This is a YouTube video titled "Get A Sales Job With No Experience" containing a monologue-style discussion primarily by one speaker (SPEAKER B) with interjections from others (SPEAKER A and MARCO). The content, recorded in June 2022, focuses on the speaker's personal experiences and challenges in the fitness gym business, sales strategies, and mindset around achieving sales KPIs. The discussion includes anecdotes about difficult sales environments, managing gyms, and the importance of systemizing sales activities. There is no indication that Matt Ryder is a participant in this conversation.
Put that coffee down.
I had a Slumdog Millionaire. Ten years of like what I would consider looking back fairly difficult. Like work, life, money, the whole thing. It was 10 years of absolute grinding to be in a position where like I have enough back end knowledge now without any like real traditional learning around stuff. But like I ran brick and mortar. Really difficult business model. I, I went from having like one gym to them being like the sort of part owner and essentially like the chief revenue officer for lack of a better term of like 18 gyms. I had 100 full time staff. So I was constantly problem solving the marketing and the sales of all these different things. And then I was training sales teams because I, but like I could do it. But then I had to figure out a way to translate other people to do it. And then James was doing that with me at that. And then I always had the hardest gyms. So like the gyms that I ran were in like horrendous areas the, that were just like, like that it was just all people who didn't give a. About fitness. Right, right, right. You know like the one I ran in, in Rockdale was like heavily like Nepalese community. And like I got along with them great but like they just didn't have a. There was just not a cultural of.
Going to the gym.
We love fitness.
Yeah.
And so like the ones that we did get like it was, it was a very hard. I'm talking 45 minute sales for $97.
Yeah, right.
You know what I mean? Whereas now I would probably wrap that up in 15. But like it took real and Marco sold in that one too. And it was like that was tough like that. He really enjoyed it though. So he was, you know, it's funny story, he was calling people like 10pm at night because nobody would pick up ever. And so he just started calling people.
At 10pm that's like family emergency.
Yeah.
Fat.
He was triple dial. They were like what's happening? He's like, hey, this is Marco, you're fat. So that was.
It's a 24 hour gym. Get down there now.
Yeah bro. I remember this. I remember this one time we had a crazy guy. He was directly across because we're on the second floor. He's directly across balcony that. And he, he was like, hey, can I come over? I was like yeah, sweet, come over. And he was saying how he hated he had tits. This is his word. He's like, I got bitch tits. Like I want to get rid of him. I was like yeah, sweet sign up. And he Was like, nah. And I remember every day I'd see when his balcony. I go, how those bitches gone, bro? I like them.
I've decided to keep them.
That was a weird gym. The.
The. The.
The adjacent, like the direct neck. We shared a wall. One day I was in the office and I look up and like, swat. Yeah, right. And I'm like, hey, boys, what's going on? They're like guys holding his family hostage. That. So this is the area that I was in. Okay. Right. There's housing commission. So it was really, really difficult sales. And then so. Because I kind of cracked that nut, like I taken those systems. Then when I started opening gyms, it was so hard. It was so difficult. The KPIs that we had were so unrealistic, but we had to hit them. I remember one time they called me, hey, can you. Can you do this? This is your KPI. I was like, oh, it's completely unachievable. And I go, that's a bad mindset. I go, what's not? I just go. If you have a look at, like statistically over the last last year of everything that we've done, that would involve me doubling the rate of our best month.
Yeah.
I was like, that's just statistically so unlikely. And they go, well, that's what you have to do. I go, okay, okay, okay. I can accept that, but just don't forecast off it.
Yeah.
They go, no, no, no. I was like, no, no, no, no. I was like, you can say that means your KPI, that's fine, because you could use that as a way to fire me. Like, I understand how business works, but do not forecast off this.
Don't expect me to achieve it.
And they go, no, no. I go, no, do not fucking forecast off this. You can set it as my KPI, but do not put this in the budget.
Yeah.
And they were like. Anyway, they just. They're insolvent now.
Yeah.
So it's off topic a little bit. But certainly I think you expose yourself as an uncredible person the moment you give someone an unreachable deadline. When people do that to me, when someone says, hey, I need this tomorrow, and they know work here well, but they know full well that just can't be done in that time. I'm like, I will never do that for you. Like, it is because you, you.
You're stupid.
Like, you've exposed to me that you don't understand logistics. And therefore I will. I will not be working with or for you.
And it even. It Just makes you like, well, why would I try?
Yeah.
That's the point. It's statistically done.
Yeah.
Cannot be done.
Yes. It's like, oh, well, like. And I just remember getting off that phone call going like, hey, like, I'm. I'll do my best. They go, you get a headed. I go, almost definitely won't. Yeah, that. And they were really frustrated about it, but I was like, it's not gonna happen. It's like, not a mindset thing. It's just a factual.
Yeah.
Thing. And then I'm getting pretty close.
Yeah.
Like. But again, like, what I had to do to achieve it was so unrealistic in the terms of what anybody else would be willing to do who wasn't a quote, unquote, owner. Right. Because I considered myself an owner, even though I owned a small percentage, but I acted like an owner.
Yeah.
You know, but anyway, so all those things combined and then going into the commission on the sales realm, having all that background, all that objection, handling all the events, volume of sale, and sort of like having to pay for the leads, you know, from being an owner, like, taking that upon myself to be like, well, I'm paying for these leads, like, I need to fucking do something with them. And then I took all that mentality to, like, commission only sales.
Yeah.
And I was like, well, I'll just do the same stuff that I've always done.
Yeah.
But I did the same stuff that I did when I owned everything. And I. And as I started to do that and I was just like, the more I systemize and dial in all the numbers and the more, like, I can figure out what all my acceptable ratios are, then I can, like, move on to the next thing. It was just like, it made my life easier having, like, okay, well, if I have this, I'll do this. I have this. I do this. And just mapped it out. Because, like. And this is mainly when I was in Perth. Like, I had just very specific hours that I could work because we had the kids. And.
Yeah.
I just didn't.
Life.
It's life. So I was like, I'm not gonna work. I can't work from 5 to 7, you know, so all those kind of things. I did that crazy time for a while when I was trying to make, like, tons of money just to prove that I could. But, like, around that, when I was doing mainly Australian accounts, like, I would work from.
Yeah.
You know, I'd work from 8 till 5.
Yeah.
That was it. So it's like, well, if I've got the 40 hours a week or whatever it is. Like I need to maximize it. And I think that's what a lot of sales guys don't do, is they sort of like twiddle their thumbs and, you know, they don't. They don't do, like, revenue generating activities because they never run their own business. They don't realize that they are their business.
Put that coffee down.
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