WEBVTT 1 00:00:00.000 --> 00:00:04.920 On every one of you guys are having an amazing Thursday. I will make this short, but I will 2 00:00:04.920 --> 00:00:11.440 go up with this idea today, or at least the topic that was on my mind. And it stemmed 3 00:00:11.440 --> 00:00:15.400 from one of the beta tests that we're running. So if you don't know what we do as a company 4 00:00:15.400 --> 00:00:20.360 is, you know, behind the scenes before we roll out any new execution or play marketing 5 00:00:20.360 --> 00:00:26.720 sales otherwise, we'll test it out with 15 or so gyms and 15 representative markets. 6 00:00:26.720 --> 00:00:31.360 And at any given time, we have four or five different betas going for different aspects 7 00:00:31.360 --> 00:00:34.960 of the business. One might be, you know, how can we increase shop rates? How can we get 8 00:00:34.960 --> 00:00:39.840 this page to convert better? How can we, you know, increase the sales percentage at a 9 00:00:39.840 --> 00:00:43.880 gym, whatever, right? And so we'll try out different scripts, whatever it is. And so, 10 00:00:43.880 --> 00:00:48.800 we have betas going in any given time. Now, what I wanted to talk about today when I 11 00:00:48.800 --> 00:00:53.320 said the secret to our, you know, explosive growth. And for those of you who don't know, 12 00:00:53.320 --> 00:00:58.240 I think in the last, I think it's, I think we're almost a 24 months. Yes, something like 13 00:00:58.240 --> 00:01:02.760 that. Anyways, we've gone from zero to 30 plus million, which if you look at, like, 14 00:01:02.760 --> 00:01:09.200 the ink 500, we would be number one. We need one more year in order to hit that. But that 15 00:01:09.200 --> 00:01:13.520 would be number one on the list by like two X or three X. So it's pretty cool. But 16 00:01:13.520 --> 00:01:19.840 anyways, the secret to our explosive growth comes from consistent high level of execution 17 00:01:19.840 --> 00:01:23.680 was like, well, yeah, but the, the story that I wanted to tell you to illustrate this is 18 00:01:23.680 --> 00:01:28.560 that one of the betas that we're running all top secret, of course, I ran a competition 19 00:01:28.560 --> 00:01:37.240 internally. And during that competition, everyone rushed their numbers for sales. And then 20 00:01:37.240 --> 00:01:41.680 what's happened is that just in the last, you know, three, three days or four days since 21 00:01:41.680 --> 00:01:51.520 the competition is ended, the daily sales have cut in more than half as a group collectively. 22 00:01:51.520 --> 00:01:55.680 And it made me smile, but it made me realize one of the things that took me really long 23 00:01:55.680 --> 00:02:01.520 time to acquire as a, as a, as a business owner was, how can you have consistently high levels 24 00:02:01.520 --> 00:02:06.280 of execution across the board, across departments every single day, day in, day out? When you have 25 00:02:06.280 --> 00:02:11.600 some competition, right, amongst yourselves or whatever, it's one of those things that drives 26 00:02:11.600 --> 00:02:14.840 teams forward, right? And why does it do that? Because of focus, right? It gets everyone 27 00:02:14.840 --> 00:02:18.880 to focus on one thing, which is why I talk about focus all the time because it's so powerful. 28 00:02:18.880 --> 00:02:23.240 If you can double your sales by changing nothing except for focusing, it's pretty powerful, 29 00:02:23.240 --> 00:02:28.280 right? And so I was like, what is it that gets us to focus, you know, a month and month 30 00:02:28.280 --> 00:02:34.320 out that doesn't need to have like a competition that we're running internally, right? The, 31 00:02:34.320 --> 00:02:39.120 main secret is that like, you have to genuinely believe that you're saving your prospects from 32 00:02:39.120 --> 00:02:43.280 a marketplace that wants to take things from them. And that's really what it comes down to. 33 00:02:43.280 --> 00:02:48.520 Everyone on the gym lunch team genuinely believes that we are on a mission to save gyms and 34 00:02:48.520 --> 00:02:53.440 that the rest of the marketplace is not equipped or does not have the intention of doing the 35 00:02:53.440 --> 00:02:57.320 same thing. So either they have the desire to do the same thing, but they do not have the 36 00:02:57.320 --> 00:03:04.280 resources to follow up on that promise, or they don't have the desire to do it to follow 37 00:03:04.280 --> 00:03:07.400 up or they don't have either of them. And if there were one that did that, then they'd be 38 00:03:07.400 --> 00:03:12.120 having the same growth that we do, which we don't see anyone else who is. And so anyways, 39 00:03:12.120 --> 00:03:19.560 to kind of put this in a ribbon for you, if you look at your team and think like, how can we, 40 00:03:20.520 --> 00:03:24.200 like, that's what we're like talking about. So Laila talks about this all the time internally, 41 00:03:24.200 --> 00:03:30.440 is that culture trump strategy every single time, every single time, culture will trump strategy. 42 00:03:30.440 --> 00:03:35.000 And so the question is, how much effort are you putting into the culture? If that's what's 43 00:03:35.000 --> 00:03:38.360 going to trump your strategy, you can have the smartest business model in the world, but if your 44 00:03:38.360 --> 00:03:43.320 people don't have that drive, don't have that focus, then nothing's going to happen, right? Or it's 45 00:03:43.320 --> 00:03:47.720 not going to happen nearly as quickly as you want it to. How can you elicit competition? Because 46 00:03:47.720 --> 00:03:51.000 like, you can only run so many competitions internally, right? You know, I mean, like, you can run 47 00:03:51.080 --> 00:03:55.000 them. And then after a while, people start to get used to it, right? The only thing you don't get 48 00:03:55.000 --> 00:03:59.880 used to is having a drive to save because then it means that the problem is so much bigger than 49 00:03:59.880 --> 00:04:06.360 you and your company that you feel this constant tool to become bigger and to become better in order 50 00:04:06.360 --> 00:04:11.480 to solve the problem. And so it's problem focused. And so right now, if you're not communicating to 51 00:04:11.480 --> 00:04:15.960 your team and your team doesn't have that conviction, right? And that's why it's really important 52 00:04:15.960 --> 00:04:20.120 that you ask yourselves and you ask genuinely, if your team like, are we doing everything we 53 00:04:20.120 --> 00:04:25.880 possibly can to help these people? Hey, Mosin Asian, quick break, just to let you know that we've 54 00:04:25.880 --> 00:04:30.040 been starting to post on LinkedIn and want to connect with you. All right, so send me a connection 55 00:04:30.040 --> 00:04:33.640 request and note letting me know that you listen to the show and I will accept it. There's 56 00:04:33.640 --> 00:04:37.800 anyone you think that we should be connected with, tag them in one of my relay lists posts, 57 00:04:37.800 --> 00:04:40.920 and I will give you all the love in the world. All right, so let's get back to the show. 58 00:04:44.440 --> 00:04:48.840 And sometimes we can get lost in the day to day, which is why it's incredibly important to 59 00:04:49.080 --> 00:04:54.200 voice the vision of where you're trying to go on a regular basis. We probably, I mean, 60 00:04:54.200 --> 00:04:58.040 we definitely do it monthly because we have our monthly meetings where I have the whole team and 61 00:04:58.040 --> 00:05:01.320 I kind of go for, you know, to kind of restate the vision because obviously we always have new 62 00:05:01.320 --> 00:05:06.760 people that are on board. Every month we have new people who because as we're growing and they 63 00:05:06.760 --> 00:05:12.680 need to hear it, but also it's just kind of repeated on a daily and weekly basis. Just more in 64 00:05:12.680 --> 00:05:18.360 snippets because you're always on message. And it's always talking about why we do what we do before 65 00:05:18.360 --> 00:05:23.160 we talk about how and the what of what we do. Sometimes it's next talks about like the power of why. 66 00:05:23.160 --> 00:05:29.560 And this is it because what it does is unlocks that same drive that competition does, but instead of 67 00:05:29.560 --> 00:05:34.440 competing against each other, or thinking about your actual competition, which is totally a dumb idea, 68 00:05:34.440 --> 00:05:39.400 you think about competing against the problem, right? And then you have a foe that's much bigger than 69 00:05:39.400 --> 00:05:43.480 you, right? Like we're the biggest in the marketplace. By a long shot. People don't know that, 70 00:05:43.480 --> 00:05:47.640 right? I mean, but like we are by far the 800 pound gorilla in this marketplace. I can't look at 71 00:05:47.640 --> 00:05:52.360 our competition. There's no point. So we have to look at the problem, which is still much bigger 72 00:05:52.360 --> 00:05:57.800 than we are. And so if you always look at the problem and the team genuinely believes that you 73 00:05:57.800 --> 00:06:01.400 really are trying to solve the problem, that's a big point. You can talk all day about how you're 74 00:06:01.400 --> 00:06:05.960 trying to solve the problem, but if they see how you walk your walk isn't like how you talk, 75 00:06:06.760 --> 00:06:10.600 then they're not going to believe you, right? But if you walk what you walk because you genuinely do 76 00:06:10.600 --> 00:06:16.360 believe that and you articulate that to your team, then you'll be able to have this consistent focus 77 00:06:16.360 --> 00:06:19.480 because every single day when you get in the team meeting, you're like, how are we solving this 78 00:06:19.480 --> 00:06:24.600 problem better? How much of a dent are we making? How much penetration do we have in our market 79 00:06:24.600 --> 00:06:28.760 right now in order to help all these people get to where they're like where they need it, right? 80 00:06:28.760 --> 00:06:33.640 If you talk like that because you genuinely are trying to solve that problem, your team will get 81 00:06:33.640 --> 00:06:37.880 on board with you because they're going to believe that they're doing something for like greater 82 00:06:37.880 --> 00:06:43.080 cause, which they are and they should be as long as you're not lying, right? And don't lie because 83 00:06:43.080 --> 00:06:48.760 they will know, right? And so that's kind of that that that was what was on my mind this morning 84 00:06:48.760 --> 00:06:53.800 because I saw that that the huge competitive, competitive drive that we had between the gyms that 85 00:06:53.800 --> 00:06:59.960 were in this beta test. I mean, I mean, it was crazy. The average gym at it at 12,500 86 00:07:00.680 --> 00:07:07.640 using this one play in 30 days to their gym's revenue recurring, right, using one of these 87 00:07:07.800 --> 00:07:13.880 plays that we're doing. And so like I could see the daily sales every single day that were coming 88 00:07:13.880 --> 00:07:20.600 through. And then like we ended that on Sunday. And so I could see the last four days is about 89 00:07:20.600 --> 00:07:25.400 been about half of that. And so it's just, it's just something like how can you harness, like how 90 00:07:25.400 --> 00:07:30.360 do you bottle lightening? How do you bottle that? You bottle that by attacking, by beat competing 91 00:07:30.360 --> 00:07:35.160 against the problem and not each other. And I think that's really the secret. So that's been 92 00:07:35.160 --> 00:07:39.240 secret to our growth is that I am a gym owner. And I really do want to solve gym owner problems. 93 00:07:39.880 --> 00:07:48.200 It's not a fraud or maybe I'm, you know, this is my elaborate evil genius plan. But, but no, 94 00:07:48.200 --> 00:07:53.720 I'm a gym owner. Like I I stuck on the floor for the first time once in my gym. I know what that's 95 00:07:53.720 --> 00:07:59.000 like. And it sucked. And I was not a fan of it. And I don't want anyone else to have to do that. 96 00:07:59.000 --> 00:08:03.880 And I feel like we've been given a position of power and I say power in a good way because 97 00:08:03.880 --> 00:08:07.800 that's a lot of people have negative connotations around power. We've been put in, we have a 98 00:08:07.800 --> 00:08:13.080 position of power. We have resources both network wise and then also financial that we can, 99 00:08:13.080 --> 00:08:17.160 we can spend the no gym owner can spend in order to solve problems that no one has been able to 100 00:08:17.160 --> 00:08:22.360 solve yet. And so it's really cool watching problems that have been that were huge in my life, 101 00:08:22.360 --> 00:08:31.080 get solved by the resources and the teams that we have now. And so anyways, it's like I owe 102 00:08:31.080 --> 00:08:35.720 the industry so much because of how much it's it's helped me out. And so that's the drive that we 103 00:08:35.720 --> 00:08:41.560 have as a company is to really solve those problems like genuinely, which is why when we do these 104 00:08:41.560 --> 00:08:48.040 beta tests, like I could release all of the results. But the thing is is that sometimes when we test 105 00:08:48.040 --> 00:08:54.360 stuff, like it doesn't work, you know what I mean? And if you know something's going to work 106 00:08:55.080 --> 00:09:00.360 before you start it, then it's not an experiment. And that's Jeff basis is where it's not mine. But like 107 00:09:01.240 --> 00:09:05.480 nine out of 10 times, you're not going to hit a home run. If you go against conventional wisdom, 108 00:09:05.480 --> 00:09:09.800 this conventional wisdom is usually right, right? But one out of 10 times, if we can hit a home run, 109 00:09:09.800 --> 00:09:15.080 that's worth a thousand runs, then it's big. And so we've taken that on as a company is like, 110 00:09:15.080 --> 00:09:19.160 we're going to fail. We're going to fail faster. I'm going to fail all the time. But when we do hit 111 00:09:19.160 --> 00:09:22.600 it and we hit it big, we're going to hit it out of the park. And so that's why we're trying to 112 00:09:22.600 --> 00:09:27.880 tackle really massive problems within the gym business. So anyways, sorry, this is just a 113 00:09:27.960 --> 00:09:32.600 little side note about us. But that is our genuine drive and that's our goal. That's what we're 114 00:09:32.600 --> 00:09:39.080 trying to do. And I appreciate all you guys hopping on it seven something in the morning to say 115 00:09:39.080 --> 00:09:46.120 hello. So it's up. And big things coming. Lots of love guys. Try to unlock that. Talk to your 116 00:09:46.120 --> 00:09:49.480 teams. Tell them why you're actually doing this. All right. Have an awesome day.