Ep58: From $3K to $5M: Jayde’s Journey to Building A Successful Online PT Business

What's going on? Team Matt here from the PT Profit, Leverage and lifestyle show. I've got an absolute superstar with me today, Jade from Fit Tribe. Thank you so much for joining us. How are you today?

I am wonderful, Matt. I'm here. Why would I not be 100?

So for those who don't know, we actually Jade and her husband Jake mentored me in my business or last year, actually. Not too. Not too long ago they actually helped me move to online, which is a massive step for me and obviously now we're crushing it for the business coaching as well. So I wanted to get you on here as well because I got a lot of good feedback from Jake's episode as well. And you're. You're also a bit of a powerhouse.

I think we were, I think you were like on about. What was it about 5 or 5 or 10k originally, and then it's like now you're doing 100k months.

Yeah, yeah, yeah. Literally I was at 5k a month for the business coaching and now last month we did 120k and on track.

Not much of it. Are you the focus? I love it. Not a change at all. Love and life. I love it. It's pretty cool.

Yes. But yeah, thank you so much for jumping on. So for people who don't know who you are, do you want to give us a bit of a backstory about what you do? Obviously a little bit about Fit Tribe and then we can dive into some questions from there.

Yeah. So I'm the co founder and CEO of Fit Tribe. We are run by two other individuals as well, Jake and Paige. You'll see them on amongst our stuff. We just celebrated three years on. I think it was Monday or Tuesday. I don't know what day of the week it is now. So we've just hit three years and from that I was just telling about before, this started with a collective thousand dollars each. So we started this business at 3000 and we are on the 13th of February and we have hit over 110k for this month alone.

Big changes, big changes over the last.

Couple of years, but slight changes. Yes. And tribe and Fit Tribe, we are online fitness. We coach nurses and teachers. Busy, busy lives alike. We just coach people online and we have a great community.

Awesome. So good. Let's dive into obviously the online side of things. Of course, it wasn't all like this. Obviously doing 100k months now or almost 100k weeks by the sounds of it pretty soon. But do you want to take us back into, you know, where it started, you know, three years ago. Why did you guys or why did you even want to do Fit Tribe? Why did you want to build the online business?

Yes, I'm very honest. Matt has worked with me and he knows I don't do things half. So what we did, we started Fit Tribe out of necessity. We came from in person training and that was a franchise that was, that was no longer, it was bankruptcy. So we basically had a weekend organized with paid best friend and Jake and we had a weekend organized on this week months in advance and it was all pretty much blown up in our face that we no longer had positions at this company. So then in this weekend we were like, okay, what do we know how to do? Well, we know fitness and Jake's done a bit of online work before. So we had a thousand dollars each and we built it in two days. And this is where I talk to people and they're always about planning and starting. And the problem is people never start. So this is why it takes a really long time. This is why we work really quickly and what we do. And in that first year, lessons upon lessons kicked in the teeth. Lessons, things you never thought were possible. But in that first year, the one thing I always say is investing in as a, like someone to make you better will never go astray. Like if you look at the right research and you had that, you can only improve. So we improved, went to a high ticket training more one on one surface it was a phenomenal training we did. It wasn't who we are as people, I say, but it taught us skills we didn't have. This was in about July, we started in March from making that change. We were then able to travel Europe for six months. So this, this was all in the first year. Don't ask me why, but we were, we were doing about 20k months and that was sensational. Doing everything by ourselves and with the freedom and you're able to travel. So we did that in the first year and then came back, found out I was pregnant. Phenomenal. Super well off. Especially when you kind of live and pay to check to paycheck and yeah, and this was the February the following year where we were very stressed because it came back and if you have families, money is very important. Life, it's blood, it's food. It's not just you and your partner anymore. So it's, it's a bit more than you. We went to a conference and it was a, it was a David Goggins conference and we were sitting next to people and they were in the fitness industry and they basically called us idiots in a nice way of get out of fitness. Like why would you do that? Like all everything you could. And when we came home, we stood on our lawn for an hour and we basically discussed why we shouldn't do it, why we shouldn't do it and everything else. And then Jake came to us the next day and we're like, okay, we need to upper ads and, and we need to invest in a mentor and we need to sort this out. And we have been very fortunate to select the right people for our business at the right time. They've not always worked out, but they've been what we needed at that time. And it's like a cannibal effect of where you get, get into. From that point we've met incredible people. But that next year was about investing into our business growth wise. We have phenomenal skills, but to access those, we needed people to help us that had done it before us. It's like a cheat code. Instead of us trying to do it all the time and not knowing and hoping just paid for people to tell us what to do. So it made, I made it a lot more sense. So in that next year it was crazy. It was from investing people. And then we started doing 100k months and the phenomenal change in our business by investing into the right people, that was the whole, the whole of that next year was building and growing and changing and shaping. And then the year after that, it's basically just compounding because once it starts, it's very hard to stop because it's just like the little things you thought mattered, you don't even notice anymore. And so, and then in that third year, we had found our right mentor. We had found the people to be a part of the systems to use. And now it's just we know exactly that we need to spend this to get this to get this result. And that's where we are in business now, I guess.

Yeah, yeah, obviously you said it pretty well there in terms of predictability. Obviously Jake talks a lot about the data. It's the big thing I learned from him is obviously the data.

Yeah, I am not the data girl, Jake boy.

But that's one of the big things I picked up from him. But you're right though, if you can obviously build like an ecosystem that is predictable, then there's a lot less stress on the plate these days as well. I want to talk about when you transitioned these, how you transitioned to a high ticket offer in that first year.

Yes.

Yeah. Can you talk us through that? Because a lot of like just in the general stigma for online pts, a lot of people think it's a very low ticket product. So what made you make that change? Was that like a mentor or someone or, or is there. Was there a reason behind that?

There was, there was curiosity is probably my best way of putting it. About was Paige, our fitness director, our other co founder. She found this guy online and we had looked into like four or five. We looked into many and found what worked best for us and it was going well. We're doing the same, but we're charging pennies. But these people are doing less than they're earning and doing more. It didn't make sense to us. We'd never sold that way before. We never marketed us that way before. And the change was easy. It's really weird you think it's going to be this massive mission, but we just. It was all about a sales script. Don't get me wrong, there's nothing different. It's all about delivering your product in a more refined way and delivering that to your client. But that's all it is. There was nothing special, there was nothing unique. We didn't really change a whole heap. It was how it was presented. It. It's shit scary the first time you do it, but then it's like, oh, okay. And then it just kept growing from there.

Yeah, well, it's the same thing when you redid my sales script when we first started working together as well.

Oh my God, your PTSD watching. That's what you should put up, Matt. You should put up and you should, you should critique yourself. From the first sales video Matt sent to me and because he was like, I don't know why this person didn't. I'm following the market. I don't know. They didn't sign. And I was like, do we watch the same thing? I watch. So I think it's phenomenal. Especially and this is just a tip, if you are doing it is self reviewing and having self critiques because if you can do that, it's awful to do. As I said to Matt when I said this year, I'm like, you're going to hate this. There's nothing enjoyable about this. But when you can critique yourself and grow that way and open like I think you're a prime candidate. Look what happened, right? Look what happened. You phenomenally changed. And from there is I pretty much. It was very. When you got on a sale call is very different. And when you're buying from Confidence. You have confidence. And I think that's what portrayed in those.

Yeah, 100%. I mean, me and my clients are doing role plays. The other day it was amazing how, how scared people were, even just role playing with me. And I was like, look, wouldn't you rather do it with me rather than having to try and figure this stuff out with a brand new prospect that could possibly, you know, give you money, Wouldn't you rather practice here? And everyone's just like so scared to, to volunteer for a role play.

Best tip you can say is that they're going to say no to you anyway. But would you not rather be the person that got them to say yes and you change their lives two months later? Or are you going to be scared enough and not get out of your own way to help them because you're worried of what someone thinks? I don't know if I'm allowed to swear on this podcast, but you can bleep it out if you want. But like what they think because at the end of the day, you've got to fulfill your purpose and what you've designed and no one is going to help them do it unless they get out of their own way. So instead of thinking, oh, I'm selling to the person. Yeah, everyone's selling to the person. Whether you're doing a job, whether you're buying groceries, whether you're talking to your children about eating the vegetables, you got to sell it somehow, right? But if you go with the mentality, I'm trying to sell this person, where if you go into this mentality, hey, I'm going to change this person's life by what I'm doing, you won't sell again because it comes from a place of service, not a place of you taking something from someone. And then your worth will be whatever you say it is.

Yeah, 100. I was talking to, not talking to someone. I was listening to a video from. I can't remember who it was, but basically they were saying that they played this little, not so much a trick, but basically there was like two founders. And basically anytime that the other person made a sale, the other person would change the contract to be a higher price, but the actual person wouldn't even know what the price is that they're selling until the actual sales call. So it actually forced them just to read whatever was on the script, I guess, or the contract. So basically that's how they transitioned their price to be, you know, obviously a lot higher. Really fast is because as soon as they made a sale, they're like, okay, cool. Well the next person is going to be a higher price. And they just kept going until they pretty much got objections on the price.

I have a panic attack. If anyone did that to me on this now, I'd probably kill them afterwards. But it is, it's just a mindset. But it's also got to have the effect of what it's worth. If you're training someone and you've got a product that's 13k but you can get that person 10k a month. Well, is it really that much of a. Much of a product? Right. If it's like how much should we pay for uni these days? You know, I think I have a hex that like 40k. Like shut up people. And that does nothing. Like it has a coloring in pencil on there.

I'm pretty sure. Let's. I want to go through a couple of other lessons in the first. So sorry because obviously we talked about the transition to go to the high ticket side of things but what were some of the other lessons that made a big difference or pivoted you guys towards the success that you've got now?

Marketing Massive one. We wouldn't be where we are without our marketing company. Very phenomenal at what they do. Communication within a team. Super clear. You need to be super clear on what you want because if you're clear, they're clear. You can't really get wrong in the process. We a team of 25, I think so it's super clear and you don't. And the last one, you don't have to be an. You don't have to run your company like Jeff Bezos to be incredible. I run our company like these are my friends but they're going to go do what they need to do and we're going to have a good time whilst doing it because I want to enjoy the people I work with Basket of the Philippines and run half a marathon with some of these people and then we're going to meet up in a house and people go, oh, you get. But I don't want to be lonely. Like $10,000 and losing stuff is not worth that to me. It's. It's more about building the environment that you want to have. So for me that's super, super important to making sure people are really clear. So it comes back to communication yet again. So when we hire people, the word, the line I always go is like, you work hard. Like that's not a, that's not a question. That's going to happen. You're going to work hard, but you're gonna love the space you're in. No one hates working with us. The only people that don't make it can't cut it. So it's being very clear. And an example is it was this ship. They were hiring people to come onto the ship and they said, you will. There is a 98 chance you were going to die and not return. There was 98 chance, but there's a 2% chance that you will love it, that you're gonna have this magical journey. Right. So people aren't going on there thinking, I'm going to return. People are signing up, knowing they're probably going to die, but they do it anyway so that they're expecting it. So it's being super clear with that communication and just investing in good people makes a lot easier.

Yeah. 100. I didn't realize you guys have got 25 people now. That's huge. That's great.

I could be like. It could be more. I don't know. Let me have a look. I don't like to lie, people. If you get to know me, I will tell you the truth, whether you like it or not. Direct communication, you go, yeah, or 24, I think, including salespeople.

So let's talk about that for a second for the team. So at what stage did you start to outsource certain things? So obviously there's three of you or even what? Like, are you guys obviously super clear on who does what? And I don't know if that happened from the start or not, but is that pretty much how it went? Because obviously I think Paige does the. Or did do the programming side of things.

Jake pretty much changed now. Matt, it's completely changed now. We've outsourced our sales as well, so our onboarding. So it's yet again this redefining. Be really clear in your roles. When we started to outsource was when we were too busy in our sectors. Right. It's like when people get meal prep. It's the best example I can give. Are you actually just being lazy and getting meal prep and then you've got time to go watch Netflix, or do you generally have no time to do it so that you get foods delivered and it saves you time? Alex Mosey said this. He would go eat Taco Bell, which is like $4 or whatever it is, and that would save him time and get it back. Then he's not going to go watch Netflix with extra time. He's working on his business. So when we will very Much. And it's bootstrapping. Fit Tribe is a bootstrapped company. There is no cash injections, there's nothing fancy. It is hard work. And when you start your lean, think about being lean as long as you can and that will propel you so you can invest further into it. Being completely honest with you, I'm trying to think of the first person we probably bought on was a va. Didn't work out very well, but we learned about new ways to hire VAs, how to do it. And our longest term person, I think is Z. She's been with us for nearly two years now. She's phenomenal. She's like part of our family. She defends our company like no other. I'm so excited to see her in the Philippines. But yeah, it's just I think that was our first one and getting the right VA was super, super helpful and she is phenomenal.

Yeah. Awesome. So what was the VA doing for you? Was it admin with social media?

Originally they were doing outbound calls, which is terrible in Australia. Like don't get and I say this is so much love. Don't get Filipinos to do outbound calls in Australia. It never ends well. But now she's like head of our admin stuff there are solid.

Very cool. I'll just go back to what you said before around the marketing side of things because I obviously know you guys do a lot of ads and when, even when we was working together, I wasn't doing ads at all. I was doing organic. So can you tell me a little bit about why you guys do ads? And I suppose, do you do organic at the same time as running ads or do you just do.

You can't do organic do paid and if you can't do pay, do organic, it's good to have both. We are not very good at organic. Very. Being completely honest for you. We pay a lot of money for ads. I think like $33,000 a month just to give you a hindsight, like $1500 a day. I don't feel good saying that amount. But it makes sense though. When you know your numbers, it makes sense and you're less worried about it. But the second part to that as well is then once you've got one, it's getting good at the other. So now it's slowly getting into organic where it' of that domino effect where you have the trust built in one area and you can build the other area. So marketing, we just did it that way. It's like a cheat code, right? It's like when an influencer sells, it's like Kylie Jenner. Right. Youngest billionaire. Reason she sold out is because it's not because her product and her lip kits were better than anybody else's. It's because she was Kylie Jenner. Right. So she's got that cheat code going into that. We. We don't have that. So marketing is like that shortcut, right? It's a little bit of a shortcut. Jake knew how to market a little bit. But with the fact of it, yet again, it was like a year and a half and we made that decision to invest into Charlie and phenomenally change our assets on it. So, yeah, so it's always a different playing game. But my suggestion is, yeah, also be careful with marketing agencies. There's a lot of interesting ones out there. We're very lucky with what we have, I'll be honest with you. And Matt's laughing because he's had some experiences, interesting ones, but you can get beautiful ones that really produce great results. So that's why we did it organic, because we haven't mastered. And marketing can be controlled.

Yeah, 100%. I think every industry, there's some good eggs and some bad eggs. I think you just got to obviously do your. Do your research before obviously making a decision. As for what people do with business coaching for me, and probably the same for online coaches as well, people obviously will shop around a little bit as well. What about year two? So year two, so at this stage, you're 12 months in, I think you said you're doing about 20k a month within the first 12 months.

Yes.

Yeah.

Year two was where we invested in our first mentors. So that was mentor year. So that was a year of trialing different people for that, politically correct as I can, and finding our people and finding the people that inhibited what we wanted to be. So it's not in when I say this, when you get mentorships to grow, because that's what you need at a certain point of business, you can't do it by yourself because it's like unless you strike lucky, which people, I think just think they're magical and they think they're better than everybody else. Fit tribe. We have no ego. We work on. The fact is that if you're better, you're better. I don't care. Like, I don't care if I've trained you or someone's. If you're coming in with a better idea, it's better. So when we bring people on, what we evaluate now is if it's the same values. Especially with getting. It's no point investing in like someone say like Alex Mosey if you don't share his same traits, there's no point. Or they get a GaryVee if you don't want to work 247 like Gary V would be the worst mentor in the world for you. Whereas a couple of the mentors were brought on have completely wrong values. So it's, it's different. It's different comparison. So finding the people but every single person you invest into will make you better somehow. Make you better somehow in communication with knowledge, with growth, with meeting other people. It's connections that way. So the year two was all about upskilling ourselves in every area. So it was about investing in the right mentorships, learning what to do, learning how to be better at sales, upgrading our programs. It was all about just upskilling every part of it tribe. That's what that was. What year two was just an upscale year. And when you look back at it now it makes sense. But it's also hard to take those plunges because sometimes rentals aren't cheap. But they're rightly so. No mentor should be cheap. They're a good mentor. They're not cheap. Is my best, my best option there. Because if they are, why.

Yeah, 100. 100. Agree. Like you obviously get what you pay for, so that's awesome. So obviously year two is obviously full of mentorship, which is beautiful. So talk us through year three. So where are you at after year two? You're doing about what, 50, 100, 100k months at that stage?

Yeah, it was, it's. Well, we're heading into year three being completely honest with you again is that we were looking at bringing a sales mentorship on but we weren't paying ourselves on time. So just think of like even at a business it's still not like, oh my God, you're making this clear cut money. Right. People don't realize what things go into. So we're still trying to keep our head above water, keep things going and keep things moving. But it's a lot of grit. This. Right. I get emotional about because we. It's like the, that cartoon you see where two miners are below and above each other and one keeps going, they keep going, keep going and then they stop and it's like the pot of gold's right there but they walk away. We could have done that at every point and no one always said boo. But then there's that one person that goes below you and they Just keep going just a little bit longer and they hit the gold. At those stages we were doing well, we weren't doing great. There's always that question of if. So it was like hitting the right salesman tool. That was super important. And then from there it kind of spiraled. So we went just like it just kept going. And from there it turned into 800s. And then for the year, yeah, year three, it basically ended on one of our biggest months. But then you can see the trajectory of everything we've learned from the past two years of literally earning nothing for six months by the way, like just to be clear, like you need to be willing to eat nothing. Everyone wants everything but for nothing. So it was learning about that. So by year three, we had given our heart and soul. We were reaping what we had. So we had reaped what we had sowed and keep going up to there. So yeah, so the year three was about just up. It was a. It was about finding out what we loved, finding out what worked. And it's funny, even coming into year four, we have fixed so many parts of our business that we didn't even realize were issues especially with the sales taking over, the marketing taking over. We have leaned out this business so much, phenomenally so and bringing costs down and it's things that you don't be aware of. But that's what year three set us on the right path. And now year four is about making this a machine, a well oiled machine where it's yeah, 100k weeks.

That's awesome. It's been so good to see the, the journey. I suppose for the people that listen to this podcast, they're probably still starting out or they're wanting to start out for online PC. So do you have any, I suppose any advice or any tips in terms of how to get started?

Yeah. Think of this like a uni degree, right? You pay for a uni degree, what, 40, 60,000. I don't know what this uni degrees I don't mind was ridiculous. You pay for this to, to literally hope to get a job right. Say if you invest the same supplementals and give yourself cheat codes and took you three years, you need to know be patient. That's my first thing. Be patient and find someone who's done what you want to do and copy it. My best, best advice, if you want to save yourself years, if you want to save yourself heartaches like we did in questions. If someone's done it before you, why would they not do it? You're not better than them. Shut up. Shut up. Benjamin from Newcastle, who notice how to lift a squat. Shut up. Like, it's so ridiculous when people go, oh, but I'm slightly better. Who cares? Like, I don't. I have like, put your ego in your back pocket and you'll be fine. If you can willing to learn and sit up and shut up, you will earn money faster. Trust me, faster. I have zero ego. I don't care. I don't care. If Benjamin from Newcastle comes in and says, oh, this we really need to implement for squats, I'll listen. I'll be like, hey, you might be really good at them. What's wrong with mine? And I will adapt and change. But that would be my biggest point of advice is that find a cheat code if you can. Invest in mentor, if you can. It would save us a year. It probably would have saved us a year. But in that same breath I wouldn't have probably met the people I have. I wouldn't have probably learned the lessons I had and maybe made them later when I had more money, which no one ever wants. So go into it. Know it's going to take time, but yet again, so what? Like, so what? What if it takes you five years and this is where people go, oh, it's only 10k. 10k a month, are you joking? I get so annoyed with people where 10k is no longer seen as something amazing. Tell me what job pays you 10k to sit at home and help people? Shut up. Benjamin from Newcastle. I don't know who he is, but I've made him up and I really have despised him now. But I think that's the thing. Just know and be grateful. And any other job is paying. If they were paying you $2,000 a week. The only ones that I know do that, like FIFO work, their lives suck.

Yeah. I was actually talking to someone yesterday. He's like, I just can't do this job anymore. I was like, what do you mean? He's like, oh, personal. I'm back every single day. I'm waking up at 4am, getting home at 6pm like, who wants that type of life?

Yeah. And I think it's just be grateful. Like if you're earning a wage from doing something like this and it's 1500 bucks a week and that's what, like $6,000 a month? You joking? It's that freedom that it comes with it. That's still a job. It might not be hundreds of thousands, but be grateful for every step of the journey. Be grateful for Every client makes things easier.

Yeah, 100% agree. So that was really helpful, by the way. Just, just going back to the sales side of things because I know you're, you helped me really, really nail my sales script when we were working together. Can you give us some, when you were saying before about this, the sales script in terms of how you present the, the product or the service, can you give us some insight into what you mean by that or can you go into a little bit more detail in terms of what people could do to if, for example, if they want to transition to like a higher ticket option? Because a lot, a lot of personal trainers will be like, oh yeah, you know, it's XYZ for 6 weeks, 8 weeks, 12 weeks. Whereas obviously you guys work on more of a long term commitment. So have you any advice or any more tips on the sales script side of things?

Vestedimento. It's my first thing. I'm not going to solve your sales script in two seconds here, but your best sales script coming from there is your confidence within your product, how you speak. And if you don't know why they want to do it, you're never going to get them. So especially you have to think as well. So say with us, we have a lady that wants to lose 20 kilos. You cannot do that in six weeks. It's impossible. And if it is, you're going to be on a horrible diet and they're going to be eating rice and beans and no one likes that. So where you need to establish is, do you have pain? You don't have pain and you don't know why someone wants. And this could go to any sales script. You don't know why they want your product, whether it's software, whether it's training program, whether it's mentorship, whether it's money, relationships. If you don't know why someone wants something, no matter how good you are at closing, you will never close it because there's no reason to close them. So you need to establish pain to have a result. And then at the end you need to be able to tie their pain in with what your product is. So for an example, we didn't do a sales pitch on that. It was kind of like you need help. But if we were to do a sales pitch and someone came to us and they said, I want to grow my business, beautiful thing is, okay, where to? What's your business look like? Like, oh, okay, yeah, I, I want to be able to earn $10,000 a month. Okay, beautiful, go. Why? What's what's. Why $10,000? Oh, it just sounds good. You could leave it at that. Hey, purpose sounds good. Well, my program is xyz. If you went another level and you said okay, but okay. I love that you think it sounds good. Phenomenal. So does. So does a hot fudge Sunday at Mackie's. That sounds phenomenal. But why? What. What will $10,000 do for you? Well, it would replace my income. Okay, well, what do you do at the moment? And you can see how it will keep unraveling and you'll establish a pain that you can put in and guarantee in your results. Now, if you can't guarantee it, don't be an asshole. But if you can guarantee, you know, your product works, tick. If you have no one test it out on some people, if you test it out on two or three people and you get them amazing results, you'll have the best referrals ever. And then you can start implementing it. So if you feel like you're nervous and you don't know, try.

Love your work. And then in terms of you and your business, now is it more. You guys are more creating the lifestyle that you want? Obviously sounds like you're outsourcing a lot of things, which is great.

So it is. It is incredibly strange. I'm turning 30 in March. I'm turning 30, and I always said I'd be a millionaire, but I'm 30. And I am not wrong. But on top of that as well is that it's not about the money or earning. I have a very young family. It's phenomenal what it gets to do. So with it, it gives me space to choose if we want to mentor a select few people or if we want to go into our sports. But it's also the times you can also double down and keep growing. But when you get to a point of choice, it's a luxury, and we don't take that for granted. Choice and time and money and energy, it gives you choice in a lifestyle, which is phenomenal. And as I said, if I died tomorrow, I've done everything I always want to do.

Well said. Well said. Yeah. I think just going back to the reason why I wanted to work with you guys. And by the way, you guys didn't even need to do me a sales pitch. You just needed to tell me how much it cost. And I was like, yep, no worries.

I think. I think this is the beautiful thing about it, is that if you could just say what you've done wouldn't even really. I think Jake Just met you. Met you. And he was like. And then he was like, came home. And he's like, matt needs a lot of help with things. And we're like, sure. He's like, do you want to do this? I was like, I love talking to people and helping people. Why not? And I think that's a beautiful thing. Sometimes passion can come from you just loving what you do and I love what we do. And that's the beautiful thing. If you have that choice, do not be selfish with it. If you have the choice of you get to help people every day and that's what you wanted to do and you're earning it. Phenomenal. Be grateful. Shut up. Benjamin from Newcastle.

100%. Literally when I met. Met Jake literally for the first time, he. I basically asked him a couple of questions regarding ads and we basically identified all these things I was needing help with. And I was like, well, why don't you just help me? And he's like, I'll talk to my wife and we'll figure out what it would be like. And I was like, yeah, that's fine. Just tell me what it would be like. And I'm in. It was, it was super easy.

I think it's really cool. But it wasn't even the ads. I think it was just all those instrumental things in your business, which I think is phenomenal. And you have a phenomenal program. It's just being able to deliver it to people in the right way. Why would you not?

Yeah.

Sends to me.

Yeah. 100. And it's just crazy. Like if we didn't have that conversation, who knows where I'll be doing now. I'd probably still be doing face to.

Face pt, the gym, that going. I might go online. I might do this. I love going in and wasting 20 hours of my day. This is my accent from that. That's a terrible imagination. That's my favorite thing. And people like, I don't mind. I'm like, it's a, it's a safety net. It's a comfortability. Right? But it's like if we worked out, right, that even if quarter your clients came with you and what you were doing is like, well, you're earning the same amount. It doesn't make any sense. And I think that sometimes when you have someone from a different angle literally give you a slight slap and go, matt, Matt, what are you doing? This makes no sense. And I can imagine it was like a, it wasn't a five, but every time I was like, have you gone off? Are you online? Officially, it's like, October. Why, like, what are you saving yourself here? It makes no sense, but you've got to be when you're ready. But having that person to slightly nudge you and go, all right, now you look ridiculous. That's what. That's what someone's good and has your best intentions for works well.

Yeah. 100. And my final question for you, because you guys are very specific with who you work with. So, like nurses and teachers for, like, obviously a lot of people starting out online, do you suggest being super, super specific with who you're going to help or do you just try and help as many people as you can?

Maccas is cheap because it services everywhere. Fine dining is not for everyone and they can charge more.

What a good analogy. That was good.

You pay for unique.

It's.

You're to think of someone who specializes in something they don't work with everybody. If you want for everyone, you're for everyone. But if you're select and you pick it, why would the swimmer who finds someone who coaches ex swimmers to lose 10 kilos, which, by the way, the great niche. Because every swimmer gets overweight 10 kilos in 12 weeks. Why would that. They then go with the person that's just at the gym and says, I can help you get your goal. Who are you choosing? And people go, oh, there's not enough people. Go outside. Go to a cafe on a Monday. I'm always surprised how many people there are. Go outside and you'll be like, there's a million people. You are never going to run out of people. It's not, It's. It's a fear I think we've got in hell that you're going to not get a sale. The more people you restrict is getting access to an exclusive club that you want to get access to. It's like, oh, but I want to. Right? You might want to service them, you might not. But if you select yourself and then you have a beautiful community of nurses and they're like, hey, this is just for nurses. Get the fuck out. You've created something wonderful.

Yeah, well said. If people want to follow along your journey, whether it's Fit Tribe or yourself, where could they find you?

I really need to get better at my own social media. I was and I wasn't. Fit Tribe guys, follow my business. It's phenomenal. If you do, it's just Fit Tribe underscore official. You'll see Jake and myself on the pages a lot. I am going to start my social media up again of March I'm just in a massive training block at the moment. But, yeah, just Jake. He's very good. And our business page, it's my baby, so follow along with that.

Awesome. Thank you so much for your time.

Bye, man.

Bye.