Latest / The Uplifters / Episode 62: Jennifer Maanavi Is Proving That Flubs, Flops, and Pivots Are the Secret Sauce for Lasting Success

Transcript

Episode 62: Jennifer Maanavi Is Proving That Flubs, Flops, and Pivots Are the Secret Sauce for Lasting Success · The Uplifters

• 0:05
  SPEAKER_00: An uplifter is a compelling leader who tries to breathe life and hope into people around them.
• 0:12
  SPEAKER_03: Who listen and care and guide and help.
• 0:17
  SPEAKER_00: Whose way of being in the world inspires.
• 0:20
  SPEAKER_00: Who uplifts with humor and understanding.
• 0:23
  SPEAKER_00: Who leads by example.
• 0:24
  SPEAKER_00: Don't judge.
• 0:26
  SPEAKER_00: Vulnerable.
• 0:26
  SPEAKER_00: Bold.
• 0:27
  SPEAKER_00: Determination.
• 0:29
  SPEAKER_00: Who are here to create a better world.
• 0:33
  SPEAKER_00: Who can learn and teach.
• 0:35
  SPEAKER_00: Who encourages you.
• 0:36
  SPEAKER_03: Who shines their light to lead other people.
• 0:40
  SPEAKER_03: Who uses their best self in order to help others.
• 0:42
  SPEAKER_03: I found the life that I liked and I worked toward that.
• 0:46
  SPEAKER_03: We are all uplifters.
• 0:47
  SPEAKER_03: Big love.
• 0:51
  SPEAKER_03: Welcome to the Uplifters podcast.
• 0:52
  SPEAKER_03: I'm Aranza Savas,
• 0:54
  SPEAKER_03: and today I'm joined by Jennifer Manovey,
• 0:56
  SPEAKER_03: who is the CEO and founder of Physique 57,
• 1:01
  SPEAKER_03: a global bar,
• 1:03
  SPEAKER_03: fitness,
• 1:04
  SPEAKER_03: and media company that hopefully everybody's tried already.
• 1:07
  SPEAKER_03: Jennifer, thank you so much for being here today.
• 1:10
  SPEAKER_03: My pleasure.
• 1:11
  SPEAKER_03: Thank you for having me.
• 1:12
  SPEAKER_03: I'm so glad we met.
• 1:13
  SPEAKER_03: Me too.
• 1:15
  SPEAKER_03: So Jennifer, tell me, how did your journey to founding and leading Physique 57 even start?
• 1:21
  SPEAKER_03: It
• 1:22
  SPEAKER_01: started with this epiphany,
• 1:24
  SPEAKER_01: which I think we know now,
• 1:26
  SPEAKER_01: but we didn't really know then that exercise leads to better mental health.
• 1:31
  SPEAKER_01: And I didn't know that.
• 1:33
  SPEAKER_01: And I don't even think we use the word mental health back then.
• 1:36
  SPEAKER_01: So I don't even think I called it mental health.
• 1:38
  SPEAKER_01: I think I just realized like, wow, when you work out, you really feel good.
• 1:43
  SPEAKER_01: Went to college.
• 1:43
  SPEAKER_01: I went to business school.
• 1:44
  SPEAKER_01: I had a career in financial services and I really enjoyed it.
• 1:48
  SPEAKER_01: And I thought perhaps I'd end up in financial services for the rest of my life.
• 1:52
  SPEAKER_01: And after graduate school,
• 1:54
  SPEAKER_01: I had a little more time on my hands and I started working kind of a pretty long schedule,
• 1:58
  SPEAKER_01: but regular schedule.
• 1:59
  SPEAKER_01: And I thought, oh, you know, I think people exercise after work.
• 2:03
  SPEAKER_01: Like, I think that's a thing.
• 2:04
  SPEAKER_01: When was this?
• 2:06
  SPEAKER_01: That was 2000.
• 2:07
  SPEAKER_01: Wow.
• 2:08
  SPEAKER_01: That was 2000 when there was gyms and there was some yoga studios and a little bit
• 2:12
  SPEAKER_01: of like private kind of high-end Pilates.
• 2:14
  SPEAKER_01: But it wasn't in the day-to-day for everybody.
• 2:17
  SPEAKER_01: It was for a lot of people, but not for everyone.
• 2:19
  SPEAKER_01: And it was like kind of popular.
• 2:21
  SPEAKER_01: I'll just put it that way.
• 2:22
  SPEAKER_01: And I lived in New York City.
• 2:24
  SPEAKER_01: And I specifically remember I had just finished school and I said to a friend,
• 2:30
  SPEAKER_01: so like,
• 2:31
  SPEAKER_01: what do people do when they don't have homework?
• 2:33
  SPEAKER_01: Like, I kind of forgot.
• 2:34
  SPEAKER_01: Yeah.
• 2:35
  SPEAKER_01: what to do with my time.
• 2:37
  SPEAKER_01: Like I leave work around 7, 7.30.
• 2:39
  SPEAKER_01: Like, what do you do after that?
• 2:41
  SPEAKER_01: She said, well, I think people exercise.
• 2:43
  SPEAKER_01: And she mentioned a studio that she'd been to that she did not like, but she thought that I might like.
• 2:49
  SPEAKER_01: I had danced growing up, which she knew.
• 2:50
  SPEAKER_01: And she said, I didn't like it, but maybe you want to try this place called the Lottie Burke Method.
• 2:56
  SPEAKER_01: You use a ballet bar.
• 2:57
  SPEAKER_01: It's very much of a strength training class.
• 3:00
  SPEAKER_01: Focus on the core, focus on alignment, great for posture.
• 3:05
  SPEAKER_01: I found it to be too hard, but if you want to try it, go right ahead.
• 3:09
  SPEAKER_01: I said, okay.
• 3:10
  SPEAKER_01: So I went pretty soon thereafter.
• 3:11
  SPEAKER_01: I tried it and within,
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  SPEAKER_01: and I am not exaggerating,
• 3:15
  SPEAKER_01: within 10 minutes,
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  SPEAKER_01: I knew that I would do this method for the rest of my life.
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  SPEAKER_01: It just had everything that I thought a safe and effective exercise method should incorporate.
• 3:27
  SPEAKER_01: And the instruction was terrific.
• 3:29
  SPEAKER_01: The exercises were terrific.
• 3:30
  SPEAKER_01: The pace was perfect.
• 3:32
  SPEAKER_01: It was hard, but it wasn't like, you know, maniacal, like some other bootcampy things were.
• 3:37
  SPEAKER_01: And I thought this is perfect for women's bodies.
• 3:39
  SPEAKER_01: This is just great.
• 3:40
  SPEAKER_01: So lo and behold, I did do that form of exercise for about five years.
• 3:45
  SPEAKER_01: And then I was working at Morgan Stanley.
• 3:47
  SPEAKER_01: And one day I went to that same studio that I had been going to all those years.
• 3:52
  SPEAKER_01: And they told me that they were closing down.
• 3:55
  SPEAKER_01: And to make a long story short, what else could I do but start a new one?
• 4:00
  SPEAKER_01: And that's really what I did.
• 4:01
  SPEAKER_01: And it took me just like two or three days to determine that.
• 4:05
  SPEAKER_01: Like once it really sunk in that they were closing down and I went through like
• 4:10
  SPEAKER_01: what that meant for me and
• 4:12
  SPEAKER_01: what that meant for the community there.
• 4:14
  SPEAKER_01: I thought if anyone's going to start it, like it might as well be me.
• 4:16
  SPEAKER_01: Like, I don't know that anyone else is going to do it.
• 4:19
  SPEAKER_01: And to go back to the original question about mental health and people feeling good,
• 4:23
  SPEAKER_01: what I had found from working out at this particular method and probably with other
• 4:27
  SPEAKER_01: methods too,
• 4:28
  SPEAKER_01: that I just felt more confident.
• 4:31
  SPEAKER_01: I felt happier.
• 4:32
  SPEAKER_01: I felt stronger.
• 4:34
  SPEAKER_01: This was really kind of how I stayed kind of strong and positive and empowered at a
• 4:41
  SPEAKER_01: time when I was in my late 20s and I was working on Wall Street.
• 4:45
  SPEAKER_01: Not many women,
• 4:46
  SPEAKER_01: not,
• 4:47
  SPEAKER_01: you know,
• 4:47
  SPEAKER_01: you're not naturally uplifted,
• 4:49
  SPEAKER_01: to use your favorite word,
• 4:51
  SPEAKER_01: by women around you.
• 4:52
  SPEAKER_01: So you had to do it yourself.
• 4:54
  SPEAKER_01: And I felt that feeling strong and flexible and
• 4:57
  SPEAKER_01: in control of your body really helped me do all of those things in a work environment also.
• 5:04
  SPEAKER_01: So when I started it, it wasn't like, hey, I just want everyone to have amazing biceps.
• 5:09
  SPEAKER_01: It was more about I want women to have a place where they can go and feel comfortable,
• 5:13
  SPEAKER_01: safe,
• 5:14
  SPEAKER_01: welcomed,
• 5:15
  SPEAKER_01: adored by the staff while they're getting stronger and fitter and healthier and
• 5:20
  SPEAKER_01: feeling better.
• 5:21
  SPEAKER_03: Wow, how beautiful.
• 5:23
  SPEAKER_03: And it sounds like it was really born out of your own personal need and your own
• 5:28
  SPEAKER_03: personal experience,
• 5:28
  SPEAKER_03: which the best things usually are.
• 5:31
  SPEAKER_03: So true.
• 5:32
  SPEAKER_03: And yet, though you had worked at Morgan Stanley, you had experience in the business world.
• 5:38
  SPEAKER_03: Doesn't sound like you had any experience starting a business.
• 5:41
  SPEAKER_01: None.
• 5:42
  SPEAKER_03: Zero.
• 5:45
  SPEAKER_01: I had no experience, but what I did have was the confidence to start it.
• 5:51
  SPEAKER_01: I felt like, and that's why I use this phrase sometimes.
• 5:54
  SPEAKER_01: And even with some younger people that I work with or get to know, it's like, why not you?
• 6:00
  SPEAKER_01: I was 33.
• 6:01
  SPEAKER_01: I had a one-year-old.
• 6:04
  SPEAKER_01: I had a good education.
• 6:06
  SPEAKER_01: I had like 10 years of business experience.
• 6:08
  SPEAKER_01: That's not a lot by the way,
• 6:09
  SPEAKER_01: but it's something I had worked with and been with very smart people for a very
• 6:14
  SPEAKER_01: long time.
• 6:15
  SPEAKER_01: I was like,
• 6:15
  SPEAKER_01: well,
• 6:16
  SPEAKER_01: if we were to find someone else to start a bar studio,
• 6:20
  SPEAKER_01: is there someone remarkably better out there?
• 6:23
  SPEAKER_01: Who would that be even?
• 6:24
  SPEAKER_01: Because it was such a new category.
• 6:26
  SPEAKER_01: So it wasn't even like there was the perfect resume.
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  SPEAKER_01: This is before boutique fitness was even a name.
• 6:33
  SPEAKER_01: So if you're starting something brand new,
• 6:36
  SPEAKER_01: There's no assumption of what that skill set should be other than good common sense,
• 6:41
  SPEAKER_01: some patience,
• 6:42
  SPEAKER_01: matched with a supreme sense of urgency,
• 6:45
  SPEAKER_01: the willingness to like roll up your sleeves and figure things out,
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  SPEAKER_01: a love for the product and a love for other people.
• 6:51
  SPEAKER_01: Like, well, I have that.
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  SPEAKER_01: So like, I think I could get this done.
• 6:56
  SPEAKER_01: So I just did it.
• 6:58
  SPEAKER_03: Wow.
• 6:59
  SPEAKER_03: I mean, I think the urgency component is really interesting.
• 7:02
  SPEAKER_03: Why do you highlight that specifically?
• 7:05
  SPEAKER_01: I don't believe you need to have a sense of urgency to be successful at all.
• 7:08
  SPEAKER_01: I'm not saying that.
• 7:09
  SPEAKER_01: I think if you want to like bravely enter a space that you're not familiar with, you have to just go.
• 7:17
  SPEAKER_01: And I'll just give you an example.
• 7:18
  SPEAKER_01: And I hope this is not sounding at all condescending or judgmental in any way.
• 7:23
  SPEAKER_01: But I went to Columbia Business School and they had some great groups for like entrepreneur groups.
• 7:27
  SPEAKER_01: This is when entrepreneurship wasn't such a popular thing as it is now.
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  SPEAKER_01: So they would have these special groups for women to start
• 7:34
  SPEAKER_01: businesses.
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  SPEAKER_01: And what I found is like, let's say we met every month.
• 7:38
  SPEAKER_01: I think we met every month.
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  SPEAKER_01: Some people never showed progress.
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  SPEAKER_01: Like they would come in January and then in February, they were still testing or something, something.
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  SPEAKER_01: And then they would come March.
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  SPEAKER_01: They were thinking, testing.
• 7:53
  SPEAKER_01: You know, go doing pros and cons like people like I already started my business.
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  SPEAKER_01: Sometimes you just have to go.
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  SPEAKER_01: And I tell some people that I mentor,
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  SPEAKER_01: if you go to a cocktail party once and you tell someone that you're going to start
• 8:05
  SPEAKER_01: a business,
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  SPEAKER_01: if you run into them again,
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  SPEAKER_01: you better have made significant progress.
• 8:09
  SPEAKER_01: If you run into that person and you say, well, I'm still thinking about it.
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  SPEAKER_01: You are completely instantly disregarded.
• 8:15
  SPEAKER_01: And that's just how it goes.
• 8:16
  SPEAKER_01: Yeah, that's and like, I don't know what else to tell you.
• 8:19
  SPEAKER_01: Like, that's the truth.
• 8:20
  SPEAKER_01: If you want to start a business and you're going to go public with that concept and that dialogue,
• 8:25
  SPEAKER_01: You got to go.
• 8:25
  SPEAKER_01: Or otherwise, they just think you don't really want to start that business.
• 8:29
  SPEAKER_01: So you got to start it.
• 8:30
  SPEAKER_01: Yeah.
• 8:31
  SPEAKER_03: And I think it comes from a really good place.
• 8:34
  SPEAKER_03: People want to do things well.
• 8:36
  SPEAKER_03: They want to be successful.
• 8:38
  SPEAKER_03: They want to feel like they have it all figured out.
• 8:41
  SPEAKER_03: And I think what your story tells us,
• 8:44
  SPEAKER_03: but it certainly very much jives with my own life experience and the work I do with clients.
• 8:49
  SPEAKER_03: It's about learning through doing. 100%.
• 8:52
  SPEAKER_01: One, I mean, I mess things up all the time.
• 8:55
  SPEAKER_01: I've been doing this 18 years and I just really messed something up on Friday and
• 8:59
  SPEAKER_01: it got fixed a couple hours later.
• 9:00
  SPEAKER_01: 18 years, I'm really messing things up.
• 9:02
  SPEAKER_01: I mean, imagine how much I messed up 18 years ago.
• 9:06
  SPEAKER_01: I mean, it's like, you know, the drop down menu, I clicked the wrong thing and yada, yada, yada, yada.
• 9:12
  SPEAKER_01: I basically took down one drive for my whole company.
• 9:14
  SPEAKER_01: Like it happened.
• 9:15
  Yeah.
• 9:17
  Oops.
• 9:17
  SPEAKER_01: It happens.
• 9:19
  SPEAKER_01: Sorry.
• 9:20
  SPEAKER_01: It just happens.
• 9:21
  SPEAKER_01: I'm a human.
• 9:22
  SPEAKER_01: I'm totally human.
• 9:23
  SPEAKER_01: And my staff is human.
• 9:25
  SPEAKER_01: And we're all just human.
• 9:26
  SPEAKER_01: And every mistake can be fixed.
• 9:28
  SPEAKER_01: And some may be a little more expensive to fix, but it's all fixable.
• 9:32
  SPEAKER_01: And the mistakes you make, I mean, let's not even call them mistakes.
• 9:35
  SPEAKER_01: It's just like the learning experiences.
• 9:37
  SPEAKER_01: I didn't even have a company name and I was hiring people.
• 9:39
  SPEAKER_01: Who's to say that was a good idea?
• 9:41
  SPEAKER_01: Like who's to say any of this was a good idea, but it worked.
• 9:45
  SPEAKER_01: And I'm really,
• 9:46
  SPEAKER_01: you know,
• 9:46
  SPEAKER_01: and I just give people a lot of,
• 9:48
  SPEAKER_01: I understand wanting to figure things out and not rush,
• 9:51
  SPEAKER_01: but there is that fine line.
• 9:53
  SPEAKER_01: There really is that fine line.
• 9:54
  SPEAKER_01: And sometimes you just have to move at a pace,
• 9:56
  SPEAKER_01: maybe faster than you're comfortable with,
• 9:59
  SPEAKER_01: but you'll learn it.
• 10:00
  SPEAKER_01: You'll learn how to work in a faster pace.
• 10:02
  SPEAKER_03: And you'll find support.
• 10:03
  SPEAKER_03: Yeah.
• 10:04
  SPEAKER_03: Right?
• 10:04
  SPEAKER_03: Like by saying,
• 10:05
  SPEAKER_03: I don't know what the name is,
• 10:07
  SPEAKER_03: you were able to have lots of great conversations with people who had ideas about
• 10:12
  SPEAKER_03: this name and to probably find a much better name than you might have found holed
• 10:16
  SPEAKER_03: up in your basement alone,
• 10:19
  SPEAKER_03: pondering names.
• 10:20
  SPEAKER_03: 100% right.
• 10:22
  SPEAKER_01: Yeah, totally.
• 10:22
  SPEAKER_01: So I think that's a great point.
• 10:24
  SPEAKER_01: Like as you're going and you are trying to figure things out and if you have a nice
• 10:28
  SPEAKER_01: support team or even strangers half the time,
• 10:31
  SPEAKER_01: sometimes they'll just give you good,
• 10:33
  SPEAKER_01: you know,
• 10:33
  SPEAKER_01: good suggestions,
• 10:34
  SPEAKER_01: good advice.
• 10:35
  SPEAKER_01: So it is never about knowing everything.
• 10:38
  SPEAKER_01: It's just having like a good sense of what direction you want to go in.
• 10:41
  SPEAKER_01: You know,
• 10:42
  SPEAKER_01: I think what's probably better is to know what you definitely don't want to do,
• 10:45
  SPEAKER_01: like especially morally,
• 10:47
  SPEAKER_01: ethically,
• 10:47
  SPEAKER_01: et cetera.
• 10:49
  SPEAKER_01: But it doesn't mean you have to know exactly what you want to do.
• 10:51
  SPEAKER_03: So this idea of learning by doing sounds like it made you uniquely well-suited for entrepreneurship.
• 11:01
  SPEAKER_03: Because again,
• 11:02
  SPEAKER_03: there are people who are just extremely uncomfortable with that and get analysis
• 11:06
  SPEAKER_03: paralysis and find it very difficult to move forward.
• 11:12
  SPEAKER_03: What are some of the other hurdles you've seen entrepreneurs face over the years or
• 11:18
  SPEAKER_03: that are qualities that you feel like made you sort of uniquely well-suited?
• 11:23
  SPEAKER_01: Oh, thank you for asking that because I think that's a really important question.
• 11:28
  SPEAKER_01: I started Physique 57, which is a boutique fitness studio a long time ago.
• 11:32
  SPEAKER_01: And as I was saying before,
• 11:33
  SPEAKER_01: like before boutique fitness was a term,
• 11:36
  SPEAKER_01: it was more just like there's a place where these people go do things.
• 11:39
  SPEAKER_01: That was pretty much the category we were in.
• 11:42
  SPEAKER_01: And then in, so we started our first class in 2006.
• 11:45
  SPEAKER_01: And then by like 2011,
• 11:48
  SPEAKER_01: 12 is when you had just more of this boutique studio where you would pay a class
• 11:54
  SPEAKER_01: price and you would take a class and you would leave and it wasn't a gym membership.
• 11:57
  SPEAKER_01: And so that concept was really new.
• 11:59
  SPEAKER_01: And the reason why I just want to back up to that is when the trend took off,
• 12:04
  SPEAKER_01: a lot of people benefited.
• 12:05
  SPEAKER_01: Like even if you,
• 12:07
  SPEAKER_01: it was a time when there was so much demand that the supply didn't have to
• 12:11
  SPEAKER_01: necessarily be perfect.
• 12:13
  SPEAKER_01: And there was maybe like 20 studios in New York opening every year at a minimum.
• 12:18
  SPEAKER_01: It was just like everyone was opening a boutique fitness studio.
• 12:20
  SPEAKER_01: And I'm proud of my team and I'm proud of the brand for withstanding it and for
• 12:25
  SPEAKER_01: still being here because a lot of those brands are not here anymore.
• 12:29
  SPEAKER_01: And I look back to some of the reasons why and I know all those founders very well,
• 12:35
  SPEAKER_01: but I think some people expand it too quickly and they think that they have the
• 12:38
  SPEAKER_01: special sauce and that they're just awesome and that anything they touch is going
• 12:43
  SPEAKER_01: to be perfect because they did it once.
• 12:46
  SPEAKER_01: I'll probably be able to do it again.
• 12:48
  SPEAKER_01: And then they raise a lot of money and then they get a big ego and then they start
• 12:52
  SPEAKER_01: treating their teams poorly.
• 12:54
  SPEAKER_01: And then they think they're famous.
• 12:56
  SPEAKER_01: And then they think they're all a whole bunch of things.
• 12:58
  SPEAKER_01: And they're really just not all those things.
• 13:02
  SPEAKER_01: And what I would say in a more positive light,
• 13:05
  SPEAKER_01: is every day is a new day.
• 13:06
  SPEAKER_01: Like every day that I come to work,
• 13:09
  SPEAKER_01: whether I'm at the studio or just in my office,
• 13:12
  SPEAKER_01: you know,
• 13:12
  SPEAKER_01: I think our whole company just is very humble.
• 13:15
  SPEAKER_01: And the idea is like,
• 13:16
  SPEAKER_01: whatever we knew yesterday that might've been successful,
• 13:18
  SPEAKER_01: who knows if it's successful today.
• 13:20
  SPEAKER_01: We have to just be smarter and better and client focused every single day.
• 13:26
  SPEAKER_01: and not rest on our laurels.
• 13:29
  SPEAKER_01: And I think that really,
• 13:30
  SPEAKER_01: that really helped us to be successful because even though,
• 13:32
  SPEAKER_01: I mean,
• 13:33
  SPEAKER_01: there was a time,
• 13:34
  SPEAKER_01: even when we started our DVD business,
• 13:36
  SPEAKER_01: believe it or not,
• 13:37
  SPEAKER_01: we had a DVD business.
• 13:38
  SPEAKER_03: When we started our DVD business.
• 13:40
  SPEAKER_01: Yes, a long time ago.
• 13:42
  SPEAKER_01: I know that's like 2008.
• 13:44
  SPEAKER_01: We got a call from QVC.
• 13:46
  SPEAKER_01: We were on QVC.
• 13:48
  SPEAKER_01: Even when we launched the DVDs, we sold in all 50 states in 30 days.
• 13:51
  SPEAKER_01: We had a lot of success really early in a lot of ways.
• 13:55
  SPEAKER_01: And we had four big studios in New York.
• 13:57
  SPEAKER_01: We had LA.
• 13:57
  SPEAKER_01: I have a handful of studios internationally, Dubai, Bangkok, and India.
• 14:01
  SPEAKER_01: But we never said like, wow, we're so good.
• 14:04
  SPEAKER_01: Let's have 100 studios or let's just have 200 because we have the special sauce.
• 14:08
  SPEAKER_01: I just don't know what that special sauce is that people sometimes think they have
• 14:12
  SPEAKER_01: because every market is different.
• 14:13
  SPEAKER_01: Every group of employees is different.
• 14:16
  SPEAKER_01: Not everything is repeatable.
• 14:17
  SPEAKER_01: Not everything can scale.
• 14:19
  SPEAKER_01: A lot of things can.
• 14:20
  SPEAKER_01: And that's awesome.
• 14:21
  SPEAKER_01: But not everything can.
• 14:22
  SPEAKER_01: And I think you have to think about what is making your business so successful and
• 14:27
  SPEAKER_01: maybe just doubling down on that and improving profit margin,
• 14:31
  SPEAKER_01: increasing revenue of just what you have
• 14:33
  SPEAKER_01: could be a better choice than trying to replicate yourself all over the place.
• 14:39
  SPEAKER_01: And that can very much be eco-driven.
• 14:41
  SPEAKER_01: I don't think that's so much P&L driven.
• 14:43
  SPEAKER_01: And I think we have very much focused on having profitable studios, but not that many.
• 14:48
  SPEAKER_01: Right now I have 12.
• 14:49
  SPEAKER_01: And I, you know, at one point we had 15 or 16, like that's fine.
• 14:53
  SPEAKER_01: Like that to me was totally fine.
• 14:55
  SPEAKER_01: And I never wanted to quote unquote, blow it out.
• 14:57
  SPEAKER_01: Blowing it out is okay.
• 14:58
  SPEAKER_01: But a lot of those studios have unblown themselves, have reduced themselves over time.
• 15:03
  SPEAKER_03: When you think back to some of the big pivots or shifts that you made along the way
• 15:09
  SPEAKER_03: because you found that what was working was no longer right for the moment,
• 15:14
  SPEAKER_03: what were some of the scariest moments there where it felt like there was a U-turn
• 15:19
  SPEAKER_03: or a big shift that impacted how you did business?
• 15:22
  SPEAKER_01: Yeah, I've had a few.
• 15:24
  SPEAKER_03: We don't need to have a 10 hour podcast, but I've had a few.
• 15:27
  SPEAKER_03: It's great though, isn't it?
• 15:28
  SPEAKER_03: To be able to say I've had a few and here I am.
• 15:30
  SPEAKER_01: Yeah,
• 15:31
  SPEAKER_01: I've had,
• 15:31
  SPEAKER_01: I think one,
• 15:32
  SPEAKER_01: I think the first one,
• 15:34
  SPEAKER_01: which is hard for probably most of your younger audience to know is there was a
• 15:38
  SPEAKER_01: time when DVDs like Blockbuster,
• 15:41
  SPEAKER_01: like was a big thing.
• 15:41
  SPEAKER_01: Like you had these DVDs and you use them.
• 15:44
  SPEAKER_01: And that business was a seven figure business.
• 15:46
  SPEAKER_01: And it like instantly went to like nothing, right?
• 15:49
  SPEAKER_01: because people weren't buying DVDs anymore.
• 15:53
  SPEAKER_01: And just to take a second on this,
• 15:54
  SPEAKER_01: one of the problems with that is you already own physically these DVDs and you have
• 15:59
  SPEAKER_01: them in a warehouse in Michigan,
• 16:02
  SPEAKER_01: for example.
• 16:03
  SPEAKER_01: So you have a whole setup and supply chain for these things that no one wants anymore.
• 16:10
  SPEAKER_01: And oof, oof, I know.
• 16:12
  SPEAKER_01: So it's one thing to say,
• 16:14
  SPEAKER_01: yes,
• 16:14
  SPEAKER_01: we transitioned from DVD to online,
• 16:16
  SPEAKER_01: which was awesome,
• 16:17
  SPEAKER_01: which we did in 2012.
• 16:19
  SPEAKER_01: But what, you know, part of the story that's not told is this inventory story.
• 16:23
  SPEAKER_01: They had to like figure out how to unload all of these DVDs and you can't sell them
• 16:27
  SPEAKER_01: in all different countries because there's different specifications.
• 16:29
  SPEAKER_01: So that was like a fun, a fun and funny story for another day.
• 16:33
  SPEAKER_01: But we had to figure out what to do with like 10,000 DVDs.
• 16:37
  SPEAKER_01: So that was like one thing that that business dried up.
• 16:40
  SPEAKER_01: And then
• 16:41
  SPEAKER_01: What you have to do is think through what you're going to do next.
• 16:43
  SPEAKER_01: And I had a wonderful young person on the staff who was telling us about this
• 16:47
  SPEAKER_01: concept of quote unquote digitizing content.
• 16:51
  SPEAKER_01: Who knows what that even meant back then?
• 16:52
  SPEAKER_01: I was like, what?
• 16:53
  SPEAKER_01: Are you speaking English?
• 16:55
  SPEAKER_01: And this is like 2010, 2011.
• 16:58
  SPEAKER_01: And she's like,
• 16:59
  SPEAKER_01: yeah,
• 16:59
  SPEAKER_01: you like do a video,
• 17:00
  SPEAKER_01: but instead of putting it on a DVD,
• 17:02
  SPEAKER_01: you put it onto your website.
• 17:03
  SPEAKER_01: And it took me a couple months to like even understand what she was talking about.
• 17:07
  SPEAKER_01: And this is a long time ago.
• 17:09
  SPEAKER_01: And I mean,
• 17:09
  SPEAKER_01: this just to give you some reference,
• 17:11
  SPEAKER_01: even when we opened in 2006,
• 17:12
  SPEAKER_01: people were not comfortable making reservations for class online.
• 17:16
  SPEAKER_01: If that's when people didn't want to put their credit card into websites.
• 17:19
  SPEAKER_01: Right.
• 17:20
  SPEAKER_01: I mean,
• 17:20
  SPEAKER_01: we've gone so far,
• 17:22
  SPEAKER_01: but let's not forget that some people were like,
• 17:23
  SPEAKER_01: I'm not giving my,
• 17:24
  SPEAKER_01: I'm not putting my credit card in a laptop.
• 17:26
  SPEAKER_01: Right.
• 17:28
  SPEAKER_03: That's crazy talk.
• 17:29
  SPEAKER_01: Everyone's going to steal it.
• 17:31
  SPEAKER_01: So a couple years later,
• 17:33
  SPEAKER_01: there's this concept of watching things on TV that live in the cloud,
• 17:39
  SPEAKER_01: in space,
• 17:40
  SPEAKER_01: and you're like,
• 17:41
  SPEAKER_01: what are you talking about?
• 17:42
  SPEAKER_01: What?
• 17:43
  SPEAKER_01: But finally, I was like, okay, I don't really understand what you're talking about, but I'll do it.
• 17:48
  SPEAKER_01: And then we took those DVD, that content from the DVDs and we put it on our website.
• 17:52
  SPEAKER_01: And then you have this paywall, this new concept.
• 17:54
  SPEAKER_01: And then we did really well.
• 17:55
  SPEAKER_01: So now we've had,
• 17:56
  SPEAKER_01: so the video on demand platform that we have in addition to the studios has been
• 18:00
  SPEAKER_01: around for 12 years.
• 18:02
  SPEAKER_03: Wow.
• 18:02
  SPEAKER_01: So it's not a product of the pandemic.
• 18:04
  SPEAKER_01: It's something we did for a long time.
• 18:05
  SPEAKER_01: I would not have done that
• 18:07
  SPEAKER_01: Obviously, had DVD, this has not gone away.
• 18:09
  SPEAKER_01: So I was happy for that change.
• 18:12
  SPEAKER_01: And then the second big one was ClassPass,
• 18:14
  SPEAKER_01: which maybe some of your viewers know,
• 18:16
  SPEAKER_01: which is this aggregator of class inventory.
• 18:19
  SPEAKER_01: And now I think it's going into restaurants and spas as well.
• 18:22
  SPEAKER_01: And that was a complete,
• 18:24
  SPEAKER_01: it took like maybe 16,
• 18:25
  SPEAKER_01: 17 months,
• 18:26
  SPEAKER_01: but that destroyed the boutique fitness business.
• 18:30
  SPEAKER_01: So what you earned from maybe 30 or 40% of your clientele was now half.
• 18:35
  SPEAKER_01: Wow.
• 18:36
  SPEAKER_01: And, you know, consumers don't always understand that.
• 18:38
  SPEAKER_01: And that's okay.
• 18:39
  SPEAKER_01: They don't need to.
• 18:39
  SPEAKER_01: It's really the business's responsibility to adapt.
• 18:43
  SPEAKER_01: And yeah, so my profit margins really, really got squeezed.
• 18:46
  SPEAKER_01: And the relationship with ClassPass and studios was always acrimonious.
• 18:51
  SPEAKER_01: It was always, and still is, not great.
• 18:54
  SPEAKER_01: So that was a huge shift.
• 18:56
  SPEAKER_01: And that's when a lot of things on your P&L had to be disrupted.
• 19:03
  SPEAKER_01: And that was tough.
• 19:04
  SPEAKER_01: And then, of course, there's the pandemic when all my studios closed.
• 19:07
  SPEAKER_01: There's that.
• 19:08
  SPEAKER_01: That little thing.
• 19:10
  SPEAKER_01: That little thing.
• 19:10
  SPEAKER_01: Heard of it?
• 19:11
  SPEAKER_01: Yes.
• 19:11
  SPEAKER_01: And we lost 90% of our revenue in one day.
• 19:14
  SPEAKER_01: Oh.
• 19:15
  SPEAKER_01: Yeah.
• 19:15
  SPEAKER_01: So that, and that, you know, everyone's got a pandemic story.
• 19:17
  SPEAKER_01: I'm not suggesting mine's worse.
• 19:19
  SPEAKER_01: Everyone's healthy, like, you know, on the family side, but that was certainly a big change to us.
• 19:24
  SPEAKER_01: And I had to fire like 95 people in one day, closed my studios permanently.
• 19:28
  SPEAKER_01: And now we've rebuilt from there.
• 19:31
  SPEAKER_03: And who are you now as a brand that is different than who you were pre-pandemic?
• 19:36
  SPEAKER_01: Yeah, that's a great question.
• 19:38
  SPEAKER_01: So we were, we had just started selling franchises.
• 19:41
  SPEAKER_01: I wouldn't say we were a national brand because it's still a niche business.
• 19:44
  SPEAKER_01: So it was not a household name,
• 19:45
  SPEAKER_01: but if you liked bar fitness,
• 19:48
  SPEAKER_01: you kind of knew there was this place in LA and New York that did it really well.
• 19:52
  SPEAKER_01: We had these big studios, two classes going on all the time, day and night.
• 19:55
  SPEAKER_01: We had these international studios.
• 19:57
  SPEAKER_01: So the difference,
• 19:58
  SPEAKER_01: so then I decided just to become,
• 20:00
  SPEAKER_01: and I don't say just because it's still an endeavor and it's still a big job,
• 20:04
  SPEAKER_01: is to become a more regional brand.
• 20:06
  SPEAKER_01: And so we left LA and stopped franchising.
• 20:10
  SPEAKER_01: So now,
• 20:11
  SPEAKER_01: which is working out really well,
• 20:13
  SPEAKER_01: we are in Philadelphia,
• 20:14
  SPEAKER_01: Hoboken,
• 20:15
  SPEAKER_01: Brooklyn,
• 20:15
  SPEAKER_01: New York,
• 20:16
  SPEAKER_01: two studios here.
• 20:17
  SPEAKER_01: and another license in New Jersey and just staying tight to this region.
• 20:23
  SPEAKER_01: And it just saves on marketing and saves on so many things.
• 20:27
  SPEAKER_01: We're doing really well being a like tightly run, well-run company.
• 20:31
  SPEAKER_01: New York City regional brand.
• 20:33
  SPEAKER_01: And I still have the international studios,
• 20:35
  SPEAKER_01: but it's just become more efficient to stay local and grow the business smartly here.
• 20:44
  SPEAKER_01: Interesting.
• 20:45
  SPEAKER_01: How is that different?
• 20:46
  SPEAKER_01: When you have studios on different coasts or entertain the idea to have studios in
• 20:52
  SPEAKER_01: other parts of the country,
• 20:53
  SPEAKER_01: it's fun.
• 20:54
  SPEAKER_01: It's ambitious and it makes you feel like you have a bigger brand and a larger target market.
• 21:02
  SPEAKER_01: When we decided to just stay regional, it means that you don't really have to do a lot of things.
• 21:07
  SPEAKER_01: I'm happy if we are in Vogue or US Weekly online, like that's still good.
• 21:12
  SPEAKER_01: But I don't really have to do that anymore.
• 21:14
  SPEAKER_01: Like I'm not trying to get Los Angeles celebrities anymore.
• 21:17
  SPEAKER_01: You just sort of give up some of your aspirations, which can be disappointing.
• 21:23
  SPEAKER_01: Yeah.
• 21:24
  SPEAKER_01: But there's so many aspirations you can have just right here.
• 21:26
  SPEAKER_01: I mean, New York City is humongous.
• 21:28
  SPEAKER_01: So it's not like I'm saying I'm going to go be in some small town.
• 21:30
  SPEAKER_01: Like we're just going to try to nail New York City and the surrounding area.
• 21:34
  SPEAKER_01: There's a few people who live here.
• 21:35
  SPEAKER_01: Yeah, exactly.
• 21:37
  SPEAKER_01: So it's just become a more defined growth strategy than like we could go anywhere.
• 21:43
  SPEAKER_01: Like I used to travel to Dallas.
• 21:44
  SPEAKER_01: I would go to Miami.
• 21:45
  SPEAKER_01: I would...
• 21:46
  SPEAKER_01: Check this out.
• 21:47
  SPEAKER_01: I was just sort of checking things out all the time.
• 21:49
  SPEAKER_01: And it was fun.
• 21:51
  SPEAKER_01: And it was worth it when I was doing it.
• 21:53
  SPEAKER_01: And then I realized it's not worth it.
• 21:55
  SPEAKER_03: I think one of the scariest things about the type of journey you're describing here,
• 22:00
  SPEAKER_03: which is life in general,
• 22:02
  SPEAKER_03: is that it has lots of big twists and turns.
• 22:04
  SPEAKER_03: And that requires making lots of big strategic decisions.
• 22:08
  SPEAKER_03: Mm-hmm.
• 22:09
  SPEAKER_03: So what informs the big decisions that you make?
• 22:14
  SPEAKER_01: Yeah, thank you.
• 22:15
  SPEAKER_01: I think what is really important is to be very,
• 22:20
  SPEAKER_01: very quiet and really,
• 22:22
  SPEAKER_01: really think about the true demand for your product.
• 22:27
  SPEAKER_01: And so,
• 22:27
  SPEAKER_01: for example,
• 22:28
  SPEAKER_01: during the pandemic,
• 22:30
  SPEAKER_01: we did very,
• 22:31
  SPEAKER_01: very well selling digital content to partners,
• 22:35
  SPEAKER_01: even China.
• 22:36
  SPEAKER_01: We sent,
• 22:37
  SPEAKER_01: which was probably one of my hardest endeavors because no one spoke English and I
• 22:41
  SPEAKER_01: don't speak Chinese.
• 22:42
  SPEAKER_01: So these corporate wellness entities were interested.
• 22:46
  SPEAKER_01: It was interested.
• 22:47
  SPEAKER_01: So if you wanted female oriented content, fitness content, like we were on the short list of phone calls.
• 22:54
  SPEAKER_01: So that is demand based on, I was like a macro demand.
• 22:58
  SPEAKER_01: situation going on in the world.
• 23:00
  SPEAKER_01: And we were ready to roll because we had been doing video on demand for so long.
• 23:05
  SPEAKER_01: So we had all this content, packaged it up, sent it out.
• 23:10
  SPEAKER_01: And then around the world, when people started
• 23:13
  SPEAKER_01: you know, quote unquote, going back to the gym or going back to the office, etc.
• 23:17
  SPEAKER_01: Those big companies that were buying content, understandably, didn't need as much.
• 23:23
  SPEAKER_01: Also, what was becoming more popular and still is, is breathing, yoga, meditation.
• 23:30
  SPEAKER_01: And so it was like, well, we're not going to do fitness, but we're partnering with XYZ to do meditation.
• 23:36
  SPEAKER_01: And you can resist that and like go down screaming like,
• 23:41
  SPEAKER_01: no,
• 23:42
  SPEAKER_01: I'm going to sell this content to everyone in the world and hire people to sell all
• 23:45
  SPEAKER_01: this stuff.
• 23:46
  SPEAKER_01: Or you can say like, that is the way the world's changing.
• 23:49
  SPEAKER_01: I was in Saudi Arabia for a conference and a company that two years ago would have
• 23:55
  SPEAKER_01: definitely purchased my content,
• 23:57
  SPEAKER_01: definitely would have been a great meeting,
• 23:59
  SPEAKER_01: like 90% sure that that would have all gone really well.
• 24:02
  SPEAKER_01: This time it was like five minutes long and they said, no, we don't do fitness anymore.
• 24:08
  SPEAKER_01: You know, like that's like, okay, you know, I got it.
• 24:12
  SPEAKER_01: So if you take away your ego and you take away how great your brand is and you take
• 24:18
  SPEAKER_01: away how great your product is and you just sit with the fact that those phone
• 24:22
  SPEAKER_01: calls aren't coming in anymore,
• 24:23
  SPEAKER_01: you have to say like,
• 24:24
  SPEAKER_01: okay guys,
• 24:25
  SPEAKER_01: like that's just not going to be a business for us.
• 24:27
  SPEAKER_01: And the revenue is going to evaporate.
• 24:32
  SPEAKER_01: Be realistic.
• 24:32
  SPEAKER_01: It's just gone.
• 24:34
  SPEAKER_01: And then you say, okay, so what next?
• 24:37
  SPEAKER_01: So then I opened a new studio.
• 24:38
  SPEAKER_01: I went back to bricks and mortar.
• 24:40
  SPEAKER_01: I moved one.
• 24:42
  SPEAKER_01: So then you say, let's just agree that that revenue stream is diminished.
• 24:49
  SPEAKER_01: So now what?
• 24:50
  SPEAKER_03: So what's working and what's not working and lean into what's working in the moment.
• 24:54
  SPEAKER_01: The sad thing is you have to change roles.
• 24:58
  SPEAKER_01: There is a collateral damage to doing that, but
• 25:02
  SPEAKER_01: you know, you got to do that.
• 25:04
  SPEAKER_01: What other, you know, what some people could do is say, we're going to try another market.
• 25:08
  SPEAKER_01: We're going to make better videos.
• 25:09
  SPEAKER_01: We're going to put more money into advertising.
• 25:11
  SPEAKER_01: Like you could totally do that.
• 25:13
  SPEAKER_01: And maybe that would work, but you can also just say what's next.
• 25:16
  SPEAKER_01: And put money there.
• 25:17
  SPEAKER_03: One of the things I have observed in Uplifters is that over and over again,
• 25:22
  SPEAKER_03: what you hear is people who are willing to ride the waves of change and to find
• 25:29
  SPEAKER_03: some peace and some opportunity in what is instead of trying to force what they
• 25:35
  SPEAKER_03: want to be.
• 25:36
  SPEAKER_01: I have three children.
• 25:38
  SPEAKER_01: You cannot force anyone to do anything, even if they're your own children.
• 25:42
  SPEAKER_01: Right.
• 25:44
  SPEAKER_03: Even yourself, you can't force.
• 25:47
  SPEAKER_01: Exactly.
• 25:48
  SPEAKER_01: You really can't force it.
• 25:49
  SPEAKER_01: And what I'll also say,
• 25:50
  SPEAKER_01: just from a business perspective,
• 25:52
  SPEAKER_01: in order to be able to ride the wave,
• 25:54
  SPEAKER_01: I just want to give some advice.
• 25:57
  SPEAKER_01: You do need to have a cushion, like cash on the side.
• 26:01
  SPEAKER_01: And you can call it rainy day,
• 26:03
  SPEAKER_01: or you can call it like,
• 26:05
  SPEAKER_01: this is for when I get the heads up that I need to do something different.
• 26:09
  SPEAKER_01: I guess that is a rainy day.
• 26:10
  Yeah.
• 26:11
  SPEAKER_01: Because...
• 26:12
  SPEAKER_01: if you're relying on that revenue so much that it's actually paying the payroll or something,
• 26:18
  SPEAKER_01: you know,
• 26:18
  SPEAKER_01: that's just scary.
• 26:19
  SPEAKER_01: So I would just say,
• 26:20
  SPEAKER_01: like,
• 26:20
  SPEAKER_01: if you're running a business and you expect twists and turns,
• 26:23
  SPEAKER_01: which you should,
• 26:23
  SPEAKER_01: like just having that extra money,
• 26:26
  SPEAKER_01: it's sort of the same because when all the signs were coming in that either like
• 26:32
  SPEAKER_01: the studios aren't,
• 26:32
  SPEAKER_01: well,
• 26:33
  SPEAKER_01: this pandemic was different because we like basically had no money except for the
• 26:36
  SPEAKER_01: government money.
• 26:37
  SPEAKER_01: But other times when we've had to make these shifts, it was like, phew, like at least we can.
• 26:41
  SPEAKER_01: Like when the DVD money went away,
• 26:43
  SPEAKER_01: at least we had studio money saved that we could put into the online business to
• 26:47
  SPEAKER_01: let that go.
• 26:48
  SPEAKER_01: So you just want to put yourself in a situation in your business where you can ride
• 26:53
  SPEAKER_01: these waves and not panic or obviously go out of business.
• 26:57
  SPEAKER_03: Right.
• 26:58
  SPEAKER_03: And not backing yourself into a corner where you don't have choice.
• 27:02
  SPEAKER_03: And yeah, such a great point.
• 27:05
  SPEAKER_03: So you're a mom of three.
• 27:08
  SPEAKER_03: You lead this big company that is facing all of its own twists and turns.
• 27:15
  SPEAKER_03: How do you find or create any sort of balance or personal well-being along the way?
• 27:24
  SPEAKER_01: It is a challenge, but it's not such a challenge.
• 27:27
  SPEAKER_01: I think that there's something called work-life flow.
• 27:32
  SPEAKER_01: I'm not even sure it's a balance.
• 27:33
  SPEAKER_01: It's just like someone once said to me when I was working at Morgan Stanley,
• 27:37
  SPEAKER_01: and she was a very successful managing director or something,
• 27:40
  SPEAKER_01: and she had four kids.
• 27:42
  SPEAKER_01: And I think I was just pregnant at the time.
• 27:44
  SPEAKER_01: I asked her the same question, like, how do you do this?
• 27:47
  SPEAKER_01: And she said, everyone gets my attention, just not all at the same time.
• 27:53
  SPEAKER_01: And I thought that was so good.
• 27:54
  SPEAKER_01: And so there are times I kind of look back and I almost feel bad, like during the pandemic,
• 27:58
  SPEAKER_01: I actually worked more than I've ever worked.
• 28:00
  SPEAKER_01: Meanwhile, my kids are home, but they have a dad and they have aunts and uncles.
• 28:03
  SPEAKER_01: It was like, let's all just everyone help everyone.
• 28:07
  SPEAKER_01: But this mama right here has to make sure we don't completely go bankrupt.
• 28:11
  SPEAKER_01: I got things to do.
• 28:13
  SPEAKER_01: So I worked every day, sometimes 12, 15, 16 hours a day.
• 28:16
  SPEAKER_01: So I'm working in an empty, dirty fitness studio during the pandemic.
• 28:22
  SPEAKER_01: But like, that was actually fulfilling to me because like, I have to save this business.
• 28:26
  SPEAKER_01: Like we just lost everything.
• 28:27
  SPEAKER_01: And then it was like, alert, alert, three kids at home.
• 28:30
  SPEAKER_01: Can somebody help?
• 28:32
  SPEAKER_01: So I hired an adorable babysitter, a musical theater, 20 year old who was like, let's put on a show.
• 28:38
  SPEAKER_01: So she, so you just have like- That was my mom in my case.
• 28:43
  SPEAKER_03: Every night I would walk out of my office and there would be a performance of
• 28:47
  SPEAKER_03: Hamilton starring my mother and my two daughters.
• 28:49
  SPEAKER_01: It was great.
• 28:50
  SPEAKER_01: Perfect.
• 28:51
  SPEAKER_01: It's awesome.
• 28:52
  SPEAKER_01: So under that concept of everyone gets my attention,
• 28:55
  SPEAKER_01: not at the same time,
• 28:56
  SPEAKER_01: you can then like sort of fill it in with other people.
• 28:58
  SPEAKER_01: Like I went on care.com, found some adorable musical theater person.
• 29:02
  SPEAKER_01: I was like, I have to go work for like two years straight.
• 29:05
  SPEAKER_01: If you could just do fun stuff with my kids for two years, that would be awesome.
• 29:10
  SPEAKER_01: And that's kind of how that went down.
• 29:12
  SPEAKER_01: And so I wake up early.
• 29:14
  SPEAKER_01: I do a lot of exercise or just even like administrative things in the morning,
• 29:18
  SPEAKER_01: like,
• 29:19
  SPEAKER_01: you know,
• 29:20
  SPEAKER_01: permission slips,
• 29:20
  SPEAKER_01: things like that.
• 29:21
  SPEAKER_01: I get a lot done before everyone wakes up.
• 29:23
  SPEAKER_01: And I actually find that relaxing.
• 29:25
  SPEAKER_01: I don't find that to be a burden.
• 29:27
  SPEAKER_01: It's like, you know, I'm up at 530 and it's quiet.
• 29:30
  SPEAKER_01: And so I just try to find quiet time.
• 29:32
  SPEAKER_01: And I exercise almost every day.
• 29:34
  SPEAKER_01: And I get energy from people.
• 29:36
  SPEAKER_01: And I also like to be alone sometimes.
• 29:38
  SPEAKER_01: And I don't know, it all kind of works out.
• 29:41
  SPEAKER_01: But I'm very cognizant of the flow.
• 29:44
  SPEAKER_01: Like, I definitely know, like...
• 29:46
  SPEAKER_01: you know, when I have to go take a break.
• 29:49
  SPEAKER_03: I think that awareness is really important, but I also hear in you an appreciation, right?
• 29:57
  SPEAKER_03: That these are things that you get to do,
• 30:00
  SPEAKER_03: that you want to do instead of feeling obligated or forced to do them,
• 30:05
  SPEAKER_03: which would create a sense of resistance.
• 30:08
  SPEAKER_01: Yeah, I really everything I do.
• 30:09
  SPEAKER_01: And there's a lot of things, you know, just volunteering.
• 30:11
  SPEAKER_01: There's some other stuff.
• 30:12
  SPEAKER_01: And I really love it all.
• 30:14
  SPEAKER_01: Like, I don't find that I'm doing many things that I like.
• 30:17
  SPEAKER_01: I don't like going to the grocery store like that.
• 30:18
  SPEAKER_01: I can't stand.
• 30:19
  SPEAKER_01: So I'm pretty aware of like my boundaries, like what I will and will not do.
• 30:23
  SPEAKER_01: And it's worked out.
• 30:24
  SPEAKER_01: And with technology, I mean, it's amazing how much we can do.
• 30:29
  SPEAKER_01: Like walking down the street, like you can just get stuff done.
• 30:32
  SPEAKER_01: So thank goodness for that.
• 30:34
  SPEAKER_03: Yes.
• 30:34
  SPEAKER_03: In some ways, it's made our lives so much simpler.
• 30:37
  SPEAKER_03: And in some ways, it's so much more complicated.
• 30:40
  SPEAKER_03: I know.
• 30:40
  SPEAKER_03: I know.
• 30:42
  SPEAKER_03: Well,
• 30:42
  SPEAKER_03: Jennifer,
• 30:43
  SPEAKER_03: I am so excited to talk to you and to hear how you have grown your life and your
• 30:48
  SPEAKER_03: business along the way.
• 30:50
  SPEAKER_03: For folks who want to check out Physique 57, where do you send them?
• 30:55
  SPEAKER_01: Thank you.
• 30:55
  SPEAKER_01: So we have studios in and around New York and surrounding areas.
• 31:00
  SPEAKER_01: And then what is the most easily accessed is the on-demand platform.
• 31:05
  SPEAKER_01: So if you just went to Physique 7 or Google Physique 57 bar, it shows up.
• 31:11
  SPEAKER_01: And then you can just try out, and it can be 14 days free.
• 31:14
  SPEAKER_01: You can try out any of those videos.
• 31:16
  SPEAKER_01: And I'm on LinkedIn under Jennifer Manavy.
• 31:19
  SPEAKER_01: We have websites.
• 31:20
  SPEAKER_01: Zeke has Instagram.
• 31:21
  SPEAKER_01: I know we haven't talked too much about like mentoring and helping other women.
• 31:26
  SPEAKER_01: That is really what I love to do, even outside of Zeke, you know, helping other entrepreneurs.
• 31:31
  SPEAKER_01: realize their dreams and like get things off the ground.
• 31:34
  SPEAKER_01: And I just hope that someone was inspired by this conversation because I think we
• 31:38
  SPEAKER_01: all have so many pent up plans and thoughts and we just,
• 31:42
  SPEAKER_01: just give it a try.
• 31:43
  SPEAKER_01: Thank you so much, Jennifer.
• 31:45
  SPEAKER_01: Yes.
• 31:46
  SPEAKER_01: Well, thank you.
• 31:46
  SPEAKER_01: Thank you for having me.
• 31:47
  SPEAKER_01: It was so great to talk to you and thank you so much.
• 31:51
  SPEAKER_03: Thank you for listening to the Uplifters podcast.
• 31:54
  SPEAKER_03: If you're getting a boost from these episodes,
• 31:57
  SPEAKER_03: please share them with the Uplifters in your life and then join us in conversation
• 32:03
  SPEAKER_03: over at theuplifterspodcast.com.
• 32:07
  SPEAKER_03: Head over to Spotify,
• 32:08
  SPEAKER_03: Apple Podcasts,
• 32:09
  SPEAKER_03: or wherever you get your podcasts and like,
• 32:13
  SPEAKER_03: follow,
• 32:13
  SPEAKER_03: and rate our show.
• 32:14
  SPEAKER_03: It'll really help us connect with more uplifters and it'll ensure you never miss
• 32:21
  SPEAKER_03: one of these beautiful stories.
• 32:25
  SPEAKER_00: Big love.
• 32:27
  SPEAKER_00: Painted water sunshine with rosemary and thyme.
• 32:31
  SPEAKER_00: Dwell in love perplexing though you find it vexing.
• 32:36
  SPEAKER_00: Toss a star and hover.
• 32:38
  SPEAKER_00: Be your own best lover.
• 32:40
  SPEAKER_00: Relish in a new prime.
• 32:43
  SPEAKER_00: Plant a tree in springtime.
• 32:45
  SPEAKER_00: Dance with idle hindsight.
• 32:47
  SPEAKER_00: Bring the sun to twilight.
• 32:51
  SPEAKER_00: Lift you up.
• 32:52
  SPEAKER_00: Whoa!
• 32:54
  SPEAKER_00: Lift you up.
• 32:55
  SPEAKER_00: Lift you up.
• 32:56
  SPEAKER_00: Lift you up.
• 32:58
  SPEAKER_00: Lift you up.
• 32:58
  SPEAKER_00: Lift you up.
• 33:00
  SPEAKER_00: Lift you up.
• 33:27
  SPEAKER_00: Beautiful.
• 33:28
  SPEAKER_00: I cried.
• 33:32
  SPEAKER_00: It's that little thing you did with your voice.
• 33:37
  SPEAKER_00: Right, in the pre-chorus, right?
• 33:43
  SPEAKER_00: I was like... Mommy, stop crying.
• 33:44
  SPEAKER_00: You're disturbing the peace.