World Record Holder AJ Roberts Reveals How To Live Big In Business and Even Bigger In Life

How do you make business problems disappear? Wrap them in bacon. For business owners, marketing execs, and anyone trying to grow your business, pump your profits and make more while doing less. Welcome to Bacon Wrapped Business with Brad Costanzo. Sizzling hot business advice guaranteed to make you fat profits. Every week our chefs will serve you proven recipes for ramping up your revenue. Now here's your host, Brad Costanzo. Hey, welcome back to the show. This is Brad and this is going to be a fun episode of Bacon Wrap Business. I want to thank everybody who's been listening, giving me feedback, sharing the podcast with, you know, with your friends, with social media. It means a lot to me. Keep it up. Today I am really privileged to bring a friend of mine on this show. His name's AJ Roberts and AJ Is a fitness hall of famer. He's the best selling co author of the book Change Agents and he's a two time world record holder. AJ Is world renowned in the strength and conditioning area as a coach and athlete. He's a a seminar leader and a serial entrepreneur and he's also the co host of the world's most powerful podcast for fitness professionals called the Fitpreneurs. Like entrepreneurs, but Fitpreneurs, which you can and should subscribe on itunes immediately when you're finished listening to AJ Here at Bacon Ramp Business. Now, AJ Began his career as a strength and conditioning coach at the University of Idaho from where he graduated with a degree, BS in sports science. And since then he's gone on to gain vast knowledge and experience as a coach and athlete in powerlifting, CrossFit and bodybuilding. Now, I told you he went to the University of Idaho, but you'll notice an accent. AJ Is originally from England, lives over here in San Diego. He's a friend, a colleague and an expert that you guys should really listen closely to because. Because he is responsible for some of the biggest marketing launches, seminars, promotions that you may have seen in the past if you pay attention to the world of information and online marketing. But you may not have known that this was the handiwork of AJ because he's kind of been the secret weapon behind a lot of the biggest entrepreneurs out there making sure that these visions became reality. I was fortunate to meet AJ earlier in this year and we've had a chance to talk quite a bit and I've always been very impressed by the things that he shares. So without any further ado, I want to see if AJ Is on the call. Aj, Are you there, buddy?

Hey Brad, how's it going?

Doing good. How are you doing today? It's Thanksgiving week. Getting ready to. I know you're taking off on a trip to. Where are you going to Thailand next week or this week?

Yeah, so Friday, so going to celebrate Thanksgiving here with my girlfriend's family on Thursday and on Friday we're taking off to Thailand for about seven days. So looking forward to that and you know, experiencing the culture over there. I've heard great things, never been there myself, but everyone I know who has says it's an amazing place. So going from here, you know, beautiful San Diego to hopefully beautiful Thailand.

I know how long is the flight? I know you're just booked it. I know it's a bear, but.

So I opted for the shortest flight was 24 hours. If I had gone, gone the cheapest route, it would have been about a 40 hour trip. So I, I invested in, in keeping my time and you know, going that. But that's the shortest there. The shortest back was 17 hours. So you're looking at a whole day travel. Plus with the time difference you lose a day on the way there, but you gain it on the way back, which of course you know, never makes. Makes up for it. But.

Right.

Yeah.

Now you go. So you're flying from what, San Diego or la?

From San Diego. There's two stops I think from San Diego, I think we're going to la, then from LA to Hong Kong and then from Hong Kong to Thailand. So there's other routes as well you can take but you know, you know, it's like trying to drive to la. You take four hours just to get an hour. So. Oh yeah.

Now were you able to score a business or first class seat or. Cause you're not a little guy. I would hate to be sitting right next to you and in coach on a 24 hour flight.

We booked our tickets last minute so the availability was very low. And so I'm just gonna put the armrest up and snuggle with my girlfriend.

So there you go. Well, at least show us maybe upgrade at the airport.

Sometimes they have those upgrades there, you know, but because of the timing and stuff, it was, you know, you're close to 15, 20,000 for that.

Well, at least you'll be next to your girlfriend on the way and not some stranger for 24 hours who you have no idea who it.

Exactly. And you know, we were talking before the show like, you know, even though, you know, I try not to look at money as something we should hold on to at the same time, you know, the difference between first class and Coach for that kind of trip is phenomenal. And there's other things I'd rather invest the money in when I get to Thailand. Having fun and doing fun stuff over there. So keep a little bit of pocket change, you know.

Oh, man, I'm with you. Like, I've flown first class several times and it's amazing. But when you realize what else you could buy when you're, you know, when you pay that, I'm like, jesus, this is like a 10 hour flight and it would have cost 10,000 if I hadn't used my miles. Anyways, since we're talking about money and this bacon rant business, all about these sizzling hot business ideas guaranteed to make you fat profits, I want to kind of dive into your story a little bit. And there's a few things I want to talk about and to give the audience an idea. I usually don't plan out a lot of the podcasts as you. If you've been a listener, you've probably heard it's very free flow. But there's a handful of things that I really want to talk to you, A.J. about one of them. Well, first of all, let's get a little bit of your history. I mean, I've heard your story on stage and just personally. And we could go your stories, we could sit around drinking beers or protein shakes for hours listening to some of this stuff. But give me kind of a quick history of, of what brought you to the US and then your athletic history and a little bit about the world record. And then I want to dive into one of the things. When I asked you what your superpower is at an event back in October and you really kind of surprised me and I think the audience will really appreciate that. Then after that, I kind of want to dive into the bacon wrap strategies and kind of bring it home with some stuff that people can watch walk away with going, holy crap, I gotta implement that in my business. Cool.

Absolutely. Yeah.

Awesome. Yeah. So give me that. Let's start off with a little bit of the backstory. So you're from England originally?

Yeah, yeah, I grew up in England and I grew up playing the sport of basketball. I have cousins who live out here. They live in Kansas. And so when I was young, they came over and they were basketball players. And so for me, I thought it was cool. I started watching it on tv. And of course at that time, Chicago Bulls were the dominant force. So they were showing a lot of Michael Jordan, Scottie Pippen, those guys. And. And I started playing basketball and I was fairly Good at it and I excelled in it. And I ended up getting onto the England team and practicing with the England team and then I got cut from the England team because of my height. They basically said when I asked, you know, we had phone call to tell us we were now going to. Not longer, no longer going to continue on with the team. And I asked, you know, what I needed to work on so I could go away and work on it. They said, come back and they said you to grow. And I said, well I can't work on that. And the guy goes, exactly. And I can't teach you that. So, you know, back then being bullheaded and kind of, you know, young and naive, I said I'm just going to go to the, go to America and I'll do it the hard way. I'll go and I'll play high school ball, get a scholarship to college and then try to make the MBA that way. And so I came over to America on a foreign exchange, managed to play one year of sports, but I was ended up in a small town, so ended up being a three sport athlete and got into the sport of weightlifting. Not the sport, I got into weightlifting because our football coach was also the weights coach. He was also my math teacher. So I ended up in the weight room a lot, really fell in love with it. And I grew up watching World's Strongest man and Olympic weightlifting. So you know, I'd always admired strength and so I got really hooked on that. And then my senior year I wasn't allowed to play sports. They have a ruling in Oregon that you can only play one year as an international student. We try to work around it and you know, and get me to play. But the school recognized me as a us, you know, citizen. Not citizen, but your resident. And, but the school board wouldn't, so the sports board wouldn't. So I ended up lifting in competitive powerlifting because that was not attached to the score. Then bowling as well, Funny enough, we created a little bowling team and we did pretty good. We went to state in that. But anyway, long story short, when I went into college, you know, I played world youth basketball tournament. Kind of realized the same thing, that my height was detrimental and I wasn't, you know, it wasn't like I was a spud web or something like that, was just phenomenally fast or anything like that. My defensive skills were good, but on offense it's hard to shoot when someone, you know, you're five'11 and the person you're facing off six'4 with a huge Wingspan, they put their hand up. You can't do much but pass. So I knew I was limited. I knew I wasn't probably gonna go on. And I'm, I guess, lucky. I've always been able to be realistic. If I'll set goals, I'll set big goals, I'll chase them with all I've got. But I'm always able to take a step back and evaluate and say, is this realistic? Is it something that I'm actually going to be able to achieve? And so at that point in time, I realized going on to play in college now, maybe I could go play for a community college or something like that. But going on from there and turning pro was going to be pretty much slim to none. So I refocused and I was good at the weightlifting, so I decided to pursue that. And that was the beginning of my powerlifting career. Fast forward 10 years and moved a few times. Ended up at Westside Barbell in Columbus, Ohio, which is world renowned for the strongest gym in the world. And trained under Louis Simmons, the coach there. And three years later, after training with him, I broke the all time world record for the squat, bench and deadlift.

Okay, let's say that a little slower. You broke the all time world record for what, the squat?

For the total, which is the combination of the squat, the bench press, and the deadlift movements. Combined and combined, I lifted over £2,825.

So what was your squat? I just got to know, like, what was your squat record?

When I broke the record, it was 11:40. And then when I finished my career, I retired a year later. After that, I squatted 1200, 1205 at that meet and then retired. So, you know, a lot of people, it's hard for people to grasp how heavy that is, but if you just take the heaviest thing you've lifted up and times it by three or four, that's probably what I was lifting. So.

No, no, no, no, no.

Okay.

No, not even. Not even close. And I'll tell you why. So I was just making fun of my friend Drew Canole. And I think you've met Drew. And Drew's a fitness expert as well. Like, really in sick shape. He's here in San Diego and he was just posting on his Facebook page about his personal record. First of all, if anybody's seen Drew really, like, crazy in shape, And I think 495, he just. He just squatted. And I think that was his personal best, may have been 5.95, but I think it was 495. And he actually threw his back out. But for like, that's what impresses me, like, Drew, really powerful guy. 500 pounds, you lifted two and a half times that. So to kind of give. It's not three or four times as heavy of as most people have listed. Anyway, so to go off on that tangent.

Yeah, so, so my biggest squat was 1205, 1205 pounds. My biggest bench press when I, when I retired was 910 pounds. And my biggest deadlift was 815. And, and that's with competitive equipment just for anyone who's familiar with lifting. And so if you think of it, I was kind of the drag racer of, of the strength sport. So, you know, I could do those three things, but I couldn't pretty do anything else. And I was 320 pounds. And bas that tightrope of death, because anyone who's ever gained significant amount of weight or been significantly overweight knows that you're just toying with your health. And, you know, every day is a battle to be able to get up and to walk. You got back issues and things like that. And so even though I was incredibly strong and, you know, and the strongest in the world ever at 308, second strongest in the world ever, regardless of weight classes. So there's only one man who ever outlifted me at the time. And, and he weighed over 400. So a significant difference there. I got to that break point where I just couldn't do it anymore. I needed to get my health back and to feel alive again. And so Fast forward another two years. I lost over £100, stepped on a bodybuilding stage just to prove to myself that I could do that. And that was earlier this year. And so now I walk around around 250 pounds. I'd like to be about 230, but my body's comfortable where it is. But, you know, I'm still, you know, from 320 to where I am now. It's such a big difference. I feel great, I feel alive. I have all this energy I never had before. And, you know, it's strange the transitions you go through, because a lot of people say, you know, oh, it's amazing. And I wish I could do something like that. And I always look at them like, well, of course you can. It just takes that commitment. And I think because I had success early on, I stick to stuff and I'm committed and I know what the outcome can bring. So I have that delayed gratification that so many people struggle with. They want quick results they want quick money, they want everything tomorrow. And I always kind of can see the bigger vision, can see the end goal, and will suffer through whatever I have to to get to that. So it's been a great life lesson along the journey, all the different transitions I've been through, and now through my stories and through my coaching and stuff, I feel like I'm able to share that and help hopefully bypass some of the struggles and failures I went through, but give them that opportunity to grow and have that big vision like we've talked about before.

Yeah. So, I mean, if you could simply tell people, myself included, any of us, how to master the desire for instant gratification. I mean, there's a fortune to be made in there because I think it's a societal problem. We all want it. And it's usually one of the number one causes of, I know, entrepreneurial failure because a lot of people are also sold into the idea of starting their own business and becoming an entrepreneur. Especially in the online marketing world, you see a lot of, hey, jump online, sell stuff and make millions of dollars, work four hours a week. And people get into it and they realize, wait a minute, that stuff doesn't happen right away. And the lack of instant gratification causes a lot of people to give up and quit. So I think that's number one amazing that you have that ability to put that off. And I'd love to know a. If you have any tips or tricks in the way that you focus on that instant gratification. The other one is kind of going back you. When you became. When you started powerlifting, like earlier on when you were in basketball, your goal, yeah, I want to be in the NBA. It wasn't, I just want to play basketball or make a living at it. You wanted to the top. And I believe you told me when you started powerlifting, didn't you say you wanted to, like, was that a goal early on is to have a world record?

So I sought out. I don't know where this came from, but my. As a kid, I always sought out the people have already kind of done what I wanted to do. So when I wanted to come to America, I trained with a lady named Jeannie Asher who had sent players to America before. So, like, that was, you know, coach number one, in essence, to get me to the next level. When I began powerlifting, I said, who around here can I train with that knows, you know, how to be stronger? So I wanted to surround myself with stronger guys. Well, it just so happened about an hour and a half Away there was the world record holder in the squat, Brent Mike Selling Bren had taken the squat record from £1,000 to 1141 pounds. And so this guy had broken barrier after barrier after barrier. I knew I needed to be around him. So I would make that hour and a half trip one way. So three hour trip twice a week with another coach who I found over at Washington State University. We would go together twice a week, Wednesdays and Saturdays, and to learn from him. And when I first walked in, he said to me, what do you want to do? And just, you know, I just said, I want to be like you. I want to be a world record holder. I just. Anything I've ever do, and this is kind of my philosophy on life is if you're going to do something, why not do it with 100%? Why not give it your all? You know, we've only got one life, so why not live it to the fullest? And I think that because of that, like whenever I start a project or start a goal, like I don't want to just be average at it or good enough. Now I have the, like, I understand that I may not get to that end point, but I figure what, what's the worst going to happen? I fall short and I'm still awesome, right? I have lost weight, I've still got strong, I still have a great business. But if I set my goals short, which I think a lot of people do, they say I just want to lose 10 pounds or something. And then if you don't hit the 10 pounds, well, you didn't really get the big result. So I look at it like, shoot for the stars and if you miss, you still are above everybody else normally. Whereas if you kind of just shoot for across the street, once you get there, you just set that next goal. But sometimes you never get there because by not thinking huge, I feel like you limit your thought process. And so when you think huge, it expands your thought process. And now you're open and aware and you seek out things that will help you get to that higher level. Whereas, you know, pretty much you can pick up any book if you wanted to lose weight. And I'm just using this as I think it's a subject most people can refer to. But you can pick up a cookbook or you can pick up, you know, a healthy eating cookbook. A lot of times within a couple of weeks you can lose the 10 pounds. So because of the difficulty of it, you don't have to think that hard, you don't have to Seek out experts. You don't have to surround yourself with people who are going through the process or have gone through the process again, you limit yourself. And I think that that's kind of how most of the world operates because that's kind of how we're conditioned to operate is just do good enough. And it's the same in school when you can get C and still pass a class. So you just do good enough and we'll move you on. And we'll move you on.

I know all too well. And it's actually, to be very honest, that's one of the things I consider myself a success. Arguably, I've had a lot of success in my life and yet still I've had a lot of failures, don't get me wrong, but yet still. The one thing that I think that has helped me back from even more is exactly this. It's exactly my ability to rationalize mediocrity. And to say good enough is good enough. Some of it stems from had a very happy childhood. But I do remember, like for instance, my parents, they always supported me, but they never drove me. I actually remember when my father one time said, hey, listen, no reason to kill yourself over this stuff, hey. B's and C's, they get degrees and oftentimes it's the guy with the most common sense and street smart who does the best, not the guy with the straight A's. And that's true, but it was always, listen, I mean, it was the exact opposite of that helicopter parent who's just pressure, pressure, pressure and have to have the most success. However, when it becomes good enough is okay. It's hard to get out of that rut because it's a comfortable rut of being just good enough. And I know in business backing up, I've had to rely on my own ambition and my own drive to achieve even more. And in business, one of my areas of, I guess not failure, but the thing that holds me back is I get so immersed in the implementation and have an enormous vision. Like I want to be the world record. I want to be the best, best, best. It can make the implementation seem daunting, as you know, like, holy crap, that's a really big mountain to climb. So I think a lot of us, and I'm talking about me mainly end up making our vision fit what we believe we can successfully implement instead of the other way around, which is what you've done is say, no, I'm going to have the biggest vision possible and then I'm going to hire the right people take the right steps and use that as that guidepost. And I'm envious of the fact that that is a natural tendency for you, and I think most people are. But you said, when I asked you what is one of your superpowers in business, because you do a lot of consulting and coaching, et cetera, and we'll get into that. But you said it's helping people.

And.

I'll let you tell me what you said, but kind of expand their vision and pull that out of them and not settle for good enough. Do you want to kind of expand on that? Because I think it's really poignant, and I think it's something that myself and my listeners can benefit from.

Yeah. So the biggest thing for me is, like, a lot of people, and this is kind of. If you think about the player in the game, right? The player in the game doesn't call the shots like the coach calls the shots, but really who calls the shots is the team owner, right? They're the ones who give the budget. They're the ones who give the. Okay, the final say. So they're the ones who bring in the coaches. If the coach doesn't perform, they let them go. So a lot of times people are operating as the player, Right? Some people move to the coaches, the business owner, but very few ever become the entrepreneur and just the operator. And the thing is, when you're in it, it's hard to see the big vision. And so one thing I'm able to see is kind of see what people's brilliance is and see what their unique genius is and figure out kind of what it is that they actually. What their magic actually is, not what they think it is. Because a lot of times people think it's the delivery of a certain thing or it's the ability to a certain way. But that might not be the magic, because, you know, let's be honest, there's a lot of people who could, if you taught them what to do, and they could deliver your information exactly as you want them to, just as good as you can, and the person on the other end would receive it in the same manner. So the information is not important. You know, maybe the creation is or something like that. But a lot of times people are just. They're just looking at things and they can only see. You can only see so far in front of themselves. And so when I connect with people and when I work with people, what I'm really trying to find out is what is their actual mission? What experiences do they want in life, what growth do they want in life and what contributions do they want in life? Not what their goals are or what their monetary goals are, because all of that stuff are vehicles for the other things. And so once I start to understand those three things, what they want to experience in their life, how they want to grow as an individual and what they want to contribute, then you can start to build a vision around that. Where you are now is usually not where you're going to end up. If you can kind of step back and zoom out, zoom out, zoom out, kind of like on Google Maps, you can view the whole world and then you can go in and go in and go in, all the way down to the street. So I like to back them up and just basically take them complete mind shift, take them out of where they are now, kind of make sure they understand how far they've come so they're not focused purely on moving. So they have realistic, man, I've come a long way already. So then they have the belief that they can continue to go a long way and then kind of craft a vision around that. And so a tangible example is kind of a trainer who, who just wants to have a successful gym business. But really when you start talking to them, their contribution is they want to rid the world of obesity or they want to do these huge things. And so it's okay if you own one studio, you're only going to touch X amount of lives. So there's the ability to own multiple studios, there's the ability to take your information online. You can create basically certifications where you're teaching other people your system. There's so many options for you to basically expand beyond where you're at. But I think the reason a lot of people don't think beyond their current situation and a lot of times they're just looking at how do I make what I have successful versus what's the huge contribution to the world and then how am I going to deliver that? And what would that look like? Is just simply because their reality is limited because of who they've been around or what they've experienced. So one of the things that I believe the reason I'm able to do that is because I've continuously surrounded myself both athletically but on the business front with people who have done amazing things that other people didn't think was possible. And what you notice is there is patterns and kind of success codes that are duplicatable. And so when someone is only knows what they know, their reality is what it is. That they're not even thinking beyond that. And so when I'm able to come in and just kind of turn their head a different direction, open their reality to new possibilities, show them examples of people who have done this, and then reveal the path in which they can take. All they have to do is kind of jump in and let it happen and expand and grow naturally. And that was kind of when I was got into the powerlifting and I started training with Brent. He's the world record holder already, so I just naturally followed his lead. You know, it took 10 years to get me to a level where I was breaking a world record. But along the way I just followed the lead. And then Brent retired, and that's when I ended up moving and training at Westside because we followed the Westside method. So, okay, well, if we're following them, I should go learn from the guy that created them. And so you get there and then you expand and you learn. And so even though I set out to break the world record, I didn't move to Westside right away. Right. I had a mentor. I learned from him. And then kind of when I needed to move on, when it was time to move on, I sought out that next person that could help me move to that next level. And I think that's what for a lot of business owners, they don't have any mentor in the first place. They're struggling all alone on their own, and if they're lucky, they have someone who can point them in the right direction. But most of the time they outgrow whoever it is and then don't seek that next person. And so they are limited by what they know. And I think that's why so many entrepreneurs are so info heavy. They just want to learn and learn and learn and learn, but they don't implement because they're unsure of how to implement it in their current situation or they're unsure if it's going to work. And so the risk reward, a lot of the times it's, if I do this and it doesn't work, I'm going out of business. And so they information gather. But if they had someone to hold their hand, someone who's been through it, or someone who knows how to build businesses, because like I said, there's clues and patterns that are duplicatable regardless of what industry you're in. It makes everything so much easier. And so me knowing what I know, I am removed from the situation. I'm not attached emotionally to anything that's going on. And when I look at it. Okay. I'm like, okay, this is cool. But you could take this and imagine if you did this, imagine if you did that. Then now we get to your experiences. You can grow and you can contribute. So this is how I think it could look. What do you think? And then all of a sudden, now they're thinking in that mindset. And I call it kind of like the childlike mind. Children have the greatest imaginations ever, and I think as adults, we still can access that, but a lot of times we damper them based on our limitations. Children don't have limitations. They don't know any better. Right. And so they come up with these crazy ideas as kids, and they say crazy things and all this stuff. But if we can get that mindset going, if we can start to think like that, if we can open ourselves up to, anything is possible. You know, once I have the vision, now I got to figure out how to make it work, but anything is possible. So if I can suspend my reality and have whatever I desired, what would it be? And then once you know that, now you can start thinking about, okay, who's going to help me get there? What do I have to do in order to reach that? I think it's just taking where most people are and just shifting the way they look at it and kind of expanding and opening them up to new ideas and new realities.

Yeah, I think you're so spot on. You said so many things that I think people want to go back and take notes about, because, I mean, it really is one of the big differences between trying to be successful and being successful. I really admire how you sought out the best of the best and said, look, if I want the best, I may as well find the best and work with the best, because that's the biggest clue or the biggest, you know, give me the most probability of getting that. For a long time when I became an entrepreneur, I was that information gatherer. I would read about absolutely everything. I think I actually implemented a decent amount, which is one of the things that got me successful. But I also felt that exact thing that you were saying, which is, okay, if I implement this and it doesn't work, I'm out of business. And I was cheap in the beginning, and that was a mistake. I had some money saved up, but I just wouldn't use it. I figured, I don't need to hire a mentor or a coach. I'll just figure it out on my own. And it wasn't until later I started to have more success. And then I finally felt Okay, I can start to afford mentors and coaches. And from then, I saw my business skyrocket simply because that's really what works. So if I have advice for anybody at any level of business, it's to do exactly what you did. Seek out the best of the best and find a way to work with them. Either apprentice with them, hire them, find a coach, find the best of the best. So speaking of mentors, clients, people you work with, let's talk a little bit about your business and what you do. As I said, you've been behind the scenes of a lot of really well known entrepreneurs and you've kind of made the magic happen. They ended up getting a lot of the credit, but a lot of people who know, you know, that AJ is a brilliant marketing mind. But let's talk about what you're working on now. I mean, you've got your podcast, you work with fitness professionals, you work with. Well, I don't want to put words in your mouth. What are you doing right now? What's your business look like?

Yeah, so, right. Like you said, I worked behind the scenes for a long time. And what really happened was I was in the fitness industry with a group called the Fitness Consulting Group, and we did very, we were very successful. When I started, it was just one business. And when we finished, when I left them, we were up to, I think, about 12 businesses, successful businesses in the fitness industry, you know, serving business to business and business to end user products and services. And they moved into the franchising model. And I decided that I wanted to kind of branch out on my own and start launching other fitness professionals. And so from there I moved into. Once, you know, I had done that well, I started getting the attention of Internet marketers and successful, you know, guys in that industry. And so I transitioned over, worked in the for a few years, and always kind of had that love affair with fitness. And anyone who I met through my travels who were in the fitness and health niche, I was always excited about their businesses. And so I just got to that point where I realized that if I wanted to merge passion with business, then it would have to be with fitness and health entrepreneurs. And so I decided to start helping them and helping studio owners and box owners and people with online products and things like that, and so started consulting with them. I'm running small workshops, which I call Fitness Profit Workshop, which is a three day event where we take people through and kind of do the whole vision expansion and then putting in the actual tactical side of it. How are they going to make that happen in the next 12 months. And then I have what I'm calling the mastermind groups. And my ultimate vision with that is to have multiple groups that are held around the country by different coaches, coaches who I work with and they teach my material and kind of create this big mastermind group that is able to serve people around the country, maybe around the world. And that's fueled by that vision of becoming, moving along what I call the fitpreneur journey, but really is the entrepreneurial journey where we go from working for someone else to working for ourselves, to becoming the business owner, to becoming the entrepreneur investor. And so the vision is to take people through that journey to provide courses and products and coaching programs along the way so that they can go from that working for someone else all the way to the entrepreneur investor and kind of experience everything that goes into that along the way. And so that at the end there they can contribute, they can give back, they can expand, grow and leave a legacy. And that's really what I'm working on now.

That's fantastic. And there's so much in there for people to kind of digest. And I know if there's going to be some people who are in the fitness and health business listening to this. So some of the people just to kind of recap that they can really benefit from the stuff that you do is everybody from personal trainers who want to make a lot more and find a way to just get out of just charging little hourly sessions into doing some really high end stuff and correct me if I'm wrong on any of these areas, to gym owners, to people who own. What about people who own supplement businesses? What about people who own physical products? Do you typically work with them as well or do you primarily work with folks who are more working with others?

No, no. Anyone in the field. I've worked with a few supplement companies. Obviously the online digital marketing is really what I'm known for. So people with information products and things like that, I've had a lot of success with what I found. What's interesting though is that a lot of the times those who have information products or run like a supplement company where the supplement is the product, tend to be more entrepreneurial mindset and they're further along the journey. So the work I do with those guys is usually significantly different than the work with fitness business owners solely because the fitness business owner, most of them start out as an employee for somebody else, someone who has an info product, someone who has supplement business. Typically they've learned marketing, they understand marketing. Usually a personal trainer or a fitness coach or someone like that. A lot of the times they've just got certified or gone through multiple certifications, and they're great at what they do. They have an amazing product and service delivery that they offer. Unfortunately, they don't know how to get in front of people. And so for a lot of time on their front, they're just new, kind of raw to the marketing world. And so the conversations are different. But anyone in the field I get excited about because I look at it as I transform the Transformers, the lives that they touch are a direct result of my ability to help them reach more people. And so I couldn't have the impact and the thumbprint on the world that I want without those guys going out and doing what they do. And so if I can help them expand their message and reach more people, that means that I'm having a bigger. I'm casting a bigger web and can have a bigger influence on the, you know, the health and fitness of the world.

That's great. And I love the fact that you use the phrase transforming the Transformers. I actually used that several years ago with a client of mine who was in the fitness business, and he was doing, you know, he was selling an information product on how to. How to transform your body and et cetera, et cetera, how to get fit, get healthy. One of the strategies that he started to do and then I began helping him, was finding those centers of influence that he could transform that were already out there transforming people, whether it was in their health, wealth, relationships. Usually these were other gurus and other areas, whether, usually it wasn't health, but it was other, say, financial, helping people make money in their business or online. Or maybe it was helping people with their relationships and he was reaching out and transforming them and enlisting their following in what he was doing for them. So they were getting the benefit of being held accountable to their following, the people that they transform. At the same time, these people were getting to watch him transform them. So it really helped to piggyback upon the success and helped grow his business to where it is today. But it's really important to find those leverage points for business growth. But I also like how you took it a step up or zoomed out the Google map for yourself and you said, look, if I really want to do have an impact on this planet, I'm not just going to do that by selling to every single person. I've got to find the people that I can help that are going to help the other people and really get that multiplication effect. So I want to drill down to some of the actual strategies that you use with your own business or your own clients that are really working. This is where we bring home the bacon, so to speak. I know that this will, by the time we release this, this workshop will be over. But. But I noticed you just posted this on Facebook today. You're doing an upcoming workshop. I think this is Black Friday, right, Where you're going to. You're showing people how to ethically steal the online system that took a dead broke trainer on the verge of bankruptcy to earning over 23 grand a month. So this is the kind of stuff that you teach folks. We don't have to talk about that necessarily, but I wanted to frame that around what's really working for you or your clients. What's something that people can go, wow, A.J. knows what he's talking about.

Yeah. So I'm going to start with something that seems so obvious, but I think so many people miss and we go back to good is good enough. It's a business kind of falsehood or fallacy. I feel that the majority of people who purchase products, services don't get results. Right. And it's their fault. And so one of the biggest things that I work with, the clients that I talk to and coach is getting results and getting results not only quicker, but long lasting. And so a lot of the times it's about up leveling their service and their service delivery to a point that demands the results for 100% of their clients. And so the first thing we typically do is restructure what that offer looks like, which in turn changes their mindset on the prices they can charge because they know that if they can deliver and guarantee the results, then they're more comfortable charging more. The reason a lot of people are nervous to charge more is because they know that people don't get the results. 10 clients and only two of them get results. There's that thought process that I can't charge more because I can't justify that. The first thing to get them to charge more, which is typically my advice to nearly every single person I talk to in any field, is your prices are too cheap. But a lot of times the reason of that is, and we talked about this at a recent meeting, obviously we were both at. But a lot of the times is that they themselves don't believe the value is there. And so when I can shift their mindset on the value they provide and get them to deliver or set up ways so their clients don't Fail with follow up or accountability partners and things like that, now they can increase their price. Then it's just simply a case of finding the broken, what I call their profit holes and plugging them. And so I'm really big on tracking and measuring key performance indicators and knowing what the triggers are for each component of your funnels or whatever system you're using. And so if you're running, if you're doing paid traffic to landing page to a phone call, well, there's different components along the way. Your ad in itself has the headline, the description, the URL, the image. All of these things can be tested and tweaked and changed to improve performance. And so once you're up and running, which is where most people fail, most people just don't have anything to sell or they're not running any traffic, they don't have anything happening. Most of their business is just referral based and they don't even have a referral system. And so a lot of the times it's a case of, okay, first you got to get something going. Then when we have it going now, we can just continue to tweak and improve it. And I think that that is where most people miss because they'll try something, if it works, great, they may do it again. Most of the time they don't. But if it doesn't work, they say it doesn't work. Instead of looking at it and saying, okay, why didn't it work? What do I need to change? For me, what's working now is taking, is number one is implementing referral systems. Like I said, most people's number one source is referrals in my industry, but they don't have a system for it. So it's looking, how do we implement a system? What promotions can we do? What contests can we do? Can we do thank you campaigns, Bring a friend or you know, share with a friend.

Let's talk about, let's drill down a little more onto that because I love the referral systems. Yeah, give me an example of one. That. And there's a lot of different things you can do. Like you just started rattling off multiple ways. Give me an example of a really effective referral system that people could go implement right now.

Yeah, so actually what I have a group doing right now is holiday promotions. And we just did a podcast on this because it is something that I've got my clients doing. But basically around, you know, Thanksgiving, Christmas, New Year, people send cards. But not a lot of people send physical cards anymore, and especially not a lot of businesses. And so what I have them doing is sending thank you cards to send handwritten thank you cards to their customers that thank them for being a customer shares with them the gratitude they have that they trust in them, to help them transform, to help them get results, and that they wish them the best at this time of year. And then a PS at the end that says I've enclosed some gift cards and they actually are getting real gift cards printed up with real dollar values on that I thought you'd like to share with your friends. And it's basically a gift card for X amount off of services or product. So they're sending each that to their clients. Their clients at this time of year. Gift cards, I don't know if you know, but, but gift cards are one of the most gifted gifts because people just don't know what to get anyone. So they buy a gift card and so this is something that they will give to a friend or family member at this time of year. And like I said, usually they're going to give it to someone they know that is looking to get in shape or is wanting to get in shape. And there's your referral. They didn't have to just give you their name and their email. And so it's a way, first of all, you're thanking them and it's a legitimate thank you card, you know, and then you're just sharing that holiday cheer by giving them gift cards to be able to distribute among their friends. And so that's just one way. And of course, there's holidays all throughout the year. So this isn't just a Thanksgiving, Christmas, New Year promotion.

There's always a reason for a promotion.

There's Valentine's Day, easter, Mother's Day, St. Patrick's Day. Like it seems like almost every month there's a major holiday. And then on, on top of that, there's all these other random, weird holidays that depending what industry you're in, you could easily apply to your business if you randomly wanted to do this. And there's no holiday around. If you go and Google search holidays, usually you'll get a list. And every single day almost has a different holiday that you could kind of play off of and joke around with and use. And it would be a legitimate excuse. And that's, you know, anytime you're sending something in the mail that's not, you know, a postcard or something like that, people are going to open, they're going to read, they're going to appreciate. And then there's, it's that reciprocity, you know, people will then share. And if you've done a lot for them already and gotten them results, they'll happily share, you know.

Yeah, people want to share their success with others. And by making that, you know, given a reason why there's a discount or a gift card for somebody else, it can be very powerful. And like you said, a lot of people don't receive physical cards anymore. They don't receive anything handwritten. And the folks who do it, there's a lot of benefit to doing that. I want to also talk to you about when you said. Because I just had a talk with a client this last week about this exact same thing, and it worked also in the fitness niche pitch about selling from folks who really don't realize the value that they bring. And when it comes to raising prices, a lot of folks think that, well, I can't do it. My people will leave me, et cetera. And you mentioned something that's really important. And this is also a big part of my business that I help my clients with, which is not understanding the real value of the service they provide. And if they did, they would charge a lot more because they realize how valuable it is. And I'll start the example. I let you kind of expound on it. And if you have any techniques you want to elaborate on. But you know, in the fitness business, people come to a trainer to get, you know, they say, oh, well, why? You know, why do your customers hire you? Well, to get fit. But that's not really the reason. That's the surface reason. There's always several layers of reason underneath there. And usually when I'm helping my client understand the value that they're bringing is I just have them continuously ask why and find out the real reason for them coming. And then we oftentimes find out that it's much more valuable than just the surface of getting fit. So how do you help your clients not only discover the value that they bring to their clients, but do it in a way that allows them to dramatically raise the fees they charge?

Yeah, it's a great question. And it's funny because I. To the clients, okay, there's really four areas of improvement that people continuously work on. Fitness is one of those. The other is obviously financial money. The other is spiritual, you know, the faith. And then the last one is relationships. Right. And so typically, everyone has one area that focuses. I'm guessing the majority of people listening to the show are financially looking for financial boost, but it's not that that.

They may be Looking for bacon recipes, too, and then just got sucked into this thing about business. I have no idea.

Yeah. And so they come in, this is what they say, but really what it is, is what that will get them. So those who are interested in health and fitness, it's what it will get them. Sometimes it will get them a new relationship, sometimes it will get them a promotion at work, because now they'll have the actual confidence to go for that. Sometimes it will get them on. They'll have more confidence to speak in front of people. Sometimes it's to keep up with their kids. And so you have to find out what that is. But beyond that, it's them understanding the ripple effect that goes through generations when they make that improvement. So let's say for health and fitness, if you're an obese parent and your child is obese, and you figure out how to eat and live healthy, now your child will figure out how to live and eat healthy because you can install those habits into that child. Now that child, when they have a family, are going to be healthy, and that's going to go generation after generation. And so it's about the ripple effect. How big is the impact that you create financially if you become financially free, if you figure out the key to wealth and you figure out financial freedom? Think about what you can do for your children so they never have to be in debt, so that they can follow their dreams and create a business and how you can educate them, the schools you can send them to, the experiences you can give them as a parent, you know, these are all things that people don't understand. It's a ripple effect. And it goes beyond just you. You know, we can't. They come to us and they're focused on them. That's why they come to us. But when you can shift and they can start to see, and they call it future pacing, you know, when you can put them where they can see the impact that it has now, they now it's that delayed gratification because they see the ultimate vision. You can do that with your own clients. And it really is about figuring out, okay, what is what they're coming to me a vehicle for. If you really. Any coach, regardless of what industry you're in, any coach or any product provider, anyone that helps anyone move from point A to point B, that person is coming to you, and they want to improve their life. We're all life coaches. They want to move along in their journey. And so what we have to make them understand is we're just a stepping Stone in whatever their bigger goal is. And so if we can get them to see what that is or to understand what that is. Because sometimes people really don't know. Like, they want to lose weight. And when you start digging it, they start telling you, because I'm miserable, I don't like the way I look, I can't go shopping and buy regular clothes. And you just discover all this stuff. And they might not have even been thinking about this at that point in time, but that's the magic. That's the key, is getting them to see, okay, so if this does this for you, how will this affect your relationships? How will this affect you as a parent? How will this affect you as an employer or a business owner? And when you start to see the dots, you start to realize that ripple effect. And when they understand the ripple effect, now they're sold on whatever it is you're selling. You can pretty much charge whatever you want. Because how do you put a price on that kind of transformation? How do you put a price on helping someone who's been overweight their entire life, all of a sudden, not only get rid of their problems, but the rest of their family's problem, their grandchildren problem, because they're the ones who took that initiative. It makes it so impactful, so powerful, that at the end, when you prescribe the solution, because that's really what we're doing is prescribing the solution, they trust us because we've led them to that point where now they're ready to actually make a change. And they're not just price shopping or curious. They're actually at a point emotionally where they are ready to invest. And whatever you present to them, they want. And so even if you present a number they like, let's say you say it's $10,000 for personal training, and it may be a number that they never even thought of investing, their response isn't that they can't. There's no way they want to do it. They don't say no. They just say, I don't think I can afford that. And then you have your other options. But at the end of the day, the price you say is irrelevant because the value of it has already far exceeded whatever it is you say. And this is used in the industry, you've heard it before. But the value of a hamburger depends on where you go. But 99 cents to maybe 20 bucks is what you could get out of it. But if you're on an island and you haven't eaten in seven days, and you Just have a hamburger. You'll pay whatever it is to get that. So it's about positioning and understanding that it's your job to not only figure out what it is they truly desire, but then to see what that result will trigger in their entire life, not just in them. Right.

And there's so many people, the norm, and I say the norm. I mean, probably like 90% of, we'll call them trainers. Anybody who sells, in essence, service by the hour, let's just say personal trainers are so used to selling in packages of. They're selling what they do, but they're not selling what the client gets, the results they provide. And thus they're always destined or doomed to be selling by, you know, selling their time by the hour. Okay, well, you can buy a package of 10 sessions versus no, you're buying. You're buying the six pack that you want. You're buying the 30 inch waist that you've been looking for. You're buying this. Well, how much is that worth? Well, it doesn't matter if it takes 10 sessions to get or 100 sessions to get. This is what you're buying. And now, like you just said, they're focused more on the result, which has a much bigger value than your time, than their time with you, which isn't that valuable because it's not focused on the result. Anyway, I just had a conversation with one of my clients, Chris, who's also in the boardroom that you met, and he immediately started to have results. He called me back and he said, I had a guy come in and I started to do exactly what you said. And he started off slow. He goes, yeah, I didn't get a lot more, but I got. I think it was one and a no. I think he got twice as much, one and a half to twice as much as he normally would with a client up front, though, as opposed to paying monthly, I believe. And just by using these words. So he kind of towed in the water, but he noticed it worked because he focused on what result this person was going to get. So I think you're very, very spot on with that. So tell me this then. Those are some amazing strategies. What is a nut that you're trying to crack right now? Or what's something else you're trying to achieve that you're looking for? Whether it's people, resources, knowledge, help, anything else that you may not have. There's listeners out here who may say, look, I've got either the perfect introduction or the perfect resource or whatever for AJ So what's a nut you're trying to crack right now?

That's a great question. I think for me, a lot of it is replication of myself to rapidly expand. Like you mentioned earlier, it's about getting out of the minutiae, getting out of the doing of stuff. And so building a good team is really something that working with the people I do, most of the time they're solo entrepreneurs or maybe a very small team. And so I feel like one of the biggest areas of weakness for me is that ability to grow, manage a large team. And with my vision I have, I know that's going to have to come to fruit that's going to have to happen in order for me to change as many lives as I want to. And so I'd say if I was looking at what I feel my biggest weakness is and where I would need the most help moving forward, it definitely would be on building a large team without the insanity, stress and overwhelm that I've seen with some people trying it and they're successful to a degree. But it seems like it's more trouble than it's worth when I look at companies like Zappos and Google and places where they're not only have phenomenally large employee base, but they also have amazing employee satisfaction, happiness, great culture, culture, all of those things. I think for me it's connecting with those who have done that and how they've managed to maintain that balance without it becoming such an. Without it becoming a pain in the ass. Really?

Oh yeah, no, completely nothing. That's one of those things that scares me is the idea of managing just a whole bunch of people. But I think the key is finding those little leverage points that you can put the right managers in the right places for the team. Is there any person with a specific skill set you're looking to partner, hire, anything like that right now? I mean, maybe there's somebody out there listening. If there's nothing off the top of your head, that's fine. But.

Oh, you know, I'd love someone to do all the technical side of stuff so I don't ever have to. Usually, you know, I'm hiring one person here, one person there. Like, like someone who just is not interested in, in being a visionary or a creative thinker, someone who's just a pure implementer, loves being told exactly what to do and how they want it and can kind of make anything happen on the technical side of stuff. So I would say for me that's like, you know, someone who. That kind of mindset interests me. Because, you know, it's not like, you know, as most entrepreneurs know, you're like, it's not that you can't do something, it's just, is it best use of your time? And a lot of the times you get caught doing things because you can, but it's not necessarily the best use of your time.

And so there's a trade off, right? Yeah. The opportunity cost of what else could I be doing? Oh, you know, this brings something else up. Another conversation we had, and I think that anybody who has ever thought about outsourcing would really like this, or especially anybody who's done it.

It.

And you had a really cool concept you were sharing. I think you and Jenny were both talking about it. How so? Most folks, especially solo entrepreneurs or small business owners, they start to think, okay, what can I hire? What business tasks can I delegate? And I know depending on the size of your business, that can be hard because some stuff you don't really know what needs to be done. You're just just kind of figuring it out yourself. And you said something profound, which was start with outsourcing the personal tasks as opposed to the business. Talk about that. Because I thought that this could actually help people.

One of the biggest things I've done this year that has just absolutely changed everything for me is start outsourcing, like daily life tasks that just can be taken care of other people. So everything from cleaning to cooking to laundry, you know, I no longer have to worry about. And I'm going to continue to expand upon it with the dog walker and all these, all these things. And, and it's not that I won't take my dogs for a walker. It's not that I don't clean, like if, you know, something needs to be done, but it's that I don't have to worry about it getting done. Right. It's the, it's the fact that I know it's taken care of and I'm not the one having to take care of it. And so that allows me to have more, more time to be creative, to think, to plan the business, to take time for myself. So essentially I'm buying back my free time so they actually can be free or used in other areas that it needs to be used in. And so, you know, some people enjoy mowing the yard and things like that. They use that time to think, think that's great. But other people, it's, oh, I got to go mow the. It's like a pain and it causes anxiety because they know it needs to get done. But they don't want to do it. And so, you know, the more you can take care of that, the better. And so that you can just enjoy your daily life and not have to worry about all of these things that all of us have to get done. Right. You have to get laundry done, otherwise you don't have any clean clothes. But if someone else can take care of the that for you. And typically what for most people and most males, they'll typically expect their spouse to do that. But obviously for them it's not something they want to do either. So when you can remove these things, and luckily we have the luxury of being able to do that and you don't even have to hire someone full time. There's different services, like our chef, it's a food prep company who makes custom meals. So you give them what you want, that's what they make. But it's not like he's in our kitchen cooking for us and doing the shopping for us. He creates the meals and then delivers them. But there's options that you can have a full time person, but there is options for those of you that can't stretch that far and still want to remove some of that stuff. And I think there was an article on Mark Zuckerberg and Steve Jobs.

Decision fatigue.

But it's decision fatigue. They basically just so they don't have to think about it. And I feel like the less you have to think about the daily minutiae, the things that kind of eat away at you, you know, it if the house is dirty, like if there's, you know, the kitchen is dirty and there's laundry piling up and all, like someone has to do it and it kind of, you know, the decision of when and you know who. And all this stuff, it kind of builds on you and then finally you snap and do it yourself, possibly, or it doesn't get done. And then it's there and it's there and it's just looming over you when you, when you eradicate that man. It's so nice. And I think it's kind of the whole minimalistic movement that a lot of people are going through. It's the same thing, just removing decisions, removing clutter, removing those looming things that take up so much of our time. And it gives you, it buys you so much free time to use for the business, to use for family time, for relationships. You can really delegate it where into areas that really need it in your life.

Yeah. And it was really a profound moment for me because I think that most folks try to they think, well, I'll hire the nanny, the chef, the personal laundry, this, that and the other. I have to be really wealthy in order to do that. Like that's the last thing they consider doing. And they put all of their efforts on their business, but they don't take into account that concept of decision fatigue. I know Tim Ferriss just did a podcast episode on it and I read the exact same article about why, you know, why do some entrepreneurs like Mark Zuckerberg and Steve Jobs wear the exact same outfit every day? So they just don't have to think about that. And I noticed that in my own life that the more decisions I have to make, the more personal stuff that's taxing me, the less creative and the less able to make the decisions I am in my business. And it was really powerful because like you said, I don't want to mow. I don't have a lawn at the moment, but I don't take solace in mowing the lawn and cleaning. That's not where I get my, where I recharge. I recharge personally from either going out, maybe going to the gym, or just sometimes just sitting on the couch and doing nothing and just letting my brain not work. But if I have to come home, if I have to do like I actually have to do laundry today and I really don't want to, I'm wishing that I had somebody in my house. Although I do have somebody cleaning my place today, they're not not doing my laundry. It taxes me. And I think that folks who are thinking about outsourcing just don't really know what to do in their business. If you just go do it, do it in your personal life first because you know what needs to be done there, you'll find how well that works, how much more money you make. So anyway, I wanted to bring that up because I really thought when we talked that was really cool.

Yeah, I'm glad you did. It was a big shift for me this year too.

Yeah, so my partner, Kent Clothier, who, you know, he had a shift with this, with his wife because they have a, you know, they have a daughter and now they have a, you know, like a 10 year old daughter. Now they have like a one year old. And his wife does not work from, you know, she does not have a job, she just takes care of the kids. Well, they were going to hire a more full time nanny for, I think it was like $15 an hour or something just so that his wife could go out and do other stuff or so she could just sit around the house with Kent and just spend quality time. And she initially started to give blowback. Even though they have a lot of money. She was giving blowback like, I don't need to hire. I don't need to hire a nanny. That's a waste of money spending $15 an hour. I can do this. And Kent had a great reframe, and I'll never forget it. And he said, I'm not paying her $15 an hour for her time. I'm buying an hour of your time. My wife, for $15 an hour. Do you think that our time together is worth more than $15 an hour? She said, of course. He goes, good. I'm buying your time for that. That's the price. I'm willing to spend a lot more so that you can have sanity. We can have sanity together. And that simple mind shift, change. It's not that you're paying X for that. You're paying X for this. And I love that.

Yeah, I think that's. I think for anyone who is a solo entrepreneur listening, I think the biggest thing is that first hire, and a lot of times we've tried to hire people and it doesn't work. Well, if you are a solo entrepreneur and the reason you're hiring of people doesn't work is because you can just do it quicker yourself and you're frustrated with trying to delegate and stuff like that, then try this technique. Outsource everything else in your personal life and now see how you are. And if you actually need someone else in the business at some point, you probably will. But I guarantee you'll probably eliminate a lot of the daily stress, a lot of the daily overwhelm simply by doing that. Because all you have to do is now focus. And as you all know, if you're focused and working, you buy yourself a lot more hours.

Absolutely. Well, A.J. i really appreciate your time on the call today.

You appreciate.

You have definitely shared some sizzling hot business advice guaranteed to make these folks fat profits. Even though that's kind of a maybe we'll say guaranteed to make them fit profits. It's been fantastic. Obviously, we're friends, we talk a decent amount. We're in the boardroom. Anything I can ever do for you, you've always got me here at your back. One of the things that I may tap into into your mental or into network or at least your Rolodex, something you can help me with. And I want the audience to hear this as well, because it's a new thing that I'M working on is I'm looking for other businesses and especially primarily experts, people with great intellectual property, expertise in health, wellness, fitness, etc. Especially those who are doing something innovative and unique and who have a lot of value to offer. Because I'm number one making introductions to Dr. Daniel Amen, who some people may know is a he's one of the foremost experts on brain health and he's been on PBS specials and everything else. And I'm helping to make introductions for interviews and co creation of content there. It could be very high profile. I'm looking for folks in that area as well as other businesses who are in the health wellness area. Ideally this is not these are not hard fast rules, but are ideally doing a million dollars, probably a million to $20 million a year in revenue with a product or service or information product. It doesn't really matter at this moment, but are looking to increase their business by strategically aligning themselves with other companies that can help a rising tide lift all boats, so to speak. So I've got a very unique strategy that I'm working on there as well as with making these introductions to a world famous health expert. So aj, anybody that you know, we can talk offline about this, that would be fantastic. And anybody listening, send me an email to askbradaconrappedbusiness.com if you or anybody you know fits these criteria. We are wrapping up now, but I want to encourage each and every one of you to go check out AJ's site, ajroberts.com go check out the Fitch Rock the Fitpreneurs podcast and aj, what's the website on that? How do they get there? Thefitpreneurs.com so just making sure I didn't have it up, but it's the F I T P R E N e u r s.com go subscribe on iTunes. And speaking of itunes, if you're listening to this on my blog or anywhere else, you can always subscribe, which I recommend on itunes or Stitcher. And you, you can get every single episode. You can listen to them and download them. You can also sign up for my newsletter and get a lot of bonuses that other folks don't get. Aj, thank you very much for joining me on the program today and I look forward to sharing it with everybody and getting feedback and watching both of our businesses continue to grow.

My pleasure. Thanks Brad.

All right, thank you for listening, Sam.