SPEAKER_00: 0:01

What's up, everybody? Welcome to another episode. I'm in the jujitsu parking lot, of course. And waiting for the little guy to come out. But hit up a podcast for you guys. Recording this a few days before Christmas. So you're probably going to hear this after Christmas, but I want to wish everybody a Merry Christmas out there. Enjoy a great time. It's a great time of year. I don't love the clutter and the decorations and stuff like that, but I do love the time with family, the downtime, and the thinking about goal setting for the year and the upcoming year. So there's lots of maybe more positives that than negatives, but there's a okay. So uh so speaking of holidays, we had our company party, our Gabriel Fitness Company party a couple weeks, well last weekend or this, and got to talking with the guy that's the physical therapist. We rent space to a physical therapy company. And yeah, we invited him and he came. And he's a really cool dude. Very awesome guy. And he he's a physical therapist, but he also is like a big runner, endurance guy. He actually did rim to rim to rim, and in like 18 hours, he smashed it. I didn't even finish it. He smashed it. So he's he's a pretty high-level endurance athlete. And he started a running club, I think last year. And I was asking, I was talking to him about this running club because I knew he was doing it now. So I I was very intrigued by this running club that he created, and it's becoming a thing. And I was asking him all these questions about how he started the running club, and he was just meeting like four other people to start, just people I knew from my town. I was like, how many people are now? He was like, 200 people. And I was like, You mean to tell me 200 people? This guy started this himself right from scratch a year ago. And every I think it's I don't know if it's every morning, but I think it's uh definitely on the weekends. But I think it is every morning, maybe the summertime or something like that. They meet, and there's 200 people that meet in this park and they go run together. 200. And it's become this big thing. And so I'm like dying to know what did you do? And he's not like a big social media guy. I mean, he's literally doing PT all day. He's not like having time to build this running club. So I'm curious to see: did you hire a social media company? Did you run ads? Like, what did you do to get it? Actually, what happened was there is a guy in our community that has this huge community channel, like the biggest channel to put the biggest Instagram page in the area. And he caught me into the running club, and this one guy promoted the running club, and literally it went like from overnight from like eight people to 200 people. And it was from one person, pretty much one person. And it got me thinking about this concept of the angelits, which is something that I created a really long time, which is there are people that have access to your customers right now, that have already paid for the customers, that have already generated the leads, that have already built relationships. There is someone right now that has a big list, whether that's on Instagram, whether that's on email, whether that's phone numbers, whatever it is, a big list of people that have your perfect clients on that list. And I would tell you, there's no faster way to grow. Like, how did this running club go from eight to 200 people? Right. And it it wouldn't have done that by just slow, it would have done it slowly by word of mouth. But he said the thing exploded overnight. And it was because of this. And so this is really something to look into for your marketing. And I think that you know you got a lot of people that are relying on Facebook ads and stuff like that. And I owned a marketing agency for a long time. I refer clients to gym member machine because they do an amazing job. But even they would tell you relying on ads and ads alone is not a good marketing strategy. And so what you want us to is start to think about finding the possible relationships in your community that have access to the customers that you want. Now, I've talked about this many times before. If you're a podcast listener for a while, you're probably rolling your eyes. Well, here he goes again. But let me ask you, how many times have you actually relationships have you actually created? How many customers have you got? And I'm gonna tell you, this does take some energy and effort. This isn't like this like you know, pay-to-play thing where it just, oh, you just put you know 3,000 bucks a day, 3,000 bucks a month on Facebook and see what happens. It's like, no, I think that to get to the next level, we gotta have some of these built-in partnerships and relationships. They're really powerful. I'll tell the quick story of how this came up, but basically I started training when I first when I first started my gym, and this is before I even had the gym, I introduced a guy who had like four kids, and I started training all of his kids. He liked what I was doing, and he started telling everybody about me. And I started getting phone call after phone call after phone call from different parents and saying, you know, this guy had had told me that I should get my kids with you, so I want to sign him up. And I'm like, I'm telling you, like it was incredible how many people came from this one guy. And I was like, I said to myself, I was like, this guy's like my angel, like everyone's coming to him. And then I thought to myself, it's just like, what if I created more of these guys, more John Haddads, and created more relationships like this? And that's exactly what I did. That's his that's how I grew my gym. We did, you know, I see a lot of guys saying they did half a million bucks after like eight years, and and now they're coaching Jim Motors, which makes sense. But we did half a million bucks in my first year, and there was not one ad run, no paid marketing at all. It was all this type of stuff. It was me creating really good strategic partnerships and allowing those strategic partnerships to leverage their list and come to mind. Now, there's a lot of steps to go through this, and I talk about this a lot in my book, my new book, The Eight Profit Levers. It actually is this is what I'm talking about, one of the eight profit levers. And if you want a free copy of the book, just go to eightprofitlevers.com. They actually the number eight profit levers.com. I'll put that link in the show notes as well. But you can there's a whole chapter on this, what I'm talking about. So you got these different people, and and it could be a person, right? In this situation, it was a person, you know, that was just connected in the community. Other situations it could be like uh like a football coach. Like I had a football coach, and that was one of my angels that you know he was a well-known guy and he was winning, so people loved him and did whatever he said. And so this guy loved my stuff, and he started telling all the other coaches to work with me. And so I started getting all these other sports they got basketball, lacrosse, and field hockey, and they got all these different sports working because of this one guy. He could be a business owner. I had a relationship with a private club when I first started, and it was a lacrosse club, but it was a private business. I created a relationship with him, and all of a sudden we started doing the stuff with him, and we ended up doing like running his combines for him, and we got tons of kids from that program. Tons of kids. So that was that's an example of a a business. Joe Hashe has the example of this where he ended up getting 80 new customers from a joint venture with a hospital. There are these places to go where there are many, many, many of your customers all at once. And the first thing you got to do is you gotta create the list, right? And that's why I call talks about the angel list. And the angel list, there's no excuse anymore. I used to work with people and I used to sit down with them and write out their angel list, and it would take us sometimes three to four hours. There's no excuse anymore with Chat GPT. ChatGPT will tell you exactly who you should partner with. And it is important, there's a specific prompt. I don't have the prompt in front of me memorized, um, but there's a specific prompt that they use, and actually, I do believe this prompt. Oh teacher, I do believe this prompt is in the book, the A Profit Levers. So this exact prompt. But the prompt says something along the lines of looking to create different partnerships with other businesses. And you can say you can say, but you don't have to say just businesses, but businesses, organizations, right? So organ an organization would be like the PTA, the school, or something like that. Right? So businesses or organizations or individuals that have access to my customers, right? Now, hopefully Chat T T B has learned who your customers are. If you haven't taught it to do that yet, then you're gonna have to put in specific who you're looking for, adults over 40 in this specific area. And what you want to do is you want to put in into the prompt people you've already worked with. So it's really helpful if you've already had a couple relationships that you've worked with to put those in there. So chat knows it has like sample or example. So in my case, like we did a venture with a yoga studio recently. So I put currently we have relationships with yoga, whatever, and the head football coach for X High School. Right, you put in current relationships so chat knows that all right, this is kind of what I'm looking for. You also want to give chat the geographic areas being like, I live, my my gym is in Berkeley Heights, my gym is in this town, and I only want to get new customers from a 15-minute drive time from my gym. So you want to give it like really, really sweet, and what it'll do, it's ridiculous. But the full prompt is in the book, the Aprofit Levers, okay? So go get that book. But the full prompt is in there and literally just copy and paste it, but it will spit out exactly who you should work with, and it'll give you the contact information, and then you know, obviously, chat will keep going. Like, dude, would you like me to create an intro email so I can send an email? Like, so it's never ever been easier to do this. There's like we can't, yeah, I can't, we can no more excuses, right? You gotta do this, and and and the the fear I get a lot is like, oh, I've tried this before and these don't work, and like blah blah blah blah blah. That's that's it's like this will never ever not work. People working with people will never ever not work. It may be a little harder, it may take a little bit more courage to be able to do, but it won't not work eventually, and you gotta remember something called the law of averages. The more attempts, the increase or like increase, that the higher the likelihood that you'll succeed.

unknown: 12:28

Right?

SPEAKER_00: 12:29

So the more joint ventures and the more angels that you reach out to, and the more times you sit down with them and have a discussion with them and talk about doing something together, the more that happens, there's a bigger likelihood that one of them will be a big hit. The problem is people talk to like four people and they're like joint ventures don't work because I talked to four people. Well, no shit. They think it's gonna work with everybody? It's not. You think just because you reached out to one person and they didn't call you back that joint ventures don't work? Come on. Like the number one, you know, Dan Dan Pink's book, the The New ABCs of selling. The ABCs of selling used to be always be closing. The new ABCs are attunement, buoyancy, and clarity. Right. Attunement being another word for empathy, seeing things through their eyes. Buoyancy being I'm talking about the your ability to stay afloat amongst an ocean of rejection. Gotta have some buoyancy. And the last one's clarity, gotta be can't be all jumbled and confusing. So you gotta have some buoyancy, you gotta hang in there and just be able to be told no and and keep going forward. So that's what this game is about. I mean, I've written how many thousands and thousands of emails, not of them have been a hit. And more of them have been a bust than a hit. So you gotta understand that. So so this is important. This is important to it's a it's a good piece of your marketing. It takes time, it takes energy. And here's the thing though, maybe I I do know that there are certain people that hire people for this. Like, let's say you had someone that in your gym that's like really connected in the community, like hire them to do this, hire them to go into different companies and organizations and look for different sponsorship opportunities and just you know pay them like a percentage or just pay them hourly, whatever it is. But maybe there's someone connected that's better at this stuff than you are that you've you hire to help you do this if you're not gonna do it. But it's too important to be just not done. And it's just they there's just a lot of opportunities. A lot of opportunities. And I think that the number one thing that people need to do is, especially these days, with the increasing cost of meta, the challenge in the traffic online, the the way social media is just so crowded. I I think that the big win is going to be, I don't think the big win is going to be marketing diversity. Is that you you can't, and I've been saying this for years, but I think it's more important than ever as things that used to work really well don't work as well. And it's now going to be you're you cannot, there is no one trick pony marketing that we can rely on one place to get up our customers, and then we're good to go. That's not happening, especially for a job. So you're gonna have to get better at building a little bit more of a robust marketing plan that can that has a good website, that has meta-ads, that has strategic partnerships, that has a referral system. Like this is all like this isn't like a thing where you know it's a nice to have anymore. This is a necessity to win, to be able to diversify your marketing. And and a and a pillar of it is this angel list, is this these community partnerships. And again, you can read more about this in the A Profit Levers, but that I'll put that link in the show notes that you can get for free. And it actually does also give you, you don't even need this anymore, but it does give a list of I think 67 I think 67 different options of different types of businesses, organizations to work with. So it gives you a big list in the book. I'm not gonna be crazy and list them all here. So that is kind of what will be man, it's just but it's spurred on a holiday party. And and that's one thing too, is I and and I've had to teach myself this, and I and it's funny, this new book that I'm reading that this new book that I'm writing is called How to How to Be Smart, How to Feel Smart, and How to Look Smart, even if you're not that smart. And I will tell you that I am not that smart. There's a lot of guys that are in my mastermind that are way smarter than me. Like sometimes I'm in the CEO room and those guys are so freaking smart, I'm just like, I'm just gonna let these guys talk. And sometimes they're paying me. I better say something here. But they're so smart, they're just like, I have only succeeded due to one thing and one thing only, is that's curiosity. It's just I have a curiosity around why things work, and then I find out why things work, and I do, I guess, a decent job of communicating that to other people. But it did it it it's not without an extreme curiosity, and so I pulled that out of this guy, this doctor. How did he go from this? And what can I learn from this? What can I take from this? Well, all it did was reinforce something I've been teaching for the last decade. This is really powerful stuff. Ain't going away. It ain't a fad. Working together with other people and businesses or in organizations, will not go away. Nada will. At some point. I don't know. But the people as long as there's bricks and mortar, there's gonna be bricks and mortar businesses. And I don't think brick and mortar gyms are at a risk for going extinct by any. So that's gonna be there. And so it's gonna be really, really good for you to get on this train. That's right. Okay, so get on it. Let's go. That's did you make the list. Go put it into Chat GPT, uh, download the book, A Profit Levers, get the prompt, put the prompt in. Right? And the page the the book is really, really short. It's like you can read in like 30 minutes. It's really short. Um, the chapters are short. Uh, I wanted it to be something that you can read these one, get a grip on what these eight-profit levers are, and then really get be able to start taking action around, you know, ringing the register and make some money that you're so that's what it is about. So excited for the new book, getting a lot of good feedback on it, and happy that I'm gonna be writing this next one that is I think this one's gonna be one of my favorite ones to write. I don't know, I don't know if many people are gonna like it, but I do think it's gonna be my favorite one, my favorite ones to write. So that's a bonus hit. So there it is. That's it for today. Go to the eightprofitlevers.com, get the book, put in the prompt, get that list, different joint venture angels that you can partner with, and then let's let's go. Let's set some goals around lists, let's make some moves. It's not going to be easy. It may be a little messy. You're going to be told no a bunch of times. But man, once we get the one, you can go from frigging like eight people to 200 people overnight, like this running club did. That can happen at your gym, and I've seen it happen before. Hopefully, I'll see you on the next one. Peace.