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Is Your Gym Built for Retention · Gym Business Coach Podcast

• 0:00
  [SPEAKER_00]: All right, welcome back to the gym business coach podcast.
• 0:03
  [SPEAKER_00]: I'm your host him lines join his studio today by rainy angst in bro.
• 0:07
  [SPEAKER_00]: Are we doing good.
• 0:08
  [SPEAKER_00]: Magas or ring.
• 0:09
  [SPEAKER_00]: Yeah, man.
• 0:10
  [SPEAKER_00]: I love it, man.
• 0:12
  [SPEAKER_00]: It keeps you locked in.
• 0:14
  [SPEAKER_01]: You should get back out and pull my back out.
• 0:15
  [SPEAKER_00]: Yeah, I had like the Gen 2's, a Gen 4's, all in the bro.
• 0:19
  [SPEAKER_00]: Uh-oh, on the tech.
• 0:20
  [SPEAKER_00]: Uh-oh, upgrade time.
• 0:21
  [SPEAKER_00]: I think it's worth this, man.
• 0:24
  [SPEAKER_00]: I'm tracking sleep and Harvey.
• 0:26
  [SPEAKER_00]: Yeah.
• 0:27
  [SPEAKER_00]: That's a big tell.
• 0:28
  [SPEAKER_00]: I mean, that was me.
• 0:28
  [SPEAKER_00]: I'm stressed a lot.
• 0:29
  [SPEAKER_00]: Yeah.
• 0:30
  [SPEAKER_00]: And then it yells at you, I know.
• 0:31
  [SPEAKER_00]: Get your ass to sleep.
• 0:33
  [SPEAKER_00]: All good guys.
• 0:34
  [SPEAKER_00]: Hey, is your model designed for retention and you know, that's the that's the big question here.
• 0:41
  [SPEAKER_00]: You know, let's just talk about there's three main models when it comes to we can't even say a fourth or it's like When it comes to training jams on one end of the, especially me, I thought private training on the other end of the spectrum, you've got large group class base training in the middle.
• 0:56
  [SPEAKER_00]: You've got some of my private training.
• 0:58
  [SPEAKER_00]: We weren't even speak to small group because I'll just call that large group less people.
• 1:02
  [SPEAKER_00]: Yep.
• 1:02
  [SPEAKER_00]: So we're just going to stick with three.
• 1:05
  [SPEAKER_00]: And you look at each one of them individually and you kind of analyze, at least we do.
• 1:10
  [SPEAKER_00]: Which is the best, right?
• 1:12
  [SPEAKER_00]: What is the best model for revenue, profit margin, ease, retention and all these things?
• 1:23
  [SPEAKER_00]: And there was a point in time, you know, a decade ago, where we ran both, pretty hard.
• 1:29
  [SPEAKER_00]: Well, when I say, well, actually ran all three for a while we had some private training going on.
• 1:32
  [SPEAKER_00]: But like our main two categories were semi-private training and a large group training class space, metabolic conditioning, boot camp,
• 1:40
  [SPEAKER_00]: over there.
• 1:41
  [SPEAKER_00]: And we did that for many years.
• 1:43
  [SPEAKER_00]: And you know, it was really clear to me that there was two totally different human beings that were attracted to the style of the modality of training, right?
• 1:52
  [SPEAKER_00]: It was like, it was two different people.
• 1:55
  [SPEAKER_00]: There was a little bit of crossover, so many that did a string training with us in the semi-private wanted to get more metabolic on the side that we kind of bounced back and forth.
• 2:03
  [SPEAKER_00]: But the majority in
• 2:09
  [SPEAKER_00]: And just to be clear, we weren't the cheapest on either end of those numbers.
• 2:14
  [SPEAKER_00]: Like, we were 350 and 450 on the semi-private.
• 2:18
  [SPEAKER_00]: This is 10 years ago now.
• 2:20
  [SPEAKER_00]: So, 350 and 450 a month.
• 2:23
  [SPEAKER_00]: And we were 179 and 199 on the large group trade.
• 2:26
  [SPEAKER_00]: So, like, we weren't the cheapest in 10 years ago.
• 2:28
  [SPEAKER_00]: That was kind of highest market or whatever.
• 2:31
  [SPEAKER_00]: So I looked at the model, and obviously at the time things weren't as good as they are now.
• 2:38
  [SPEAKER_00]: And I was always trying to make it the edge.
• 2:39
  [SPEAKER_00]: Like, what are the things that we need to do, who are these people?
• 2:42
  [SPEAKER_00]: And so I started looking at the numbers and really that it came really clear one day.
• 2:45
  [SPEAKER_00]: It would like have found out the retention numbers on our two types of memberships.
• 2:49
  [SPEAKER_00]: And it was...
• 2:50
  [SPEAKER_00]: Real clear.
• 2:51
  [SPEAKER_00]: I mean, our larger training members date about 9.8 months.
• 2:55
  [SPEAKER_00]: So, we'll call it 10 months and our semi-private training clients date 36.2 months.
• 3:01
  [SPEAKER_00]: And so, that's three years retention on our semi-private people, paying 3.15, 4.50 a month.
• 3:07
  [SPEAKER_00]: They're paying more and they're staying way longer.
• 3:10
  [SPEAKER_00]: And then we had our large group training clients that were staying about 10 months.
• 3:13
  [SPEAKER_00]: And it was like they're paying less.
• 3:15
  [SPEAKER_00]: So, their lifetime value of each was like
• 3:20
  [SPEAKER_00]: And then I started, I started like, why, why is this the case?
• 3:25
  [SPEAKER_00]: Because just because it is, it doesn't, I don't know, they just, that's the way it is.
• 3:29
  [SPEAKER_00]: No, I have to understand why.
• 3:31
  [SPEAKER_00]: And I started looking at the delivery of our product and what did the service is that, you know, came with, what was that service level that came with each option?
• 3:42
  [SPEAKER_00]: And if you go to large group training, for example, to one side says it's all.
• 3:48
  [SPEAKER_00]: It's it's for them mostly pretty good in shape, you know, already in shape type people not necessarily because you know, but people are pushing hard high heart rates high energy I have a lot of injuries like they, you know, they might have injuries, but they're fighting through them and it's just kind of like this mentality
• 4:05
  [SPEAKER_00]: Um, and even though it was cheaper on paper, the people were leaving like three and four times is often, we'd lose, lose four people over there in large grip, we'd lose one or zero in a month, right, on some of my private.
• 4:22
  [SPEAKER_00]: So, you know, we got to kind of dissect
• 4:25
  [SPEAKER_00]: All the reasons, and you know, a couple of the reasons are demographic in nature, like the human being that is attracted to that style.
• 4:33
  [SPEAKER_00]: It's a little bit younger crowd.
• 4:34
  [SPEAKER_00]: Yeah.
• 4:36
  [SPEAKER_00]: You know, when you have younger people, you know, money's tighter, sometimes most of the time, but they also leave for marriages and jobs and job changes and
• 4:48
  [SPEAKER_00]: You know, one major, you know, catastrophe in their life, they're cutting off all bills.
• 4:54
  [SPEAKER_00]: They're, you know, cutting everything out and usually fitness is part of that.
• 4:59
  [SPEAKER_00]: It's kind of like an exceeding, you know, and it's a nice to have.
• 5:02
  [SPEAKER_00]: It's not like a luxury.
• 5:03
  [SPEAKER_00]: It's a luxury.
• 5:04
  [SPEAKER_00]: And so we're like, okay, well, those people demographic in nature are leaving because of all these things that hit them like in a personal level.
• 5:11
  [SPEAKER_00]: But what about the service itself?
• 5:14
  [SPEAKER_00]: If I'm a client, no matter how old I am, and I go into a class-based workout, and I'm looking around, and I see people more in shape than me, see people less in shape than me, and we're all kind of doing the same thing.
• 5:29
  [SPEAKER_00]: I start the question like, is this really for me?
• 5:32
  [SPEAKER_00]: Yeah?
• 5:33
  [SPEAKER_00]: Uh, and the honest answer and everybody listen to you, you know, it's not it's for everybody.
• 5:39
  [SPEAKER_00]: Yes, not for you.
• 5:40
  [SPEAKER_00]: It's for everybody.
• 5:41
  [SPEAKER_00]: And so like the personalization is, you know, not there in a large group style class base, whether or not you scale up or down or not.
• 5:51
  [SPEAKER_00]: it let's be honest like guys all women use a 95 pound barbell all men use one thirty five all women use thirty five kind of kettlebell all men use sixty two like that's not individualized yeah so you know all all those things to be said it's like you know is this product that we're giving people the large group product is this really is it forcing people just to move on because we're not giving them what they really want
• 6:19
  [SPEAKER_00]: uh... and we don't hold them accountable if they don't show up is a class so it's like you know just come you know book in or whatever there's no appointment uh... there's a lot of reasons why but then also i think i'm on a grander scale the most you know the personalization portion of this thing it has to be the number one reason people would leave a large group classes because i'm not getting things specifically for me and my body it's just like i'm i'm on with everybody here
• 6:46
  [SPEAKER_01]: Yeah.
• 6:46
  [SPEAKER_01]: And if we look at, um, maybe not so much the way it was done here, but the industry as a whole, you know, when it comes to a large group, a lot of times the programming's left up to the coach, not the brand.
• 6:59
  [SPEAKER_01]: It's not a journey.
• 7:00
  [SPEAKER_01]: It's, what are we going to do today to get people moving?
• 7:04
  [SPEAKER_01]: You know, and so there, there isn't the, the journey that's unique to that individual.
• 7:10
  [SPEAKER_01]: It's
• 7:13
  [SPEAKER_01]: And in the psychology of those people showing up, it's probably more randomized equates to a better result.
• 7:20
  [SPEAKER_01]: When every one of us in fitness would be like, that's the exact opposite of how you want to train an linear progress.
• 7:26
  [SPEAKER_00]: There was a study a while back in a lot of trainers, cleaned on to it.
• 7:30
  [SPEAKER_00]: It was about underlating periodization.
• 7:32
  [SPEAKER_00]: and how the results were in this particular study equivalent or greater than a periodized training protocol.
• 7:40
  [SPEAKER_00]: So it was like, well, yeah, there we go.
• 7:42
  [SPEAKER_00]: That one study tells me that I don't have to have a plan.
• 7:44
  [SPEAKER_00]: That's basically what that gave the excuse for.
• 7:48
  [SPEAKER_00]: And you know, you can argue all that you want.
• 7:51
  [SPEAKER_00]: I don't think there's any argument with progression and progressive overload in, you know,
• 8:01
  [SPEAKER_00]: But we find one study on the other thing and it gives us the excuse to be randomized.
• 8:04
  [SPEAKER_00]: Now, the other side of that randomization of wild style or what are we working out today?
• 8:10
  [SPEAKER_00]: We're just going to throw something on the chalkboard or whatever.
• 8:13
  [SPEAKER_00]: is kind of coming from the clients.
• 8:15
  [SPEAKER_00]: They want randomization.
• 8:17
  [SPEAKER_00]: They get bored pretty easy.
• 8:18
  [SPEAKER_00]: And so we bow to our clientele because we want to make it fun for them.
• 8:22
  [SPEAKER_00]: And we start throwing things together and a workout and a wild format.
• 8:26
  [SPEAKER_00]: They're always going to do it today.
• 8:27
  [SPEAKER_00]: It's hard.
• 8:28
  [SPEAKER_00]: You know, we're trying to make it hard for everybody.
• 8:30
  [SPEAKER_00]: But really, like, that's our own fault.
• 8:33
  [SPEAKER_00]: Yeah.
• 8:33
  [SPEAKER_00]: That's our own fault as an industry.
• 8:34
  [SPEAKER_00]: It's like, we're not really giving them the best product that we can.
• 8:40
  [SPEAKER_01]: And if you're if you're continually progressing as far as an owner coach when they comes to the knowledge and in the workout, like, do you believe that that's the best result?
• 8:48
  [SPEAKER_01]: Is that an alignment with your beliefs as far as how you train yourself or would train yourself?
• 8:53
  [SPEAKER_01]: And the chances are it probably isn't, you know, and and one of the things people pay us for beyond the, like the workout is the expertise is the knowledge of the things that they don't have.
• 9:04
  [SPEAKER_01]: And if you didn't believe that that's the best thing that your client should be doing, why are you allowed them to make that decision?
• 9:10
  [SPEAKER_00]: Well, they're doing it because it's easier.
• 9:12
  [SPEAKER_00]: Easy.
• 9:13
  [SPEAKER_00]: You know, large group training is easier to do fine coaches for.
• 9:19
  [SPEAKER_00]: But yeah, it's not the best product.
• 9:21
  [SPEAKER_00]: So you start looking at the business at itself.
• 9:23
  [SPEAKER_00]: I've got all these people paying more money.
• 9:25
  [SPEAKER_00]: They're staying three years or more.
• 9:28
  [SPEAKER_00]: Why wouldn't you move over into a semi-private model that is exponentially more valuable to the clients are more valuable to the business?
• 9:38
  [SPEAKER_00]: And their systems are around that, like, why wouldn't you?
• 9:41
  [SPEAKER_01]: And then we can go one step further and talk about industry averages as far as attendance.
• 9:45
  [SPEAKER_01]: In large group, large group attendance, industry-wide is about six attendees per class.
• 9:52
  [SPEAKER_01]: So if you're, because again, if you were banking on 20 every single hour
• 9:58
  [SPEAKER_01]: Maybe that would be the thing.
• 10:00
  [SPEAKER_01]: But that's not what actually shakes out.
• 10:02
  [SPEAKER_01]: Like the data shows, it's about six on average.
• 10:06
  [SPEAKER_01]: You might have one, you know, your mid-morning, Monday morning before work, cool.
• 10:10
  [SPEAKER_01]: You got 15, 20 people in there.
• 10:12
  [SPEAKER_01]: And then every other cluster on the day, you got two to three, four, five people, you know, and it's, again, it shakes out as averages.
• 10:19
  [SPEAKER_01]: And this is why we lose data to make these decisions.
• 10:22
  [SPEAKER_01]: So if you're got large group over here with a lower,
• 10:28
  [SPEAKER_01]: And you're getting six people per hour, and then the other end of the coin, you have a higher service value with some of my private individualized programming, greater value for the business each month, staying three years on average, why wouldn't you?
• 10:54
  [SPEAKER_00]: Yeah, and that's the key is your model built for retention.
• 10:59
  [SPEAKER_00]: And if you're a large group training model, like the data says no, the data says no, the orange theories of the world says no, it's not built to retention.
• 11:09
  [SPEAKER_00]: People come and they go, it's a transaction, it's a class to them.
• 11:14
  [SPEAKER_00]: It's not a journey.
• 11:15
  [SPEAKER_00]: It's not a program.
• 11:17
  [SPEAKER_00]: It's a workout.
• 11:18
  [SPEAKER_00]: And
• 11:18
  [SPEAKER_00]: That's what you're selling to the market and you know, if it were me because that's your listening to I get to tell you what I think I would stay far away from a large group class-based concept for that reason plus 70 other reasons like it, you know, it's a red ocean and all these other things
• 11:40
  [SPEAKER_00]: But like that alone, like my clients, I got to keep replacing clients, is it getting easier or harder to acquire clients?
• 11:47
  [SPEAKER_00]: It's always getting easier.
• 11:49
  [SPEAKER_00]: It always gets harder because there's always more competition.
• 11:52
  [SPEAKER_00]: It always gets harder because the outlet that most gyms use meta is getting more expensive.
• 11:59
  [SPEAKER_00]: It's getting saturated.
• 12:01
  [SPEAKER_00]: People aren't responding.
• 12:02
  [SPEAKER_00]: There's bots.
• 12:03
  [SPEAKER_00]: There's all this trash out there.
• 12:05
  [SPEAKER_00]: And you're always kind of like you're always having to pay more pay more pay more and I think we shared it on you really like seven or a thousand like I don't remember it was like close to a thousand dollars acquisition on meta where other channels it was you don't 200 300 400 it's like well, what are we doing yeah so we're you know anyways that that's one end in the special others end of this spectrum is a private training
• 12:29
  [SPEAKER_00]: Sure.
• 12:30
  [SPEAKER_00]: Now, I know there's private trainers out there that keep their clients for decades.
• 12:34
  [SPEAKER_00]: I know it.
• 12:36
  [SPEAKER_00]: But here's the kicker with private training.
• 12:40
  [SPEAKER_00]: Not necessarily the retention.
• 12:42
  [SPEAKER_00]: It's a very difficult model to scale because it's one coach per client every hour on the hour or whatever throughout the day.
• 12:51
  [SPEAKER_00]: Let me ask the same question.
• 12:52
  [SPEAKER_00]: Is it getting harder or easier
• 12:55
  [SPEAKER_00]: always getting harder.
• 12:56
  [SPEAKER_00]: It's never been easy like there wasn't really ever a time where coaches were flooding in like clients were right like there was that time with clients were coming into the chair like crazy.
• 13:07
  [SPEAKER_00]: There's never been easy to find coaches.
• 13:09
  [SPEAKER_00]: So like why would I?
• 13:11
  [SPEAKER_00]: always try to like put myself in a harder position by having to a private gym where every client has a coach and I can't find coaches where if one coach leaves it takes me six months to find another coach or three months to find another coach.
• 13:26
  [SPEAKER_00]: The biggest attrition event in any gym is when a coach leaves.
• 13:30
  [SPEAKER_00]: I think the second would be when a price increase happens.
• 13:33
  [SPEAKER_00]: It depends on how you do it, right?
• 13:36
  [SPEAKER_00]: Yeah, any change whatsoever.
• 13:38
  [SPEAKER_00]: It creates ways in your gym, and it's like people start shaking out, and they find excuses not to continue with you.
• 13:46
  [SPEAKER_00]: Why put yourself in that position?
• 13:48
  [SPEAKER_00]: The perfect solution is semi-private training.
• 13:51
  [SPEAKER_00]: Now, within semi-private training, the way that we do it, and the way that we teach it, your programming is individualized to the claim.
• 13:59
  [SPEAKER_00]: The things that we say in the consultation or displayed visually on the programming through our app, semi-private pro,
• 14:08
  [SPEAKER_00]: that it says, oh, that's what they were talking about in the consultation.
• 14:11
  [SPEAKER_00]: That's what I'm getting out on the training floor.
• 14:13
  [SPEAKER_00]: It creates that bond of trust between the sales and the delivery side of your business, whereas in other large group training, that doesn't happen either.
• 14:23
  [SPEAKER_00]: Right.
• 14:24
  [SPEAKER_00]: So like, it's just there's no congruency between what you sold somebody and the words that you used and then what they're seeing on the workouts themselves.
• 14:32
  [SPEAKER_01]: And from a retention standpoint, what about six months into a membership, you know what I mean?
• 14:37
  [SPEAKER_01]: Like if there isn't a consistent customer journey, if it's not individualized with that client, they're you're giving them the option to choose to go somewhere else because they lose the motivation.
• 14:48
  [SPEAKER_01]: Well, that I mean, yeah, no, if they lose motivation, there is no reason to stay.
• 14:53
  [SPEAKER_00]: Yeah, like there's no journey.
• 14:55
  [SPEAKER_00]: There's no game of vacation.
• 14:56
  [SPEAKER_00]: There's no like, hey, I got to get five more workouts to hit the next level.
• 14:59
  [SPEAKER_00]: And it's like, man, I just need to stay another month.
• 15:02
  [SPEAKER_00]: And then that month turns into two and then they're back and motivated again.
• 15:05
  [SPEAKER_00]: Because
• 15:06
  [SPEAKER_00]: This industry is the hardest industry out there.
• 15:08
  [SPEAKER_00]: We are at the mercy of our clients motivation.
• 15:13
  [SPEAKER_00]: If they don't feel like training today this month, this week, they got a little nagging thing, they're got sick.
• 15:19
  [SPEAKER_00]: I'll just cancel the members.
• 15:20
  [SPEAKER_00]: I'll start again later.
• 15:23
  [SPEAKER_00]: What?
• 15:24
  [SPEAKER_00]: What do you mean?
• 15:26
  [SPEAKER_00]: What do you mean your canceling?
• 15:27
  [SPEAKER_00]: Because like, well, I haven't been in.
• 15:28
  [SPEAKER_00]: Well, I haven't been in.
• 15:29
  [SPEAKER_00]: Well, they lost motivation.
• 15:31
  [SPEAKER_00]: Well, why do they lose motivation?
• 15:32
  [SPEAKER_00]: Because there was no journey.
• 15:33
  [SPEAKER_00]: Why is there no journey?
• 15:34
  [SPEAKER_00]: Because if we don't, we just do everything is generalized in this, you know, like that's uphill.
• 15:39
  [SPEAKER_00]: That's why you're losing people.
• 15:41
  [SPEAKER_00]: Yeah.
• 15:41
  [SPEAKER_00]: And unfortunately, you can't put your business in that position knowing that people lose motivation.
• 15:50
  [SPEAKER_00]: So what are you doing to keep your clients interested in gauge coming back to the gym?
• 15:56
  [SPEAKER_00]: Are you rewarding them?
• 15:58
  [SPEAKER_00]: Are you there?
• 15:59
  [SPEAKER_00]: Is there a journey at all?
• 16:00
  [SPEAKER_00]: Or is it literally completely randomized workouts work out of the day?
• 16:05
  [SPEAKER_00]: Whatever I feel like I drew up this morning after I hit my oatmeal and protein.
• 16:12
  [SPEAKER_00]: What kind of business is that?
• 16:13
  [SPEAKER_00]: Like you guys have to be more structured.
• 16:16
  [SPEAKER_00]: Uh, you know, granted, when we did our larger training, we fell into that same trap because you know, the crap, we got another workout, oh, who's coming to the class, oh, we got to like, they're always nagging us too easy.
• 16:27
  [SPEAKER_00]: So let's make it harder because the, oh wait, they didn't show up.
• 16:30
  [SPEAKER_00]: Uh, crap.
• 16:31
  [SPEAKER_00]: Let's flip it back to, it was always chaos.
• 16:34
  [SPEAKER_00]: And we let our clients dictate too much.
• 16:36
  [SPEAKER_00]: So guys, listen, send my privates the way.
• 16:39
  [SPEAKER_00]: That's our flag in the ground,
• 16:45
  [SPEAKER_00]: Fuck, I mean, 16 years, 17 years, but like we've been teaching Jim owners this way for a decade.
• 16:52
  [SPEAKER_00]: We're not just coming into it, like, oh, well, you know, some of the data says that, well, maybe semi-private is a better way to know, guys, we've been saying this forever.
• 17:01
  [SPEAKER_00]: And if you're hearing it from anybody else, it's because they're like a decade behind.
• 17:05
  [SPEAKER_00]: We got systems, a protocol, like we've been running it in my own gym for for for six to 17 years.
• 17:11
  [SPEAKER_00]: I did it the first year in business.
• 17:15
  [SPEAKER_01]: Thanks for welcoming to the party everybody else has my private decides to do it like yeah, and it's been this way Go one one step further week.
• 17:24
  [SPEAKER_01]: We touched on small group, but they're not equal.
• 17:27
  [SPEAKER_01]: They are not the same and they're that is something that we're seeing pop up everywhere Jim's now called you know going to small group
• 17:34
  [SPEAKER_01]: The value is not a limited number of people in a, in a lifestyle environment.
• 17:39
  [SPEAKER_01]: The value for the client is in the individualized program.
• 17:42
  [SPEAKER_01]: Well, we'll, we'll die in that vine.
• 17:45
  [SPEAKER_01]: You know what I mean?
• 17:46
  [SPEAKER_01]: And if, um, if you're going down the small group route, you're, you're, you're, you're toe in the water.
• 17:51
  [SPEAKER_01]: You're halfway there, type of, actually making it worse.
• 17:53
  [SPEAKER_01]: You probably are.
• 17:54
  [SPEAKER_00]: I would agree.
• 17:55
  [SPEAKER_00]: No, it's a worse product.
• 17:56
  [SPEAKER_00]: I would agree.
• 17:57
  [SPEAKER_00]: Small group training, small group personal training is a worse product than large group
• 18:04
  [SPEAKER_00]: Let me explain, large group training, at least you get a lot of bodies in there, hopefully, right?
• 18:10
  [SPEAKER_00]: You got a lot of energy.
• 18:12
  [SPEAKER_00]: Everybody's doing the same thing.
• 18:14
  [SPEAKER_00]: Well, if you believe that people are going to have that same level of interest with that same workout where everybody's doing the same thing, we're just going to limit it to five people.
• 18:22
  [SPEAKER_00]: Well, you just lost the energy and you're
• 18:29
  [SPEAKER_00]: product in large group.
• 18:31
  [SPEAKER_00]: And you can't just cut the people out in charge double.
• 18:34
  [SPEAKER_00]: Like, yeah, you're not going to, it's not going to work.
• 18:36
  [SPEAKER_00]: So if anybody ever says, hey, well, I tried that.
• 18:39
  [SPEAKER_00]: It didn't work.
• 18:40
  [SPEAKER_00]: You probably most likely, I don't know.
• 18:42
  [SPEAKER_00]: You most likely did this, where it's like, hey, it's a large group training with less people.
• 18:46
  [SPEAKER_00]: And you know, we'll have more attention on these six.
• 18:49
  [SPEAKER_00]: There's only six people in your classes anyway.
• 18:51
  [SPEAKER_00]: And when they look over their shoulder and these people pay in 179, and they're, you're trying to charge these guys at 399, what are they paying for?
• 18:59
  [SPEAKER_00]: but they will pay for it is semi-private training, personalized, individualized, scaled to the individual workouts that is specific to them.
• 19:10
  [SPEAKER_00]: Their injuries or movement powers are quality of their quality of movement.
• 19:13
  [SPEAKER_00]: Their depth, the range of motion, all of that,
• 19:16
  [SPEAKER_00]: into their programming that then delivers this customized beautiful product for them and they look around and nobody's doing the same thing I'm doing or I'm doing it harder or easier that like it's got my name on it it's counting my sessions kind of my reps boom they'll pay for that yeah how do I know we're proving it right now we're proving it in in 80 gyms right now we're proving it over and over
• 19:39
  [SPEAKER_00]: It's not just taking less people in a session, doing a watt, that's the opposite.
• 19:47
  [SPEAKER_00]: And there's been gems that have tried that and they usually can't get it off the ground.
• 19:51
  [SPEAKER_00]: Well, that's the reason.
• 19:53
  [SPEAKER_00]: is your gym built for retention.
• 19:56
  [SPEAKER_00]: If it's not a semi-private training gym, the way we describe it most likely not.
• 20:01
  [SPEAKER_00]: And if you want to change, we got plenty of stuff.
• 20:03
  [SPEAKER_00]: Go check out our YouTube channel.
• 20:05
  [SPEAKER_00]: Got a great video coming out.
• 20:07
  [SPEAKER_00]: I think tomorrow on a Wednesday.
• 20:10
  [SPEAKER_00]: Check it out, guys.
• 20:11
  [SPEAKER_00]: We're breaking it all down.
• 20:13
  [SPEAKER_00]: How to switch over to semi-private training.
• 20:15
  [SPEAKER_00]: That's on or not on our podcast channel.
• 20:20
  [SPEAKER_00]: YouTube channel.
• 20:21
  [SPEAKER_00]: We have two, by the way.
• 20:22
  [SPEAKER_00]: We have the podcast just to be clear.
• 20:23
  [SPEAKER_00]: We have the podcast where you're just looking at us on camera.
• 20:26
  [SPEAKER_00]: The we're saying words that we're saying and then we have a whole another long form YouTube channel called Jim Business Coach.
• 20:33
  [SPEAKER_00]: Go check us out.
• 20:34
  [SPEAKER_00]: Give us a subscribe hit the notification bell.
• 20:36
  [SPEAKER_00]: Make some comments.
• 20:37
  [SPEAKER_00]: We'll love to hear from you.
• 20:39
  [SPEAKER_00]: We do monitor that so you can, you know, chat with us and hopefully you're not like, what was that guy's name?
• 20:44
  [SPEAKER_00]: What was the jerk?
• 20:50
  [SPEAKER_00]: Here we go.
• 20:50
  [SPEAKER_00]: We're going to call somebody up.
• 20:55
  [SPEAKER_00]: All right, DC, we're all 439.
• 20:57
  [SPEAKER_00]: There we go.
• 20:58
  [SPEAKER_00]: We love you.
• 20:59
  [SPEAKER_00]: Appreciate your comments.
• 21:01
  [SPEAKER_00]: Anyways, that's it for this episode.
• 21:03
  [SPEAKER_00]: Until next time, keep changing the lives.
• 21:04
  [SPEAKER_00]: We will see you guys on the next show.
• 21:06
  [SPEAKER_00]: Bye.