Latest / Gym Business Coach Podcast / Always Be Testing

Transcript

Always Be Testing · Gym Business Coach Podcast

• 0:08
  [SPEAKER_00]: You are listening to the built-to-grow podcast, delivering the knowledge in all things, fitness, business, only to help jimmers, women, eerie roasts, thin lions, and radiates them.
• 0:27
  [SPEAKER_01]: Right, welcome back to the built-girl podcast from your host, Tim Lyons, joined by Randall Langston.
• 0:32
  [SPEAKER_01]: What's up man?
• 0:34
  [SPEAKER_01]: It's a party over here.
• 0:35
  [SPEAKER_01]: It's a party over there.
• 0:37
  [SPEAKER_01]: ABT, always be testing.
• 0:39
  [SPEAKER_01]: Jim owners, I don't know if this is a
• 0:43
  [SPEAKER_01]: Learned, trait a resistance.
• 0:47
  [SPEAKER_01]: There's something here that keeps you from testing.
• 0:51
  [SPEAKER_01]: And instead of testing, you wait to see what everybody else is doing versus trying to figure it out on your own.
• 0:58
  [SPEAKER_01]: Now that's not everybody.
• 1:00
  [SPEAKER_01]: But I could say that there's more than, it's definitely weighted in the, hey, what's everybody else doing?
• 1:06
  [SPEAKER_01]: That's working, quote, unquote, what should I do?
• 1:10
  [SPEAKER_01]: Yep.
• 1:10
  [SPEAKER_01]: And this could be, is easily said is in marketing or pricing or services or times or pay, how you pay your coaches.
• 1:22
  [SPEAKER_01]: There's a lot of things that
• 1:25
  [SPEAKER_01]: You should be doing on a day-to-day month-to-month quarter-by-quarter basis that requires you to try things.
• 1:33
  [SPEAKER_01]: You have to try things, test things, to see if they work or don't work.
• 1:38
  [SPEAKER_01]: And the caveat to all of this is you reserve the right to change your mind.
• 1:42
  [SPEAKER_01]: You're allowed to change your mind.
• 1:44
  [SPEAKER_01]: So here's a couple examples.
• 1:47
  [SPEAKER_01]: You're going to put a time on the schedule.
• 1:51
  [SPEAKER_01]: Maybe that's one of your slower times or you don't have anything on your schedule.
• 1:55
  [SPEAKER_01]: You're going to say, hey, we're going to inject a, a, a, a, a, a, a, a, a, a, a, a, a, a, a, a, a, a, a, a, a, a, a, a, a, a, a,
• 2:03
  [SPEAKER_01]: And you're going to announce that.
• 2:05
  [SPEAKER_01]: Because you want to see if people will adopt it because you're dead during those times.
• 2:08
  [SPEAKER_01]: You want to grow that.
• 2:11
  [SPEAKER_01]: But you're going to test it for three months.
• 2:13
  [SPEAKER_01]: And if nobody joins, we're going to cancel or if it doesn't get to a certain point, we're just going to take it back out the schedule.
• 2:19
  [SPEAKER_01]: that allows you to try things without being committed to them, because you have to, you don't know, like a lot of people, the chicken or the egg, do I put it on a, do I put it on my schedule with no, with nobody in that session time, or do I wait to sell it, or when somebody asked me if I can do it one o'clock?
• 2:41
  [SPEAKER_02]: all the time.
• 2:42
  [SPEAKER_02]: Well, you know, I want to open up this time slot, but I have nobody there yet.
• 2:45
  [SPEAKER_02]: Do I do I go try and sell it into it in order to put on the schedule or to put on the schedule and then have to backfill it.
• 2:51
  [SPEAKER_01]: Yeah.
• 2:52
  [SPEAKER_02]: And the chicken and the eggs are perfect analogy, right?
• 2:54
  [SPEAKER_02]: Like nobody's going to buy something that doesn't exist.
• 2:57
  [SPEAKER_02]: Right.
• 2:58
  [SPEAKER_02]: And so if the time's not there, it's really hard to sell into that time.
• 3:02
  [SPEAKER_02]: And I think the almost on the business, right?
• 3:06
  [SPEAKER_02]: You have to test it.
• 3:07
  [SPEAKER_02]: You have to put it on the schedule.
• 3:09
  [SPEAKER_02]: Sure, cost of serving that might be high in the beginning when you don't have the bodies in the room yet.
• 3:14
  [SPEAKER_02]: But it's then it becomes a marketing situation or sales situation, right?
• 3:19
  [SPEAKER_02]: But it's not the time that you sit around and wait for people to ask, you know, six clients ask for this time before you put it on the schedule.
• 3:25
  [SPEAKER_02]: It's never going to happen.
• 3:26
  [SPEAKER_01]: Yeah, let's just say you had one person ask.
• 3:28
  [SPEAKER_01]: And then by the time you get the other three or four, that first person's gone, they figured out some other solution for themselves.
• 3:34
  [SPEAKER_01]: So where they have moved on some else.
• 3:37
  [SPEAKER_01]: Unfortunately, I don't know, I don't know what's going on.
• 3:42
  [SPEAKER_01]: I don't know what it is or if it's just the way in general that the human is is people are risk-averse.
• 3:50
  [SPEAKER_01]: I get it.
• 3:51
  [SPEAKER_01]: That makes sense.
• 3:53
  [SPEAKER_01]: But there's no willingness to give it a shot, knowing that there's going to be some hard cost involved, just to find out.
• 4:01
  [SPEAKER_01]: Because if you don't do that, you'll never know.
• 4:05
  [SPEAKER_01]: This could be a marketing hook.
• 4:06
  [SPEAKER_01]: The marketing is a really easy way to see that.
• 4:08
  [SPEAKER_01]: We're, like, it's ever since we were an agency, but even before we're an agency else constantly testing hooks in the market, trying different things, different plays, different, you know, call it challenges or low barrier offers or trials or different ways to do things.
• 4:23
  [SPEAKER_01]: And over those times, like we created,
• 4:26
  [SPEAKER_01]: out of thin air.
• 4:28
  [SPEAKER_01]: Like the five trials styles are great examples.
• 4:30
  [SPEAKER_01]: Most of those weren't what somebody else were doing.
• 4:33
  [SPEAKER_01]: So like what we tried here, and then we found one or two that worked, and then we rotate them.
• 4:37
  [SPEAKER_01]: But if you just wait, Jim owners, if you just wait to see what everybody else is doing, one, it's going to be too late and two.
• 4:44
  [SPEAKER_01]: You don't know if it really does work because there's there's it's so funny ads again at a great example.
• 4:49
  [SPEAKER_01]: You start seeing your competitors ads all the time.
• 4:51
  [SPEAKER_01]: Like if you're in a given mark, you see your customers ads competitions and competitions ads and because they're doing it, you think it's worth.
• 5:01
  [SPEAKER_01]: It has to be working.
• 5:03
  [SPEAKER_01]: And this is a great example of testing something that isn't working and have somebody copy it and let them lose.
• 5:11
  [SPEAKER_01]: You know what I mean?
• 5:12
  [SPEAKER_01]: So it's like kind of like a win-win, right?
• 5:16
  [SPEAKER_01]: Charging different rates trying like, hey,
• 5:21
  [SPEAKER_01]: You know, okay, here's a good example.
• 5:23
  [SPEAKER_01]: Again, we're just off the cuff on this episode because it's a global thing.
• 5:28
  [SPEAKER_01]: This is just something we see.
• 5:33
  [SPEAKER_01]: Let's just say you're closing rates great, eighty five percent and you basically close in everybody at your current rates.
• 5:38
  [SPEAKER_01]: Sure.
• 5:39
  [SPEAKER_01]: Why don't you try to test a little bit higher rates, change your price structure around and go up?
• 5:44
  [SPEAKER_01]: Ten percent.
• 5:44
  [SPEAKER_01]: Ten percent.
• 5:45
  [SPEAKER_02]: Was it Gary Vee that said, you know, what is the right, you know, price to pay to charge people?
• 5:50
  [SPEAKER_02]: It's what they're willing to pay, but you have to, you should be getting up to the limit, right, where you start to get some nose.
• 5:58
  [SPEAKER_02]: You know what I mean, but not all of them.
• 6:01
  [SPEAKER_02]: And it is difficult.
• 6:02
  [SPEAKER_02]: I mean, price is probably one of the harder ones to incrementally, you know, raise because the fear of bumping that up and then also know new businesses coming through.
• 6:11
  [SPEAKER_01]: Yeah.
• 6:12
  [SPEAKER_01]: Here's the caveat with price changes.
• 6:15
  [SPEAKER_01]: The person selling it has to be convicted in that that price has got the value that you're going to give.
• 6:20
  [SPEAKER_01]: It's going to be one for one or maybe you deliver ten times what the price is like in your head.
• 6:26
  [SPEAKER_01]: If you ever get to a point where you believe people won't pay for this price, you're never going to sell it anyway.
• 6:32
  [SPEAKER_02]: Yeah, they're going to pick up on that for sure.
• 6:35
  [SPEAKER_02]: I had a conversation with a coaching client last week, same exact same exact situation, right?
• 6:39
  [SPEAKER_02]: And his problem was the people in the business had a hard time selling it because they themselves couldn't afford it.
• 6:44
  [SPEAKER_01]: That's such a catch twenty two, isn't it?
• 6:48
  [SPEAKER_01]: And maybe it's your policies.
• 6:50
  [SPEAKER_01]: Maybe it's again your schedule.
• 6:51
  [SPEAKER_01]: Maybe it's how you incentivize your coaches.
• 6:55
  [SPEAKER_01]: Don't wait for some guru or business coach or podcast to tell you your competition.
• 7:03
  [SPEAKER_01]: or what your competition is doing to tell you, it's your obligation as a business owner to test the things in your business to see if they work better than the way you're doing them now.
• 7:14
  [SPEAKER_01]: It's just part of being in business.
• 7:17
  [SPEAKER_01]: And I don't care if you're risk-averse, it's your obligation.
• 7:20
  [SPEAKER_01]: So you have to try things and it maybe won't work.
• 7:23
  [SPEAKER_01]: And you have to go into it with, like, hey, I don't know.
• 7:26
  [SPEAKER_01]: It's not, it may work.
• 7:26
  [SPEAKER_01]: If it work, it doesn't work great.
• 7:28
  [SPEAKER_02]: And that's why I'll go, you know, remove the emotion from the situation.
• 7:32
  [SPEAKER_02]: Let the data be the decider, right?
• 7:34
  [SPEAKER_02]: And I think the emotion is what prevents Jim owners from making the decision to test things, the fear of the unknown, the fear of my clients wound all of those types of things until you've actually thrown it out there and gotten, you know, the response, the data to tell you, yes or no, it's, it's a, it's a hundred percent in assumption.
• 7:53
  [SPEAKER_01]: Yeah, you don't know.
• 7:54
  [SPEAKER_02]: You have no bearing of measurement, right?
• 7:56
  [SPEAKER_02]: And we last week on our coaching call, we were talking about the client onboarding journey from leaving generated to the point of membership sale.
• 8:04
  [SPEAKER_02]: And part of that conversation is like, when that systems in place, when you've got nurtures, when we've got follow-ups, we've got all these things that are taking place.
• 8:12
  [SPEAKER_02]: How do you go and let's say you've got a low conversion percentage at one of those, you make a micro within that whole system, you change something within that conversion opportunity, and you allow the data to tell you, was this an increase in effectiveness or did this hurt our conversion opportunity?
• 8:29
  [SPEAKER_02]: That data is going to be the answer for the effectiveness of that.
• 8:32
  [SPEAKER_02]: change, right?
• 8:33
  [SPEAKER_02]: But that's how you optimize systems.
• 8:35
  [SPEAKER_02]: The goal is to have all of them working better all of the time.
• 8:38
  [SPEAKER_02]: Right.
• 8:39
  [SPEAKER_02]: But if you're not testing, you're literally just stuck at the status quo of what you've created once.
• 8:43
  [SPEAKER_01]: And it, there's a case in point that whatever it will resonate with everybody because it's so easy to understand.
• 8:49
  [SPEAKER_01]: There was a group of gyms out there or coaches that were
• 8:55
  [SPEAKER_01]: would basically preaching to their market or to their, I don't know, their Jim owner clients of theirs that they need to do a discovery call before the person shows up in person.
• 9:06
  [SPEAKER_01]: And there was Jim's already doing this.
• 9:08
  [SPEAKER_01]: That's whereby and then there's Jim's that weren't.
• 9:11
  [SPEAKER_01]: And so
• 9:13
  [SPEAKER_01]: We never did those.
• 9:14
  [SPEAKER_01]: We would always say, we always try to push somebody into the consultation in the reason is it's one less step that will drop your conversions.
• 9:24
  [SPEAKER_01]: So, for example, the lead comes in and instead of nurturing them to book a consultation in person, you nurture them to book a call.
• 9:34
  [SPEAKER_01]: And then from that call, you try to get them to the in person because the in person is where the sales made.
• 9:40
  [SPEAKER_01]: Ninety-nine percent of the time.
• 9:43
  [SPEAKER_01]: And so there is these gurus saying, hey, you need to do this discovery call.
• 9:48
  [SPEAKER_01]: You say you only got a few minutes and you just try to take their call and you try to pre-qualify them.
• 9:55
  [SPEAKER_01]: Well, if your current system wasn't broken by adding that call in there, it could break it.
• 10:02
  [SPEAKER_01]: Absolutely.
• 10:02
  [SPEAKER_01]: But it could make it better.
• 10:04
  [SPEAKER_01]: And you won't know the answer.
• 10:06
  [SPEAKER_01]: So me seeing this, we just did a AB split test.
• 10:10
  [SPEAKER_01]: And we basically ran identical ads.
• 10:12
  [SPEAKER_01]: One that was pushing to a call.
• 10:14
  [SPEAKER_01]: One was pushing to an in person.
• 10:15
  [SPEAKER_01]: And we just spent double the money to see what would happen.
• 10:19
  [SPEAKER_01]: And for us, the call was not a good.
• 10:22
  [SPEAKER_01]: It was like any of some to one.
• 10:25
  [SPEAKER_01]: Okay, we have seven more sales to one sale on, you know, the in-person one.
• 10:29
  [SPEAKER_01]: Just straight to in-person one.
• 10:32
  [SPEAKER_01]: Well, that's a test.
• 10:32
  [SPEAKER_01]: Yep.
• 10:34
  [SPEAKER_01]: And I'm willing to do those tests all day every day.
• 10:36
  [SPEAKER_01]: I'll try anything once to see if it improves or outcomes.
• 10:40
  [SPEAKER_01]: If it doesn't improve it, then okay, we spent the sixth grant and now I don't have to ever listen to that.
• 10:46
  [SPEAKER_01]: that claim that you need to have a call.
• 10:50
  [SPEAKER_01]: But for some gyms, it works better.
• 10:53
  [SPEAKER_01]: And so for your gym, you can't listen to what I'm saying that I don't believe in it, or the person that does believe in it, you have to test it yourself.
• 11:01
  [SPEAKER_01]: Yeah, what's the right answer?
• 11:02
  [SPEAKER_01]: The one that works for you.
• 11:05
  [SPEAKER_01]: And so it's very interesting.
• 11:06
  [SPEAKER_01]: Yes, there's some, there's some things that will work globally for a lot of gems.
• 11:11
  [SPEAKER_01]: But not everything.
• 11:12
  [SPEAKER_01]: And it's just, it's just really, really interesting to see so many gems sitting on the sidelines, wait while their business is stagnant, waiting to see, everybody else doing it.
• 11:24
  [SPEAKER_01]: I don't know if it's because you can't think of the things yourself or you're not willing to think of the things yourself.
• 11:30
  [SPEAKER_01]: And then if you do think of them, maybe you have a great idea.
• 11:33
  [SPEAKER_01]: You never tested.
• 11:34
  [SPEAKER_01]: It's no knock.
• 11:37
  [SPEAKER_01]: It's just the reality.
• 11:38
  [SPEAKER_01]: This is what I'm seeing.
• 11:42
  [SPEAKER_01]: I pushing you to test things, test your pricing, test your marketing, test your schedules, test your roles in your gym.
• 11:52
  [SPEAKER_01]: Like, hey, maybe we need a lead coach.
• 11:54
  [SPEAKER_01]: Maybe we need somebody that's just in charge of customer outreach.
• 11:58
  [SPEAKER_01]: Maybe we need a front desk person.
• 12:01
  [SPEAKER_01]: Does the pros outweigh the cons?
• 12:03
  [SPEAKER_01]: Like for forever, we had a front desk smoothie bar.
• 12:06
  [SPEAKER_01]: It was bumping.
• 12:07
  [SPEAKER_01]: It was awesome.
• 12:08
  [SPEAKER_01]: I loved the shakes we had here.
• 12:11
  [SPEAKER_01]: We didn't make
• 12:13
  [SPEAKER_01]: enough money to make it worth it, but then the offset was their answer.
• 12:17
  [SPEAKER_01]: And the phone calls, there's a happy face when they would work with clients to get their billing update or whatever.
• 12:23
  [SPEAKER_01]: There's a lot of thing like an admin.
• 12:25
  [SPEAKER_01]: A lot of admin responsibilities.
• 12:28
  [SPEAKER_01]: Well, eventually the price of the materials skyrocketed.
• 12:33
  [SPEAKER_01]: In order for us to make the same margins, we would have had an increase our shakes from like eight or nine bucks to like twelve, thirteen dollars.
• 12:39
  [SPEAKER_01]: And it was just like, dude, nobody's, you know, like we tried it.
• 12:42
  [SPEAKER_01]: And nobody, nobody would pay it in order what they want to pay.
• 12:46
  [SPEAKER_01]: It was like, with tax like sixteen bucks for protein.
• 12:50
  [SPEAKER_01]: And it was just during the, the COVID era.
• 12:53
  [SPEAKER_01]: So when we got shut down, all these things, we just got rid of that front desk person and do we bring them back?
• 13:00
  [SPEAKER_01]: You know, we've been talking about that, but like there's no in our in our model, it's, we train on the hour every hour.
• 13:07
  [SPEAKER_01]: So you got a group of, you got people milling around the front from the fifty past the hour to ten past the hour.
• 13:15
  [SPEAKER_01]: And so for like twenty minutes of every hour, there's something going on.
• 13:19
  [SPEAKER_01]: All the rest of the works picked up by Zach and Jolie and the rest of the team.
• 13:23
  [SPEAKER_01]: So there's no need for it to me to be a kind of a waste.
• 13:26
  [SPEAKER_01]: But there would be no reason why you shouldn't test that.
• 13:29
  [SPEAKER_01]: But we already know the answer.
• 13:31
  [SPEAKER_01]: So you test personnel, you test roles, you test again the schedule.
• 13:39
  [SPEAKER_01]: Maybe you test a style of training.
• 13:43
  [SPEAKER_02]: Do you have a different belief in your methodology?
• 13:44
  [SPEAKER_02]: Do you want to bring something else in?
• 13:47
  [SPEAKER_02]: Anything you could test in business.
• 13:49
  [SPEAKER_02]: Billing frequency is a big one.
• 13:51
  [SPEAKER_02]: You know, we moved a weekly for a good reason.
• 13:53
  [SPEAKER_01]: Yeah.
• 13:54
  [SPEAKER_01]: Yeah.
• 13:54
  [SPEAKER_01]: The weekly, the weekly billing frequency for us.
• 13:56
  [SPEAKER_01]: It was a tough choice.
• 13:59
  [SPEAKER_01]: It made sense for the math.
• 14:01
  [SPEAKER_01]: It made sense for the bite size at the point of sale.
• 14:05
  [SPEAKER_01]: So we left kind of everybody alone and we started testing at the sales.
• 14:10
  [SPEAKER_01]: They were cook sales were going great.
• 14:11
  [SPEAKER_01]: And then we said, you know, everybody's got to move to it.
• 14:13
  [SPEAKER_01]: Then we moved everybody in the gym and we had to automatically made more money because there was more billing frequency.
• 14:19
  [SPEAKER_01]: Yeah, military cycles.
• 14:20
  [SPEAKER_02]: Yeah.
• 14:21
  [SPEAKER_01]: So just again, back to your business.
• 14:24
  [SPEAKER_01]: Your outcome is your responsibility of as a gym owner.
• 14:27
  [SPEAKER_01]: You're the leader, you're the man or woman in charge of your operations.
• 14:31
  [SPEAKER_01]: You, it's your obligation to test things to see if they work.
• 14:35
  [SPEAKER_01]: And they may not.
• 14:36
  [SPEAKER_01]: You have to go into those things.
• 14:37
  [SPEAKER_01]: They, they may not work, but we're going to try it.
• 14:39
  [SPEAKER_01]: And we'll give it three months.
• 14:41
  [SPEAKER_01]: And again, clients, we have the reserve, the right to change our mind and pull it right back off the schedule.
• 14:46
  [SPEAKER_01]: If it doesn't work.
• 14:49
  [SPEAKER_01]: And that way, they can't get mad at you.
• 14:51
  [SPEAKER_01]: Like sure.
• 14:51
  [SPEAKER_01]: They could be upset, but they can't.
• 14:53
  [SPEAKER_01]: They told us where they were testing it.
• 14:56
  [SPEAKER_01]: So just do that.
• 14:56
  [SPEAKER_01]: Like stop waiting on the silent.
• 14:58
  [SPEAKER_01]: Do the things that you believe could move the needle and you'll be so much further ahead than just sitting there and waiting.
• 15:05
  [SPEAKER_02]: I would just kind of like a global, you know, way to kind of figure out what you need to test in the business is like where, where do you have consistent issues or where do you feel like there's more opportunity than what you're getting right now?
• 15:18
  [SPEAKER_02]: I think part of it is like you said like you don't know what to test or what rather than like you're sitting on something.
• 15:24
  [SPEAKER_02]: If you're looking at your business and you've got a problem that's consistent, go test the solution for that problem.
• 15:30
  [SPEAKER_02]: Right?
• 15:31
  [SPEAKER_02]: Implement, change your system, optimize the system, whatever has to happen there, but do something.
• 15:35
  [SPEAKER_02]: You know what I mean?
• 15:36
  [SPEAKER_02]: If it's continually happening in your business, if you see greater opportunity, like you're not getting the results, whether it be marketing, whether it be sales, whether it be even, you know, a client attendance.
• 15:46
  [SPEAKER_02]: Okay?
• 15:47
  [SPEAKER_02]: What can I do in this situation to increase the effectiveness of what I need to happen in this role?
• 15:51
  [SPEAKER_02]: Or this position?
• 15:53
  [SPEAKER_02]: tested, you know, maybe it's a added accountability, maybe you're adding some automation and check-ins, maybe you're putting somebody in that position to call on on people who haven't been in in, you know, a week, two weeks, whatever, maybe, but you can't just sit around and expect something to change if you're not the one driving that change of business.
• 16:09
  [SPEAKER_01]: Yeah.
• 16:10
  [SPEAKER_01]: So that's a good point that the, you know, I'm always talking about optimizing your time of fixing problems.
• 16:16
  [SPEAKER_01]: Same thing.
• 16:16
  [SPEAKER_02]: What has happened, you know, you, you test something new.
• 16:19
  [SPEAKER_02]: You look at the response, the data, the input, the client feedback, all of those things.
• 16:23
  [SPEAKER_02]: You take all that and then you interpret it and you say, okay, cool, this is a winner.
• 16:26
  [SPEAKER_02]: It was lost.
• 16:27
  [SPEAKER_01]: You got to evolve.
• 16:28
  [SPEAKER_01]: Change or die.
• 16:31
  [SPEAKER_01]: There's so many stories of companies not changing because they were stuck in their ways.
• 16:35
  [SPEAKER_01]: They weren't one of the test things.
• 16:37
  [SPEAKER_01]: Man, imagine a blockbuster would have tested a delivery service.
• 16:41
  [SPEAKER_01]: Home delivery service.
• 16:43
  [SPEAKER_01]: They had the market.
• 16:44
  [SPEAKER_02]: They could have wiped out Netflix and it was red box.
• 16:47
  [SPEAKER_01]: Yeah.
• 16:47
  [SPEAKER_02]: They could have took them.
• 16:48
  [SPEAKER_02]: They had the market share.
• 16:50
  [SPEAKER_02]: They had the audience.
• 16:51
  [SPEAKER_02]: They had the people.
• 16:52
  [SPEAKER_02]: They could have easily taken those out before they even got off the ground if they were willing to test themselves.
• 16:59
  [SPEAKER_02]: They did, I think they did late.
• 17:01
  [SPEAKER_01]: Okay.
• 17:03
  [SPEAKER_01]: Well, I'm going to tie two stories together.
• 17:04
  [SPEAKER_01]: You're not going to believe.
• 17:06
  [SPEAKER_01]: So the CEO of Boston Market used to be the CEO of Blockbuster double whammy.
• 17:15
  [SPEAKER_01]: Yeah.
• 17:16
  [SPEAKER_01]: So if you guys remember, don't hire that guy.
• 17:19
  [SPEAKER_01]: He's still still getting paid big money by big corporations.
• 17:22
  [SPEAKER_01]: He also started.
• 17:23
  [SPEAKER_01]: He also founded Einstein Bagels and some one other thing.
• 17:29
  [SPEAKER_01]: Yes, it was wild.
• 17:30
  [SPEAKER_01]: All right.
• 17:30
  [SPEAKER_01]: Hope that's it.
• 17:31
  [SPEAKER_01]: ABT always be testing Jim owners.
• 17:34
  [SPEAKER_01]: It's your obligation to test, try, tweak, adjust, optimize, fix.
• 17:40
  [SPEAKER_01]: And there will be risk involved.
• 17:43
  [SPEAKER_01]: Just know that.
• 17:44
  [SPEAKER_01]: But guess what else is a risk?
• 17:45
  [SPEAKER_01]: Being in business.
• 17:46
  [SPEAKER_01]: Yeah.
• 17:47
  [SPEAKER_01]: So this is the path you chose, earn it, own it, embrace it, embrace it.
• 17:53
  [SPEAKER_01]: That's it for this episode.
• 17:54
  [SPEAKER_01]: Guys, hopefully that helps you until next show.
• 17:56
  [SPEAKER_01]: Keep changing lives.
• 17:57
  [SPEAKER_01]: I'll see you on the next one.
• 17:58
  [SPEAKER_01]: Bye.
• 18:00
  [SPEAKER_01]: Alright, thanks for listening to another episode of the Built Girl Podcast.
• 18:03
  [SPEAKER_01]: If you want more help growing your business, join our free Facebook group, profit accelerator, hoping training gyms grow to thirty thousand dollars a month and beyond.
• 18:12
  [SPEAKER_01]: We'd love to see you there, go check out the show notes for the link, and keep building something great, and we'll see you in the next episode.