Sales in the Fitness Industry - CIFC Episode 141

Hey guys, welcome back to another episode of Coffee is for Closers. It's me and Matt, the real guy whose name is on the sign. And today we're going to be talking about fitness sales. Gonna sort of aggregate a bunch of YouTube question questions and you're gonna answer them.

Okay, that sounds good to me.

Roll the intro.

Ex special forces sniper turned entrepreneur, I've scaled numerous businesses to eight figures. My name is Matt Ryder. This is my podcast and I'm telling you to put down.

I'm going to aggregate a bunch of the questions that we get. Something that has been brought up quite a few times on this podcast and others, you know, and, and the. In the zeitgeist of the sales industry is that a lot of the sort of really high performers, some yourself. Many of the guys that work for us here come from fitness and so I think that that's I guess pretty obvious. It's a very high volume sales process. Selling a product no one really wants. You making people give up things they like and they really.

Physical pain.

Yeah. And the, the results are not anywhere near immediate. Their life like, you know.

Yeah.

Losing weight is not something that really people value that much and once they've got it, for sure. But the process of getting it so it's a hard thing to sell. So we're going to have a whole episode revolved around fitness sales.

Yeah.

If you were to start a gym today, what would that look like?

Well, we talked about this earlier. I would take out a hundred thousand dollars cash, put enough, put it in a bin, set it on fire and save myself the money. But if I was forced to. Yeah, I would definitely do a.

So let's give some context to this before you do.

Yeah.

I used to own gyms.

How many? It was like 18 or something that you got started like.

Yeah, yeah. So basically I had my own and then I started another one. So we had two in Sydney and then from there the business coach in which I was working with kind of asked me to come into the business and help grow them. He had like five at the time. And then from there what we did is we grew it to like 18. So and my main role was like, besides like acting as the guy as what I considered to be the voice of reason in the boardroom.

Right. Yep.

Although I was never listened to was just to start them, so was to open them. So my move, sales and then from there I'd run like the first few challenges. So we would do a 28 day challenge model which I think is probably the way to go to open a gym release. I don't know of a better way. So you do like a short term challenge. So what we would do is I would get 500 leads. From that, I would have to convert 200 sales.

Okay.

Which is pretty difficult. Like 40% of all leads turning into sales. I mean, like, you'd be lucky to get 15% of them on the phone like these days. And even back then, it wasn't that easy. The amount of volume you had to do, to call it just to get the people to answer, it was crazy. But. And then from there, what I would do is I would run a challenge. I would get anywhere from like 160 to 220 people into the first challenge. So basically the gyms had a capacity of like 250. So we were full day one.

Okay.

And then from there, at the 28 day, you try and retain half. But at week two of the next 20 of that first 28 day challenge, you'd start advertising for the second one. You'd have two week of sales and you'd try and sign up half. So you go from say 200 on the first challenge, 100 would drop off, but you would have signed 100 into the second one. Right. And then halfway through, you do the third one and your goal is to sell 50.

Okay.

And then you go this. To sell 25 and then 25. 25. 25. 25. Basically, like forever.

To the same people?

No, to like new people. So you resign half.

Yeah.

Into like a 16 week or six month contract.

Yeah.

And then from there you, you would lose half, ideally. And then you just sign new ones. So that was the idea. Right. It was 200, 150, 25, 25. 25. 25 seats. Not 25 new members a month. And you'd stay full. Yep, essentially.

So with the, that model of like, challenges to bring in a huge amount of people, where'd that come from?

I don't know. The guy who was running it was Travis, Travis Jones. So he was like the marketing guy. Very, very innovative.

But.

But you were doing that back in the SigFit days, right? Like before you were doing it with those guys.

Yeah, but like, Travis taught me how to market. So he was that very first business coach that I ever signed up with. And I stayed with him for like a long time. Right. But like the, for example, like, I created some iterations of it that then got put into rbt. Like I created a, a sports model project some of you might have heard of. Hattie Boydle sports model project. That was my idea. So I did the first.

And you had the guy on, on the show, right?

Yeah. So I did the like, coach terrible. But I was business, basically. Sales and market. I won't say business because I was terrible business, but sales and marketing coaching. Okay. Nick and Flex, who are running the gym. And I was like, hey, you dating Hattie, right? It's like, yeah. And I was like, well, how he's kind of like an up and coming world, like soon to be world champion bikini model. I was like, why don't we just use her as the face? That seems like a good idea. And I was really good at Facebook ads back when it was rogue. Right. I wouldn't know what to do now in the realm of it, but I was very good at it. I got really high click through rates and I kind of figured out the analytics of like what you needed to change in order to get a better outcome. Right. And then so I ran the ads for the very first, like probably the first six months of the sports model project and then handed it over. And that's still going. And now we do the sales and the marketing today.

Perfect.

Yeah. Yeah, it has.

Yeah.

So let me just unpack that process a little bit. Because you just go through that like.

Boom, boom, boom, boom, boom.

This is what we did. But let's sort of draw it out a little bit.

Yeah.

In that you have the gym already and in, in some instances you did it to actually launch the gym. There was no gym to start with.

It wasn't even built yet. Like a lot of the time, like they've got, can I come in and see it? I was like, have you got a hard hat and steel toed boots?

Yeah.

Right.

If not, no, you can't.

Okay.

But I can send you a photo of it being built right now.

You could imagine what it's going to be there.

Yeah.

But people don't care. People used to ask me questions like, well, what's the equipment? Like what's your preferred brand?

Yeah.

And they go. And I go, does it really matter?

Yeah.

Does it really? They're heavy.

Well, we saw that, right, with what's his name?

Yeah. Lyft.

Yeah.

That was premium equipment, everything.

Yeah.

And he came to me at the beginning and I said, that seems like a bad idea.

Not that, I mean, I think it, like there's a certain personality type that wants to use fancy, but it, the.

Difference is the mistake that you can't make as a gym owner is, is fitting out the gym that you want.

Okay.

You have to Fit out the gym, like, for the model of training in which you want.

Okay.

And so, like, that's like the first. The first iteration of SigFit, which is the gym that I like. The first one, it was an Olympic lifting studio.

Yeah.

Like, it really was. Had like two platforms and reverse hypers and fudgeing, all this crazy shit that nobody could use.

Yeah.

And we had one of it.

Yeah.

It's like. And then you're trying to do group training classes, so really all you can do is like a circuit of these overly complicated exercises that no one's ever seen before. Can do correctly.

Yeah.

So. And then from there, by the end of it, I'd scrapped all that. And I just had cages everywhere.

Yeah.

Like nothing but cages.

Yeah.

And my business partner when we first started said women would be intimidated by cages. And I said, I don't think you're giving women enough credit. I was like, I don't think they're gonna come in and see a black cage and be like, they're raping everyone. Oh, Jesus. You know what I mean? Like, I was like, what do you think is gonna happen here? So, but yeah, any. By the end of it, it was just cages. And that's how we got it to make money. Because you have to sort of consider every square meter of space. And the real metric of what creates a successful gym is inflow, outflow. And how much money per square meter can you make of that? Of that, of that gym floor?

Okay.

Like, you don't want an office in there. Yeah, don't need one, bro. Yeah, right. Like you don't need one. Like, if you can avoid having toilet facilities. Like, if you can get a place that has shared or common toilet facilities and you can just have like the smallest change room area or not even have that and say, hey, you come changed. Like, that's the way it is. Right. The more you can put that stuff in and maximize every single square inch of that place, you have a good chance of making some money.

And it seems to me like you guys kind of started out as a, like, come here and train. It's a. It's a gym. Come and do your own thing. And then realize that's not the model. Right. It's group classes. That's where the money is.

I actually think. I actually think the money's in small, small group. I think the money's in four and one.

Four on one.

Yeah.

Because for four on one, you can charge one on one prices.

Okay, yeah, that's a good point.

Right.

Okay, so you can just quadruple your cash.

Yeah.

So I think, like, the gyms that I've seen that have like, made money money are small. Like, I'm talking small places that are like, look really. That look nice, that feel high end. Doesn't mean you have to go and spend $50,000 on toilets and shit like that. And. But you just do it, right. Get it professionally painted, you know, I mean, have it look nice, you know, get all gear that matches, stuff like that. Not expensive, but all that matches. And then from there, like, you can have kind of a premium feel to it. Get someone to design your logo, use, like luxy sort of colors and get a really good name. And then from there get. Get a location that's cheap. And for fuck's sake, don't do it in Sydney.

Okay.

Yeah, right. Like, do not do group training studios in Sydney.

How come?

It's too. The rent is too expensive.

Okay.

Right. Or go rural.

Okay.

Right. Where there's just not much competition around. So the problem is, if you try Sydney, like, Virgin will destroy you. Because Virgin has group training every day, all day. And it has, like satellite gyms around now.

Yeah.

You can just kind of go to as part of your membership.

Yeah.

You're going to be destroyed.

Have you seen the fitness first at Mossman, what they've done there?

No.

So downstairs, where there was an art gallery turned into a Pilates studio. And as they were still fitting out the Pilates studio, the fitness verse ripped out the crash and turned it into a Pilates studio.

Savage.

Just to crush them, like. And. And it seemed to me like, because they were handing out flyers to people kind of where their studio is going to be, but as people leaving the fitness first. Right. Because you go down those escalators, there's no other way. And they were handing it out there.

It's fair and love and warm.

And it seemed like the fitness first were like, how dare you? And. And they just, you know, more money, more capability, just put it together, like, super quick, filled their Pilates studio and they're like, why? It's part of this membership.

It's free.

Don't start one down there.

Yeah, yeah.

You're already paying.

So I think that is one of the hard things, right, is like those, like, you're messing with the big boys because they're a huge, like, they're owned.

By, like, most of them are owned by Quadrant, which is like one of the biggest private equity firms in Australia.

Yeah.

Southern hemisphere.

Yeah.

You're not going to compete with them.

No.

And it's not to say that you can't like run a really successful business like as a. Because there are plenty of them. But like I don't think Sydney's the place like is even if you like just commercial real estate. Like for example, like so we had like seven gyms in Perth and like the biggest, most expensive one was like a fifth of the rent.

Okay.

And also like what that also equates to is cheaper labor. Like the guys in Sydney had a 65k base plus they had comms and stuff like that for making sales. Right. The guys in Perth had a 45k base.

Okay, that's interesting. I thought Perth had higher wages there.

Well, the cost of living is. But like I mean maybe the average or the median is higher because you get these.

Yeah, yeah.

You know what I mean? But the cost of living in Perth, I mean I know people like I had a four bedroom house with a media room on a eight on a 900 square meter block that I completely renovated with a huge front and backyard that was gorgeous. The living room was 100, 180 square meters. I rented it out for 660.

That's crazy, right? That'd be $2,000 a week minimum.

Oh like dude, the house I just moved out of was three and a half thousand a week. Yeah, you know like crazy. And like, and like I know a lady who was living in a three three by two in a beautiful area for 300 bucks a week.

Yeah.

So like you don't. It's just cheap. Yeah, it's a cheap place to live.

Okay.

Like the groceries are 18 cents more.

Yeah.

Okay. So location, you know, the, your rent is your biggest overhead in a gym. So like location super important. But now I imagine most people listening and that are interested in fitness sales already have the gym. So they're doing what they're doing. You reckon that the. Yeah, sorry, you reckon that the, the best model is still small group fitness.

Yeah. So what you want is you want like, I think you want like probably a boot camp element where everyone can come in on like, you know, we have a couple sessions a week that are basically tied into your membership to give like the false perception of volume.

Okay.

You know, or not at the real perception of volume to be honest. So you have like that and then from there you have like your four on ones. Because with four on ones you can keep people really accountable. Like the more people you have, the more admin you have.

Okay.

That's when things start to blow out because you start needing people to Service admin. So like you think about it like you can easily charge 100 bucks a session for a four in one. So you're making 400 bucks a session. You know, whereas in like an eight on one scenario you're, you're flat out charging 20 bucks a session.

Yeah, yeah.

You know, so like you're, you're a higher end service. You're going to deal with people who want, who, who can afford and want the more one on one type stuff. But they're going to get the volume through and they're going to get a bit of a community through a four on one feel.

Yeah, I was going to say they're probably like business aside, it probably is a better service. The very small groups. Right. Because people sort of self motivate, they motivate off each other.

Develops a bit of, well you have the same group. So what you do is you, you fill a timetable.

Okay.

Fill a time and then you open up the next time. Then you open up the next time. Then you open up the next time.

Okay.

So it's not like like that is their time and they're locked into that and they pay for that whether they're there or not. So like if they don't come or if they take two weeks on holiday, they have to pay 50 in order to maintain their spot or I'm going to fill it with somebody else. Then you got to start training at 5:30 in the morning.

Yeah.

You know, and people have no problem with that. Yeah, those people have no problem. The people who pay you 50 bucks a week for unlimited boot camp are human garbage. Like I, like I can't tell you how those human beings are to deal with.

Okay.

Like but the one on one clients and like the high end group clients, never a drama.

Okay, so.

So never.

You've made it fairly clear, sir, that they're the clients you want to attract.

Yeah.

Let's talk marketing to those clients. So you used to, you were killer at Facebook ads. And this is like 10 years ago.

I wasn't like I was known.

Yeah.

People used to hire me to do their ads for them.

Yeah. Yeah.

And it was so stressful I stopped doing it. Really? I was like sucks.

How come?

It's just like the, the I was one one dude running gyms, doing my own sales, doing my own marketing, do my own PT sessions and running a gym. And then like I was just like having to do other people's marketing. And if they were at sales it's like these leads are maybe you suck. I don't know, same leads I got, I'm doing all right. You know what I mean? So. And it was just a lot, it's a lot of tinkering. Like I didn't realize, like I was, I was a media buyer. Like I was a full stack. I just thought that that's what you did. But I was doing everything and it was common, different learning, different markets. And, and the way that I did it and the way that I still do it today is I did lots of content. It took me a while to put two and two together. The content made a huge difference. So what I would do is I segmented into male and female, right. And so what I would do is if I was advertising to men, I would only do 30 day cycles. So everyone had a break. Nobody was getting marketed to all the time. And then I would do these, like if the gym was here, I would do like a circle here. So I would, I would geographically target and then I would rotate my geographic targeting.

Okay. Like a flower petal moving around outside.

Of it so that like, no, everyone got a bit of a break. And then what? There was always like a 30 to 60 day content lead up to them getting ads. Okay, Right. So I would do like, like so I would do content, content, ad, content, content, ad content, content. But I was doing concentric circles. Oh my God. Right.

So, so what sort of content?

So like if I was training guys, like I would always give a name to the month. Like it was like bigger, stronger arms.

Okay.

You know, I mean, or get six pack abs or something like that. So what I would do is I would do content specifically to that and I would like someone I would sometimes do funny. Like I would like start doing sit ups and go. Like if I just keep going, I'll get more. If I just keep, you know, and do stupid like that and then kind of explain why this is never going to work. And that would get engaging because nobody was doing stuff like that. Or I would even do like blog posts and I would promote blog posts. Or we would do free downloadables. So we do lead magnets and like, hey, these are the top five guys. Top five ways to get bigger. Like bigger, like a bigger peak on your mindset.

And so were you paying for that?

Like, yeah, it's cheap though. Dirty cheap.

Yeah, because you weren't selling. So it was like, you know, just reach marketing. Yeah, Being in people's face, not selling them anything.

But I would warm them up to my face and the gym name and then I would advertise to them and.

So, so when people's experience of you is they look in their phone and they see there's that guy who, you know, was doing a bunch of curls and being funny, and they see that a couple of times and then three weeks later, that guy's pitching them something to sell.

Yeah, yeah. And it's usually some sort of low end, hey, learn how to do this or something like that, right? So. And then we'd call them and sell them. So, like, I was trying to do some trust building and content and no one else is willing to do it, you know, same as now. They just weren't willing to do hard.

Okay.

So I think that that is what's interesting, right, Is like doing content is hard. It is a pain in the ass. And I think it's not hard. No.

Yeah. But I think time consuming.

One of the things that's interesting from my point of view and not just in the fitness space, in, in. In everything and even in my own sort of industry and dogs, is that there's a fine line between getting out content quickly enough and the quality of it, like, and people, as people are starting to get better at making content. And, you know, maybe it's just the. What I get targeted with, maybe it's just the information that like, gets sent to me because I am interested in the higher quality stuff, but you can kind of back yourself into a corner. And I've seen quite a few people and. And like, I've kind of done it myself a few times as well. Where you make John say no, exactly.

Right.

Like, the quality gets so good that now it's like the, the lead times and the, like, it's harder to keep up with it. And then it's just the idea of just cracking out your iPhone and just filming something real quick.

Peter McKinnon, Chris Ramsey video. Chris Ramsey. I don't know if you know who he is. Makes phenomenal videos on magic and puzzles. Okay, great, like magician. But he also does, like, puzzles, right? A huge YouTube channel, Monster of a thing. And he's friends with Peter McKinnon because they're all fucking friends, right? Yeah, yeah, yeah. And his shorts go off like, I'm talking tens of millions of views in these shorts, right? He has these, like, interesting products. And he does it with his iPhone.

Yeah, right?

No script. He goes, hey, guys, this is a cool product. Oh, we do this, do this. And he goes, all right. Follow and share. Like that. That's it done.

Yeah.

10 seconds, right? A minute it takes him. Just no editing, nothing.

Yeah.

And Peter McKinnon was like, I hate.

You, but see, that's exactly it. So, like, he could do that.

But no, but his. But his main content is some of the most highly produced, incredible B roll. Like, he does the puzzles and he creates, like, a story around it and does these really elaborate things. But his shorts are just like.

Yeah, he still gets away with that. Yeah, yeah. And I think I feel like what stops people doing that is their own emotional barrier to that. It's not. And that's what stops Peter McKinnon doing it.

Yeah, exactly. And it's what tweaks out.

And not that I'm Peter McKinnon, but that's like, what I found is that.

I've heard you say you're Peter McKinnon.

I mean, I've got his bag. Yeah, I paid 800 bucks for it.

That's embarrassing. It's 6,800 for the signed version. Yeah, I would.

But. So I think that you can sort of back yourself into a corner a little bit with content and forget that, like, it's a volume game, not just a quality game. And. And, like, I think that sometimes you're better off. Like, depends on whether what you're going for, like, you know, big reach or highly targeted. Do you go for, like, you know, this take me four days to make versus here's me selfie style on the iPhone. But I think in gym fitness, like, that's probably the way to go.

Right?

For sure.

Volume is more important than that. Super high production quality. Oh, yeah.

You don't. You just don't need to do it. Also, like, the way that I would do it now is I would start a local area fitness group. Like, I wouldn't. It wouldn't be branded my gym. It wouldn't be branded me nothing. It'd be like Eastern suburbs Mums fitness support group.

Okay, right.

Because, like, what you want is you want to be able to monetize the whole day, which is the real trick, because most gyms are empty 90 of the day. You got two out. Like an hour and a half of chaos, maybe an hour in the middle, and then an hour and a half of chaos at night. And you've got all this time in the middle because it's open for, like 12 hours, right? So it's like getting the mums groups in and, like, even taking a dive on them. Like, sell it dirty cheap. Instead of 100 bucks a session, sell it for 25. You know what I mean? Like, but, like, and then build it up, and then you can start to increase your Prices as you go. But I would start, like local area fitness support groups. All you do is give information.

Okay.

And that's it. You don't pitch a. You don't pitch a thing. And I would just try and build that and build that. And I would run really cheap ads to it and try and get more joins and more joins and more joins. And then that's how I would, like, create awareness of it. And then from there I would just DM set my own sales.

Okay.

So, you know, people reach out for help and have clients or testimonials, but like, really subtly, like there'd be a way to do it. And Travis, actually, Travis Jones did that way. Like he had a Facebook group way back in the day, before Facebook, before.

It was a thing.

Before it was a thing. And that's when they were capped at 5000 people to be capped. Right. And he had two groups with 5000 each. Now she had one group with 5000 and it was getting so full. And he goes, hey, I'm going to do a more in depth group or I'm going to do more content. If you want to be in it, it's five bucks a month. And then he ended up with 5,000 people on that.

Wow.

And I was like, well played, well played. So he had that going for ages. That was like his first online training was like. So he's kind of like a. He's, he's a very. He's an interesting human, but very like, he's one of the few people that I would put against me if you had to make 100 grand, like a day.

Okay.

Like that he'd be like, he can peek and go, I figured this out.

You've said that a couple of times on the podcast. And it always gets comments of like, I want to know how you do that. Yeah, it's different for every situation. Exactly. That's why I've never sort of brought it to you as a topic, because I think that it would depend on the day and who you were involved with at the time. So let me stick with fitness sales. So you've got your gym. It's about to open or it has opened, whatever.

Yeah.

You are running ads.

Not.

Not definitely. Don't do a 14 day free trial.

No.

How come don't do free trials. Nobody ever converts.

Really?

Yeah.

It's just the people who are going to do free trials of shit. You got to make them pay.

Okay.

So they're paying from the job.

It's a dollar.

Okay.

Like my Recommendation, I think 28 day challenges work very well, but you just got to switch it up 28 days, 21 day, 6 week.

How come?

Because, like, you just say normal marketing principles. People get bored of the same message.

Okay.

You know, and definitely, like, I would stay away from bait and switches. A lot of the people. A lot of people run like free challenges, but you get the money back at the end, you know, if you do xyz, WQ and you know, sort of sell your soul back to them type thing.

Okay.

I don't like that. I think it's creates bad trust. It's also really difficult to. For like the salespeople to do that for a long time with conviction. Because it's a bait and switch.

Okay.

There's a model in Sydney and in Melbourne. I don't know if they're still gone, but that's what they do. And like, they do, like, it invokes dangerous dieting practices because if you lose 7 kilo, then you get the money back.

Yeah.

And these fucking people are just like, I'll starve myself to death for that 400 bucks.

I cause permanent irreparable damage to myself. Yeah, no, no. Bait and switch. But with those challenges, you used to have a prize, right? Like, it's a competition. The challenge.

Yeah. So there's a couple of different ways to do it. One of the ways that I wanted to do it, but I could never actually convince anyone to do it with me, was run like, get like 10 small group training gyms together who are not affiliated, but kind of run it all together because you can get what's called prize insurance. So where you can win the chance to win, Right. You don't win. So, like, I wanted to do a Bentley full of money, right? And it was win the chance to win a Bentley full of money. And basically the harder the odds were, the cheaper the insurance. So that you go like, hey, I'm gonna do a 4,000 to 1 odds, right? So you might have like a big spinner with 4,000 little segments or whatever. Like, say something, right? Or there's 10,000 ping pong balls and you pick up one and one of them has fucking Bentley full of cash in it, right? But there is a Bentley full of cash. It exists. It is right there.

Yeah.

And there's a bunch of other prizes, but, like, I'm not up for that bill.

Yeah.

Like, they're hedging. I'm going to pay them $7,000 for the insurance. And then if that person wins, hey, brother. They win. Like, I'm only at seven Grand. They're out of Bentley full of money.

I think that happened not too long ago on, like Today fm and Kyle and Jackie O had a chance to win. So it was a competition that led to the opportunity to win a million dollars. And it was picking a thing and it was like ridiculous odds in the person. One.

Yeah.

Right.

I mean, I'm sure it happens all the time and people don't win.

Yeah.

Because you can change yard, you can do 1 and 1 and 2.

Yeah.

But it'll cost you, like, literally all of it. Yeah, yeah, yeah. I mean, so you can just change the odds. So I wanted to do that. But yeah. So let's just say you're in the gym. So I like, basically I. I would do phone sales.

Okay.

I wouldn't do. The big difference, I think that I did is everybody else did in gym sales. Even Marco did in gym sales.

Okay, let's go back to that. Because you're going to sales and we haven't finished marketing. So you're marketing to people that you can do these challenges.

Yeah. You Facebook and ig. Yeah, like the only way.

And so you're telling them it's a challenge. You tell them the price up front in that.

No, no.

So that there is a challenge going on.

You never want to give price unless you're on a sales call. You never want to give price in marketing. It's a bad idea.

Okay. So, but the duration of the challenge, so 28 days.

Common, like there's usually an outcome focus. Right. So like, we would do, you know, back in the day, you could go rogue. You could be like toned ass challenge and you could do all kinds of rogue.

Yeah.

Have Steph Packer, the fitness model.

I mean, she was your go to, right?

She was my go to, bro.

Yeah. Yeah.

Steph Packer. Google. So.

Yeah.

Because she had like that kind of feminine sports model body.

Yeah, yeah.

Not like a sports model hardcore, but she was real feminine.

Yeah.

But yeah, so we do stuff like that. And like, and then from. I think if you can pair up with someone too, has kind of a level of influence. Like pair up with a guy who has a big Instagram following. Like, if you're in Sydney, contact Ben Abstacker. Right. He's pt.

Yeah.

You know, giant human being. Contact him. Be like, hey, can I run a challenge? You do the programming, I'll give you 20%. Right. You come in, run one session a week, show everyone how giant your arms are. Do it that way. Like, try and involve other people, make it interesting.

Okay.

Is what you want to do and then have an outcome.

And so from that marketing funnel.

Yeah.

How much information are you trying to get off people? Just a name and phone number. Name, phone number. Email.

Yeah. Then they go into your email list, they start getting your promo stuff. Probably three times a week is probably what you want to be sending.

Okay.

As long as it's good quality information because you want to be doing blogs. And then. Then they should go on to your content retargeting list. Right. So you should be running content all the time. And then those people go on to there as well as everyone who opts in. So whether it's the tag or however you decide to do it.

Okay. So you've got that information. Now we're going into the sales process now.

Call them.

Okay.

So you. How come you think call them, not get them in? Marco used to get them into the gym.

The drop off rate. So for me, right, let's just say I had, I had 20 conversations where people were like, yep, sweep, I'll come in. Ten of them would show up.

Okay.

And then from the 10, I sell seven. So I'm seven out of 20. I definitely get more than that. Just calling, selling over the phone.

Okay.

I get 10 out of 20. So like for me, or even 13, like it made no sense to me.

Yeah.

Because I was adding a friction point.

Yeah.

But I just didn't think would need it to be there.

Yeah.

And I'm like, well, I can just fucking sell these people over the phone. And I was one of the only people doing that. And people were like, that can't be done. I was like, but it is being done.

Yeah.

Being done right now. I do it every day. I've been doing it for years. Like this is just, it just made no sense to me. So what I started to do, I started to get them in and I was like, fuck, these people keep no show. And they're like 30 minute blocks.

Yeah.

I'm in the gym like this and it's like, what am I going to do in 30 minutes? I got to give them 10 minutes grace period. I can't start banging the phones again.

Yeah.

You know, and then sometimes you have three notions like, what are you going to do? Such a fucking waste of time. So just. And then I started doing like credit card, 20 bucks and you get it refunded if you come in. That people were so much more against that than they were just buying.

Really?

Oh, yeah. Fucking hated it. It just, it stinks of a scam.

Okay.

Yeah.

Yeah. Right?

Yeah.

It just Thinks of it, you know, I mean, so it's just a weird thing that people aren't used to where it's buying something. They're used to where it's like. It was weird.

I feel like now post Covid people are much more used to doing all the admin for just about everything without being in person.

Yeah. People used to be weird about giving credit card over the phone.

Yeah.

And I'd be like, it's a credit card.

Yeah.

Like this. It's like the safest number you can give over the phone.

Yeah.

No, like, like I think, yeah, for.

The most part that, that resistance is gone, I reckon.

Yeah.

It never. You used to be too much of a problem. Like it was a minority of people. It's something that sticks in your head. So you think it's wor than what it is.

Yeah.

That tends to be a sales thing though. But yeah, so I just get them in, call them, I'd sell them. Usually a sales call would last, I don't know, 12, 18 minutes.

Okay, so let's talk about qualifying a lead. You really, you're really looking to probably disqualify, not qualify because everybody's qualified and so everyone. And then they. What, what would it be? Like a peculiar injury or illness or something like that?

Like if you were worried if someone's got an eating disorder. I don't do it.

Okay.

Like if they told me they had an eating disorder, I'd say challenges not for you. Can't do a challenge with you. That would, I think that would be of a tremendous detriment to your mental health.

Okay.

So I would potentially get them into a consult and then have a look at like one on one and then be like, you know, group training or if they have some sort of serious injury, like if they let me know that straight away. But also the way that I would do group onboarding, so I would send them documentation to fill out and do a group onboarding. And any red flags, we'd pull them aside and say, hey, listen, like I'm happy to refund, but I, I think you probably. This isn't going to be to your help. And then I would sell them one on one. And they almost always bought it because I was like, hey man, this is a red flag for me. I think if we did 12 weeks of one on one, I could fix XYZ issues enough to where you can go into group training. Would that be cool? And they're like, yeah. And then they never stop doing one on one.

Okay.

Yeah.

Because once you start Doing one on one, as you know, you really don't stop.

Yeah.

It just becomes part of your rhythm.

Yeah.

You know, like I see my trainer three to four times a week. It's just part of my rhythm. Like I don't notice the money go out because it's just a, it's, it's a fully budgeted. It's just part of life.

Yeah.

You know, so that's why retention is so good in one on one, because you have so much like contact with.

The person and I think that that speaks to like when people do need to go on a break, that you keep charging them something. Right. So that it keeps flowing like you don't want to put an end to it because then it's hard to restart. It's like pushing a car, you know, like, only that the initial take up is so much harder if you can just keep it moving to get it going fasting again. It's super.

What I did for all my one on one clients, if they went away for two weeks, they would do more before and more after.

Okay, perfect.

That's basically what it for everybody.

Yeah.

And then I actually had it when I wanted to go away, I had a trainer that I would do a contra deal with. So I'm like, hey, I'm gonna have a two week holiday. I pay you nothing to do all my sessions and you eat a big fat dick for two weeks. You work 90 hours a week for no money. But I'll do the same for you.

Yep.

And then it's like, sweet, man. That way you can go on holiday as a trainer. You don't. You can still get paid. Like you're regimented.

Yeah.

You pay.

Yeah.

You know, and that's the way to do it. And then like charging people more frequently. Like I was never a fan of like 20 packs or 30 packs because like then you've got to do all this reselling. Whereas if it's just a weekly debit. Weekly debits, really good.

Yeah.

Stay away from monthly, do weekly. Just bang, bang, bang, bang, bang, bang, bang, bang. Just. You want to be part of life.

Yeah.

You don't want to be a surprise, just part of life.

I think one thing I'll add, and I know this is probably bad business, but good mental health and therefore staying longer in the business is like, I've always avoided selling big packs, not just because of the big money outlay.

What if they're.

Yeah, what if I want to fucking get rid of them and they've bought 20 sessions and you're Like, I got to put up with you for 20 hours.

Yeah.

Like, I can't do that. So I want to be like, I never sell more than a few steps ahead until, you know, like, oh, we're good. And then you can go recurring.

Yeah.

And that's probably bad business, but holy shit, it's better for you.

Yeah.

I know a guy who sold 100 packs. Savagery, bro. Savagery. Like, if you're really good at budgeting, I suppose you could do that. But he wasn't terrible. He loved it. He loved the Colombian whites.

So this is my, my next section I want to talk to you about is you obviously were very good at that then. What would you change now? Now that you're infinitely better at sales. Really. And have a much different skill set to what you had then. Because then you're just grinding. Like you were probably in the early phases. You were probably good because of the terrible.

I listen to. So I got some of the calls recorded.

This is what I mean. But like you were successful because of how hard you worked.

Yeah. It's just volume.

Yeah.

I used to just dial eight, nine hours a day, non stop. I'd done Saturdays, Sundays. Like Marco would dial people at 10:00pm yeah. Because like if he can't get a hold of him, he'd have a list that he dial people from from 9 to 10.

Yeah.

And be like. He's like, what is this? He'd be like, well, I've been calling you all day. When should I call you? Like you asked us to call you, champ.

So just hard work.

It was just really hard work. I don't think me and Marco were particularly talented, like, particularly good at sales. Like, we were probably the highest performing sales reps that weren't bullshit in their numbers. Because there's one guy who, yeah, for a fact was.

Okay.

He got a little bit of trouble.

Fair enough.

That's fair enough.

So what would you change now? What would be different?

One, the tech would be a lot different. So like auto dialers would. It would have literally halved probably. I could have made the same sales in one third the time.

What, what is that tech wise? Like instead of going, oh, four.

Yeah, dude, you know how long that takes.

Yeah, yeah.

And then I used to work it out. It was like a minute per number.

Okay.

You can. On a auto dial, you can do four minute.

Okay.

You can even do. You could actually crank it up to six a minute if you want to.

Okay.

So you can have like a 10 second dial periods. So auto hang up. Next one. Auto hang up. Next one. And your game changer.

You're just sitting there, headset on. Eventually someone answers their names on the screen.

Yeah.

Okay.

And then, like, just from a. Like, literally, that would have doubled my sales.

Okay.

Because I could have made five times the calls.

Was that not available or you just didn't know about it?

I didn't know about it. Obviously it was available. I mean, call centers have been a thing for a while.

Yeah. But like, at an individual level certainly was.

Yeah.

Yeah. Because when I left RBT and I started my own, I was like, there's got to be a better way. And then like 18 seconds of Googling, I found a chrome extension called Crazy Call.

Yeah.

And it was not great, but I could get a phone number in any country, mobile landline in 10 seconds for like 10 cents.

Yeah.

And then I had an auto dollar facility and I was just like, done.

Yeah.

And I, like, that's how I was able to do the sales for like five gyms at once. Because I had a roll a dollar.

Yeah.

And it was kind of a shitty one, but it was way better than just.

Yeah.

You know, I think you can't underestimate those minor optimizations. You know what I mean? Like, I remember seeing it aggravated me.

Man, how stupid they were. And they had Salesforce.

Yeah.

Like me, you know, Salesforce has a goddamn plugin for it, you idiots. I think about the amount of stupid that they just didn't problem solve, you know, so, so busy doing it.

Yeah.

Like, that was their job.

Yeah.

And just no one thought of it. Like, we didn't even use Google Sheets, bro. We used Excel.

Okay.

I would get. I would get emailed an Excel sheet twice a day.

Yeah.

That didn't update live.

No. It was like, Zapier has been around for a fucking long time and there was an automation that you could just put straight in there.

Yeah.

And I was like. And then I found that out, like, literally two months after I left again when I had my own shit. And I was. I was like, surely there's a better way.

Yeah.

And then I was like, oh, this?

Well, I think that speaks to that. You don't know what you don't know.

Yeah.

Right. And. And there has to be a pressure that prompts you to. To explore and to look like that's how learning works.

Remember saying, there has to be a better way? And they're like, no, this idiot Joe is his name and he used to email this spreadsheet. So I was like, bro, surely, surely your job at headquarters is not to email me a spreadsheet.

Evidently, I got.

He's like the tech guy. I was like, surely there is a better way than this.

Yeah.

He's like, nah, bro, there's no way. Like, they didn't even give us a Excel, like, license.

You had to buy your own.

Yeah. Do you know what I mean? Like, stupid like that.

Yeah.

Yeah.

Okay.

So it all worked out. I'm rich.

So sales process, it's all a stepping stone. Sales process. Right. Like the actual selling any PQ as you're selling fitness. Oh, you do?

Well, I've taught a few guys how to do it and, like, they're. I've taught a few gyms and their numbers skyrocket.

Okay.

Skyrocket. Because any PQ was born from the, like, from door knocking. First and foremost is a very, like, abrasive. You know what I mean? Very high resistance. So if you're not super, like, it's a very difficult form of sale. And then it went straight into more of like an mlm. Right. So that's kind of where it was formed. So with those two. And. And then it obviously got progressed in there. But, like, the core of it is door knocking and mlm. And so those are two very, like, MLM is highly emotional selling because you're. It's biz op, right?

Yeah.

So you're selling the dream. You buy a magic water filter and all of a sudden all your dreams will come true. Right. And then. And then the door knocking is high sales, and so you have to be able to kind of diffuse things straight away from a highly skeptical prospect, which is what fitness prospects are. They're highly skeptical.

Okay.

Because they've tried it 10 times and failed.

Okay.

So you're not fighting against them. Not thinking. Like, it's a different situation. Like, in a lot of industries, it's like, oh, there's a lot of scams out there. That's not what you're fighting in Finnish. You're fighting. Yeah. They know to work.

They just haven't put in the work.

They are just like, am I actually going to do it?

Yeah.

Okay. Like, I don't know about you. I mean, I do know about you, but how many times have you, like, gone to start a diet and then just kind of fizzled? Yeah, it's like a lot, right?

Every Monday.

Yeah, every Monday. Every Monday. It's going to start today. Had a bacon and egg roll for breakfast. It's just not happening. Next Monday, though. He could.

It was raining this morning, too. I mean, you can imagine. You can't do that in the rain.

That's a bad headspace.

Yeah, yeah.

So. So, yeah, so you're kind of. You're fighting against their own trust in themselves. So very emotional. And so with any pq, like, I could. I reckon I could probably sell most people in seven minutes.

Yeah.

Seven to ten would be, I think, a good. And you'd want to get it down to 15 max.

Okay.

That's kind of where I think a fitness sale needs to be. Unless it's like a five, six thousand dollars fitness sale. Sure. Like a bigger package thing, but like, you're 97-197597, whatever. Like, actually, we just signed up a guy who owned three or four gyms in Perth where we're consulting and redoing all of his sales processes. Actually, I did his sales. So this is the funny thing. Really nice guy. His name's Chaucer. Hi, Chaucer. I think you probably listen. He just paid us a big consulting package to come in and redo his. The sales team, the training, the scripting, everything to be able to serve on the phone. Because I was the only guy who could sell over the phone.

Yeah, right.

Everyone else had people go in. I sold his package over the phone and I sold for his three gyms, and I sold about 50 to 60amonth over the phone per gym. And then he started pimping me out to other gyms, taking a cut. I was like, good for him. Hey, bro, good for you. As long as I get paid on fuck. Yeah. So, yeah, so he kind of came to us a little while ago. We're redoing all that. But with any pq, like, you can get people cut. You can cut to the core of people much faster and have that empathy and have that really, really nice emotional connection that you need with someone in order to kind of get the trust to, like, move forward. Like, I was on. After that, we just did a big challenge. And after that, I decided to open up a Zoom room for people. This is after the encore day. So we've already pitched. We've pitched again. And now it's like, okay, now come on, guys. And I was like, hey, I'm going to be on Zoom. Here's the link. And I had like, I don't know, we had like 30 people on there. And then we had a couple of sales guys and I just made breakout rooms, right? And I was just selling people in like five minute lots that had guy crying whole bucks and dice.

But individually, you're selling them in front of each other.

Yeah, but I mean, the way that I do it, you sell everybody at once while you're selling one person.

Yeah, of course.

So I'll sell. I'll. I'll start asking the guy questions, and then I'll time out, and then I'll, like, pretend the person isn't there and doesn't exist, and then I'll explain what I'm doing to the person and then go back to. And then it's a whole thing.

And I think that's a little bit unique because you're selling sales to salespeople in that moment. So it's a bit of a, like. It's a bit of like being in a mirror room.

Right. Like, so much fun. So you can make it so awkward. Yeah, we just stare at them. Especially when you get a calculator and be like, so you're missing on this much money. Yeah, yeah. And I go. Long pause, just left the chat. And then the whole. And then I named her, Right. I don't remember what her name was. Let's say it's Debbie or some. And then every single decision point, don't be a Debbie. Don't be a Debbie.

Yeah, of course.

Yeah, it's great.

Yeah, it's ideal.

Yeah. Yeah.

You got people. You couldn't do that fitness, though, right? Could you do that group sort of.

Oh, yeah, dude. I loved it. So at the. At the. What I used to do is, okay, so I would sell everybody over the phone who I could sell, and then I would do, like, group onboardings. Right. So just don't do one on one on point with a waste of time. Just get 30 people in a room at a time and onboard them, show them. You know, like the day before the challenge starts, just get everybody there and like, lots of 30 hand out the books, get them to do their things. Yeah, you guys go over, do your body fats or whatever, starting measurements while you're kind of explaining how it works. But then I'll have a day for all the people who didn't want to pay over the phone.

Okay.

Because, like, I'm not giving you a consult because 50 of you are going to know shirts. I'd rather book 40 of you. And. No, no, I know 20 of you are going to show up. Right. So I had a group sales call like that, and I would take them through a booklet where I would take them through. I didn't know at the time, but I was taking them through problem awareness, solution awareness, consequence questions. Right. And I'd make them write everything down at the time. And I would have pre filled out all the debit forms with the name, phone numbers, emails, everything. Right. The price, all that kind of shit. Right. For everyone who was going to shop. And so I would sit there and then I would do it, have everyone there. And I go, okay, so like, why do you want to do this? What do you want to lose? Why do you want to do it? And I'd kind of just spot people as to why it's important because I'm making them write down like why they really want to do this and kind of pulling stuff out of them. And then from there I was like, so, scale of 1 to 10, and I want everyone to write this down and hold it up. You know, one being not, not, not like not committed. Ten being the most committed you've ever been. Like, who is committed to achieving this goal? And then everyone who was like a seven, I'd be like pointing, why? Like, why are you a seven? Why are you not a ten? Or why not a three year whatever. And I'd kind of bump everyone's numbers up to a 9 or 10. And then I'd say, okay, guys, so to achieve your call, to achieve your goal, it's $97 or $197 for the next 28 days. If you don't want to achieve your goal, leave right now.

Yeah, okay.

And I just did get many people.

Like, I was pretty rare.

That is a ballsy person who in that moment goes like, adios and gets up and leaves.

Yeah.

But sometimes it was actually a good thing.

Yeah, well, I mean, they're out. Like, they are for sure not. Yeah, not your person if they're doing that.

Yeah. So I would say, okay, is everyone committed to doing the things required? Or it was probably wasn't as eloquent as that, but be like, okay, cool. So from here you guys have to pay, you have to feel the pain, you have to go forward, move forward, because this is important to you. Here are all the debit forms. Putting your credit card details and sign.

What would be your success usually on that?

Like, I guess super high.

You've kind of pinned people then, right? So it'd be quite hot. Like, did you get many sort of like refunds from there? Because probably, yeah, people like, oh, you have my details, but I'm immediately gonna cancel this.

There's no, there's wrong credit card details. Like, yeah, but I mean I got most of them just.

Just numbers.

1, 2, 3, 4, what do I give a shit?

You are, sir.

Yeah. Oh, I see.

Not at you.

Yeah, thank you for not embarrassing me too much. I'll leave now.

Yeah, yeah, exactly.

Yeah.

I got so good, though, in sales, like, I could tell when credit card numbers are fake.

Yeah, yeah.

Because like. Like the first, like, for example, if it's 3, 7, 6, 0, it's an Amex. Yeah, yeah, right. Starts with the 4, it's going to be a Visa. Starts with a 5, it's going to be a MasterCard.

Yeah.

Like, so you start to tell, like, the first four digits.

Yeah.

There's a patent to it.

Like, if they're just making digits up.

Yeah.

That's not a credit card. I was like. You using Diners? Are you really using Diners? You start with a seven, you get. Show me your dinners club. Right now. No one has a Diners Club except.

Everyone in the Army.

Yeah.

How ridiculous is that?

In the U.S. diners is used. Really?

Yeah. Yeah, it is.

I had someone. We had someone pay for the challenge in Diners. Shocked.

Yeah.

Diners Club guy messaged me, too. Diners Club. I was like, I mean, yeah, but, like, I don't want to.

Were you part of the bailout?

Yeah.

Is that how you ended up with that happening? So, yeah, so I would do that with. With group. Because it's all about, like, mid. It's just about, like, volume. Right. So you just want to try and figure out the best way to get as many people in front of you as humanly possible.

Okay.

So sell them over the phone, then group on board, then have, like, your group sales pitch. You might have two of them, and then from there, get everybody in good to go, and then start away. And then I would have, like, pretty high touchpoint challenges, like, really high touch point to try and get them in gray. Shit. And then you want to try and have at least one social event during the challenge.

Okay.

Because, like, what people think gyms are and what they actually are, different gyms are ways for people to have fun as an adult.

Okay.

Like, so gyms are like a group training facility, is adult entertainment. That's what it should be. It should be fun. Fun first.

Okay.

Is how I would recommend.

Think of it as a playground sort of thing.

Yeah, it is. And it's a place for people to meet people. Not like. Not like boyfriends and girlfriends or. That will definitely happen. But friends.

Yeah.

With similar interests outside of work. And it's. It's quite difficult for people to do that. And so you. If you do it right and you think about. And you focus on community and fun, your training is almost irrelevant.

Okay.

It doesn't matter whether you're doing like. The reason why CrossFit went so well and why F45 works so well is because it gives them a, an identity. I am a crossfitter. I do F45. Right. So if you can somehow tie all that in together with a community and methodology or whatever. Like what we did at SigFit, which I thought was particularly good, was strength clubs. So we had T shirts like the 150.

Yeah.

250 Club. Right. And it was squat, bent, squat bench and deadlift combined. And like those chicks would wear those shirts with pride, man.

Yeah.

You know, and we had their names all up there and we do free strength testing once every 12 weeks. And you know, that was a great opportunity to upsell one on one because you'd be like, hey, there's a few tweaks here and there. If you want, we can do like six or seven one on one sessions. I can fix that up by your next testing session. You'll knock it out of the park, you know, and they're like, oh yeah, sick. Like all these little things. And then you have like, you know, your big achievements and stuff like that. Because I think like people just think it's a place to get results. People don't give a about results. Like I trained people one on one for ages and there are some people that got crazy results, some people that got no results. And it had no bearing on retention.

Yeah, right.

None whatsoever. And Even in the 28 day challenges after running so many of them, we realized the results that people got had no bearing on the outcome.

Wow.

None whatsoever. So we stopped being results focused and started being community focused.

Yeah.

And it really helped. Like we had, you know, like just really trying to indoctrinate people and having like a social group. So don't let them book random times, make them book a time. Because then they become a click. Like, they become a click. Yeah. And so you want like that 6:30pm Crew to be proud to be the 6:30pm crew. And then you can start getting them off each other, you know, it's like, oh, dude, 6:30pm they fucking crushed it. Guys. 7:15 crew comes in, be like, fuck those guys. We're gonna go and do the thing.

We're the ones, we're the ones where.

The kill, you know, so all that stuff, like, that's the stuff that I would do differently and I would really focus on that. And that's why CrossFit has like. Despite breaking everyone. Yeah. I mean, fuck, man, they break people, right? But People are like, can't wait to get back in the gym. They're fucking crawling out. You know, like, I would love to. To do CrossFit. I love it. It is so much fun. It breaks me every time. Too many times now have I gone to a CrossFit gym six weeks later because I get competitive and I start doing stupid.

What I've learned on that because I know so many people that are mad crossfitters. But it's people who, like, the people who get badly hurt in CrossFit are people like you and I who will still use the big weights. Because the people who, the people who, like, just flop around men. No, but the people who just flap around and have a good time and do dumb and no checking of any form, so long as you're using minuscule weights and do it. It doesn't do that, you'll be fine. Yeah, right. It's like you and me that are like, no, I get the big kettlebell. Yeah, right. And. And I'll. You watch how badly I can hyper extend.

I'll enter myself through. How. How was. What's the worst injury you've seen? Yeah, do me a favor, I'll double it.

Or even when, you know, like, like my favorite was. There's a Pavel Tetzulin video, you know, like the Russian sort of who brought kettlebells into the West. And there's a, there's a him reacting to a CrossFit workout. That's Turkish get ups for time. And it's like as many as you can.

It's not for time.

He's like, he's like, it's 10. He's like, do 10 of.

It's.

It's a one minute exercise. It takes one minute to do it. So if it's as many as you can in 10 minutes, you can do 10.

That's so funny.

It's like. And if you can't do 10, you should lower the weight. And if you can do more than 10, you should increase the weight. You should be able to do 10.

Yeah.

It's like, oh, he's.

He's an interesting cat.

He's the best. I love him.

Yeah, he's.

He's super interesting.

Yeah.

My final thing I wanted to ask you about this was using NEPQ to sell fitness. Now, do you reckon, like, of course you'd sell more people, but do you think they would be more successful?

Yeah, for sure. I used to just box people in.

Yeah. So I think that you like your old style of saying, of selling and what was still I think pretty common in the fitness industry is just you're fat and you have to do something about it and you.

And to be honest, if you're just starting out, that's probably the way to do it. Okay. You know, like it's the thing, you know, like, I think any PQ is the best sales system on the planet and I think it's hard to argue otherwise, but like there's a time and a place and if you're like brand new and you just, you know, you don't have the money for a course or whatever, then then yes, try and adapt some of it as much as you can. But at the end of the day, probably going hard in the paint on people, it's probably going to be a pretty good outcome for you.

Okay.

In the short term.

Okay.

But so fitness results, health and that kind of stuff. You reckon selling people with that would.

Lead to a, like the biggest online fitness program in Australia, potentially one of the world is like the 4% club, which is like Andrew Ghost and all them. Like I wrote all their scripts.

Okay.

So like I trained Goshen. I know, sorry. I trained Andrew Poulton for a year. So Poulton is the, like Andrew G. Does all the marketing. They're both the business owners and Andrew P. Controls all the sales. Right. And then together they do delivery and all that kind of stuff. Right. And they run the business. I trained AP every week for a year and we rewrote those scripts and rewrote those scripts and rewrote those scripts and they're still using those scripts.

Perfect.

And it's like a. It's a highly specialized version of an NEPG script. Like there are some things in there that are specific to the offer. Do you know what I mean? Of course. But of course they've refined it, but it is an napeq script and they are incredibly successful at it and they're legit eight figure fitness business. That's just B2C. You're right. That's it. Like they sign up 110 people a week.

Wow.

Yeah.

Okay.

Pretty impressive.

So the person.

Yeah, the proofs there. So it definitely works. All their sales calls are booked out for 30 minutes. The average time is like 6:17 to 18. I could be wrong, but like last time I looked at that, it's about what it was. Really, really good.

Nice.

Yeah.

So, all right.

I feel like that's the spot. Yeah, that's it, guys. Another episode. Hopefully you know, that answers a lot of the questions that are in the YouTube comments about fitness sales and and marketing. But you got any more, let us know. That's it. Goodbye.

Put that coffee down, Sam.