Latest / Glovisor Podcast / VALUE UP, RISK DOWN: The Simple Formula for Growing Any Business | Dave Cozzens [Ep 72]

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VALUE UP, RISK DOWN: The Simple Formula for Growing Any Business | Dave Cozzens [Ep 72] · Glovisor Podcast

0:00
Speaker 1: Value up, risk down. That's going to be for gyms.
0:03
Speaker 1: It's going to be for any service-based business. That's going
0:04
Speaker 1: to be for products. That's basically universal across the board
0:08
Speaker 1: for any business.
0:11
Speaker 2: Welcome to the Global Advisor Podcast, where we explore business growth, communication,
0:14
Speaker 2: and personal development through real conversations with people that make
0:18
Speaker 2: an impact. Our guest is the founder of Train With Dave,
0:21
Speaker 2: a multi-location personal training company where he's built a highly
0:25
Speaker 2: systemized coaching business around great trainers, strong operations, and measurable results,
0:31
Speaker 2: showing gym owners how to scale faster. Lowvisor welcomes Dave Cousins.
0:37
Speaker 1: Hey, appreciate you having me.
0:39
Speaker 2: Pleasure. Looking forward to the conversation.
0:40
Speaker 1: Yeah, me too. It'll be fun.
0:43
Speaker 2: Share with us a little bit more about what specific
0:45
Speaker 2: problems does your business solve and who do you help
0:48
Speaker 2: the most?
0:49
Speaker 1: So with us, we help specifically gym owners. For me specifically,
0:53
Speaker 1: I'm in personal training, but I help in gyms, small
0:56
Speaker 1: business or small group training, personal training, gym memberships, full
1:01
Speaker 1: nine yards and how to scale. The issue with gyms
1:03
Speaker 1: right now is, I mean, it's literally the second hardest
1:06
Speaker 1: industry in the country to actually build. I think restaurants
1:10
Speaker 1: are the hardest industry. Then gyms are number two. So
1:12
Speaker 1: it's already incredibly hard industry. Most gyms make 30K a
1:16
Speaker 1: year net per year, which is really tough. And so
1:19
Speaker 1: I help them get out of that. I start making
1:22
Speaker 1: actual decent money. They open a gym to not be
1:25
Speaker 1: a slave over it. They want to have their passion,
1:27
Speaker 1: but still make a decent living. And yeah, just start
1:31
Speaker 1: getting a point where you're not struggling. You're making really
1:34
Speaker 1: good money. You can actually scale multiple locations and really
1:36
Speaker 1: enjoy what you want to build in the first place.
1:39
Speaker 2: What's the one top thing that most gym owners get wrong?
1:44
Speaker 1: I think they follow the herd. I mean, there's so
1:46
Speaker 1: many gyms out there and everyone's doing pretty much the
1:48
Speaker 1: exact same thing. And no one really differentiates themselves in
1:52
Speaker 1: a way where people actually want to go to them.
1:54
Speaker 1: I'll give you an example. I have next to my
1:56
Speaker 1: Irvine location, we have 13 gyms in a quarter mile radius,
2:00
Speaker 1: all basically the same offer, same gym, same persona. And,
2:05
Speaker 1: you know, Yeah, there's no reason for people to actually
2:08
Speaker 1: want to go to them. So I think they got
2:10
Speaker 1: to try to find a way to make themselves different.
2:13
Speaker 1: So people want to stay and actually, yeah, stay and
2:15
Speaker 1: go to that gym, prepare all their places. There's so
2:17
Speaker 1: many other options out there.
2:18
Speaker 2: Now, what's the one thing that really attracts clients or customers?
2:23
Speaker 1: So obviously it's, I mean, I could say it's value
2:26
Speaker 1: compared to the cost. That's the biggest one. But again,
2:28
Speaker 1: I think that's pretty vague. It's giving as much value
2:33
Speaker 1: as possible we can with the lowest amount of price.
2:36
Speaker 1: But in reality, you want to do that in a
2:37
Speaker 1: way where it costs you not as much either. Like
2:40
Speaker 1: for us, for example, I'm able to give people for
2:42
Speaker 1: personal training, personal training plus nutrition, plus an app, plus
2:48
Speaker 1: 24-7 access, plus like their own nutrition PDF. And all
2:51
Speaker 1: that's going to be essentially cost me almost nothing, but
2:55
Speaker 1: it gives them so much extra value without them actually
2:57
Speaker 1: having to pay a la carte for all these other
3:00
Speaker 1: things like what other gyms force them to do. So
3:04
Speaker 1: it's finding something that's going to help them want to
3:06
Speaker 1: come and stay long-term, that's not going to cost you
3:10
Speaker 1: an arm and a leg to actually offer.
3:11
Speaker 2: Now, over the years, I've heard people say that being
3:15
Speaker 2: a gym owner, what's awesome about it is that you
3:17
Speaker 2: can sell a thousand memberships and only a hundred people
3:21
Speaker 2: will show up and actually use the gym.
3:24
Speaker 1: Is that true? Yeah, that's actually the Planet Fitness model.
3:27
Speaker 1: Planet Fitness, EOS, eSport, all these are $ 15, $ 10 a
3:31
Speaker 1: month budget gyms. That's their whole plan. We're going to
3:33
Speaker 1: sell 10,000 members. And we're going to skip bank that
3:35
Speaker 1: you're not going to show up. Which those were really
3:39
Speaker 1: good in the past. They're actually starting to struggle a
3:41
Speaker 1: little bit. Some of these are actually closing down. And
3:43
Speaker 1: so in routing now, it's more so customization. It's more
3:49
Speaker 1: personalization towards that person and yeah, making it for them,
3:53
Speaker 1: not just for mass volume. That's actually what's coming out more.
3:55
Speaker 1: It's longevity, wellness, and yeah, health is not so much.
3:59
Speaker 1: 15 bucks, get pizza on Fridays and think that you're
4:02
Speaker 1: not going to show up um those are a model
4:04
Speaker 1: that's still around um those two you also it's a
4:07
Speaker 1: pretty high cost to actually enter i'm usually those cost
4:11
Speaker 1: a million dollars plus um so it's really hard for
4:14
Speaker 1: average gyms to actually create that um and yeah it's
4:17
Speaker 1: just not really something most people are going towards anymore
4:19
Speaker 1: because they're getting sick of the crowds and the trash
4:21
Speaker 1: and the busyness and that's that sort of stuff.
4:24
Speaker 2: What's interesting for us as a community is to see
4:28
Speaker 2: that quarter mile and to see those, what, seven or
4:31
Speaker 2: 12 gyms in that small area. What made all of
4:35
Speaker 2: those individuals think that it was a great idea to
4:39
Speaker 2: put those gyms in an already saturated market?
4:43
Speaker 1: Because all those can, it's pretty easy to put a
4:45
Speaker 1: gym in there. It's a massive, basically quarter mile business center.
4:50
Speaker 1: And yeah, it's just plug and play cheap and they
4:54
Speaker 1: all just go. And I think they don't look, they're
4:56
Speaker 1: not looking at, the demand, the saturation. And like, I
4:59
Speaker 1: think a lot of gym owners out there, people that
5:01
Speaker 1: aren't really business forward, they're more so, I like to
5:04
Speaker 1: work out, I'm a personal trainer, I'm into fitness, I
5:07
Speaker 1: want to open a gym, let's open a gym. And
5:09
Speaker 1: they don't look at all the other stuff, which is,
5:10
Speaker 1: like I said, like, okay, there's 12 other gyms here
5:13
Speaker 1: in a quarter mile. Maybe this is not the best
5:15
Speaker 1: idea to do this. Maybe we should find somewhere else
5:17
Speaker 1: that's going to be high demand, not so saturated. Right?
5:21
Speaker 1: And so I think that's one thing that people are
5:22
Speaker 1: missing too. I mean, a lot of them are more
5:24
Speaker 1: passion projects, not so much, you know, investors or, you know,
5:29
Speaker 1: VCs or, you know, sophisticated money that's actually going to
5:33
Speaker 1: go in and open these gyms. Now, what was the
5:35
Speaker 1: defining moment that pushed you into entrepreneurship? Good question. So
5:39
Speaker 1: for me, I started off corporate. So I actually was
5:42
Speaker 1: military to start. So I was, you know, growing up,
5:45
Speaker 1: I wanted to go FBI, DEA, CIA, joined the military, deployed,
5:50
Speaker 1: got used to the 90-hour weeks. And so I came
5:52
Speaker 1: back and started going back to school. Actually was getting
5:54
Speaker 1: a job as a bodyguard out in LA, believe it
5:56
Speaker 1: or not. And I was kind of homesick. So I'm like,
5:59
Speaker 1: I said, you know what? Let me get my degree first.
6:01
Speaker 1: Now I'll come back in a couple of years and
6:03
Speaker 1: I'll join you guys. Went the corporate route and realized,
6:06
Speaker 1: you know, I like training. So I started training, became
6:10
Speaker 1: a manager, realized that the gym I was at was
6:13
Speaker 1: more about money over people, which I personally hated. And
6:17
Speaker 1: so I ended up starting my own business back in 2016,
6:20
Speaker 1: about a decade ago. And I was just like, hey,
6:23
Speaker 1: I'm going to start training and I'm just going to
6:25
Speaker 1: figure this out, right? Moved out to my parents' house
6:28
Speaker 1: in my mid-20s, like late 20s. And yeah, I said, okay,
6:32
Speaker 1: I can make 80 bucks an hour training. So let's
6:34
Speaker 1: just do this. Then I went to working that full
6:38
Speaker 1: time to, hey, what if I double this up to
6:40
Speaker 1: 160 an hour? Then it went from two to three
6:43
Speaker 1: to four to five to six to seven at some hours.
6:46
Speaker 1: And so I was just doing that by myself at
6:49
Speaker 1: one point. I had a guy come by and say
6:51
Speaker 1: he wanted to be a mentee for me. We're going
6:54
Speaker 1: to get mentorship. He became a mentee. He started helping
6:58
Speaker 1: me out. I hired him. COVID happened. And I had
7:01
Speaker 1: about three or four trainers at the time working at me.
7:04
Speaker 1: And they said, hey, you know what? It's going to
7:05
Speaker 1: be only two weeks. Don't worry about it. You'll open
7:09
Speaker 1: back up in no time, right? Which as we know,
7:11
Speaker 1: back during COVID, it wasn't two weeks. It would end
7:14
Speaker 1: up being three, four, five, six months, rolling over two years.
7:18
Speaker 1: And so I told these guys, okay, you know what?
7:19
Speaker 1: You guys take the clients. I'll just figure this out.
7:21
Speaker 1: Like I have some money saved up. I'm fine. And
7:24
Speaker 1: from there, yeah, it forced me out of training and
7:26
Speaker 1: I just started doing the backend stuff, started doing the marketing,
7:29
Speaker 1: the SEO, the legal, the HR. And yeah, here we
7:32
Speaker 1: are six years after COVID and we're probably the, one
7:36
Speaker 1: of the largest training companies in the nation. And we
7:38
Speaker 1: did 35,000 hours of sessions last year. And so I
7:41
Speaker 1: think I was kind of forced into it through COVID,
7:43
Speaker 1: which is, it was a silver lining, right? It was
7:47
Speaker 1: really tough at that time, but yeah, that's helped me
7:50
Speaker 1: get into this and get in the backend. And with this,
7:52
Speaker 1: I was, you know, made a lot of failures, a
7:54
Speaker 1: lot of issues, a lot of mistakes, and that helped
7:56
Speaker 1: me grow to where we are now. So now I
7:58
Speaker 1: can help people not make the same mistakes, not have
8:00
Speaker 1: it take a decade to get to where I am.
8:02
Speaker 2: And that's because you were in the trenches and you
8:03
Speaker 2: had the opportunity to grow with your business and see
8:05
Speaker 2: all of those pain points, which gives you a lot
8:09
Speaker 2: of experience to be able to help others. Now, as
8:13
Speaker 2: a coach, do you have a system or a process
8:17
Speaker 2: that you put your clients through? Or do you just
8:21
Speaker 2: answer to pain points.
8:22
Speaker 1: Yeah, so I think with the clients that I talk
8:24
Speaker 1: to right now that are business owners specifically, I just
8:28
Speaker 1: sit down with the person and start picking their brain. Like, hey,
8:29
Speaker 1: what do you know? Do you know your CAC? Do
8:32
Speaker 1: you know what CAC is? Like, how much they cost
8:35
Speaker 1: you to actually get a customer? Where do you get
8:36
Speaker 1: them from? How many are you getting per month? What's
8:39
Speaker 1: the LTV of that? Why don't you know these numbers?
8:42
Speaker 1: Let's figure these numbers out. Because if you don't even know, like,
8:45
Speaker 1: do you know your net? Do you know your margins? Like,
8:47
Speaker 1: how much they cost? Like, so we try to figure
8:49
Speaker 1: those numbers out and actually get a good roadmap of
8:51
Speaker 1: where they actually are. Then from there, we can figure out, okay,
8:55
Speaker 1: do you have liquidity? Do you have net? Do you
8:57
Speaker 1: have stuff coming in? Are you profitable? Two, it's like, okay,
9:01
Speaker 1: you're spending how much hours for the gym? What's your
9:04
Speaker 1: time allocation? What are you putting towards? Then from there,
9:08
Speaker 1: we can figure out, okay, you have this money. Let's
9:10
Speaker 1: figure out this marketing plan. Let's get you more money here.
9:13
Speaker 1: If you're spending 15 hours a week on just regular
9:15
Speaker 1: admin stuff, do you just hire a VC for that
9:17
Speaker 1: or a– or sorry, VA or hire an assistant. Like
9:22
Speaker 1: that's going to save up this time and help you
9:23
Speaker 1: get with this. So I think a lot of it
9:25
Speaker 1: for specifically gym owners, they don't have these numbers top
9:28
Speaker 1: of their head. And so figuring out what the numbers
9:30
Speaker 1: are first, having to actually get a full on plan idea. Okay.
9:33
Speaker 1: This is what my business looks like on paper. And
9:36
Speaker 1: then being able to pick apart certain pieces and put
9:39
Speaker 1: in different pieces, different places. It's going to help them
9:42
Speaker 1: actually start scaling it more and actually, save time and
9:45
Speaker 1: make money when in reality they might be spending 20
9:48
Speaker 1: hours a week on stuff they shouldn't be doing anyways.
9:50
Speaker 1: So I think a lot of these guys too, they
9:51
Speaker 1: also just work just to work. They're not going anywhere
9:55
Speaker 1: with it. Like if I have you shovel dirt, move
9:58
Speaker 1: it 20 feet that way, pick it up, do it again. Okay, yeah,
10:00
Speaker 1: you're working all day, but you're not doing anything. So
10:04
Speaker 1: we want to make sure the time they do is
10:05
Speaker 1: actually productive and not just busy work. Now you mentioned CAC,
10:09
Speaker 1: which is the customer acquisition cost. Have you seen the
10:13
Speaker 1: numbers increase, decrease, or flat in the last few years?
10:19
Speaker 1: Increase exponentially. Yeah. So sad thing is, um, I mean,
10:23
Speaker 1: back in like 2016, 17, you could spend 300 bucks
10:26
Speaker 1: on Yelp and that'll get you 10 clients, like 30 bucks. The,
10:31
Speaker 1: these clients were $ 1, 500. That's like a 50 X of
10:35
Speaker 1: like your multiple, right. Or ROAS. Um, now it's, I
10:39
Speaker 1: noticed since 2021 with Google and Yelp and everything else,
10:42
Speaker 1: it's doubled pretty much every year, just naturally. So it
10:46
Speaker 1: used to be a few hour cap to a hundred, uh,
10:48
Speaker 1: 150 to 200. And it got really bad up until
10:52
Speaker 1: last year where I think average gym was gyms that
10:55
Speaker 1: were essentially got twice as hard every year compounding to
10:58
Speaker 1: get a client. But this year was the first year
11:01
Speaker 1: where it actually came back down and it's back to
11:05
Speaker 1: where it was in 2022. I think a lot of
11:07
Speaker 1: that was because inflation and also it was because there's
11:11
Speaker 1: just a lot of competition down. Like I said, in Irvine,
11:14
Speaker 1: there's 13 gyms in a quarter mile radius all bidding
11:16
Speaker 1: on the same people and all competing. So again, it
11:19
Speaker 1: goes back to how much can you differentiate yourself in
11:22
Speaker 1: a way where people actually want to go to you
11:24
Speaker 1: and click on your links, click on your ads and
11:26
Speaker 1: not click on their competitor next door.
11:28
Speaker 2: Now, do you work with people that want to start
11:31
Speaker 2: a gym, people that currently have a gym? And if
11:37
Speaker 2: either one of those, what would be the process of
11:40
Speaker 2: working with you?
11:42
Speaker 1: Yeah. So I think with that, I mean, I, Mostly
11:45
Speaker 1: work with people that are already in the industry. So
11:47
Speaker 1: you're at least going to be a trainer and making money.
11:48
Speaker 1: You want to expand to a gym or you already
11:50
Speaker 1: have a gym and you're trying to expand. Easiest way
11:52
Speaker 1: is just email me, Dave at trainwithdaveoc.com. That's going to
11:57
Speaker 1: be my company email. And from there, I pick and
11:59
Speaker 1: choose that I want to work with you. And I
12:01
Speaker 1: will maybe do like a five, 10 minute phone call,
12:02
Speaker 1: see where you're at, see what you're trying to accomplish.
12:04
Speaker 1: And then from there, we can build out a plan
12:06
Speaker 1: and a structure to help you out.
12:08
Speaker 2: Now, what do you think the single most important takeaway
12:12
Speaker 2: that you want people to take away from this conversation?
12:14
Speaker 1: I think in general, if you're looking at building your business,
12:21
Speaker 1: or even just trying to make it better, you want
12:22
Speaker 1: to find a way to make yourself different. So with us, again,
12:26
Speaker 1: for example, we won best personal training in the past
12:28
Speaker 1: five years. Our trainers are the highest paying training company
12:32
Speaker 1: in the nation. They're the highest paying trainers in the nation.
12:36
Speaker 1: We give clients absolutely everything just for free, one set price.
12:41
Speaker 1: And it's also a money back guarantee. And so I
12:43
Speaker 1: try to create as much value as possible, make myself
12:47
Speaker 1: as different as possible from everyone else in the herd
12:50
Speaker 1: and take away any sort of risk that you possibly have.
12:52
Speaker 1: So I can get the value super high, the risk
12:54
Speaker 1: super low and make us look like we're as legit
12:57
Speaker 1: as possible because we are. Gives you every incentive to
13:00
Speaker 1: hire us and not go a different route. So I
13:03
Speaker 1: think what the one thing that I would say is
13:06
Speaker 1: probably just to, again, value up, risk down, perceive likelihood
13:11
Speaker 1: of your accomplishment being as high as possible. And then, yeah,
13:14
Speaker 1: just push that and go for gold.
13:19
Speaker 2: What applies in the U.S. for gym owners, does that
13:23
Speaker 2: also cut across to, let's say, Canada or the U.K.
13:27
Speaker 2: for those gym owners?
13:28
Speaker 1: It does, yeah. I mean, I think this is pretty
13:30
Speaker 1: universal across the board, even for outside gyms. Value up,
13:34
Speaker 1: risk down, make the cost down. That's going to be
13:37
Speaker 1: for gyms. It's going to be for any service-based business.
13:39
Speaker 1: That's going to be for products. That's basically universal across
13:42
Speaker 1: the board for any business. That's going to be U.S., Canada, Mexico,
13:46
Speaker 1: wherever it is.
13:47
Speaker 2: Interesting. Because you would think that, you know, different cultures
13:50
Speaker 2: have different requirements for different gyms. But it's all the
13:54
Speaker 2: same thing, right? It's income and bottom line and the
13:57
Speaker 2: expenditures throughout. It all applies across the board.
14:00
Speaker 1: People want to avoid risk more than actually accomplish stuff.
14:04
Speaker 1: So if you can make the risk as minimal as possible,
14:08
Speaker 1: and like for us, for like personal training, for example,
14:11
Speaker 1: If we don't do what we want you to do, right?
14:13
Speaker 1: You don't get what we tell you you're going to get.
14:14
Speaker 1: You get a full money back guarantee. Same thing to like, take, okay,
14:19
Speaker 1: do I want, am I going to get results? Am
14:20
Speaker 1: I not going to get results? Like I've tried 10
14:22
Speaker 1: other trainers before. Okay, here's a case study of 150
14:25
Speaker 1: different people just like you that lost the same amount
14:29
Speaker 1: of weight you did. Saw the results and maintained it.
14:31
Speaker 1: This is the before and after. This is the reviews.
14:33
Speaker 1: This is everything like that. So I could front load
14:36
Speaker 1: the idea that you're going to get where you want
14:39
Speaker 1: to get where you want to be. At the same time,
14:42
Speaker 1: make that risk as low as possible and make the
14:44
Speaker 1: price as low as possible. You're much more likely to
14:46
Speaker 1: actually buy that product. And same thing for us. I mean,
14:49
Speaker 1: if I can tell you, okay, I have this guy
14:51
Speaker 1: that I talked to four years ago that was making
14:53
Speaker 1: 60 grand a year between the two of them, working
14:57
Speaker 1: 12 hours a week for each one of them, had
14:59
Speaker 1: no idea, had no money to expand and no time
15:01
Speaker 1: to actually take on other stuff. I talked to him
15:04
Speaker 1: and then they doubled their business in a year. And
15:06
Speaker 1: then after two, three years, now they're working five hours
15:09
Speaker 1: a week for each one of them. Like, yeah, there's
15:11
Speaker 1: proof that someone did it that's just like you, right?
15:15
Speaker 1: So if I can show that for, you know, my
15:17
Speaker 1: clients that are gym owners or personal trainers, or even
15:20
Speaker 1: my clients that are my personal training clients, you're much
15:23
Speaker 1: more likely to actually buy it.
15:24
Speaker 2: Can you share a coaching client case study that shows
15:29
Speaker 2: the transformation your work creates?
15:31
Speaker 1: Yeah, so a guy that's talked about, so I've known
15:34
Speaker 1: this guy for, he's been my friend for probably over
15:36
Speaker 1: a decade now. Owns a gym in the area, uh,
15:41
Speaker 1: was military, was successful trainer, tried to start scaling a
15:46
Speaker 1: little bit, picked on some more clients, then realized he
15:49
Speaker 1: was working from 5 a.m. to 8 p.m., had kids,
15:52
Speaker 1: same thing, his business partner, married kids, working from 5 a.m.
15:56
Speaker 1: to 8, 9 p.m. at night, no idea how to
15:59
Speaker 1: get out of it, stuck, and they're making, yeah, like
16:03
Speaker 1: 80 grand out the door for both of them. Talked
16:05
Speaker 1: to him for a couple hours, figured out, like I said,
16:09
Speaker 1: They had no idea what their CAC was, no idea
16:10
Speaker 1: what their LTV was, no idea where their clients came from,
16:13
Speaker 1: no idea what their, you know, however many people went
16:17
Speaker 1: to the website, how many actually booked a consultation. And
16:19
Speaker 1: so we figured all those numbers out, figured out where
16:22
Speaker 1: they're putting their time and energy into it, figured out
16:25
Speaker 1: where we could actually outsource their time and maximize how
16:29
Speaker 1: much they brought in. And so with that, they started
16:33
Speaker 1: working less hours. Like I said, they doubled their business
16:35
Speaker 1: within a year. And now it's four years later and
16:37
Speaker 1: they're basically working five hours a week and they're a
16:39
Speaker 1: large training company in that city. And they went from
16:42
Speaker 1: basically struggling to that. And it's just the same systems
16:44
Speaker 1: I'm talking about here. It's just more systematized towards them
16:47
Speaker 1: and customized towards them. And so with that, the meeting
16:51
Speaker 1: that I'm talking about, I'd be able to see what
16:53
Speaker 1: you're actually trying to accomplish and see what your numbers
16:55
Speaker 1: are and see where everything's at. From there, I could
16:58
Speaker 1: customize a program for you to get you out of
17:00
Speaker 1: that situation.
17:01
Speaker 2: Yeah, that's a huge transformation. Now, where can people connect
17:04
Speaker 2: with you?
17:05
Speaker 1: Yeah. So, I mean, my company right now is Training
17:07
Speaker 1: with Dave. It's a personal training company. If you want
17:09
Speaker 1: to email me, Dave at trainingwithdaveoc.com is my email. That's
17:13
Speaker 1: where I take business inquiries right now. And then I'm
17:16
Speaker 1: actually going to start my website for consulting probably next
17:20
Speaker 1: couple of weeks. So, email it to me right now
17:22
Speaker 1: for that. And I'll be able to help you out
17:24
Speaker 1: going forward.
17:25
Speaker 2: Well, Dave, thank you so much for joining us. And
17:27
Speaker 2: we really appreciate your time and the value you've shared.
17:30
Speaker 1: Yeah, no problem. Appreciate you having me.
17:31
Speaker 2: Thanks everyone for listening. If this episode inspired you, make
17:34
Speaker 2: sure you share it with someone who needs it. And
17:36
Speaker 2: don't forget to follow the Glowvisor podcast where we explore
17:38
Speaker 2: more conversations that make an impact. Till the next time.