things

233
00:12:25.740 --> 00:12:27.900
that we hit or like objectives as a company.

234
00:12:27.900 --> 00:12:31.420
I think it's, I think it's excited over like the small work that's boring, I guess.

235
00:12:32.380 --> 00:12:33.100
Interesting.

236
00:12:33.100 --> 00:12:34.460
How about the relationships?

237
00:12:34.460 --> 00:12:39.260
Um, so obviously there's gotta be people that now you've groomed, you've created,

238
00:12:39.740 --> 00:12:43.580
um, and you're probably like almost as if that you've, you've created from

239
00:12:43.580 --> 00:12:45.260
adolescence or childhood all the way up.

240
00:12:45.260 --> 00:12:47.740
And now you're, you're like, look at that, look at them.

241
00:12:47.740 --> 00:12:49.420
I've, I've, this has been amazing.

242
00:12:49.420 --> 00:12:50.620
It's fulfilling to see that.

243
00:12:51.340 --> 00:12:53.500
Have you created some good friendships through the company?

244
00:12:55.820 --> 00:12:58.700
Yes, um, I, I'm hesitant to use the word friendships.

245
00:12:58.700 --> 00:12:59.820
I think it's a degree of friendship.

246
00:12:59.820 --> 00:13:00.860
I think it's camaraderie.

247
00:13:01.260 --> 00:13:03.580
Um, because I always want to make sure.

248
00:13:03.580 --> 00:13:06.460
So here's the reason that I think friendship is interesting is because

249
00:13:06.540 --> 00:13:12.140
you can be as close of friends with your teammates as it doesn't prevent you from holding

250
00:13:12.140 --> 00:13:14.860
them accountable as they were a complete stranger.

251
00:13:15.340 --> 00:13:15.900
I see.

252
00:13:15.900 --> 00:13:19.980
So that's always the kind of line I balance, which is I have, I definitely, I get along

253
00:13:19.980 --> 00:13:21.020
super well with some people.

254
00:13:21.660 --> 00:13:24.940
Um, and almost two point where I have to always remind myself like,

255
00:13:25.580 --> 00:13:28.780
it can never get in the way of me holding them accountable and holding them to their

256
00:13:28.780 --> 00:13:29.740
performance standards.

257
00:13:30.220 --> 00:13:31.660
Um, which is interesting.

258
00:13:31.660 --> 00:13:35.420
It's kind of like it's the most social and loneliness job that you can have.

259
00:13:36.140 --> 00:13:36.780
I believe it.

260
00:13:36.780 --> 00:13:41.180
I could completely believe that in developing staff and grooming from intern

261
00:13:41.180 --> 00:13:45.660
up to general manager, it's you get close, but you think to yourself like,

262
00:13:46.220 --> 00:13:49.420
hey, we still have to have this professional relationship.

263
00:13:50.140 --> 00:13:50.620
Yeah.

264
00:13:50.860 --> 00:13:51.900
Well, now how about the flip side?

265
00:13:51.900 --> 00:13:55.180
If you were to have to look back now hindsight being 2020, um,

266
00:13:55.900 --> 00:14:00.620
let's say three of your hardest learning lessons or three of your most, um,

267
00:14:01.580 --> 00:14:03.500
you look back and you're like, damn it.

268
00:14:03.500 --> 00:14:06.460
That just that, that's going to live with me for a while.

269
00:14:07.100 --> 00:14:07.980
Yeah, I can tell you that.

270
00:14:07.980 --> 00:14:08.380
That's easy.

271
00:14:08.940 --> 00:14:14.300
Um, so I would say one is always give the customer what they want, not what they need.

272
00:14:15.340 --> 00:14:19.180
I think that we for, there was like a period of time, probably eight months that

273
00:14:20.140 --> 00:14:24.540
we really steered away from acquisition for gyms and we really focused on retention.

274
00:14:25.340 --> 00:14:28.940
And our clients, very small segment of them like that.

275
00:14:29.020 --> 00:14:31.900
But I think what the problem was is that me and Alex liked that.

276
00:14:31.900 --> 00:14:35.900
And we were, we were more interested in that because we, we were like,

277
00:14:35.900 --> 00:14:38.860
you're going to make way more money retaining people than just continuously

278
00:14:38.860 --> 00:14:39.500
churning people.

279
00:14:40.220 --> 00:14:43.660
And for us, that was really fascinating, but it's really not for the customers.

280
00:14:43.660 --> 00:14:45.740
It's not something that they want to hear about consistently.

281
00:14:45.980 --> 00:14:48.780
And it wasn't what made us in the first place.

282
00:14:48.780 --> 00:14:52.540
What made us was being really good at acquisition, really good at making people more money.

283
00:14:52.540 --> 00:14:55.820
And so identifying what your customer needs and never steering away from that,

284
00:14:55.820 --> 00:14:56.940
we always talk about that now.

285
00:14:57.020 --> 00:15:00.860
Or like, what do they want, you know, even if we don't think it's right,

286
00:15:00.860 --> 00:15:03.740
if it's what they want us to do for them, then we need to remember that.

287
00:15:03.740 --> 00:15:06.860
Because at the end of the day, that's the responsibility of the businesses to

288
00:15:07.980 --> 00:15:13.020
take resources and create something that is larger than the sum of the parts

289
00:15:13.740 --> 00:15:15.500
through the desire of the customer, right?

290
00:15:15.500 --> 00:15:18.140
And so doing that, that's number one.

291
00:15:20.540 --> 00:15:24.620
Real quick, guys, you guys already know that I don't run any ads on this and I don't sell

292
00:15:24.620 --> 00:15:27.980
anything. And so the only ask that I can ever have if you guys say that you help me spread

293
00:15:27.980 --> 00:15:31.580
the word so we can have more entrepreneurs, make more money, feed their families,

294
00:15:31.580 --> 00:15:35.500
make better products, and have better experiences for their employees and customers.

295
00:15:35.500 --> 00:15:39.980
And the only way we do that is if you can rate and review and share this podcast.

296
00:15:39.980 --> 00:15:42.460
So the single thing that I asked you to do is you can just leave a review,

297
00:15:42.460 --> 00:15:44.460
but take 10 seconds or one type of the thumb.

298
00:15:44.460 --> 00:15:48.220
It means the absolute will to me and more importantly, it may change the world to someone else.

299
00:15:50.460 --> 00:15:53.100
Number two would be in terms of hiring.

300
00:15:53.100 --> 00:15:57.420
I've learned a lot of painful lessons there, which is, you know, I just made some really,

301
00:15:57.420 --> 00:16:00.540
I'm like, I don't know how we got where we are because I made some stupid decisions.

302
00:16:02.060 --> 00:16:06.060
I think there were probably two people that I put in leadership positions that should have

303
00:16:06.060 --> 00:16:11.340
never been there. And I always go by like trust first, right? Like by hiring, I'm going to trust

304
00:16:11.340 --> 00:16:16.540
you automatically. If you do something to ruin that trust, then I'm going to start, you know,

305
00:16:16.540 --> 00:16:21.900
looking at it. But I rule the little bit too much by trust and not as much by tighter management

306
00:16:21.900 --> 00:16:26.860
accountability in the very beginning. And so I had one person, for example, who overhired

307
00:16:26.860 --> 00:16:32.620
by ridiculous amount for their department. And it's my fault. And I had to go in and back to

308
00:16:32.620 --> 00:16:37.740
fire those people because it was, I mean, they overhired by like five times as many people,

309
00:16:37.740 --> 00:16:42.060
because they just, every time someone said, I think we need help, they just hired someone.

310
00:16:42.060 --> 00:16:46.860
And we are very probable companies. It's not like we were, you know, super bottom line driven

311
00:16:46.860 --> 00:16:51.260
at that time in the sense of like, we weren't super worried about expenses because we're also

312
00:16:51.260 --> 00:16:56.140
virtual. And we're just such a different company today. I would just never, ever do that.

313
00:16:57.340 --> 00:17:01.260
So that was a whole mistake because that's messing with someone's livelihood. It's not saying I'm

314
00:17:01.260 --> 00:17:07.580
proud of. But I'm not sorry about it because I would, yeah, you can't be, you know, and I think

315
00:17:07.580 --> 00:17:11.660
too many people are like, I'm so, you know, they get so hung up on it. And I'm like, dude, like

316
00:17:11.660 --> 00:17:15.260
that's the risk you take is you get the biggest reward you also have to live with the biggest

317
00:17:15.260 --> 00:17:19.900
failures that people will hate you for, which is interesting. But I'm okay with it. And then

318
00:17:21.100 --> 00:17:29.100
third thing, if I'm thinking of, you know, mistakes and hindsight, I would say,

319
00:17:33.260 --> 00:17:39.100
I don't know if there's mistakes. I think something I've learned though. It's just that

320
00:17:39.820 --> 00:17:45.900
I think that what it takes to become a larger company. And which I think it would have been helpful

321
00:17:45.900 --> 00:17:51.020
if I had learned sooner is that you need to really be able to hone in on the balance of having

322
00:17:51.020 --> 00:17:55.740
leadership skills versus managerial skills. And you need to understand what each of those

323
00:17:55.740 --> 00:17:59.740
is and what it means and what it looks like in an ideal world. And I think in the beginning,

324
00:18:00.540 --> 00:18:05.660
I would lead so much off of just leadership. I was a, someone called me like an operational leader,

325
00:18:05.660 --> 00:18:09.740
right? I didn't necessarily know how to do much. But I knew how to lead people and influence

326
00:18:09.740 --> 00:18:16.060
them to do things and build relationships. And now, I've really honed in in the last, you know,

327
00:18:16.060 --> 00:18:19.100
year or so. And that's when I continue to hone in on it's like, how do I run a more effective

328
00:18:19.100 --> 00:18:23.100
meeting? How do I balance these KPIs? How do I hit these performance metrics? And how do I track

329
00:18:23.100 --> 00:18:26.220
them? How do I know we're being efficient? What's our efficiency in this department? You know,

330
00:18:26.220 --> 00:18:31.580
what are our KPIs? And I think that you have to find the balance of those two and what it takes

331
00:18:31.580 --> 00:18:36.380
to run a small organization. If you want to grow it, you have to develop more of that discipline.

332
00:18:36.380 --> 00:18:41.260
It's fun. But it's something I wish, I think if people realize how important information and data

333
00:18:41.260 --> 00:18:47.500
is, especially small business owners, I think I asked, I've asked two CRMs now in the space,

334
00:18:47.500 --> 00:18:51.580
like, you know, what do you have this data? And they're like, yeah, but that's actually the last

335
00:18:51.580 --> 00:18:55.500
thing people want. And I'm like, I think the only reason I have a CRM is so I can have data.

336
00:18:55.500 --> 00:18:58.700
Like, you're telling me, well, the gym owners don't want that. And I was like, this is a joke.

337
00:18:58.700 --> 00:19:01.420
They're like, well, they rather have a spot to put in their workouts. I'm like, what the fuck?

338
00:19:03.980 --> 00:19:08.380
That's probably the some of the exact same frustrations that the leadership at pushpress has,

339
00:19:08.380 --> 00:19:14.140
where the CRM is powerful to deliver the data. But when you have that raw bit of information

340
00:19:14.140 --> 00:19:18.860
and you give it to the gym owner, then they look at it and they just go, you know, whatever. And so

341
00:19:19.660 --> 00:19:24.540
I can imagine your frustrations. Absolutely. Yeah, because I'm just like, man,

342
00:19:24.780 --> 00:19:25.740
and

343
00:19:28.540 --> 00:19:34.140
protect ourselves from our emotions is information and data because it's just facts, right? And so it's,

344
00:19:34.140 --> 00:19:38.140
but I think a lot of times people are trying to protect their own emotions by avoiding it because

345
00:19:38.140 --> 00:19:41.820
it's maybe not what they want to see. Of course, apply a paint so picture that's either if they

346
00:19:41.820 --> 00:19:45.340
listen to it, they have to change and make a decision. If they ignore it, they don't have to make

347
00:19:45.340 --> 00:19:49.260
that hard decision. Right. Which in that case, you just default to the worst decision.

348
00:19:49.580 --> 00:19:56.060
Well, then let's kind of go down that road. I mean, you have seen tremendous growth. You've

349
00:19:56.620 --> 00:20:04.220
learned magnificently how to pivot multiple times over. But with growth, with tremendous growth,

350
00:20:04.220 --> 00:20:10.940
obviously comes some professional collateral damage. And that you have to think into yourself like,

351
00:20:11.900 --> 00:20:15.900
that's, I have to make this decision. It's the best for the company. It's the best for where we're

352
00:20:15.900 --> 00:20:19.260
going. Like in your mind, you know, your vision and your mission and kind of where you want to be,

353
00:20:19.900 --> 00:20:26.620
along the way, how, how have you quelled or maybe you can speak to this when it comes to

354
00:20:26.620 --> 00:20:32.700
like the competition mindset or the, you know, the dominance mindset, how do you let go of,

355
00:20:34.140 --> 00:20:38.700
for lack of better professional terms, how do you let go of those that you had conflict with or

356
00:20:38.700 --> 00:20:43.500
how do you let go of, you know, the folks that are, you know, now looking down their nose, thumbs

357
00:20:43.500 --> 00:20:48.060
down at your product or thumbs down at your company, how, how do you disconnect from that?

358
00:20:49.660 --> 00:20:56.060
Well, one, I don't see any of it. Like I'll see it. I get sent to me and people see it and I

359
00:20:56.060 --> 00:21:00.140
show it. And I just, I'm like, I just, I honestly, I laugh at most of it. I'm like, I can't believe

360
00:21:00.140 --> 00:21:03.900
someone's at the, I'm like, did you know what they said today? I'm like, that's a new one. Um,

361
00:21:06.060 --> 00:21:11.100
I honestly, you just wipe it off. You just let it go. I don't respond to anybody who says anything

362
00:21:11.100 --> 00:21:16.940
bad about it. I'm like, you know, like I would never in my real life, nobody that I would ever

363
00:21:16.940 --> 00:21:22.540
be friends with or associate with myself, whatever talk that way to me or I would just never

364
00:21:22.540 --> 00:21:29.020
choose to interact with somebody who trolls on the internet or likes to just emotionally vomit

365
00:21:29.020 --> 00:21:32.860
all over other people because they don't like their product or company. And so I'm just like,

366
00:21:33.500 --> 00:21:37.740
one, most of those people aren't ever going to buy anything from me anyway. So like I give a

367
00:21:37.740 --> 00:21:41.020
fuck what they think. Right. Second is I'm, I mean, like,

368
00:21:43.020 --> 00:21:46.780
have you ever read Grant Cardone? He's like, you ain't got a jet. Yeah. I mean, like they

369
00:21:46.780 --> 00:21:52.620
got jet. I'm like, I don't show off anything we have or anything down, but I'm like, dude,

370
00:21:52.620 --> 00:21:56.700
like I don't know. Results speak for themselves. Like if you were right about things and maybe you

371
00:21:56.700 --> 00:22:00.460
would be further along in your life. And so it's like, I just look at it like that. I'm like, I feel

372
00:22:00.460 --> 00:22:04.460
bad. You have a limited perspective and you just want to paint me into this picture. You know,

373
00:22:04.460 --> 00:22:08.780
evil because I've accomplished something that makes you feel insecure. That's truly how I view it.

374
00:22:08.780 --> 00:22:13.020
And every, I say that because every time I think any bad thought about somebody, I, I think to

375
00:22:13.020 --> 00:22:17.820
myself like, why would I feel that way about somebody? Right. Yeah. And I think that people like

376
00:22:17.820 --> 00:22:23.420
to depict somebody as good or bad. And they don't know how to see the end between. And I think

377
00:22:23.420 --> 00:22:29.900
that really is such a shame in the great. Yeah. But for the most part, it's just, I think I'm

378
00:22:29.900 --> 00:22:35.580
immune to it. I think that's because I just really, I do not believe that anything that anyone says

379
00:22:35.580 --> 00:22:42.300
about anybody else is about them. I think it's about themselves. Right. Right. Like any time I get

380
00:22:42.300 --> 00:22:46.780
it, if I am mad at Alex for something, right? For example, am I really mad at Alex for that or

381
00:22:46.780 --> 00:22:52.540
am I mad at myself? And I'm just projecting it onto him. Nine years of the time, 99% of the time.

382
00:22:52.540 --> 00:22:59.100
It's me. And so, you know, when I see that, I'm just like, you have a bad day, like they do some

383
00:22:59.100 --> 00:23:03.500
epistial off. I make you feel insecure. Did I make you feel less than? Did I say something that

384
00:23:03.500 --> 00:23:08.300
questions your beliefs and therefore makes you worry about your entire world view being incorrect?

385
00:23:08.860 --> 00:23:13.500
You know, and I think, right, a lot of people do have a really hard time and you see it now, right?

386
00:23:13.500 --> 00:23:18.940
They don't know how to disagree with people without hating them. Right. It's not like I disagree.

387
00:23:18.940 --> 00:23:24.300
We can still hang out. It's I disagree. You're wrong. You're a horrible person. Get out of my life.

388
00:23:24.780 --> 00:23:30.060
Yeah. It's so fascinating because any time someone disagrees with me, I'm like, really?

389
00:23:30.060 --> 00:23:34.700
Like, why do you think that? Like, tell me. I'm curious. Why? Tell me. And that's how I approach it.

390
00:23:34.700 --> 00:23:40.140
And it's just kind of insane how many people like in the world now, like they don't, they're like,

391
00:23:40.140 --> 00:23:46.700
I hate you. You go in the bad bucket. We're never talking. Nothing you say is of any importance or

392
00:23:46.700 --> 00:23:51.500
is ever correct because you said one thing I disagree with. And it's, yeah, it's crazy.

393
00:23:52.060 --> 00:23:58.140
I just, it just shows a level of maturity that you know immediately. All right. That's not someone

394
00:23:58.140 --> 00:24:02.700
who we can consult with, hang out with, you know, have a conversation with it. That just

395
00:24:02.700 --> 00:24:07.180
doesn't seem to work. Right. And then I also say I'm like, you know, because a lot of Jim

396
00:24:07.180 --> 00:24:11.340
members was like, well, these people are talking crap about me, right? I'm like, they're just

397
00:24:11.340 --> 00:24:17.420
advertising for you. Like nobody talks shit about the gym down the street that isn't making any money.

398
00:24:17.980 --> 00:24:22.060
Right. They talk shit about the gym down the street that's making all the money. You know what that's?

399
00:24:22.060 --> 00:24:26.220
The consumers, when consumers see everyone talking shit about somebody, they're like, that must be

400
00:24:26.220 --> 00:24:29.900
the best person in the industry because everybody is throwing rocks at them. That's just like,

401
00:24:30.540 --> 00:24:36.460
it's like, you know what I mean? I totally dig it. Hey, from a rather than a collateral damage

402
00:24:36.460 --> 00:24:40.780
direction, let's go in the opposite direction. And then let's talk about maybe a little bit of tech.

403
00:24:41.340 --> 00:24:47.500
As a leader and as someone has to consistently communicate and clearly and effectively,

404
00:24:48.540 --> 00:24:55.500
you know, continue to rally the troops, what technology do you rely on? Are there any systems?

405
00:24:55.500 --> 00:25:01.980
Are there any apps? Are there any things that you were like, hey, without these three things,

406
00:25:01.980 --> 00:25:08.380
I would be stuck in the mud. I think one is, you know, you could call it, we use one that's

407
00:25:08.380 --> 00:25:14.540
specific to our CRM. It's called click, but it's basically slack. Before that, we used boxer.

408
00:25:14.540 --> 00:25:23.980
And so just a quick back and forth like day to day chatting tool. I mean, zoom, zoom is where

409
00:25:23.980 --> 00:25:31.180
we post all our meetings since day one. And honestly, notes in my phone. So what I do is like to

410
00:25:31.180 --> 00:25:35.020
manage things like I have every meeting that I have every week and then I have every one on one

411
00:25:35.020 --> 00:25:38.940
that I have every week and then all the things that were discussed. And I just go look back at my

412
00:25:38.940 --> 00:25:43.900
notes every week and review those and keep myself organized with little folders. Yeah, in my phone,

413
00:25:43.900 --> 00:25:47.500
it syncs to my computer. I can just write in my computer. It's free.

414
00:25:49.180 --> 00:25:52.940
I totally dig it. I love it. I love it. It's some folks will, you know, they're constantly

415
00:25:52.940 --> 00:25:56.700
emailing in or they're texting in or they're, you know, the same thing they're on Facebook or

416
00:25:56.700 --> 00:26:01.100
Instagram. They're like, I need more things. I need more efficiencies. I need more, you know,

417
00:26:01.180 --> 00:26:05.740
whatever. So folks are always asking, you know, I've got people that have like 50 million

418
00:26:05.740 --> 00:26:08.940
dollar businesses and they're running off Google sheets. You can program those while not

419
00:26:08.940 --> 00:26:15.340
they're like software. I mean, that it makes sense. It totally makes sense. Without divulging too much

420
00:26:15.340 --> 00:26:21.180
maybe that could be construed as maybe secretive down the road. Can you speak to where you guys

421
00:26:21.180 --> 00:26:26.220
are looking to take this post COVID? I mean, obviously there's growth potential and

422
00:26:27.180 --> 00:26:33.660
where do you guys see yourself heading? Yeah. You know, we're going to continue to basically,

423
00:26:33.660 --> 00:26:37.820
you know, I think it's about a year ago that we started encouraging our gyms to have

424
00:26:38.460 --> 00:26:44.220
remote and in-person model. And it's difficult for people to pull off easy and theory.

425
00:26:45.100 --> 00:26:50.700
We don't have a strong team. It's really hard to organize both. And so we've moved towards everything

426
00:26:50.700 --> 00:26:55.660
we support in terms of sales, marketing, fulfillment is all geared towards you can be remote,

427
00:26:55.660 --> 00:26:59.340
you can be in-person or you could be both. And we have a solution for each of those

428
00:27:00.620 --> 00:27:05.500
in terms of what we release, deliver, and promote in our company. And so that's the first thing

429
00:27:05.500 --> 00:27:11.500
the second is like the software that we have that basically works leads for gyms. It works remote

430
00:27:11.500 --> 00:27:19.020
leads and in-person leads now. And then, you know, with our supplement line, just working on some

431
00:27:19.020 --> 00:27:23.660
of the UX to make it easier for remote purchases that we've been doing. And then releasing more

432
00:27:23.660 --> 00:27:28.540
products continuously that are at a little bit of a lower price point to help with people that

433
00:27:28.540 --> 00:27:33.980
maybe lost a job, et cetera. Right. You know, those are the things that we're doing. It hasn't

434
00:27:33.980 --> 00:27:40.540
never steered off like our plan super far. And it was like a year ago where we were like,

435
00:27:40.540 --> 00:27:46.540
the industry is already going in this direction. It's just like we took 2030 and then brought it to

436
00:27:46.540 --> 00:27:53.260
2020. It's just tolerated. But, you know, we're pretty well equipped to manage it as a company,

437
00:27:53.260 --> 00:28:01.660
which is I think just from the culture. So if there are coaches out there that are listening

438
00:28:01.660 --> 00:28:09.180
to today and maybe they were, maybe they would let go from their gym and they're looking as like,

439
00:28:09.180 --> 00:28:14.220
I could be a remote coach today. I could do this from home. I could do it from my laptop. And

440
00:28:14.300 --> 00:28:20.300
so you're providing a solution for remote only versus the old school brick and mortar gyms.

441
00:28:20.300 --> 00:28:27.660
Right. Yeah. And a lot of our gyms have, you know, unfortunately, they just had to go 100%

442
00:28:27.660 --> 00:28:31.180
remote. And so that's actually probably what most people are doing right now in our group.

443
00:28:31.900 --> 00:28:35.740
And I would say that's probably also why more people in our group are doing well in other groups.

444
00:28:36.780 --> 00:28:41.420
It's just like, yeah, and I think Alex and I are like high performance driven and we're

445
00:28:42.060 --> 00:28:45.820
really push change. And so, you know, people come in our program either they're like eating up

446
00:28:45.820 --> 00:28:51.020
alive or they thrive and they become a champion. And so I think it's really, it's become,

447
00:28:51.020 --> 00:28:55.020
it's interesting in the last few months because people have forced themselves to become champions

448
00:28:55.020 --> 00:28:59.500
because of the situation. Right. You really have to see what people are made of, which has been

449
00:28:59.500 --> 00:29:04.940
really cool to watch. Well, that segues perfectly into the last piece. I mean, this platform

450
00:29:04.940 --> 00:29:09.740
provides an opportunity for both the gym owners, the general managers, the coaches, the interns,

451
00:29:09.740 --> 00:29:14.940
and even those individuals who are brand new looking into the gym space or the coaching space.

452
00:29:14.940 --> 00:29:20.940
If you could use this platform to speak to those who might be on the fence, they might be fearful.

453
00:29:20.940 --> 00:29:26.220
They might have just lost their job. Their gym is just surviving or maybe they're only one more

454
00:29:26.220 --> 00:29:30.220
month out. Maybe they're here in California and who knows when they're going to open up.

455
00:29:31.100 --> 00:29:36.780
Any messages to them, any, any poignant pieces of clarity or any, you know, pearls of wisdom

456
00:29:36.780 --> 00:29:42.140
that you'd love to share with those folks to maybe get them past this next couple of days.

457
00:29:42.780 --> 00:29:47.100
Yeah. I have three things that come to mind. The first is,

458
00:29:49.340 --> 00:29:53.740
right now, what's become very obvious is that the only difference between someone who's going to

459
00:29:53.740 --> 00:29:57.980
win in the short term or lose in the short term is how they react to what is happening.

460
00:29:58.700 --> 00:30:02.620
So I've seen people that have had all cards put against them. You know, they're shut down for

461
00:30:02.620 --> 00:30:07.980
the foreseeable future. They still paying rent. They have a lot of employees and they're killing it.

462
00:30:09.500 --> 00:30:13.020
And then I have people who are in a situation where they're shut down for six weeks.

463
00:30:13.820 --> 00:30:19.100
People come back quickly. And yet, they still let their gym go down and completely closed it.

464
00:30:19.580 --> 00:30:25.260
And I say that because we just all get to choose our attitude in any situation.

465
00:30:25.260 --> 00:30:28.620
And so we get to lose if we want to win or lose. And I think it's really interesting because

466
00:30:28.620 --> 00:30:31.580
most people look at winners and think you didn't have as many obstacles as me.

467
00:30:32.220 --> 00:30:34.940
The way to think about it is you have the same obstacles as me.

468
00:30:34.940 --> 00:30:38.140
You handled them differently, acted differently. Yeah.

469
00:30:38.140 --> 00:30:41.260
And so I'd say that's the first. You always have control over the outcome.

470
00:30:41.260 --> 00:30:44.860
But even in these days, if you believe that you can overcome the situation,

471
00:30:44.860 --> 00:30:49.980
I 100% have seen it happen right now. We have tons of people that are making more money now

472
00:30:49.980 --> 00:30:54.060
than they were before just because we told them it's possible. And it is possible.

473
00:30:54.060 --> 00:30:59.020
Math doesn't lie. The second piece going to that is like nothing is permanent.

474
00:30:59.820 --> 00:31:02.460
And so even if you are in a shitty situation right now,

475
00:31:02.460 --> 00:31:06.940
you don't have to be tomorrow or next week or next month or in six months.

476
00:31:06.940 --> 00:31:09.820
You know, maybe six months may have been a year. I think it's just really,

477
00:31:10.540 --> 00:31:14.140
everything always feels so permanent when we're going through it.

478
00:31:14.140 --> 00:31:17.740
Yeah. Like if somebody's tired one day, man, I'm always tired.

479
00:31:17.740 --> 00:31:19.820
Or they have one bad day at work. Like, man, I hate this job.

480
00:31:19.820 --> 00:31:21.580
But it's like the day before they had a great day.

481
00:31:21.660 --> 00:31:24.940
And so I think it's really, you have to look back and look at the track record.

482
00:31:24.940 --> 00:31:29.100
Or remember that it's always going to go up and down. It's never always going to be constant.

483
00:31:30.620 --> 00:31:33.500
And then the last piece going with that is what, you know, I just always think about this,

484
00:31:33.500 --> 00:31:37.580
which is like unless you have no friends, you'll never be homeless.

485
00:31:38.220 --> 00:31:43.420
And so like what I think of people are like, I mean, for me, I'm always like, let's go worst-case scenario,

486
00:31:43.420 --> 00:31:47.580
right? And when me and Alex first started the business, we slept at our friends house for four

487
00:31:47.580 --> 00:31:51.900
months. Guess what? Wasn't that bad? They had great food. They cooked. They loved having us there.

488
00:31:51.900 --> 00:31:55.900
Like we have people to talk to. And so we always joke. It's like, dude, if you know,

489
00:31:55.900 --> 00:31:59.980
if you have friends and you've got family, you're never going to be homeless. Like what's the worst-case scenario?

490
00:31:59.980 --> 00:32:04.700
Like what are you so afraid of? And so I think just asking yourself that and painting that picture

491
00:32:04.700 --> 00:32:10.220
and confronting it and saying, how bad is that really? That's it. And so I would say just those

492
00:32:10.220 --> 00:32:16.460
three things just to think about and kind of just chew on over the next few weeks. I think

493
00:32:16.460 --> 00:32:21.260
would be important and useful. And then the last one is just I think right now it's the time we

494
00:32:21.260 --> 00:32:26.780
need people to be leaders in the community. Like people need people to rely on. They need people that

495
00:32:26.780 --> 00:32:33.820
are a light that aren't just talking negatively, being like having it down in the mirror. Yeah, yeah.

496
00:32:33.820 --> 00:32:39.900
And I think it's just, I look at it and I'm like, I signed up for owning a business. Therefore,

497
00:32:39.900 --> 00:32:44.140
I have the responsibility to be a light to other people right now. So I think I've been more positive

498
00:32:44.140 --> 00:32:48.460
and upbeat than I've been at any other time. It's because I don't I want people to be able to rely

499
00:32:48.460 --> 00:32:53.180
on me. And so I would just remind everyone that if they chose this life, then that's just part of

500
00:32:53.180 --> 00:32:57.660
what comes with it. And it doesn't take much more than a few minutes and the morning to get yourself

501
00:32:57.660 --> 00:33:02.300
right to remember like you can completely change the day of everyone who works for you and all

502
00:33:02.300 --> 00:33:07.980
your clients if you just show up with. Yeah, I totally agree. I love it. That's probably the most

503
00:33:07.980 --> 00:33:13.100
powerful way for folks to figure out their future is to start of course with themselves.

504
00:33:13.660 --> 00:33:19.020
I love it. So for those folks that have watched today and they were inspired by maybe

505
00:33:19.020 --> 00:33:23.340
something they picked up. Maybe they jotted down some notes themselves. And they're interested

506
00:33:23.340 --> 00:33:27.580
in following up with you. Where can they find you or how can they find you in getting contact?

507
00:33:28.220 --> 00:33:34.700
Yeah. I think my Instagram, I'm so not popular on social media, is Laila and Hormosi

508
00:33:35.100 --> 00:33:40.700
and can find me on Facebook, Laila Hormosi. Okay. That's it. I don't have any, I don't have

509
00:33:40.780 --> 00:33:44.380
any links or podcasts or anything like that. I'm pretty internal.

510
00:33:44.380 --> 00:33:49.340
I love it. That's super slick and easy. Well, I sincerely appreciate your time.

511
00:33:49.900 --> 00:33:54.540
The wisdom, the growth, the look back. We say the lessons learned. For some folks we've

512
00:33:54.540 --> 00:33:57.820
been interviewing, we tell them, look, hey, in about two or three months when this COVID

513
00:33:57.820 --> 00:34:03.980
stuff shuts down or people start returning back to operations. We'd love to come back and revisit

514
00:34:03.980 --> 00:34:09.740
and all that look back on like, hey, what did we learn? How are we better? How did we change to?

515
00:34:09.740 --> 00:34:13.580
I mean, we know so many folks are getting ready to change. So we'll definitely, again,

516
00:34:14.380 --> 00:34:20.300
as we go forward. So thank you. I sincerely, for myself personally to you, please tell Alex,

517
00:34:20.300 --> 00:34:24.220
hello. This has been fantastic. I will. And thanks for having me on, Eric.

518
00:34:24.860 --> 00:34:34.620
Absolutely. You got it. All right.