Training Setup And How To Watch

SPEAKER_03 0:01

What's up, everybody? You're about to listen to a recording of a training I did recently called Fixing the Marketing at Your Gym. It was absolute bananas. One, how many people that registered for the training actually showed up? It defied every show rate rule I've ever seen. And then people stayed on for an hour after asking questions. So the QA was fired too. This was one of the best trainings I've ever done. From the feedback that I got from the participation, it was absolutely incredible. So please listen to this recording of fixing the marketing at your gym. Now, understand that this was a training that I did on Zoom and I shared my screen, and there was a lot of things I shared and resources. So it's probably better also you can listen to the podcast version, but it's better watched on YouTube. And I put the link to the watch this on YouTube in the show notes of this podcast. But you'll probably get a lot out of it if you listen to it as well. Hope you enjoy. Peace. Okay, cool. So let me share my screen. Remember, this is a working session, so I'm kind of treating this like one of my coaching sessions. So I actually don't have slides. I'm really I'm going to share documents with you guys. I'm going to share different things. So there will be a it's it may get a little clunky with me sharing stuff and sharing the screen and not sharing the screen. But bear with me. That's the difference between a webinar that's trying to sell you something, and I have nothing to sell you today, versus a coaching session, which is what I want to do to help you guys out. So that's the difference. All right. Cool. Alrighty. Let me share. Alright. I am going to pick who's my most emanated person. Where's Molly? I saw Molly on here. Where are you, Molly? There you go. Hi Molly.

SPEAKER_06 2:05

Hi.

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Molly smiles at all my jokes and laughs at everything I say. So I'm gonna make sure I I can only pick five people that I can see while I'm doing this. And I see. Oh Molly just went away. Where'd you go?

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I have my I unmuted for you. Am I there?

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No, Molly, come back.

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I am.

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I don't see you.

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I even unmuted. Does it pop up when I talk?

No Magic Bullets Just Principles

Why Gym Marketing Breaks

Money Math And Key Metrics

Turn Numbers Into Weekly Targets

SPEAKER_03 2:30

I think maybe you go away when you talk. Stop talking. Oh, there she is. Okay, cool. Uh so I see Nora. You're gonna have to put your screen on. I see Nora. I see Kevin. I see Summit. Oh, good summit's a good familiar face, too. And I see Edward. Edward, wave hot everybody. Uh, I see you. So you guys are the five people that I can see. So I'm looking for. Ooh, ah, keep me going. Okay, keep me going. Okay. But Edward, make sure you unmute because you're unmuted right now, and I heard I heard that. Yeah, make sure you mute. Oh, gotcha. You're good. You're good. All right. Let's go. I love this stuff. Okay. I've my first I have to start with an apology. Here's my apology. I do not have a new marketing magic bullet for you tonight. Today, I don't have a new update on the Facebook algorithm. I don't have any updates on how every new client that you can get to your gym is going to come from artificial intelligence and you don't have to do anything anymore. I have an apology that if that's what you were expecting, I'm sorry. But I do promise, right? I do promise in the time that we spend together for your knowledge of the marketing part of your business, right? Which is why you're all here, because the title of this is fixing the marketing. That your knowledge and your control over your future, your control over your destiny will be in better hands in 90 minutes than it was when we when we started. Okay? That that is that's that's my promise to you. Because I will tell you this marketing changed my life. Understanding and learning marketing completely changed my life. I'm not sitting where I am today if I don't understand this part of the game. To create three different seven-figure companies, one a marketing agency, one a consulting company, and one and three and third a gym. And all of that was built on the principles, the marketing principles, because these principles don't just aren't just specific for gyms. Like you can take a lot of what I'm going to teach you today and you can put it into different companies and different businesses. This is a going to be a gym owner spin to it. But at the end of the day, whatever I teach you today can be applied to grow any company. And that knowledge changed my life. And I'm I'm hoping it can do the same for you. Okay. So any business, like if you're talking business and you know, my daughter the other day interviewed me for her podcast about what a business is, right? And I and I basically explained it like this. Well, the first part of the business is, you know, some intention needs to be grabbed and people need to raise their hand. And then a sale needs to be made and money needs to be exchanged, and then a service needs to be delivered, right? And then and then money needs to be kept. And those are the four components of your business. The four components of your business are marketing, sales, operations, finance. That's the same for all of us, that's the same for any company. Now, here's where it comes down to something very interesting. We can't make a sale if we don't have marketing. Right? We can't keep people if we don't have people. We can't make the business more profitable if we're not making any money. And so it all starts right here. It all starts with the marketing. If we don't get this right, nothing else actually happens. So this is one of the most foundational principles for as a business owner that you need to understand and you need to learn. Okay. And the problem is, you know, and again, there's a lot of people on this webinar, way more than I thought was going to show up. I mean, this is unbelievable how many people are on this webinar that that have showed up that I did not think were I thought you registered for this, but it seems to be that some of us need to fix the marketing in our business. Well, let me share with you why some of it's broken. Okay. So just follow along too with my cursor. Again, I didn't I opted not to do slides just just for the sake of this not being a webinar. Here's one reason why people, the marketing is broken in in many businesses and many, many businesses in general, right? The the first thing is there's a lot of people teaching and selling marketing to gym owners that have no idea what they're doing. I mean, I I I hired a an agency once to help me grow the marketing at my gym, and he started taking pictures of kettlebells. And I was like, What are you gonna do with those pictures of kettlebells? He's like, Well, I'm gonna put them on your Facebook ads. And I was like, Why are you gonna do that? He's like, Well, we're we're marketing to people that like to work out, so that's why we want pictures of kettlebells. And I was like, What? I was like, like, most of the people that have come in here have never known what a kettlebell is, they call it kettlebell, right? They don't even know what actually it is, and that's what we're gonna use you know to the market. But there's a lot of people out there that really don't understand what they're doing, and I'm gonna I'm gonna tell you right now, at the end of this webinar, you will probably have a better understanding of marketing than someone that has an MBA in marketing. Like, I I'm gonna promise you that. I'm gonna promise you that. And actually, there's someone I had a cook, uh a young girl, she might be even beyond here, Natalia, but I had a call with her. She's uh she's a senior, I think she's a senior in college now, but I had an hour call with her and she had a degree in marketing. She's a I learned more in this one-hour call with you than I did in my four-year degree, right? So that's what there's a lot of people out there that don't know what they're doing. Okay. The second thing is a lot of you guys, me included, right? We got good personalities, right? You know, what is it you can sell ice to an Eskimo or whatever it is, right? And you and you have these magnetic personalities, and you know, you you you got people riled up, and then you sit down with them in a sales process and you can sell them the dream and sell them a membership. And a lot of you can get by in sales and in retention and delivering your product on your own personality, right? On your own energy. But that doesn't work for marketing. This is a skill set, right? And we can't personality ourselves out of this skill set. We got to learn what needs to be done. Number three, the reason why marketing is broken is something called squirrel marketing. And squirrel marketing is this thing where you all of a sudden, I need leads, I gotta do some marketing. We're low, we lost some clients, we got to do some marketing to get some people in the door. It's like that was that commercial where all of a sudden it's like squirrel, right? And it's just like, oh, I need marketing, I gotta do some marketing. And that's not how we want to do it. It's not an event. Marketing is not an event, it's a process, it's a process that we need to build into our companies and into our business. Okay, so that's what we're we're gonna teach today is how we can make this a process and not an event. Okay, number three, the four, the reason why marketing is broken is a lot of people say, I just want to run my business, I want someone else to do the marketing. Many, many people have said that. Right now, it is possible to outsource certain areas of your marketing. I believe many of my clients outsource their digital marketing to Gym Member Machine, which is the agency that I recommend people use. They do a phenomenal job. All right, but GR, the owner, is a really good friend of mine. All right, GR will tell you that they are not the only thing that you need to be doing. Okay? And I think a lot of people want to just pass this whole thing off. We can't pass off the entire marketing plan. You, the owner of your company, have to understand this enough to be able to make sure that one, you're not hiring idiots to do marketing for you, right? Because if you don't know what you're doing, you're gonna hire an idiot, and that idiot can work for you for a long time and take lots of your money. Uh, so you gotta know enough to not hire idiots to help you. But the second thing is you you just gotta understand this is so important. Like, go back to here. This is the finger, this is the whole business right here. Like, nothing happens if we don't get this right. So we gotta own this part. Okay. Uh, number five, nobody is tracking what's actually working. We don't do a really good job of like, is this actually working? Was this a worthwhile investment? Should I buy the newspaper ad? Should I continue to buy the newspaper ad? Facebook ads don't work. And they say all these things, and they're making these blanket general statements with no data to back it up. Okay. And the last one is the reason why people marketing is broken is they consider it a cost and not an investment. Okay. And I'm gonna tell you right now, and some of you are, you know, hopefully you're you know, you know, in the stock market and you're investing money in the stock market, but what's the average return on the market right now, Summit? 7%, 8%, right? Yeah. Well, I'm gonna tell you right now, I'm gonna show you some examples where I invested$1,500 and made$30,000. Am I gonna get that in the market? Not legally. I could sell drugs and probably make that return, but I ain't gonna do it in the market. I ain't gonna do it in real estate, I ain't gonna do it anywhere except right here. And so the big mindset we need to shift is shifting from our thinking of mindset. I'm not spending money on marketing, I am investing money in an income-producing asset, which is a customer. Okay. So, as my mentor Dan Kennedy says, if there was one skill for you to master, this is it. And maybe today is your first. Oh, Summit just went away. Yeah, summit was replaced with Sarah. So, Sarah, you're in. All right, make sure you smile and laugh at all my jokes, Sarah. Okay, and make sure you mute yourself too, because I can hear you. All right. I'm here, I'm here, Vince. Okay, good. Oh no, but you know, you were went away on my screen. Okay, so if there's one skill for you to master, marketing is it. We got we let let's let's understand this enough. You don't have to become a guru, okay? But you gotta understand this skill enough. And that's that's the difference between kind of the stuff I do and a lot of the you know, people out there that are peddling you these, you know, get 500,000 leads in three days, right? Which you see all the time. Okay. I want to give you guys some control over your destiny. I want you to have control over your destiny, and the knowledge that you acquire today will help give you better control. So here's here's how we're gonna fix the marketing today. These are the five, we're gonna focus on five things. Okay, the first thing is we're gonna decipher on what you want. We're gonna kind of we're gonna get down to the nitty-gritty, right? Because when was the last time someone asked you, what the hell do you even want? What is your goal? What is the goal for your business? What do you want? Where do you want to be? Two, we're gonna talk about selecting the perfect clients who are the people that you want to work with and should work with. Three, we're gonna talk about knowing how to explain what makes you different, like what makes your gym different. And do you have a good answer for me if I asked you that? Okay. Number four, we're gonna talk about all the ways that you can generate leads, all the different things that that you can do to generate leads. We'll talk talk about uh a bunch of the different ones, and then I'm gonna show you a plan to put it all together to make it all happen. Okay, so that's kind of what we're that's the path that we're on today. That's the journey that we're gonna take together today. Just so I know everyone's still out there. Type into the chat how are we doing so far? Have we learned anything yet? Are we good to go? You ready to move on? Type something into the chat so I know you're alive. The interactive chat helps me tremendously. Also gives me a chance to take a sip of my Gatorade. Okay, ready to go? All right, let's see what some of these people said. Summit. Alrighty. Taking notes. Good to go. All right, great job. Awesome. Thank you guys for being such a good audience. I really appreciate it. Very grateful for you guys for coming today. Okay, so uh the first thing clarity on what you want starts with data. Okay, clarity on what uh what you want starts with data, starts with knowing your numbers. I'm gonna tell you a very embarrassing story. I sat down with a with a marketer, very early in my career. I sat down with a marketing person and she started asking me, it was the plan was for her to spend a day with me to help me with my marketing. This is way back when. And she said we sit down and it's like nine o'clock, and she sits down and she's like, Hey, well, what's your cost per lead? And I was like, uh, I don't know. And she's like, Well, what what what's uh the cost to acquire a customer, which is also known as CAC. And I was like, I don't know that either. And she kind of says, She's like, Well, what's your lifetime value? You surely you know that. And I was like, I don't know. And she looked at me dead in the eyes, and she stood up and she said, I'm sorry, Vince. I can't help you today. You don't know your numbers. And legit, we were supposed to meet for the entire day, and she walked out. And she says, Call me when you are gonna treat this like a real business. She gave it to me, and I deserved it. Right? And from that day forward, I'm like, I gotta know this stuff. I gotta understand and know. So there are certain numbers that we need to know to help make the decisions that we need to make in marketing. Okay? I'm gonna share a few of them with you today. So understand this, the future success of your business depends on the decisions that you make. Our lives are shaped by decisions, right? All of our, you know, the decision you made of who you're gonna marry, right? The decision you make of whether to have children or not, the decision to get what career we're gonna go into, all of that stuff shapes our lives. Well, your business life is shaped by the decisions that that you make. Okay, and understand this when emotion goes up, we get dumber. When emotion goes up, intellect goes down. Okay, so when we're emotional, when we have this feeling, when I think this is what we should do, or I feel that this is where we should go, or I feel that this is, I feel we have a retention problem, I feel we have a sales problem, I feel we were not good doing good at marketing, when you're feeling all the time, you're actually gonna get dumber. And we don't want to be dumber, we want to be smarter. I have I have no room in my life to be any dumber than I actually am. Okay, I need everything I got, and so that's why I know the numbers and I pay attention. Okay, so knowing your numbers is how you make non-emo-emotional smart decisions. Knowing your numbers is how you make non-emotional smart decisions. The better decisions you make, the better business you'll have. Okay, so here are a couple things you need to know. Let me guide you through this. Okay, this is called money math. Okay, money math is better than math. Isn't it? What is math? Maths homework. Maths, I hate this shit. I math is my math teacher used to have this thing called Wah Wee Gut, and Howie Gut stands for when are we ever going to use this? Right. And it's like there's so much math that we did in school that is just total BS and we're never gonna use it. But this is real math we need to know. Okay, and it's gonna be real simple. Okay. The first number you need to know is how many customers you have right now. Now, if you see my friend Summit, he has a software called Nomalie that does a really good job of helping you keep track of that. Okay, so you need a good software, but I will tell you there was a period in my business career where I couldn't tell you how many club customers I had. And it is one of the most basic foundational things that you need to know. You need to know how many customers you have. You need to know where you're starting from. Okay. If you don't can't tell me that right now, that's the first thing you need to do. Don't go do it now, but write a note to yourself. It's like, I have no idea how many customers I have right now, and then you should know that number. Okay. Here's the second number you need to know is how many customers do you want in a year? Okay, in 12 months. Okay, we're sitting here, let's say you're currently at 100 customers. Okay, fine, whatever. It doesn't matter what it is today. We're just figuring out what it is. And let's say we want to go from 100 members and we have a goal this year of 150. That's where we want to go. Okay. So those are the first two numbers you need to know. You need to know how many customers you have, and then you need to know how many customers you want in 12 months. Okay, simple, right? The second number that's really important, okay, is your what's called your lead to consult conversion rate. Okay. And that's just say that I get 10 leads. Okay. 10 people opt in through my website or 10 people come through an ad, right? And the lead to consult conversion, and it could be trial, it's whatever you actually use, right? If you have a trial membership, a consultation, whatever your first step is in the process to do business with you, what is the conversion rate from when someone raises their hand and is a lead to actually taking that first step? Okay. And typically it's between 20 and 30% from what we see. If you get 10 leads, hey, if we can get two to three leads of the 10 to show up for the first time, uh we're on the right track. We're actually good. Okay, so I put in 20%. All right now, if you don't know the number, that's fine. You don't need to know the number right now. Okay. But what I want you to do, if you don't know that number, that's a number that you want to know. Write a little note to yourself. I should figure out and know what is my conversion rate from lead to consult. Okay. And then the second one is what is your consult to new member, right? So that is the conversion rate when you sit down with a consultation or someone does a trial membership or a free session or however you do it. If you have 10 consultations, how many of those buy? Okay. That's the second percentage. Those are percentage numbers, right? And let's just say it's 80%. I like between 70 and 80%, right? So let's just say that we have seven, we we sat down with 10 people and we had seven people purchased. That would be a 70% conversion, right? So we should kind of know that number. You don't remember, if you don't know these right now, that is okay. I'm just telling you what you need to know and giving you the formula. Okay, so don't get like bent out of shape if you don't know these numbers, okay? But I'm telling you what you need to know, and you can very easily go find this stuff. Okay. So bookmark this, write a note to yourself for later. Okay. That number four is you have to know how many customers you're gonna lose. Okay, you have to know how many customers you're gonna lose. Okay, and that is what's called your average monthly attrition rate. Okay. And now, if you don't know how many customers you have, you don't really know this number. But the way you'll get this number, the formula is how many clients you lost. Let's say you lost five clients, okay, divided by the number of clients that you started that month with. Right. And usually this is done monthly. So let's say I I lost five clients in the month of March, and I started the month of March with a hundred customers, and I would multiply that by 100. That would be 5%. That would be my attrition rate. Now, ideally, we're like between three and five percent for your attorney rate. Some of you that may be big box gyms or things like that may be a little bit different and probably a little bit higher, but that is a really, really important number for you to know. Now, so these four numbers, okay, that I just went over are crucial for helping us know if our marketing is working. Okay, that that that's if our marketing and our sales is actually working. That is why these numbers are so important for you to know. Okay, I I just want to stop here. Can you type into the chat? Are is this making sense? Either just type into the chat, making sense or confused. And if you're confused, it's okay. It's a twelve if you are confused right now. I try to make this as simple as possible. I realize math sometimes is is kind of a B. Yeah, so type into the chat. Yep, these numbers are so important. Got it. Okay, cool. Okay, awesome. All right, good. And I'm hoping for some of you this is a little bit remedial. I do hope a certain percentage are like, yeah, Vince. All right, get to the next stuff. All right. I I do hope some of you are saying that to me. We're gonna get to that in a second, Derek. Okay, okay, cool, got it. Okay, good. Yeah, so Ed, Ed, Ed says our church range is too high. These these are some the numbers I'm giving you are ranges to shoot for, right? 20 to 30 percent is a good thing to shoot for, 70 to 80 percent is a good thing to shoot for, 3 to 5 percent is a good thing to shoot for. Okay, so that should give you some clarity on if you're way higher than that, those are pieces of your business that you may want to work on. Okay. All right, now I'm about to make this a whole lot easier for you. You ready? So here's what I created for you. So all you need to do, and this is a prompt that you could just put into one of your AI platforms, is like you just put it in and say, I'm trying to go from 100 to 150 members in 12 months. My conversion rate is 20% from lead to trial, and 80% from trial to new member. Our average monthly attrition rate is 3%. What should my weekly lead consult and new member goal be to get to 150 members in 12 months? Okay, and if I put that in, right, what what would come out is this your weekly marching orders. That is your sales and marketing plan. Okay, in order to go from 100 to 150, you need to get 12 leads a week, which is a little more than a lead a day. Okay, in order for you to get to 100 to 150, you need to sit down with three consults. And in order for you to get from 100 to 150, you need to sit and sign up two new clients every week. If you were to go from 100 to 150. So that is like, this is like, once you know this, there's power. You're like, I all right, now I this is what I need to do. There's clarity. It's just like, all right, if I just get 12 leads in a week, I'm gonna be putting myself in a better position to get those three consults. I'm gonna be putting myself in a better position to get those two customers. But if you don't know this, you're kind of like swirling around, like, I don't really know what to do. I don't know if this is right. Am I winning or am I losing? Well, this tells you if you're winning or losing in your marketing and sales process. Okay, so it's a really, really important piece of it. All right, so here's the prompt. I'll just give you the formula.

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My gift to you.

Choose The Right Client

SPEAKER_03 25:47

There you go. It's in the chat. That's the prompt. If you want to know that number, you just take that, copy, and paste it, you put your numbers in, and hopefully some good stuff comes out. But the big thing you want this this is all this gets you, all this gets you right here, is this. And I'm telling you, when you know this, there's power behind what you're doing. There's gonna be a lot of power behind what you're doing. Okay, so that's the first piece of understanding and fixing your marketing. The first piece of this is like knowing what success looks like. And if I could just line up on the ball and get these leads, this number of leads, and get this. And then now, uh, here's the thing: is this gonna happen every week? What do you think? Is this gonna happen every week? Not even close. Not even close. What am I? Like a wizard and a crystal ball that says no chance is it gonna happen exactly like this? But shoot, at least we can get close. Like at least we got something that we know we're shooting for. Okay. So that's the first piece of this. It's it we gotta know the numbers, we gotta know the data. This is and there's more stuff to know, guys. There's more stuff to know, but this is where we're gonna start. Okay, this is where we're gonna start. Okay, so ready for number two? Yeah, I'm not gonna wait for you to type into the chat. Here's number two. So, step one, we gotta know the numbers. Step two is we gotta pick the right people, we gotta pick the right customers. Okay, marketing becomes much easier when you decide who the ideal person is you're looking for. When you market to everybody, your marketing job is almost impossible. It's like, how do you market at one time to adults, to athletes, to post rehab ACL, and to senior citizens? How do you do that in one marketing piece? Their answer is you can't. Not effectively. You might as well put a sign up that just says, we're the gym for everybody. And that's the worst thing you can do. And that is the worst thing you can say. All right, especially when we're gearing it towards marketing. Okay. Second thing: selecting a primary target market does not mean you cannot train other people. It just means that the focus of your marketing is towards your primary market. Okay. So understand, you know, we do one-on-one training for older people. And we have about 12 clients that come in for one-on-one that are kind of on the older side, and we do no marketing for them. All of our marketing is geared towards our 40 to 60-year-old market. Doesn't mean we don't take them on as a customer. Right? It just means that all of our focus is around the primary thing that we do. So sometimes some of you need to have a focus. It's kind of like being a steak restaurant and not making steak the number one thing you do. It's like you're a steak restaurant and you're spending all this time promoting your fish. And no one cares about the fish. They don't want the fish. They don't want your broccoli, they don't want your baked potato, they want your steak. And so your best bet is to tell them about the steak and to market the steak, not the baked potato. And I think some of us are marketing baked potatoes. We got all these different things that we're doing, and we're not making the main thing the main thing. One of my guys that I speak with on the Perform Better Who are Dan John, the goal is to keep the goal the goal. Right? Right. And so, like folk of decide who it is. And then, and then that's that's build your marketing plan around that person. If your goal is to make lots of money, then solve problems for people that have lots of money. Simple, right? If you are marketing to broke people, it's gonna be very hard for you to make money. That is why I love the 40 to 60 year old market. I love the 40 to 60 year old market because they got money. And I'm telling you, in five to ten years, they're gonna have a shit ton of money. Oh my god. The the transformation, some of it knows this. The transformation of wealth that's about to happen in that market is oh my god, incredible. Well, the they're they're the parents are dying.

unknown 30:17

Right?

SPEAKER_03 30:18

The parents are dying, and then they're leaving the money to somebody, right? And not to mention that 40 to 60 year old market has a bunch of money already saved. And in 20 years, the compounding of that money that they've already saved is going to be massive as well.

unknown 30:32

Right?

Write A Message That Connects

SPEAKER_03 30:33

Because you understand money doubles every 10 years. And I did hear this, and I don't know if this is true, but it sounds like it makes sense. Money triples every 15 years. Summit, is that right? Yeah, that is right. Yeah. Uh, I'm no economist, but it sounded like it made sense to me. And so so one of your most valuable marketing assets is a perfect client scouting report. It's a scouting report that tells you everything you know and need to know about your perfect client. Okay. If you can sit with this scouting report, the scouting report that tells you everything you need to know about your customer and what are the things that are gonna make them buy, that is the most valuable piece of marketing collateral that you can own. Okay. And the cool thing is if you stay till the end, I'm gonna give you the thing you need to do to get it. Okay, so that's a little hint, a little tease for you. Okay, stay tuned. You don't want to Edward, don't be going anywhere. Don't be going anywhere, Edward. All right, so three things you need to know about these guys. Okay, three things you need to know about the clients that you decide. Okay. Simple, right? Geographics. Where do they live? Right? There's certain towns, there's certain drive times that you're gonna pick, you know, for those people, right? Simple, right? That we all know that. Uh the second one is demographics, right? And demographics are basically who they are as people, who they are, are they male, are they female, how old are they? It's the fact that the demographics are the facts about the person. Household income would be demographics, you know, home value would be demographic stuff. Like all that stuff would be like facts about the the micro. Okay. And those two, geographics and demographics, they are important, right? They are important. But where people, that's a lot of times where people stop. And what people don't understand, the what they need to understand is what's called psychographics. And psychographics are the things of the answer is the question, why do they buy? Why do they come to you? Why do they stay? And I will tell you this, and I said this yesterday, and it was like a earth shatter moment for my mastermind. Write this one down. The reasons of why people come to your gym are not the same as to why they stay. I'll say that again. The reasons of why people come to your gym are not the same as to why they stay. So if a lot of people stay for community, that's fine. But I probably think that we're not staring at the ceiling at night, being like, I need more community. I need more, I need to just hang around more. Like, they're they're not thinking that. They're thinking my freaking pants don't fit, damn it. They're thinking my spouse is not attracted to me anymore. Like, that's what they're thinking. That's that, that's what they're staring at the ceiling at night, right? And so the psychographics are all done right here. The the the these questions, right? These are the most important 10 questions that you could ever answer about your target market. Now, we're not gonna go through them all, we're not gonna answer them, all right? But these are the most important questions. And now I know what you're thinking right now. Vince, I need those questions. Vince, can you share those questions in the chat? Okay. Here's my second tease of the gift that you're gonna get. My second tease is when you get your scouting report, this will all be answered for you. Okay. So just relax. You'll you will have an opportunity to get those. Okay, so that's number two. Okay, so we have know the numbers. We gotta know the data. And now we have to understand who we're trying to get. Well, who are we trying to get? It's like it's like if I'm going fishing and I'm just saying I want to go catch fish, I don't know what body of water, I can go to any body of water and just go to go fishing and throw a line in the water and hopefully catch something. But your better option is I want to go catch salmon. And if I want to go catch salmon, okay, where am I going? I'm gonna see how smart you guys are. All right, if I'm gonna go catch salmon, am I going to freshwater or salt water? Type into the chat freshwater or saltwater if I'm fishing for salmon. Let's just check. This is this is an IQ test. IQ test of the chat. What do we got for what do you got for me? Oh, someone said both? I is it is that possible? Or it's can salmon both. Okay, so maybe there's some I always thought salmon was freshwater fish, but I wow, I did not know this. Very, very interesting. Yeah, Atlantic salmon. Anyway, let's just pretend that salmon only swim in freshwater. That was a bad example. Well, you learn something new every day, right? Apparently, it's both. Cool. So now I don't know another fish that's only one or the other, so I'm screwed with that example. I gotta change that. I gotta note to change all that in my examples. Okay, so let's move on. So so we have the we have the the the numbers, the data, we have the person. Okay, now the third thing is the marketing message. What are the things that we're gonna say to these people, right? So your marketing message is what you say to your target market that grabs their attention. That's what your marketing message is. And there's really three components of your marketing message. Okay. The first one is what makes you different? And we're gonna talk about that a little more. Okay. The second thing is the problems that you solve. And then the third one is the offers that you make. Those are the kind of the components of a really good marketing message, right? Those three things. What makes you different, the problems you solve, and then what are the offers we're putting out there? Okay, this is a really important thing to understand. Bad marketing is product and self-focused. Good marketing is client and problem focused. We can't make the marketing about us and our product. The worst thing to do is to talk about small group training. If I want to market small group training, the worst thing to do is to talk about the ratio and the small groups and all that crap. Because people aren't staring at the ceiling at night thinking about I don't have a small group training, personal trainer. They're going back to what's my problem? And I want my problem solved. And your job is to communicate that you can solve their problems. That is your job in your marketing. Okay. Really important quote from Robert Collier: enter the conversation already taking place in the customer's mind. Famous marketing quote, something for you to memorize. Okay. One from me. Great marketing gets them to say, I feel like you were talking to me. Right. And then remember, only assholes quote themselves by saying stuff like that. But I did it. Sorry. I think this is mine. I think I did invent this. Great marketing gets them to say, I feel like you were talking to me. And that came from someone telling me, when you wrote that ad, I feel like you're talking to me. Right? When someone says that to you, keep going. You are on the right track. You're going somewhere, young grasshopper. All right. So let's talk about some of the problems that we solve. Because a lot of us are, I would imagine most of us are working with similar people, right? I would imagine that most of us are working with adults that want to get healthy, that want to get fit. That's the majority of the people that follow me. If you're a sports performance place, these don't apply. There's other problems. But for the sake of the majority, I think that the majority are working with adults, you know, looking to get healthy and lose weight, right? So the first problem is the energy problem that they've got. Okay. Now this is like kind of I I've created an overarching theme for you guys. Like the energy is not, it's not only energy. This energy thing encompasses a bunch of things, right? But it's the functional, daily functional desire, the getting through the day without crashing, keeping up with our kids, not relying on coffee, and and just honestly feeling like themselves. Like energy is life. Right? When we have more energy, we have more life, right? It's like when you die, what do you do? You run out of energy. So we want to go through life with energy. I mean, going through life with great energy is an absolute amazing thing. And a lot of our customers are not going through their lives with energy. And so what causes energy problems is all these things. Crash every noon, relying on coffee. I used to bounce out of bed, now I struggle, mental fog, I don't have energy to do the things I'd enjoy anymore, all that stuff. Okay, so that's the first kind of real problem our market has. The second one is the confidence problem.

unknown 39:50

Right?

SPEAKER_03 39:51

That's the overarching theme. Okay, and this is the emotional and identity. I think that I said this yesterday on my call. If you think that someone in their 50s doesn't care about how they look, you are severely mistaken. You are severely mistaken. If you think that, like, all my market doesn't care about how they look, they only care about, you know, being able to get on the floor and play with their grandkids. Like, that's bullshit. That's untrue. Okay, people want to look good. And here's the thing: one of the most important things people want is to be envied. People want to be respected. This is the stuff that people don't talk about. But understanding in the deeper desires of your target market is a really, really important thing for you to understand. They want this. And I'll show you an example of how this created something very, very powerful in my marketing. Right? And the third one is the health span problem. Every one of you should be following people like Andrew Huberman, David Sinclair, Peter Atia before the Epstein Files and things like that, right? But these people, okay, these people are on the cutting edge of talking about this health span situation. Understand the difference between health span and lifespan. Life span is what our parents wanted. They wanted to live longer. Well, I'm gonna tell you right now, okay. Both of my parents have passed away. I'm 46 years old. I am going to tell you that the last 10 years of both my mother and my father's life was absolute garbage. And they were probably better off dead. Sorry to get serious on you, but understand that this is like what people today want. They don't want that. They don't want what my parents went through to go through the last decade of their life incapacitated. They want to live a full life and then drop dead healthy. Health span. The second thing, and I bolded this, they do not want to be a burden. My biggest fear in life right now is I don't want to be a burden on my kids. When I'm 85 years old, I do not want to be a burden on my kids because I lived it. And it is a very, very hard thing for an adult with three young children to go through. It altered the course of my life, right? And that is my biggest fear. As a 46-year-old man, my biggest fear is becoming a burden to my children and dragging them through the mud and making them in the prime of their lives to have to go through that. That is a deathly fear of mine. Okay. And understand that your market has similar fears. And so we want to communicate this health span situation more than living longer.

unknown 43:00

Okay.

SPEAKER_03 43:01

Sorry to get serious on you for a second there. But those are all the problems there. Okay. So now we got to find ways to get so those are the problems. But what I wanted to share with you guys is you have to be clear on the problems of your market. You have to be crystal clear of like what are the who is your market and what are their problems. I kind of just gave you the three main things, but if that's not your market, you're going to need to create that for yourself. Now, when I give you the gift at the end, you won't have to do any of this, it'll all be done for you. Okay. But at the end of the day, clarity on the problems that your market has and being able to communicate that in your marketing is going to take you a very, very long way. Okay. Now, uh the second piece of marketing message is how to communicate how you're different. Now, I'm going to ask you a question. There are 71 people on this call. If type in yes or Know in the chat if I was to call you out and ask you to unmute yourself and said, Edward, tell me and explain to me what makes your business different than the gym down the street. If I called on you right now, I'm not you, Edward, I just use you an example. If I called on you right now, would you be willing in front of 71 people to unmute yourself and say the answer? Okay, yes or no?

SPEAKER_06 44:35

Good.

SPEAKER_03 44:36

A lot of yeses. I like it. I'm not gonna do it because I don't like excellent. Okay, excellent, excellent, excellent. Okay, good, good. So what I'm gonna do is teach you how to do it even better. Okay, for those of you that said yes. For those of you that said no, and I'm I'm guessing the people that didn't type anything are no's too, right? That's my guess. I'm not sure. So there's three ways to communicate how you're different. Okay, there's three ways to communicate how your business is. The first is a unique mechanism, the second is a unique selling proposition, and the third is you're unique. Okay, I'll go over these real quickly. Okay, so unique mechanism. This is this specific how behind the thing that gets your customers' results. Okay, it is how your product or service delivers the result to your customer. What happens? Okay. The best example I can give you is with orange theory. I don't know if there's any orange theory people on this call, but brilliant, brilliant system. What is it? Well, if you just get your run on this treadmill like a hamster, okay, and you get your heart rate to this orange zone, all of a sudden the fat is going to start melting off your body because you're trading in this orange zone, right? That that's that's what their thing was. Okay, and it worked, and it still works. It's still, I think they're I don't know some that you would know better than me, but like I don't know how they're doing, or I don't know if they're I don't know. Okay, but at the end of the day, a brilliant unique mechanism, absolutely brilliant. No one had that, and they were the first one, the pioneers to create something like that, and that's why they exploded. Okay, muscle confusion. You guys remember that? Okay, there's a company called P90X, right? And they started talking about muscle confusion. Well, what the hell is muscle confusion? Well, muscle confusion is a total body workout. That's what muscle confusion is. We're gonna train your shoulders and your legs in the same day, and we're gonna confuse your muscles. And all of a sudden, when we confuse your muscles, we're gonna burn lots of fat. It's like complete hogwash, okay? But that was their thing, that was your unique mechanism. That was the way that their product delivered results. That is a way to do it. Okay, it is a way, not the way. Okay. And I think the other two are probably gonna be a little bit more resonant with you guys. The second thing is your three uniques. Okay, and the three uniques are the three things that make you different. Meaning, let's say Molly does, you know, really, really good at personalized fitness, but then there's someone else down the street from her that also does really good personalized fitness. And if you just compared those two things, you'd be the same. Okay, so three uniques, what it does is it takes three things that you do. Okay? Three things that you do. And the goal is that no one can do all three things the way you do those three things.

unknown 47:35

Okay?

Build A Balanced Lead Engine

SPEAKER_03 47:35

So it's a little different. Unique mechanism is one thing, whereas three uniques is three things that no one else does those three things the way you do it. And I'll give you an example from one of our customers, which is Synergy Athletics. There are three uniques are personalized fitness, life happens scheduling. Okay, meaning they have a like a like a specific way that they schedule that makes it very it solves a problem for that market, and got your back promise, which is focusing on the other 23 hours of the day. There's no other gym in this Binghamton area that does these three things the way they do those things. And if you look at their website, Synergy Athletics, right? This is front and center on the website. It's used in their marketing, it's communicated, and it's going to resonate with people because those things solve problems for people. Okay. The third one is your unique selling proposition. And this is really just simple. It's a statement. Okay. It's a one statement that basically is who you help, what do you do, what result do you get them, and then how do you do it without the pain or problem that they experience? Okay. That's the formula for a unique selling proposition. Okay. I help people age 40 plus lose weight, gain energy, and live a more active life without fad diets or workouts that beat up your body. Okay, that's a good, unique selling proposition. You need one of these three. You can pick which one you want. Doesn't matter to me. I'll put this one in the chat for you guys. Because I think this is actually a good one. So that's in the chat. That's a USP formula. Uh, but this is a really good one. It's like the simplest one, it's very easy. But like if someone asks you, well, what makes your business different? Well, we we help people age 40 plus lose weight, gain energy, live more active life without fad diets or workouts that beat everybody. And that's what makes your business different. You want to have some kind of a statement and you want to be able to explain that very clearly. Okay. So we have data, numbers, we have people that we're marketing to, we have messages that go to those people. Okay, now we have the third thing, right? Which is how do we get the message to the market? What is the thing that we use to get the message to the market? This is your Facebook ad. This is your email, this is your website, this is all the things that are happening to make it happen. Okay. So, and I'll use the term media to describe those things, right? So a form of media, a newspaper is a form of media, Facebook is a form of media. All of that is a form of media. Okay, so the first thing I want you to understand is the worst number in marketing is one. Okay, the worst number in marketing is one. Hey, Bree, I'm gonna ask you to mute your audio if you can. Thanks. Okay, cool. And understand this is like like here's what happened in 2016. Everyone was putting pieces of dog poop on Facebook and getting 100 leads for zero dollars. That's like what it was like. It was so easy. And then Facebook changed their algorithm and everyone panicked and freaked out, and they went from getting 100 customers a week to zero because they put all their eggs in one basket, they relied on one thing, and when you rely on one thing, it seriously puts your business at risk. And you don't want to put your business at risk by only relying on one thing. Okay, so what you want is multiple. Okay, and I'll show you a good example of a good balanced marketing approach that helps you get the message to the market. Okay, but this second phrase is really important. It's called more better new. Okay, more better, new. And one of the things that you want to do is you want to identify what are the things that are actually working for you right now. And the simple way to do that is to ask yourself, where did my last 20 customers come from?

unknown 51:37

Right.

A Simple Quarterly Marketing Plan

SPEAKER_03 51:37

So what you would do is you would basically look and say, All right, I my last 20 customers write their names on a piece of paper, and then to the right of them, write down the marketing source that brought them in. You know, Edward Haas came in through website, Summit Seth came in through Facebook, Nora Cryant came in through the newspaper, Molly came in through, you know, the free book download. Okay. And what you do is you list out your 20 customers. And what you're getting when you get that list is you're getting reality, you're getting what actually is working. And I think sometimes what we try to do is we reinvent the wheel. We don't realize that you have every one of you has stuff that is working. Maybe you have an A-frame side and someone scans it and it's working. Every one of you has stuff that is working. Okay. And so a very simple way to get better at marketing, a very simple way to amp up your marketing is like, hey, this is working. How about I do this a little bit more? Hey, emails are working. How many emails are you sending? One a week. How many customers are you getting? One customer from in one email. Great. Imagine if you sent two. Do you get what I'm saying? Like you all you there sometimes results are right in front of us. We are all every one of you are getting results. It may not be the results that you want, it may not be as fast as you want it, but every one of you are getting results. Unless you have zero customers, right? Every one of you has gotten hopefully 20 customers. Tell me where they came from. Perfect. Do more of that. They came from referrals. Great. Are you doing anything to generate referrals? No, that one happened by asking it. All right, let's do something to generate referrals because obviously people are referring your business. So sometimes we overcomplicate this. We overcomplicate the this marketing thing. It's like, you know, just do more. Do more of that. Send another email. Do another bring a friend day. Oh, you're doing a bring a friend day twice a year? Perfect. And you got two customers from it? Awesome. Give me four. Let's do it every quarter. Sometimes we just gotta do a little more of what already does work. Okay. And then after more is better, right? If you're writing emails, just start writing better emails. Learn how to write better emails. If you write better emails, they're probably gonna work better, right? So now you gotta like amp up your skill set and do that. But every one of you has stuff that's working, it's just now like we look at it and say, all right, how do I make this happen more often? What do I need to do? And sometimes it's just a little bit more of that. Okay. And so here I'm gonna give you some different categories of how you can get new customers. Okay. I kind of created these three different categories. The first category is where customers come from is relationship category. Okay, and these are like you know, very referral and relationship driven. Okay, so a referral from a member is in this category, a past customer that comes back is in this category. Networking groups would be in this category and things like that. Okay. So we want to have some things happening in this category. The second category is digital, right? We want to have some digital things going. Okay, we want to have a good website. You need a good website. Uh, we want to have pay maybe you're a paid ads guy, and I got a I know I did mention without paid ads, but I I'm not going to say that you should not do paid ads. That that my purpose of this talk was how to get your customers without paid ads. Okay, but it also isn't a good option if you're going to do it. Okay. Email would be considered digital, website, online newspapers, all that would be considered digital. And then community, right? This is joint ventures, seminars and workshops, print marketing output under community, community events, 5k sign-all auctions. And so ideally, what we want to do is a good even balance of these three sources. Ideally, if our marketing is well balanced and we're going to protect that, there's maybe one thing that we're doing to generate member referrals, there's maybe one thing we're doing to, you know, generate clients from our website, and there's a joint ventures that we're doing. Right. There ideally, there's a good balance and a flow between these three. Now, I think what I find a lot of people is they're like either all here, or they're all here, or they're all here. And we're we're we're we're risking we're risking these things drying up when we do that. So ideally, we have a minimum of one of each in the category. Here's what good balance would look like. So this is kind of like what my business is using right now. I'm not saying you have to do all six, but I'm just giving you an example of what a well-balanced marketing glove uh would look like. Okay, one, you have an optimized website. I can't stress enough how important it is your website is to set up to convert. Your website should not be a static brochure. Your website should be set up to convert. Okay, we want a referral system. Okay, well, that that's things in place that are generating referrals, things that you're doing to generate referrals. Okay, I love email. I'm gonna show you some examples of some emails in a second of how you can do it. Uh I do love Facebook ads. I know I said this was not without Facebook ads, but again, Facebook ads can be a piece of your marketing, and probably they should be, with realistic expectations of them. Go see my friends at Gym Member Machine if you need someone to run your ads for you. Okay, I don't do ad management. JV community events, as we're doing right now, and then print. Okay, and I'm gonna show you one of our print articles. Okay, and I promised in my copy of promoting this that I would share with you the text to for unconverted leads. And here it is. If you have a lead list that of people that opted in for something over the years, ideally they're going to a list called unconverted leads, meaning leads you generated that never did anything. Okay. Send them this. And I'm gonna think you'd probably be happy with the results. There you go. Text to send to unconverted leads. You could also do it in an email too, but uh either either way. But it's like, are you still interested in doing pretty sometimes it just kicks people over the edge? Just like, oh yeah, yeah, yeah, yeah. I'm still interested, you know, in that. Because understand this, and I'm gonna talk about what I'm gonna talk about next month in in this, but it's it's really, really important that you understand that the fortune is in the follow-up. Okay, really important that you understand that. All right, last piece, putting it all together. How do we how do we make this a system? Okay, understand that we before we do anything, we have to get clarity on the market and clarity on the message. Hopefully you have that. Okay, complexity is the enemy of execution. If you make your marketing too hard, okay, it's not gonna get done. And so we want to do is keep this simple. So I'm gonna show you a simple way to do this. Okay, you do not need an annual marketing plan. You do not need a full plan for the year. Okay, oh, I see some heads picking up. You don't. All you need is a plan for the quarter. You need a three-month plan. You need to sit down four times a year and create your three-month plan. Okay, so I want you to create six sit down six weeks prior to a quarter that starts. So if a quarter starts on June 1st, right? I'll just go, let's say March 1st. So let's say a quarter starts on March 1st. We want to January 15th is when we want to sit down and do the marketing six weeks prior. Okay. So whatever it is, book your calendar six weeks prior to the start of a quarter, sit down for an hour for two hours, and I want you to write down everything you're gonna do for marketing for 90 days for three months, and that's all you need to do. 90 days in advance. Okay. I don't know where I'm gonna be in a year. All right, just do 90 days.

SPEAKER_01 59:48

Okay.

Stages Of Business And Free Call

SPEAKER_03 59:49

And write down everything you're gonna do in the months of March, April, and May for marketing. Okay. Third thing is give yourself some marketing boundaries. Some marketing boundaries. And these are basically a marketing boundary is I will send three emails a week. They're like kind of micro commitments. You're committing to something. Like about 10 years ago, I committed to doing an email every day. Okay. And it's simple for me. Because I can't go to sleep without writing an email. I'm not allowed to. Okay. And when you commit to something, then you know what to do. And it kind of goes back to the numbers. What does the numbers do? They tell us what success looks like. What success looks like for you is you send three emails. If you decide. And understand if you want to improve your confidence, if you want to improve your confidence, you do the things you said you're gonna do. That is how you improve confidence. So if you say you're gonna send two emails a week and you send two emails a week, you're improving your confidence. If you say you're gonna send two emails a week and you don't, you're telling yourself you don't trust yourself. So it's important for you to pick things that you know you're gonna be able to do and manage. It's like, hey, if you're going zero emails a week and you say I'm gonna send ten emails a week, that's probably gonna set yourself up for failure. So don't set yourself up for failure, but understand when you commit to doing the things that you said you were gonna do, good things will happen. Pro tip always, always, always start your plan with what worked well last year. I don't know why we do this. We're so dumb. I'm dumb, you're dumb, we're all dumb. We do stuff that works, and then we don't do it again. I'm dumb, you're dumb, we're all dumb, we all do it. It's crazy. If the bring a friend day worked last year in March and you got five new customers for it, you are insane if you don't do it again. You have something that worked, just do it again. And so the best thing you could do is you when you sit down to write what am I gonna do for marketing in March and April and May, well, the first question you asked yourself was well what worked last year. And if it worked last year, just do it again, just put it back on the calendar. If the 5k that you showed up to generated 25 leads and two customers, you should do it again. You should go to that 5K again. Don't like don't don't say like, oh my, uh I don't know. Should I think about it? What do you think about it? No, no, no, just just do it because it worked. And that's why it's so important to track. That's why I started with the numbers. Because if you don't know what works, then you don't know what to do. Okay. Here's a quick example of what I just what this could look like. Right? I'm not saying you need to do this, okay, but I'm just saying this is as simple as I want you to make it. Okay, here's what I'm doing to market my gym in March. I'm sending three emails a week to my list. One Monday is gonna be a problem solution email, Wednesday is gonna be a client testimonial email, Friday is gonna be a story and a key inside email. Okay. Two, I'm gonna post daily on Facebook and Instagram stuff that happens in the gym. And then I'm gonna the call to action is gonna be to drive them to click the link in the bio or send us a direct message. Okay, one post a day. Giving you some boundaries. Okay. In the month of March, we're gonna pick one week of the month that we're gonna bring, we're gonna bring a friend week. And it's gonna be an internal promotion that we're gonna promote through email, a private Facebook page, flyers, and announcements. I'm also gonna run an ad in the local newspaper. Oh, you're I know what you're thinking. Vince, newspapers don't exist anymore. No one, the newspapers, they they're actually there's no more trees because there's no more paper. They they cut all the trees down. There's no paper. No, there is newspapers. And I'm gonna show you one. I have one right here. I'm looking at it right now, and I'm gonna give them a put in the screen in a second and show you how well it actually is working. Five, you could run some Facebook ads, drive to a 14-day drop. And then six, attend a local 5K race. You just go, there's a booth, you set up the table, you generate leads with by all raffling off a 90-day membership, right? And that is the simplest marketing plan that I could give you. It's just like, all right, here's what we're gonna do. This is how we're gonna get the leads. And then you track it and see what worked and see what didn't. And then from there, you rinse and repeat. Now, what's not on this plan is the description of the client, right, which we need to have. Like, we can't do this stuff without understanding and knowing what we're gonna say in those things, right? But at the end of the day, sometimes we just need the marching orders. This is what I'm doing to market my gym in March. This is what I'm doing to market my gym in April. This is what I'm doing to market my gym in May. One sheet of paper, put it right in front of you, and go do it. Because complexity is the enemy of execution. Okay. So here's the recap. You need to know your goals and track them weekly on your scoreboard. You need a scouting report that tells you everything about your perfect clients. You need a clear, documented marketing message. Right? And you can pick one of the three that I share with you. You need three to five ways to generate leads. Okay. And you need a simple and documented plan for all this to happen. Okay. I just explained for you a marketing strategy. Right? That is the plan for success. That's what a marketing strategy is. Am I expecting you to get this overnight? No, that's not the point. The point is for me is to communicate what you need to work towards, what will work long term. Because I promise you this if I sent you a specific ad. And gave you in one of my ads that worked. Yes, it will work, but it will only work for a certain period of time. I want to teach you how to fish. Not give you the fish. Today was teaching you how to fish. I gave you the foundational principles of marketing. You now know more about marketing than someone that got the MBA from Stanford. Because they're teaching them about branding. And I'm teaching you about results. Write this down. In marketing, results rule. We want to do what works. If we don't if we do something and it doesn't work, we don't do it again. If we do something and it works, we do it again. And that is what I want you to become obsessed with. Doing stuff, seeing if it works, seeing if it doesn't, trying something else. All marketing is a test. All marketing is a test. This worked, this didn't. Fine. Not emotional. Don't beat yourself up. I'm blah blah blah blah. No. Just understand that what you did either worked or didn't. Okay. Next month master class, that I'll do one of these a month now, is fixing the sales at your gym. So I'll talk more about the sales process. So, like what happens after the lead generates and what are the things that are breaking down. That'll probably be next month. I don't I don't know how the date yet, but we'll get into so today was more of the marketing side and we'll get into more of the sales side. That'll be the same kind of concept as today, same kind of teaching principle. I don't know what I did there. Those I did spirit fingers. I didn't mean to do that. But fixing the sales at your gym. Okay. I want to explain this to you really quickly. There are four stages of all of us. Every one of you are in one of these four stages. Some of you in the are you are in the creating stage, zero to 20K. Some of you are in the building stage, 20 to 50k. Some of you are at the prime stage. You're building an organization. And some of you are scaling.

unknown 1:08:15

Okay?

SPEAKER_03 1:08:16

Every one of you probably can see yourself in one of these places. Understand is that every one of these areas, there are certain skill sets that you need to learn and understand to be able to break through to the next stage. And failure to break through, failure to get enough customers at in the creating stage will never get you to be at this stage. And so this is how it works. It's just one stage after the next. And the bottleneck, the thing in the way is the owner not understanding the skill set. And the owner not learning the things that it needs to do to and prioritize that to be able to get to the next level. Okay. And so we have this thing. And again, I know many of you hopefully got value from today's call. If you want to take the next step with us, okay. And again, I told you there was no pitch. This isn't a pitch because this is me helping you for free. Okay. So we have what's called the four stages call. And the four stages call is essentially identifying where you are now, deciding with you where you want to go, specifically giving you clarity on what are the three to five things that are most important for you to focus on right now to be able to get from here to here. Or from here to here. Or from here to here. And that's what I want to do on the call. I'm not going to be able to get you to the next stage on the call, but I want to give you the three to five things that you need to focus on to be able to get to the next call. Okay. The call is free, it's 60 minutes. It's with a member of my staff, and we will take you through and lead you through this process. Okay. If by the end of the call you feel like you want more help, we can tell you about what we do. Okay. But the purpose of the call is to help you with these three things. All right. Here is the link to book the call. I think Tom put it in there, but I will put it in there too.

SPEAKER_09 1:10:34

I put it in.

Newspaper Ad Example And Social Proof

Testimonial Email Builder Walkthrough

SPEAKER_03 1:10:35

You put it in? Okay. Thank you. That is the link to book the call. Now, I have rewards. If you want to book the call, okay. I have a very special gift for you if you do book the call while we're on the on the phone today. Okay. And here is the bonus for booking a call. You're going to get a bonus for allowing me to help you more for free. This sounds like very one-sided, guys. This sounds like I'm doing everything for you and you ain't doing shit for me. No, I'm kidding. I'm kidding. All right. But there's a bonus if you book the call. And you got to book the call while we're on. Okay. Here it is. You ready for it? So I wrote this newspaper article. Here's the actual. This is the run, if you can see that. That says April. Okay. I ran this in March. This newspaper comes out monthly. And so I ran it in March. This is the April edition because it works so well. I just did it again. I just kept it in there and ran it again. Okay. And basically what I did is I sat down and I was like, all right, if I have a full, if I'm going to take out and pay all this money for a full-page newspaper ad, one, I got to make sure it works. Okay, so I put my marketing hat on and I used all the principles that I taught you guys today. And I was like, what needs to happen for someone to read to get this newspaper in the mail, for someone to read the article, for someone to scan a QR code, for someone to put their name and email in an opt-in form, for someone to contact us, for someone to show up to a consultation, and then for someone to pay$500 for a membership. Seems like a tall order. What does this need to say to be able to have this happen? Okay. Well, I will tell you, this has already generated 11 trial memberships, and two of the 11, uh, two of the 11 have already converted, okay, from this newspaper ad. All right, so it's like it's and it's still going. Like I'll be able to use this ad for a really, really long time. And so what I did was I said, like, all right, what are the principles of this newspaper that worked? What are the things that I knew that I did in this article that actually worked? Okay. And what I did is I I created a tool that you guys will be able to use to be able to write like this. Okay. And understand this. And here's a good example of marketing message, right? So here's the this is the last paragraph of the article. That's this one right here. But this is the last paragraph. I'm going to read it to you. Adults over 40 face a perfect storm of demands that make fitness more critical and more challenging than ever before. They're in the prime of their careers, often in leadership roles where the pressure is relentless and the hours are long. They're raising children or supporting aging parents, sometimes both at the same time. Their stress levels are high, their metabolism is slowing down, and their bodies don't recover like they used to. Yet this is precisely when they need their health to be and energy most, to perform at work, to be present for their families, to enjoy the success they've worked so hard to build, and to avoid the chronic diseases that affected their parents. The cruel irony is that when fitness matters most, it's also when finding time for it feels nearly impossible. That's why adults over 40 don't need another generic membership. They need expert guidance designed specifically for your unique challenges, their busy schedules, and their refusal to accept that their best years are behind them. Okay. So what am I talking about there? I'm talking about them. I'm talking about the problems that they've got. And I'm talking about what is the bridge, what's the solution that's going to help them get there. Right? That's the kind of thing we want to be able to write. That's the kind of marketing we want to be able to do. Okay. Now I'm going to show you how you can do this too without being me. Okay. So here it is. From this article, I went to my friend Claude and I created this. I know many of you are not going to do newspaper ads, and that's fine. But I know every one of you are probably sending emails. Okay, so I created, based on the principles of this newspaper ad, what's called the testimonial email builder. Okay? I'm going to show you how it works very quickly. It takes about two minutes to do. But what you're going to do is if you book the call today, I'm going to give you access to this testimonial builder. Okay? You ready? Here it is. So what we're doing is envision a story of one of your customers. Actually, uh, Kevin, can you unmute yourself and tell me the name of one of your customers?

SPEAKER_04 1:15:28

Uh Deborah.

SPEAKER_03 1:15:29

Okay, so I'm just gonna put Deb. All right, so what you're doing is as you're going through this, I want you to make believe and put into your mind one of your customers that you're gonna write a story about. Okay? One of your customers that you're gonna write a story about. All right, so let me put this next. Here's the question: how old are they and what stage of life? I'm gonna put working mom and dad. What city do they live in? I'm gonna put your city. I'll just put Berkeley Heights. How would you have described them before joining? Let's call always tired. What were their specific physical complaints before starting? Let's call it low energy and fatigue. How did they feel about themselves? I'm gonna put, feel like they lost themselves. What have they tried before coming to you and why did it fail? I'll put big box gym and I'll put personal training elsewhere. What made them finally walk through the door? I love this one. An upcoming event. What were they afraid of when they first got started? Let's call it not being fit enough to start, which it's always people say that all the time. What surprised them most about uh your jam or program? And let's call it how quickly they saw results. How did they train? Smoking personal training. Did community coaches play a role? Yep, coaches notice when they missed the session, accountability. What specific physical changes? Let's put eliminated chronic pain, improve energy. Was there a specific moment when they realized how far they'd come? Let's call it special event. How is their life different now? More energy. Alright, so you basically put a quote in of like something one of your clients said, like in the test you could pull from their testimonial review. That what you're doing screen, we'll just put GFP. All right, describe who you serve in one sentence, adults 40 to 65. Free trial. I'll just put 14 day trial. And then link URL www.gabrielfitness.com. Alright, and here's what happens it gives you this prompt. Okay? And so what you do is you copy this prompt. And then you put it into your whatever you want. You can put it into Claude, you can put it into Chat GPT, whatever you want. You just take this prompt and you paste it. And can someone give me some Jeopardy music? Oh, we didn't even need it. Uh da da da da da.

SPEAKER_01 1:18:33

There it is.

SPEAKER_03 1:18:42

And there's your email for the week, folks. My principles, my voice, my writing. Okay. And when I say my voice, it doesn't mean that you can't take this and make it your own, but that's essentially the tool. And I will say this: the most powerful law of persuasion is social proof. So specifically putting out stories on a regular basis that are going to get people to be inspired, which is what happened with this newspaper ad. It's going to take you a long way. Okay. So if you book the call, in your after you book the call and your follow-up, we'll send you the link for that Claude Builder, testimonial email builder.

SPEAKER_01 1:19:27

Okay.

Ideal Client Avatar Prompt Gift

SPEAKER_03 1:19:27

All you gotta do is book the call and we'll put that link in. Now, I know I did promise a gift for everybody. And so let me go to that. So the gift for everybody is going to be this ideal client avatar profile. Okay. Remember, I talked to you about how important it is for you to have a playbook or a profile of your perfect customer. Okay. Now here's one I created for my business, for my gym. Okay. And it basically is, you know, it does a primary avatar of a woman, but a male is a secondary. So we have about 70% women and then 30% men. So it gave me two avatars within this. But it does the demographics, right? So it gives you basic demographics of it. It talks about the psychographics, which I talked about before. So it gives the values, the personality, the beliefs. Okay. It talks about unique interests outside of the gym. Okay. It talks about their frustrations. What are the things they're frustrated by? Roadblocks. What stopped them before? So it kind of gives them that. What are their dream outcomes? What are the things they actually want? Success in their own words. Where do they spend time? Like what things they're at? Social platforms, podcasts, email us. Then we get into the 10 questions. So remember, I talked about those 10 questions before. All right, we get into what keeps them awake at night. Boom, this is the answer. What are they afraid of? What are they angry at? All right. So all the answers to the questions that I talked about earlier there, all that stuff. And then current situation, it gives a cool story of their day. So what's a typical day in the life of your market, which is really powerful. And then yeah, it's a whole different deep dive report of your market. Okay. The only thing you need to do to get this is take this prompt. Here's the prompt, now it's long. Is you take this prompt and you put it into your chat or whatever you want, and it will spit out that. Now the way it does it is well, but for your specific market is right here. So the prompt says, before you build this profile, ask me five to seven questions in multiple choice form to help give you all the context you need about my ideal code. So you're gonna have to answer some questions about your market, but when you answer those questions, and then it'll spit you out there a report that looks just like this. My gift for you today for showing up. Okay. I believe that link to get this is in the chat.

SPEAKER_06 1:22:18

Tom, did you put that link in the chat for me?

SPEAKER_10 1:22:23

Sorry, wrong one. Give me a second. Too many links, man. You got 500 links here.

SPEAKER_03 1:22:28

Yep, so put that link in the chat so they can get the avatar. Everyone on this call should get it, whether they book a call or not. You don't have to book a call to get this. This is for showing up today. You get the email testimonial builder if you book the call, but everyone that showed up gets this. Uh, here's what I'm gonna do. I'm gonna take two minutes and I'm gonna give you some two minutes of thinking time to go and think about what question you want to ask me. Okay, because I'm gonna stay on for some QA. Okay, so give me two minutes. While I'm gone, I want you to think about what questions you have, and then I'll stay on as long as we need to for QA. All right.

SPEAKER_06 1:23:05

Bench, you good with me though? I'm gonna run upstairs.

SPEAKER_03 1:23:08

Yep, you're good. I'll be right back. Don't go anywhere. This is QA. This is where we can, you know, get a lot of cool stuff.

SPEAKER_06 1:25:03

Okay.

LinkedIn Outreach And Cold Email

SPEAKER_03 1:25:05

QA. The way we'll do this, if you want to ask your question by typing it in the chat, you can do this. I prefer for you to unmute because this is uh we are like at 50% still on the call at after 90 minutes. This is like you would you guys are making master class history by staying on this long. This is crazy. So thank you guys. So, yeah, so I'll I'll answer the question if you type it into the chat, but also happy uh would prefer you to unmute and ask the question so I can maybe ask a question back to you. You don't have to ask a question, but it's very helpful if you do. Usually it takes one courageous person to do it, to get the ball rolling. Oh good, Craig. There you go, brother. Very good.

SPEAKER_00 1:26:06

Okay, I'll start with the usual first time listening to a lot of your podcasts, so I feel like very familiar. You've been on a lot of road trips with me, Vince.

SPEAKER_01 1:26:13

Very cool.

SPEAKER_00 1:26:14

Basically, the your voice in the car. So I'll get right to that. I've been in business for 25 years, so I'm in that, you know, trying to grow and scale area. I'm located in a downtown business district in Vancouver, Canada. Lots of businesses near me. I was thinking of doing LinkedIn outreach. So I walked around a couple like big office towers and snapped like the picture of the directory to get like what businesses are there. And so I'm curious if you've ever done LinkedIn cold outreach and if so, strategy you would use.

SPEAKER_03 1:26:46

Yeah, I have not personally. I do know a bunch of people that have done it, and it's a very I do know some guy tried to sell me a package to do it. Like he basically, there's a whole system behind how to get new customers from LinkedIn. Personally, I don't, I wouldn't be able to tell you okay, on how to do it, but I do know there are probably people that do this that you could get a system very easily from. I probably think it's better to do that than actually just make something up from scratch and just try and throw something against the wall. Because I do and I I do know for certain that there are systems built around this. There are LinkedIn cold DMs. I get them all the time. Like in LinkedIn, I could tell like it's from a process. Now, do they work on me? No, but it's worth a shot. Uh Craig, let me ask what is the uh thing you're trying to do? Like, is this just to get new customers? It's just another source of it.

SPEAKER_00 1:27:48

We opened during COVID. And this is our third location. So we opened this third location in this business district during COVID. So we were kind of like like taping the floor and adjusting as they changed the rules. Constantly. So now that's kind of passed and it's been three years in one location. I'm like, I haven't even been really out for lunch in the neighborhood. Like, I don't know what's around. I'm like, there's all these just in a small research in the three towers I went into, I got a list of 2,500 people that probably make enough to afford working out. Yeah. Yeah. What do I do with this place? That's cold, ice cold. Like they don't know me. They didn't know that my gym opened during COVID. So where do you go with that?

SPEAKER_03 1:28:26

Yeah. So yeah, the answer to your question, full disclosure, the answer to your LinkedIn specific question, I'm not sure. But what I would do is find someone that does specialize in that. I will add some things about what I think you could do from a cold from a cold standpoint, if you don't mind. Yeah, before that. I I think one of the things that you know, so I looked around at my gym and I was like, man, there's a really a lot of lawyers that train here. And I was just like, wait a minute, there's a lot of them. And I was like, well, what if I started doing marketing to lawyers, like specifically? Right. And and actually specifically created a campaign for all the local law firms. And I created a combo of a couple of different options. So the first thing you can do is you go to the actual firms and you try to do you know regular joint venture stuff where you do lunch and learn or you do an event at your business or you do something like that. Okay, but the reason why I like lawyers is because a lot of times those people have the finances to be able to train with us, right? And so, like if I if there's a business that has like 25 lawyers, that's 25 people that are probably making three to five hundred thousand dollars a year, right? That easily can afford what we do. So it's kind of like, and then the second thing is, and I can actually show you actually funny. Do you want me to pull it up and show you what I used?

SPEAKER_00 1:29:51

I was gonna say that that's the basic. I was gonna try and offer a free lunch and learn kind of thing, like on the cool like and then follow up with anyone I connect with, like drop off a smoothie or something for them, and then that's like a conversation point. Like, here's a smoothie from next door.

SPEAKER_03 1:30:05

All right, so maybe I'll like I'll pull this up. I always like to hold on. This is a funny one. And this is just an example. Like, I don't think you need to do lawyers, but like I'm just thinking, like, find the market that you're helping a lot of, and then and then go direct to them, right? Versus going big blanket because LinkedIn, it's like everybody, right? Versus let's get almost narrower and say, all right, uh lawyers, financial advisors, and like people that we know can afford what we do, and then go to them. So here's here's the here's the the letter. I hope the CMO finds you well. My name is Vince Gael, I'm the owner of Gabriel Fitness Berkeley Heights. We're a private buy appointment personal training facility that helps adults lose weight. So basically elevator pitch, right? My facility is nine minutes from your office. Uh I'm studying this letter because I was recently looking around at my clients at my gym and realized that we had a lot surprisingly odd and large amount of number of lawyers that train with us. So basically it's like people like us do things like them. This is the Seth Golden line, right? It's like, well, you're a lawyer, and I got lots of people that are lawyers like you that are doing this with me. I'm not sure why, since I've never done any direct marketing to lawyers, but I found it pretty interesting. Anyway, since I figured that lawyers typically work long hours, spend a lot of time sitting, reading, and writing, I may and I may not have a ton of time for I think that's the typo. Uh if you're a workout buff, please accept my apologies in advance. I went a little deeper and started talking to some of them, other lawyers, and why they train with us. And here's what some of them said please don't take this as some type of infomercial or something like that. These quotes are pulled from direct conversations, and these are all true. Okay. And what I did was I got testimonials from the lawyers. I got like, why do you train here? Why do you like training here? And I basically put the quotes in for that. And those are the quotes.

SPEAKER_00 1:31:47

And you mailed this, this was direct mail?

SPEAKER_03 1:31:50

No, email, email, email, email.

SPEAKER_00 1:31:52

How did you get their email list?

SPEAKER_03 1:31:55

I would go right to so if you go to like a local law firm, there's basically there's two options. Okay. The first option is you go to the gatekeeper and you get the gatekeeper to send it for you, or you can go on their screen. Yeah, you basically screw it because a lot of times it ends in the same one. It's like first name, first initial, that a lot of this is public information that you can just send it. But that's yeah, that's what we did. Just cold reach out. And then and then, yeah, the uh was a call to action was just it was just basically a reply if you want to chat. All right.

SPEAKER_00 1:32:29

That's awesome.

SPEAKER_03 1:32:29

But something like that is like do you want me to give that to you?

SPEAKER_00 1:32:32

Yeah, that'd be fantastic.

SPEAKER_03 1:32:33

Yeah, yeah, what's your email?

SPEAKER_00 1:32:35

It's Craig at PrecisionAthletics.ca Precision Athletics all one word.ca.

SPEAKER_03 1:32:49

There you go, brother. You got it, man. Hopefully, yeah, use a variation of that, but it's like, you know, hopefully that's something like that. But I think that's kind of like the angle maybe to go. Is like if you're gonna do cold stuff, like go cold, but like go find a niche that's like, all right, I'm already working with these people, I'm already doing stuff like this. I got testimonials that can back it up by people I'm working with. So I'd maybe go that route. But try the LinkedIn thing and see how it works. Let me know how it works, too.

SPEAKER_00 1:33:18

Well, I will report back. Yeah, it's I mean, I I don't know if it's a great strategy if you're in a rural area or right, like you know, like you can like I walked to the places to get these list of companies. It was easy, like I was already going to the bank anyway. So I figured I'd wait to go. Yeah, they're close.

SPEAKER_03 1:33:35

They're close, yeah. Yeah, for sure. Cool. Awesome.

SPEAKER_01 1:33:39

Good luck, yeah, yeah.

Google Reviews And Answer Engines

SPEAKER_03 1:33:41

Cool Lindsay, do you have a question or are you just checking your email? Yeah, Lindsay, you had question face. A lot of times people like they look at it with me via like these eyes, and then it like it looks like they have a question.

SPEAKER_02 1:34:00

I do have a well kind of a question. Um I was just kind of looking at our our numbers as far as like where our referrals are coming in on a lot of them are honestly just coming through like Google, and I would assume maybe like ChatGPT or something like that.

SPEAKER_06 1:34:15

Yep.

SPEAKER_02 1:34:16

So just thinking of like expanding and doing more of that. I don't, I'm not the owner. So my the owner obviously manages like Google Ads and stuff, but is there anything that you recommend to kind of tap into utilizing that more? I know like Chat GPT is kind of gonna become the new Google and how we can put ourselves in a better place for that too.

SPEAKER_03 1:34:40

Yes, yeah. So there's a lot to unpack here. And there's so next Tuesday, I have a private thing I'm doing with a girl who's an expert, if you can call her that, an AEO. And so what you're talking about is something called answer engine optimization. Okay, and so SEO is how do we tweak the our presence on Google, right, to get a better ranking. So if someone types in into Google gym near me, we come up more often, right? Now, a lot of times it's the pay-to-play. Right? You if you pay for SEO, a lot of times it's like, all right, I'm gonna pay all this money. And then for years, like in my community, Lifetime Fitness, who's a big gym, they were number one for gyms in my area in Berkeley Heights. We're in the exact same town, right? But answer engine optimization is different. Answer engine optimization is what are the things that you optimize for so that when somebody types into Chat GPT or Claude, what's the best gym for personal training? It's not a pay-to-play situation anymore. It's an authority play. It's they are picking the way it's working, is they are picking the biggest authority that would possibly be the best recommendation. Whereas Google, it's based on who pays. This is based on authority. Okay. And so there's a lot of things that need to be in place for this to happen. I mean, we're like, you know, I could really go down the rabbit hole with you, but here's I'll give you a couple things. One, Google reviews. The cool thing is a lot of the same principles. I've talked about G.R. Hoff from Gym Member Machine, right? A lot of the same principles, if you have really good SEO, a lot of the same principles will apply to AEO. So if you're doing a really good job in SEO, a lot of the same principles will apply. There are some differentiators. Okay, but the first thing is you you have to get good with Google reviews. Okay, if you got one Google review a week for the next 52 weeks, you'll have 52 more Google reviews. Okay, I like to see gyms that have 200 at least.

unknown 1:37:07

Right?

SPEAKER_03 1:37:08

200 Google reviews at least. Okay, but if you just said, I'm gonna make it a metric in my company to get one Google review every week, you'll have 52 more than you have right now. Okay, and that's a really powerful thing. Now, the other thing is, is what do the Google reviews say? This is a really important piece because it's not about Lindsay's really cool and Lindsay's really smart, and Lindsay has great workouts. What they're looking for is the transformation. Before OneFitness, I was here. Now I am here. That is what you want. Now, what you need to start doing is guiding your people to write you good Google reviews teaching and educating your clients on how to give you good Google. If you look at my brochure, so I have a brochure for my mastermind group, and if you look at my brochure, all of the testimonials f follow the same process because I trained them how to do it. It all started with before SPF, I was here. Now, after SPF, I am here. It basically has some form of that, right? Because I realize that what people are looking for is what did what they did work? Did it help? Not how nice Vince is, not how Vince is like an uncle to me. Like that couldn't be anything like that's useless, right? But I was here, now I'm here. Giancarlo, one of my clients, I was doing$8,000 a month, and now I'm doing$160,000 a month. It's a pretty powerful testimonial. Okay. You are going to want to do the awards, are good, awards are helpful. Like if you get award, best you've voted, best gym, legit awards, YouTube content is very powerful in that. It's recognizing YouTube content. So there are there's things to do to be that, but understanding how it works is something called share of voice. Okay, share a voice. So it's not like if I type in uh where where's your uh business located?

SPEAKER_02 1:39:27

We're in Minneapolis, Minnesota.

SPEAKER_03 1:39:29

Oh, Minnesota. Okay, cool. Oh, you know, it's funny, quick, quick, funny story. I last night my my kids are doing the capitals right now, and so my wife and I was like, let's try it. And we sat down, and we my wife and I, we sat down, we filled out a blank map and tried to get all 50 states and all 50 capitals. I ended up getting an 89 out of 100, but I missed up, I messed up Minnesota. For some reason, I messed up Minnesota and Wisconsin. So I'm sorry, I messed up Minnesota for you.

SPEAKER_02 1:40:02

I think that's a pretty typical yeah, is it okay?

SPEAKER_03 1:40:06

So, but let's just say someone types into you know at Chat GPT, you know, what's the best where was I going with this? What was I actually gonna say? I lost my train of thought. I I got distracted by my thing. You might not even know.

SPEAKER_02 1:40:22

Share a voice.

SPEAKER_03 1:40:24

Share of voice, thank you. You're the best, Melissa. So, chair of voice, so I could type in best gym in Minnesota, or it's probably not gonna be Minnesota, it's probably gonna be like your community, right? And I could type that into Chat GPT, and 10 minutes later, I could type it into Chat GPT and get a different answer. In Google, it doesn't work like that. If I type best gym, you know, in New Jersey or best gym in Berkeley Heights into Google, and 10 minutes later I do it, you're gonna get the exact same answer. This doesn't work that way. And so what it does is it's this called share of voice. It takes the highest percentage, you and that's your goal, is to be so strong and to be so powerful from an authority standpoint that a higher percentage of the time it makes you one of the top choices. So uh and typically there's only three to five choices, uh usually the recommendations. Like so I took my son to a jujitsu tournament in Pennsylvania, and I was looking for a hotel. And I typed into ChatGPT, I said, I'm going to a jujitsu tournament with my son. The tournament is at this arena and I want to stay at a hotel that's close to the arena. What are my choices? And it gave me five options. And I picked one of the five. Right. If you're not listed at one of those five, there's not a chance that I'm not going to that hotel. Now I'm not because there's no ability to scroll. Right? What does Google do? You I can look at the first five and be like, uh let me see the next page. Right. And a lot of times people don't do that. Usually they pick the first one in Google, right? But it's not a pay-to-play anymore. So that I I could keep going down a rabbit hole. There's a lot to do. But I think you're very safe if you could run your business, if you could be really good in SEO. A lot of the same principles in SEO are going to help you in AEO. But but I will say this is that we are coming into a market of copycats. Everyone's marketing is going to start sounding the same. And the better job you can do to differentiate your business from the market, the more successful you're going to be. So that is why what I was talking about before differentiation and understanding what makes you different and showing up differently, it's very, very, very important to do. We're coming into I think it's a brilliant time to be a gym owner. I'm so excited. I think that, you know, for those of you, especially that are scaling, like I think it's going to be great. I think there's going to be so much opportunity for us. I think people are going to be craving physical in-person stuff. So I it's a great spot to be in. There's a lot to learn, right? To adapt to the new what's kind of happening. And that's uh, and again, I'm still learning this too. You know, this is all stuff that I've learned, you know, as of recent, because it's like, you know, the book on AEO was written two months ago. Yeah, there's a book out, there is a book out, but it was written two months ago. And it basically, the the book I read on it, it basically says, by the time you get this book, everything in this book is probably going to be irrevalent. That's the problem. That's how fast all this stuff is moving. So, but it's just again, and I don't know, like, you know, that's kind of my job as a coach for business owners is to keep everyone, you know, up on the latest and things like that. But it's stuff is changing fast. But it's a it's it's a really good question, Lindsay, and understand that the more people are starting to, and they're not going away from Google. Google will still be there. Google's a big business, they're not gonna be stupid and lay down. People are still gonna be using Google. Okay, this is not don't don't mistake this as no one's gonna use Google anymore. That is just that is completely untrue. But will people start using chat GPT to find things more and more and more? Yes.

SPEAKER_06 1:44:30

100% does that help?

SPEAKER_03 1:44:36

Good question. I put you on the spot and he asked a good question. Well done.

SPEAKER_06 1:44:48

All right.

SPEAKER_08 1:44:50

Coach, I have a question, sir. What is uh um uh Paxon? Oh, what's up, Paxon? Well, I'm uh I'm opening my first brick and mortar location here, and I'm trying to decide how to split my marketing budget between specifically Meta and Google, especially for a heavy first three months of of payments. How do you recommend I I budget that between Meta and Google?

SPEAKER_03 1:45:16

Are you doing it yourself? Yes. Do you know what you're doing?

SPEAKER_08 1:45:23

No, but I I have confidence that I will one day.

SPEAKER_03 1:45:28

I'm gonna tell you, like, it's if you're if you don't know what you're doing and you're learning on the fly, it's very hard for me to because when you're opening a facility, and Jared and Brian, you guys will see this when you guys open your facility, you got one shot to open this thing with a whole bunch of people. Yeah, and you want to take advantage of that. You only get one shot to do it. And you're only the new kid on the block for so long, and it's a small, finite opportunity to be able to do it. So I don't know if it's the right question, Paxton. Like, I don't know, like you should you spend X or Y. I don't know if there's an exact number. The way I you know like to do it is I want to spend as much money as I possibly can in the very beginning to acquire as many customers as I can. That's really it because those are the customers that are gonna get this thing launched and off the ground. The numbers I'm gonna share with you are probably gonna make you want to vomit because it's probably gonna be a lot more than what you are expecting. But I have people spending five to ten thousand dollars a month.

SPEAKER_08 1:46:38

That's exactly what I already budgeted for.

SPEAKER_03 1:46:40

Oh, good, good, good. Okay, so you're on you're on track with that. Now, if you're gonna spend five thousand dollars a month and ten thousand dollars a month and you have no idea what you're doing, I would spend the fifteen hundred dollars to get GMM to do it, being fully honest.

SPEAKER_08 1:46:55

Okay.

SPEAKER_03 1:46:55

Like, I'm gonna I'm gonna tell you right now, like, if you're gonna spend 10 grand and you don't know what you're doing, that's dumb. I would spend$8,500 and pay the$1,500 in ad management to someone that knows what they're doing and and get them to do it if you don't know what you're doing. If you tell me, hey, I'm a wizard at this stuff, you're like, I'm really good at it, I would say, fine, go for it. Spend 10 grand, you're good. But if you're gonna spend that amount of money and not, I mean, these guys, that's what they do all day long. Yeah, Jim GR Hoff at Jim Member Machine.

SPEAKER_08 1:47:28

Okay.

SPEAKER_03 1:47:29

Yeah, go to GR, tell them I sent you, they'll take care of you. There's cut their customers are on this call. I know Jarrett and Brian are customers, uh, Melissa Chase is a customer. It's it's rare that agencies have happy customers. It's rare, but you you have them on here. And GR is he's a really good businessman, he does a great job, he runs a good company. And if you're open in your gym, I would 100% go with them.

SPEAKER_08 1:47:54

Okay. Would you recommend I utilize them to learn from them so that I can do it all myself one day? Or do you keep uh would you recommend that I just keep myself a little bit more free time and keep it?

SPEAKER_03 1:48:10

That's your that's your preference. Like I I have never run my own ads. Okay, and I never will. But that's me. Like, I'm not, I just I'm not gonna do it. There's a lot of guys that that I work with that eventually learn how to do it themselves. Uh, I think it depends on you, and and it ends up coming down to return on your time. It's like if your time is better spent on going out and building relationships with joint ventures in your community versus sitting down and tinkering with a Facebook ad, you're probably better off with that with that community-based relationship. So it it totally depends. I would, but but for your pre-sale, like you don't want to mess up a pre-sale, and you want people that know what to do running those ads for you, not you trying to figure it out on the fly. You got one crack at it, get it right. Okay. Thank you, coach. You got it, brother. Good job. Good luck to you.

Fixing Low Quality Lead Forms

SPEAKER_04 1:49:03

Thank you. Coach, hey Vince. Yes, sir. Running my Facebook lead form. I don't know if you saw that in the chat or not. No, what's what is it? So we're bringing in, we brought in like 31 leads. Okay. And they've they filled out the little the form, which is just name, email, and phone number. Yep. But every almost every single one that I've contacted said they didn't opt in, they didn't, they they have no idea who we are. That kind of thing. Yeah, you're using a lead form. Yeah. Yeah. I mean, it usually if that's the case. Like$35 a day. So does it matter like$50 a day,$75 a day?

Follow Up Systems For New Gyms

SPEAKER_03 1:49:42

No, I mean it may be time to test a landing page. It may be time to test it. So that's what we switched to. We switched to a landing page after the lead from a lead form because we were getting on this, like, oh, this person doesn't speak English. This person said they didn't opt in. And I don't want my guy that runs my gym to be like. Doing this volume chase of people. And so what we did is we just paid more money for less leads, and we get less leads, but they're way more qualified because they filled out a landing page. Okay. So here's the thing. At the end of the day, what you're going to have to do is you're going to have to test, right? You're going to have to test different things and try different things. That's what marketing is. It's a test. But that's another another way to go about it. But I don't know if, like, I don't think the problem's going to be different if you spent 50 bucks or 75 bucks a day. I think the problem still exists. And just know, like I talked about this yesterday on our call. I love GR and I love Facebook ads. I use Facebook ads. I use Facebook ads to get you guys on this call. I used Facebook ads for my gym. Facebook ads are great. But there's a very, very small percentage of new customers that are going to come from Facebook ads. It's just the way it works. Like I told you, when I did this newspaper, I don't remember exactly how many consoles we got. But of every person that booked a console, guess what the show rate was? 100%. 100% of the people that booked the consultation from this newspaper showed up. Different media. What did they do? Well they read a full-page newspaper ad. Of course they're qualified. What did they have to do to opt in for you? Accidentally click something. You understand the difference. I'm not saying Facebook is bad. I'm not saying it's wrong. I think in Paxon's case, 100% go all in on that. But it can't be the only thing. And you what you also have to do is manage your expectations of it. And know that there's only going to be likely a very small percentage of the leads that you get are going to become customers. And you should use that as a finger on your marketing glove, right? As you learned from me. But if we're relying solely on that, it gets tougher. It's sexy to do it, right? It's like because we want to like, all right, if I just market on Facebook, that box is checked and I'm good. And I can go run my business. I gotta know I have leads in general in the background. But you're probably gonna be unhappy if that's the only thing that you're actually doing. So unfortunately, we gotta do some other stuff. Okay, cool. Cool. Thanks. You got it, buddy. Good to see you, man. You too. Alrighty. Still here. I like to grind you guys down. I don't like I'll grind you guys down.

SPEAKER_05 1:52:43

I'll keep going. Hey Vince, Andrew Zach here. Had a quick question for you. What's up, brother? How you doing? Hey, I'm good. How about you? Good. Appreciate the uh information, man. Yeah, of course.

SPEAKER_01 1:52:53

Yeah, cool.

SPEAKER_05 1:52:54

So I am in my first month of opening. So I just launched. I have a lot of leads. I have I only have a Facebook ad running. And in my first month, I have about 600 leads from it. But my issue is I struggle with getting people in the door from that. And you kind of touched on it with Kevin a minute ago. My issue, because yeah, it seems to be like they're not all qualified leads. So I guess my question is is it just a numbers game? Do I just keep calling these people daily, hundreds of calls to get the right people in the door? Or do you have a system in place that would help me find actual qualified leads so I'm not like wasting my time hours every day? Okay.

SPEAKER_03 1:53:39

Ready for this? There's a study done by the Data Handling Inquiry Service, okay, that basically looked at the behavior of when people opt in to buy something, to get more information about something. Okay. And the Data Handling Inquiry Service, it looks at every industry across, you know, multiple different industries. It's like this massive map, millions and millions and millions of leads. Right? And they basically came to the conclusion that when someone requests more information for something, eventually 50% will buy and 50% will not buy. Okay. So just bookmark that and say 50%. Now that is not 50% by your business. 50% of the people buy the thing that they're looking for. Okay, so just don't take that too literally. Okay. Out of the 50% that buy, out of the 50% that buy, 15% to buy in the first 100 days. Okay. Leaving 85% to buy in the next 100 weeks. Okay. So what does that do? That begs the question for 100%. You are correct. You need some long-term follow-up. The expectation of all those leads buying 300 of them aren't going to buy anyway. And only 15% of the 300 are going to buy in the first 100 days. And again, I'm taking a study done. Like, don't take this so literally, but it just like gets you to understand. It's like, okay, a little people are going to buy in the beginning, and a lot of people are going to buy over time. I said that in I said that in one of the things. The fortune is in the follow-up. The fortune is in the follow-up. So 100%, yes, you need to continue to follow up with these leads. Now, are there things that best practices that we could have done to get some of those people in the door? Right. For sure. Right. You know, we talk about following up with leads quickly. We talk about following up with leads consistently over time and calling multiple times. And often, yeah, we got to do all those things. But 100%, should there be in place some type of an email? That's why I like that testimonial email, because that testimonial email is a beautiful thing to send once a week. And then all of a sudden, if all these people that up you know downloaded your or that opted in for your thing, they start seeing stories of people every week having success. Eventually, eventually they're going to come around and one of those emails they're probably going to respond to.

SPEAKER_05 1:56:38

So do you send the same email once a week or do you change it up? Different people, different people.

SPEAKER_03 1:56:44

Yeah, yeah, yeah. Oh, yeah, yeah. No, it's a different person. I mean, that's what's cool about the builder, is like I just put a different person in there.

unknown 1:56:49

Okay.

SPEAKER_03 1:56:49

And it creates a different story. And you can just literally take a Google review and use one of your Google reviews and take the information from the Google review and put it in and make the story. Okay. But yeah, so I think that you're, you know, you're probably you shouldn't expect to have you know 300 customers from 600.

SPEAKER_05 1:57:09

Yeah, I know. And I I I really need to pump the brakes and because I'm like ready to I my goal is like 250 members in the first year. I'm already at like 70. So I mean uh what kind of gym is it a membership gym or is it yep, so it's 24-7 boot camp and 24-7 cardio and bodybuilding. Are you gonna add personal training? I do have personal training as well. Yep. How many customers of personal training do you have? I only have one so far. And how are you what are you doing to get them asking if they're interested when they come in for a gym tour and then pitching it to them?

SPEAKER_03 1:57:45

If I were you, and it's funny because I'm about to create a new product, and my new product is this. I don't know when I'm gonna do it, but I'm going to do it. And my new product is going to be teaching membership gyms like yours how to install smoggroup personal training in their business. Okay. And like basically taking my model that I wrote about in this book and teaching box gyms how to do it. Because I'm going to tell you right now. Like, think about this. If you're what are you paying for how much does someone pay for a membership?

SPEAKER_05 1:58:15

Just the 24-7 bodybuilding side is$59 a month.$59.

SPEAKER_03 1:58:19

Okay. So let's just say I get 30 customers paying$500 a month for a small group. That's a lot. What is that? So let's do the math. So what is that?$1,500. No, that's$15,000. Yeah, so third 30 customers times$500, which is very$30 times$500. It's$1,500 a month.

SPEAKER_05 1:58:45

Yeah. Okay, what did you say it was?$59?$59,000, but that's so that's separate. The boot camp is$197 a month.

SPEAKER_03 1:58:52

Okay, but let's just say for like it's$59. So if$15,000 divided by$59, you would need to get 254 customers to equal the 30 customers that pay you$500 a month.

SPEAKER_10 1:59:06

Right.

SPEAKER_03 1:59:08

If you want to make a million dollars, here's how you do it. You ready? You can get one person to pay you a million. Then you can get two, or you can get two people to pay you$500,000. Right. Or you get four people to pay you$250K. Or you can go all the way down to I want to get a million people to pay me a dollar.

unknown 1:59:33

Yeah.

SPEAKER_03 1:59:34

Which one do you want to do? I don't want to find a million people. Yeah. So somewhere in the middle there, right? And so you at the$59, it's fine, but man, if I were you and I want to make some money in this business, I'm selling things that are a lot make a lot more money. Right.

SPEAKER_05 1:59:51

So just think about it. So I do have like a uh like a six-week challenge, and it's$997, and that goes as a deposit towards boot camp. Cool. Um, and then it discounts your monthly rate. So, you know, I do have things like that in place.

SPEAKER_03 2:00:07

Beautiful. And what so what I would start to do is just understand that, and I didn't say this before, but I should have. It's only market to one target market at a time. Right. So you trying to get personal training, that's a different, likely a different person and a different marketing message than someone to do a$59 bodybuilding membership.

SPEAKER_05 2:00:30

Right.

SPEAKER_03 2:00:31

So the challenge of your model is you may need to create different marketing for the different customers that you have. Okay. It makes things more complicated, but at the end of the day, it's going to be more effective.

SPEAKER_05 2:00:44

Okay. Awesome. Cool. All right. Appreciate it.

SPEAKER_03 2:00:47

All right, brother. Yep, good luck to you. Yep, appreciate it. Congrats on getting 70 already. That's all right. Appreciate it, man.

SPEAKER_04 2:00:53

Thank you. All right.

Membership Pricing And Missed Sessions

SPEAKER_09 2:00:54

Uh, what's up, Ian? What's happening, brother? How are you? How are you doing? I'm fantastic. Thank you, man. I've I've followed your stuff for a while. I really appreciate what you're doing. Awesome. Thank you. So I just have sort of a general question. So I'm opening my first gym the first of April. So next week. And it's going to be a small group personal train gym catered to 50 plus. Beautiful. It's a group I've been working with for about 10 years, but this is my first time doing it on my own, at my own gym. This is sort of an operations question. So by the way, I'm totally bought in on everything that you do, man. I love the small group model. It works the best. Find it's the best cash model. What when it comes to the actual like basically the the problem I have is with people basically, you know, people go on vacation from time to time or they'll miss sessions from time to time. And so far, I've basically been doing it on a they sort of they pay as they come basis. Mean like I'll charge them upfront for a period of time, but then I'll credit them a session if they're like if they give me notice and they miss time. But that leads to a lot of inconsistency of me being able to project numbers, right? Yep. So how do you find the best way to work with this? Do you switch it from talking about like a per session model to more of a membership model? So even if they miss time, they still pay the same price. Like, where do you find a nice balance here while still keeping it fair, even if they miss some time?

SPEAKER_03 2:02:16

Yeah, member membership model is the way I would recommend to go. And the cool thing is that you are switching to your own facility. And when you change like situations and circumstances, people are kind of understanding when things change like that, right? Like I'm moving to this new location, this is how we're gonna do things moving forward. And I found people are very usually okay with like, all right, you know, he's got his own space, this is how we're gonna do it going forward. Um, so I would 100% do a monthly membership where they pay X amount of dollars for X amount of sessions per month and do it like that. If they end up missing a session here and there, they can make it up the week before, they can make it up the week after. If someone is going to miss an entire month, they can put their membership on freeze and pause it. You could do that as well. But yeah, I think that you know, missing one session here and there, you just tell them that they make it up. And ideally, what you do is you get some kind of a scheduling app software that allows them to cancel their sessions themselves and do that on their own. Like when we switched to that, it was a game changer, right? It was like really helpful to you know for them, like, oh, I can't come at six, so I'm gonna switch my out of my six, I'm gonna come at the eight. Or I can't come this week, so I'm gonna I'm gonna come uh four times next week, and I can they can do that without having to call us to be able to kind of like change it, you know what I'm saying? So, yes, I would have a good software.

SPEAKER_09 2:03:42

Do you have you picked your software yet? I've been using Jnapp for a while. I come from a clinical background. Yeah, it's probably not it's not known as much in the gym world. I I'm I come from more of a clinical background first, so it's used a lot with physiotherapists, chiropractors, massage therapists.

SPEAKER_03 2:03:57

Yeah, so whatever, yeah, whatever. Hopefully they can, you know, if you're running small group that it can comply to that system, hopefully it does. It does. Yeah, so perfect. It's and then hopefully they can you know do it themselves and schedule themselves. But like they when they sign up with you, they sign a membership agreement, and that membership agreement gets them X amount of sessions per month, and then you know, you kind of you know monitor that and track attendance, you track that, all those things that are so important to do to make sure people are staying on track. But yeah, I think a membership model is the way to go. I would follow just to give you some guidance on pricing. I I like to follow what's called a good, better, best price model, where uh it's essentially gives them three options. And you know, there's you know, we could call it most of the time what teaching is twice a week as the bottom option, three times a week as the middle option. Ideally, we're driving them to the middle option, and what we do is we sandwich it. So we uh uh inflate the unit price of the bottom option, and we uh create the a massive high number for the uh the top option, which squeezes the middle and puts them where we want them to be. It's the best value to be in the middle because three times a week is gonna be better for results and it's gonna be better for retention versus two times a week. If they pick two times a week, it's still okay because the unit price is higher, so we're actually making more money. The third one, call it a thousand bucks a month is twice a week one-on-one or whatever, something that you're not really gonna do that much. And so what it does is it makes the the big option makes the middle one look small. The bottom option makes the middle one look beautiful. So follow that price model if you can.

SPEAKER_09 2:05:58

That's good because in the past I've been using I did, but I did it in a different way. You just gave me a little bit of a light bulb moment. So I've been doing I've been basically the pricing was, you know, you come either two or three, two or one times a week, and there's a ten dollar per session difference. But now I'm thinking, okay, well, I won't even talk about the per session dollar difference. I'll probably talk about the pricing more on like a monthly so they can compare the monthly value or even the weekly value, so they don't get stuck up on their pain per session, they're paying for the membership. But I thought just now, if I was to do like if I was to offer them two, three, and four times a week, and then that would make that sort of middle part push them more to the three times a week. And even if they come two, that's fine. And then who knows, some people might put up their hands and say, I'll come four times a week. Why not?

SPEAKER_03 2:06:43

Yeah, I would just make that four something else because it it probably won't be high enough. You want the four, you're almost like purposely inflating the four option or that third option. So I wouldn't, I don't know if I would do four. I would probably do like, you know, I don't I don't like to offer unlimited, but I would offer almost like something off menu or something like that, like one-on-one or something like that, where the price can get to like a thousand bucks a month. Because you don't want it to be$349,$399, and then three and then uh$425. Yeah, yeah. Then that top number doesn't do the job. The top number, the job of the top number is to make that middle number look like a steal.

SPEAKER_09 2:07:35

Yeah, yeah, I'm that's good. I'm already charging a lot, but uh what are you charging? 69 69 a session, they're 45 minute sessions. And I like it. So that's what's that? I have the weekly value down here, but I forgot now.

SPEAKER_03 2:07:53

69 times eight is 552. Yeah. Yeah, I like that.

SPEAKER_09 2:07:59

So that was that was if they're gonna come three times a week, and then I was gonna charge them more if they're gonna come two.

SPEAKER_03 2:08:05

Oh, 69 times 12. Yeah. So eight eight twenty-eight. Yeah, yeah. I mean that you're on that where are you located? In Toronto. Yeah, you Canada people, you charge so much money. I guess you have to because you pay so much damn money uh for everything. It's ridiculous. Yeah, Canada's like a different world. Like we would never get away with charging 800 bucks a month for it at my gym. And we're in the we're we're like a suburb of New York City. Like some of the I have some of the wealthiest people in the country at my gym.

SPEAKER_09 2:08:36

Yeah.

SPEAKER_03 2:08:36

You know.

SPEAKER_09 2:08:39

So yeah, but you guys have American dollars, so your your American dollars are amazing.

SPEAKER_03 2:08:43

Yeah, can't Canada's a different and low taxes too. Yeah, different for low taxes. Have you have you ever been to New Jersey? Low taxes. I know. Well, so it's funny. You say that I'll show you my property tax bill and you tell me if that's low.

SPEAKER_09 2:08:57

I'm sure I heard uh another Canadian on here before from out west, so I'm sure we could us Canadians will rally together and complain and commiserate about it. I don't know.

SPEAKER_03 2:09:06

I think I I think I would put my property taxes up against yours. I think I think New Jersey property taxes. Holy shit.

SPEAKER_09 2:09:13

But it is funny though, because I hear I a lot of the content comes out of America, right? Because there's obviously there's just more of you guys. So I hear about the numbers you guys charge, and you always talk about you know charging more, more value. I'm like, I'm already charging more, but I would need to charge even more. So just to give you like a comparison, so like for an hour of training here, you know, probably good middle ground be above$120 an hour for one-on-one training, and then up to upwards of like$150 or even a little bit more if you're in sort of a little bit of a higher-end gym setting. But yeah, for the 45 minutes semi-private, you know, you bring the price point down by about half. And that's it.

SPEAKER_03 2:09:48

Yeah, no, that's beautiful. Yeah, it's a great model. It's a really good model. I think you're gonna do really well with it. I mean, if you're getting six people in a group paying 69 bucks, and if you have an average usage of five people, because that's you want to track the usage, you yeah, that's that's like a really important metric to track. It's like what is the average number of people that we have in a session? I mean, if you're gonna get 70 bucks a person, five people, you're making 350 an hour, you know, and you can do is your facility big enough to do two at a time?

SPEAKER_09 2:10:16

No, so I I'm I'm terrified. That's fine, that's fine. So I got a really small facility to start. Yeah, that that's fine.

SPEAKER_03 2:10:23

Yeah, it's better for scale too. Like it's it's easier to replicate a smaller location than it is a bigger one, for sure.

SPEAKER_09 2:10:29

Yeah, we got really low overhead to start, which I'm really happy with. And yeah, but you know, if once it gets up and running, I'm I'm all about expanding and and doing more.

SPEAKER_01 2:10:38

Nice, man. That's cool. That's cool.

SPEAKER_09 2:10:40

I think you'll do great. Good luck to you. Thanks a lot, man. Appreciate it.

unknown 2:10:43

Cool.

SPEAKER_03 2:10:45

All right, guys. Any other questions? It is now 219.

SPEAKER_01 2:10:53

Don't you guys have lives and businesses? I guess yeah. Brian and Jarrett, just killing, just chilling. I like it. Learning. All right, guys. Well, this is fun.

SPEAKER_03 2:11:11

Hopefully, got something out of it.

SPEAKER_01 2:11:13

You know, and you're there.

SPEAKER_03 2:11:14

I'm off to Costa Rica.

Email Segmentation In Go High Level

SPEAKER_01 2:11:16

But you guess what? You'll still get emails from me. Even though I'll be in Costa Rica, you will still get emails from me every day.

SPEAKER_04 2:11:22

Do you have time for one more question? Yeah, yeah, what's up, brother? Yep. So I have the Go High Level account and let's say I have 10,000 people on our email list. Yep. How do you because everyone's like, well, you don't want to send it to 10,000 people at once, you want to send it to like 2,000 or 1,500. How do you do that? Like, how do you segment that? Do you just pick 1,500 emails out of a hat?

SPEAKER_03 2:11:46

I the answer I don't know. Because I'll be honest with you. I've sent an email a day for the last decade. Okay, I've never sent one email in my life. What? So I write the emails in a Word doc and I send them off to the minions, and the minions send the emails for me. I focus on what I'm good at, and what's good is writing the emails, which matters most. So I don't have an answer to your question. I do know that that is the right mindset, though. That is though you don't want to all of a sudden, if you've not been mailing at all and just start mailing everybody at once, you do need to warm them up. The challenge is I don't I don't have the mechanics of go high level and the knowledge of that. You know who does is Leah. So do you know, Brian? Because I don't know. Do you do you know? Yeah, go ahead.

SPEAKER_10 2:12:41

So a couple things you could do, Kevin, is one segment your list. So just have them parsed out and then just send to those specific segments individually. Or before you send it, there is an option to do like a drip mode. So you can do the drip mode where it's sending X amount every so often.

unknown 2:12:57

Okay.

SPEAKER_10 2:12:57

So if you're gonna send the same thing and you want to send it to everybody, just do that drip mode. Or parse it out how you need to.

SPEAKER_04 2:13:04

Yeah, correct. So do the same thing.

SPEAKER_10 2:13:05

You can do the same with uh text as well.

SPEAKER_04 2:13:09

Okay, thanks.

SPEAKER_03 2:13:10

Yeah, so no, I know that's what we do. I just don't physically do it, so that's uh thank you, Brian. Awesome.

SPEAKER_10 2:13:17

Yeah, we'll see it right before you go to send it. There'll be an option down there.

SPEAKER_04 2:13:21

Okay, cool.

SPEAKER_01 2:13:23

Good stuff.

SPEAKER_04 2:13:23

Yeah, I might need to contact Leo and see if I can jump on a call with him.

SPEAKER_01 2:13:27

Yeah, he's uh thanks, man. You got it, brother.

SPEAKER_03 2:13:31

Good to see you. Tanya, looks like you're still here. You are one of the first people on, and you're one of the last people on. I like that. You're all in. Good job, Tanya. All right. Oh, Craig. Craig, you it's funny. You're you you're a I didn't realize you don't look like a go high level guru to me, but I guess you are.

SPEAKER_00 2:13:57

I hit send now to the list of 10,000, like he said, and got banned.

unknown 2:14:01

And I know.

SPEAKER_00 2:14:01

Oh, okay. Yeah, so you got yeah, I've been in email. You hit schedule, and then when you hit schedule, it's gonna give you all the options of you want to do a drip campaign or yeah, and you can it also will go high level what you send to like people who interact with in the last 30 days, or the last you so you can send it to the teenus people first or the least teen people first, depending on what your offer is. If it's like a reactivation offer, you might send it to the oldest on the list first. All those options are there, just but I just do like 50 per 20 minutes or something like that, so it doesn't get flagged to spam, and you can send it schedule it to send during office hours or whatever, whatever you you like, and then it'll just keep going in office hours until it's gone through your 10,000. So, but don't hit send now because you get banned. Go to you go to go high level email jail.

SPEAKER_03 2:14:41

Email jail. I've been at email jail today. I just couldn't get out. I just had to start.

SPEAKER_00 2:14:44

I just had to start a new account.

SPEAKER_03 2:14:45

I couldn't figure out how to get it. Yep, there you go. Yeah, good stuff. Thanks, Craig.

SPEAKER_00 2:14:50

Learn by doing making mistakes.

Final Thanks And Closing

SPEAKER_03 2:14:51

Yeah, right. Yeah, yeah. All right, everybody. Appreciate y'all. Thank you for coming, and I'll see you on the next one. Thanks, Fence. Enjoy your trip. Thanks. See yep.