Fitness Business University Podcast

SPEAKER_02: What's up,
everybody?

This is an interview I did with
a kid named Christoph.

He's a kid, and he's barely old
enough to drink, but he's old

enough to make a boatload of
money.

And he started with me, he was
doing about$8,000 a month.

He's now doing over$50,000 a
month, and he talks about all

the things that he did to have
really fast growth.

So if you're looking to grow
your gym quickly, this is a

great interview with Christoph.

Check it out.

SPEAKER_00: Happy to be here.

SPEAKER_02: Happy you're here.

I'm gonna take a picture of us.

Smile.

Awesome.

Well, thanks for doing this.

I just had two banger
interviews.

Awesome.

Oh my god.

These I'm expecting no less for
with the one with you.

But I am like the first one, I
was like crying.

Bobby and Maria.

Do you know Bobby and Maria?

I do not know.

Oh my god, they're amazing
people.

You so you should definitely get
in touch with them.

Are you coming in a November
meeting?

So they'll be at the November
meeting, but amazing people.

They've done super well.

They just opened up their second
location.

I've done great.

But their husband and wife, but
they had like a lot of struggles

in the very beginning, and to
see where they're at now is like

amazing.

But so and then another guy
named Jason Marr, he owns North

Star personal training.

He's done really well too.

Awesome.

So yeah, so really cool.

And it's um, it's funny.

I printed out the thing.

Did you put your answers in the
sheet?

I did, yeah.

Oh, okay.

I'm like reading this notes.

And I'm reading this and I'm
like thinking, well, oh I was

like, Chat GPT did a really good
job of putting the answers in.

And I'm like, what?

I was like, this sounds a little
bit like Kristoff right here.

So so before we start, I'll do
an official start.

The purpose I'm doing is I just
kind of I'm almost done with

this book, The Eight Profit
Levers.

And I wrote a book probably
about six, seven years ago

called The Four Stages.

And basically it outlines the
four stages, but I realized that

most gyms are in stage one where
you were when you started.

And the best thing I can do is
create a very specific resource

to help gyms go from stage one
to get to stage two.

And that's all it is.

It's just like 100%.

It's exactly your story, and
that's why I picked you because

you legit were in stage one, and
you have now at 45 close to 50k,

you know, are in stage two now,
which is amazing.

And so I picked you and two
others to do these interviews

with, and then I'm gonna be
transcribing the interviews to

put them in the book.

I'll also be using this as a
podcast episode as well.

But yeah, I appreciate you doing
it.

It's gonna be great.

Yeah, I mean, it's very fresh in
my mind, so it's a good time to

talk about it.

Yeah, yeah.

And the big thing I want to do
is shine the light on knowing

that hey, not everyone, I don't
want to say lucky, but not every

everyone has taken your path.

A lot of people are struggling
for a really long time.

So there could be guys listening
to this that you know have been

doing what you were doing at 8K
for you know seven years.

Yeah, you know, can I it I know
you retired and you have no free

time, but can you imagine doing
that for that amount of money

for an extended period of time?

And that's kind of what I'm
trying to help, you know, as

people get out of this.

And I think your story is
inspiring, you know, to people

that can be like, oh, wait, I
can do that too.

I can do that too.

All right, awesome.

Let me uh get started here.

We'll get right into it.

Born fit, that's the name.

It's Bourne Fit Academy or
Training Academy.

SPEAKER_00: Oh, we just go by
Bourne Fit for the most part.

SPEAKER_02: Born Fit.

SPEAKER_00: And what is the city
that's in in the Millwood.

But Westchester County is more
well known.

Westchester, New York.

Yeah.

SPEAKER_02: And how do you say
your last name?

Sourborn.

Sourborn, okay.

Yeah.

Okay, awesome.

All right, guys, welcome to
another special episode that we

are doing in conjunction with my
new book, The Eight Profit

Levers.

And what I've done is I wrote a
book called The Eight Profit

Levers that is specifically
designed to help gyms go from

stage one to stage two.

And from a revenue standpoint,
basically between zero to 25k

and getting those gyms from
anywhere from between zero and

twenty-five K to 25 to 50K.

And the entire book is based
around that.

And what I did was I picked uh a
few people that are going that

did exactly that, that went from
you know, join me and and you

know, whatever they decided to
sign up for, whether it's surge

or SPF, whatever, but they were
doing between zero and

twenty-five K, and they have
scaled past that amount of

money.

And I picked three awesome
people that to use, and

obviously they're being
transcribed in this book, but

also these interviews here.

And today I have none other than
Christoph Sourborn?

Oh man.

And he has a gym called Born Fit
in Westchester, New York.

I was at his gym not that long
ago.

I stopped up at his gym on my
way to uh speak at the Perform

Better Conference.

It was awesome to see it live
and in action.

And I and it's funny because I
have not personally worked with

you very much.

I've only heard great things of
like all the stuff that you have

going on.

And then I showed up at your gym
and I was like, Hey, how much

money are you doing right now?

And he told me, and I almost
like fell off the stool.

I was sitting on the one of the
benches and I just like almost

fell off.

I didn't realize he was doing as
well as he has.

But uh super excited that you're
here, brother.

Looking forward to you.

SPEAKER_00: I'm happy to be a
part of it.

SPEAKER_02: Awesome.

So let's go.

So obviously, you know, I'm
painting this picture of going

from stage one to stage two,
right?

And uh one of the reasons why I
picked you is because I saw that

the revenue level that you were
at was around 8k a month when

you first kind of joined and
started with us, which is kind

of a lot this or similar number
where a lot of other people in

the group have started and where
I think a lot of people in the

gym space are right now.

And paint that picture for me of
what life was like back then.

SPEAKER_00: Yeah, totally.

So that was I I signed up with
you guys on SPF in July.

We opened up in May, so it was
only a couple months that I had

actually been open.

We had about 20 members at the
time, and you know, I I didn't

know much about organizing a
schedule or or or much in

general.

I was leading all of the
sessions and it was it was just

a one-man show.

I uh would run all the coaching
sessions, I was handing all of

the memberships, I was doing, I
was recording all the content, I

was running my own ads at the
time, doing my best just to get

my name out in the community.

But it was all all all of me,
pretty much giving just my 100%

energy into the business.

SPEAKER_02: And so, what were
the challenges that in that spot

when it was all dependent on
you?

Because I talk about this in the
book, is like that is the big

problem with stage one, that
it's not like always horrible,

but it always is dependent on
you.

And if something happens to you,
yeah, this thing, it's like the

example I always give is LeBron,
you're LeBron and you're playing

the game with four middle
schoolers, right?

And if all of a sudden LeBron,
which is you, you're out, that

team gets bad really quickly,
right?

So, what were some of the
challenges that you faced, you

know, in that time of making
that amount of money, of

spending that much time doing
everything?

Of you know, what were some of
the challenges you faced there?

SPEAKER_00: Not having the not
having enough hours in the day

for me to focus on getting new
members.

I again I was running all the
sessions, and back at that time

I would just open up any hour
for somebody if they wanted to

come train.

I'm like, I'll I'll work with
you.

So I was coaching on the floor
for about 10 hours a day and

didn't have much much bandwidth
to record the content and then

learn about how to run ads on
meta.

So that was the hardest part for
me, it was getting my name out

there in the community.

Got it.

SPEAKER_02: And what was the
challenges from like how you

feel standpoint?

Were you getting burnt out?

Were you frustrated with the
amount of money you were making?

Like, what were the like the
things that you're like, ah,

like them the the the bad stuff
that maybe made you be like, I

might need some help?

SPEAKER_00: Yeah, well, I wasn't
taking any, I wasn't paying

myself anything for the first so
you're making no money, no money

for the first four months, and I
also didn't take a single day

off.

And uh, you know, I on that
note, I wouldn't really call it

burnout.

I was I was definitely drained,
but I loved everything that I

was doing.

It was everything I wanted to
do.

I definitely had the thoughts in
the back of my mind coming from

the world of finance as an
investment banker.

Like, well, now all of my peers
are doing a lot better than me,

and I'm here kind of spending
all of my time just to bring

nothing home.

So all those doubts were
definitely in the back of my

mind, and I I was drained for
sure.

That that's it.

Hold on, uh let's stay there.

SPEAKER_02: So you were I I
didn't know that you were in an

investment investment in banking
industry.

Yeah, so what was that like
going from probably making

decent money to making eight
thousand dollars to making no

money?

Right, right.

Yeah, eight thousand dollars is
revenue, like that's that's not

what you were making.

That's you know, so like what
what what was that like?

Like that you know, that's
probably gotta be hard.

SPEAKER_00: It was it was
definitely challenging in the

beginning.

But I will say this every every
morning I woke up with a smile

on my face once I opened my gym,
and I could not say the same

when I was working at the bank.

And that to me was was
priceless.

So I I always knew it was going
to pan out in the end.

I knew I was going to exceed
what I would have been able to

make working at the bank.

So it was just a matter of time.

And and once I hit that level,
once I knew I was I was paying

myself more every month than I
was making at the bank, I was

that was that was a big
milestone for me.

What what what was the thing
that made you leave the bank?

I saw the next 10 years of my
life flashing before my eyes,

and I didn't like where I was
gonna end up.

Where do you think you would
have ended up?

Unfulfilled.

Unsuccessful in all the markers
of life that go that don't

include making money or being
successful.

I was very unfulfilled.

Every single morning I would go
into the office.

I was sitting behind a computer
screen for you know upwards of

10, 12 hours a day.

And it felt like my work had no
purpose, that there was no

meaning behind all of all the
energy I was giving to it.

And that that was burnout to me
because even after four months

or five months of doing that, I
I felt like I couldn't take it

anymore.

And then once I realized that, I
was I was pretty quick in my

decision.

I gave my two weeks' notice.

I'd already been kind of setting
the stage for my gym in the last

two months that I was working
there.

So I was definitely coasting
while I was working there.

I was not a good employee by any
means, but but I knew what I

wanted to do with my life.

And once I had all the once I
had the lease signed, I gave my

two weeks' notice and hit the
ground running.

SPEAKER_02: It's really
interesting, and I didn't know

this coming into the
conversation that that's what

you did.

And I think that there's a lot
of people out there that are

struggling as a gym owner,
right?

And there's burnout setting in,
they're not making money, and

they're possibly thinking about
doing something different, like

becoming an investment banker,
right?

Or whatever, right?

Or getting a job with some
security.

And here you are, that had that,
right?

I imagine you were making decent
money, you had uh, you know,

security, you probably had
benefits, like all that stuff

that comes with the corporate
job.

You had all that, and I think
that there's a lot of people

that aren't able to make the gym
thing work that think that you

know there's this line of the
grass is always greener, but

it's fertilized with bullshit.

Right?

And so it's like, man, you just
told us that it's not better on

the other side, and you can make
it work as a gym owner.

So talk to me about, so that's
great.

That's a great insight right
there.

Talk to me about the decision to
get some help.

Like, what was so you're and
I'll be frank, like your

situation is not like some of
the others we've had where

there's severe financial
problems or severe, you were

you're a young guy, you know,
you were trying to make it work

and you were working a lot, but
you weren't in this like

shitstorm of a of a period of
time, right?

But you did realize that you
needed some help.

What was the kind of the moment
that you realized, like, I I

want to get some help to to take
this to the next level?

SPEAKER_00: You know, I I
honestly can't say that there

was one moment that told me
that, but I've I've always been

a believer in using money in
exchange for time.

And so in this case, I I I knew
that eventually if I if I wanted

to go solo, I could probably
figure it out on my own after

maybe like five, 10 years.

But I didn't want to wait that
long.

I wanted the kind of the
blueprint to follow and just

know that if I followed these
steps, I'm gonna get to this

level.

And so I was looking for some
type of education, some type of

you know, program that would
give me accountability as well

as teach me what I needed to do.

And I found you guys,
thankfully, after reading your

book.

Is that how you did it?

SPEAKER_02: You read the book
which which book which book did

you read?

SPEAKER_00: Uh it was this small
group personal training

handbook.

I can't I can't remember
exactly.

I should I should know this, but
uh you I saw an ad on Instagram,

I clicked on it, you sent me the
book, and and that's what I

read.

And then I attended the uh July
Mastermind event.

SPEAKER_02: Was it the physical
book or is it that download?

No, it was a physical book.

It was a physical book, so we
sent that to you in the mail.

Exactly.

Oh, okay, cool.

Very cool.

And so, like you, so you got the
book, you read the book, and

then you got invited to one of
the events, and you attended the

event, and then you eventually
joined Mastermind.

And so when you when you joined
us, when you started working

with us, you were doing 8K,
right?

You're currently, I'll fast
forward for everybody, but

you're currently and how how old
are you, you might ask?

SPEAKER_00: 23.

SPEAKER_02: You're 23 years old.

Okay, I want to tell you what I
was doing at 23.

All right, I was getting drunk
at 23.

I was making zero money because
I was probably I think I was

still playing college football
at the time at 23, and this

23-year-old punk is making fifty
thousand dollars a month.

I think you told me 45 when I
was there, but now you're it's

it seems like from your report
you're closer to 50.

Yes.

So in a very short amount of
time, you've gone from$8,000 a

month to$50,000 a month.

You've really blasted through
stage one, and you are now a

stage two gym owner.

Talk about the things that
happened to help you go from 8K

all the way to 50K.

SPEAKER_00: You know, I again
there's no one gold or silver

bullet, it's a bunch of golden
BBs.

One of the biggest changes I
made was a mindset shift in the

beginning around just the
concept of giving away my

service or my value for free.

I think in the beginning I was
so caught up in how much I

poured into the business into
all of the training sessions

that I thought it would be a
waste of my time to just bring

people in for free and let them
use my service.

But the thing is, it's not
wasting time at all.

What that allowed me.

So, what I did is we ran a buddy
month where people could bring a

friend to train with them the
entire month for free.

I did a bunch of free giveaways
with as joint ventures, as well

as just like a sweepstakes I
would run within my community.

And that not only did that give
me more reps of doing the

service that I was providing, so
coaching four people at once,

you know, it helped me become a
lot better at that skill.

It also helped me make our
programming a lot more simple

and efficient.

And then all of those people, I
built up so much goodwill and

rapport and trust with them over
that month that all of them, I

can't think of a single person
that didn't end up sticking

around for with a membership
after that.

And so I think hearing from you
guys that it's okay to give

stuff away for free was was very
impactful for me.

And that was a big shift for me
that I hadn't uh come to grip

come to grasp with just quite
yet.

And so, yeah, all the uh the
playbooks that I learned from

you guys, so like we did like
Buddy Month in uh in August last

year, we did the a Black Friday
deal, we did giving the gift of

fitness and all of these ways
that we started bringing more

people into the community.

And then because of how much
value we gave them, they felt

compelled to tell their friends
and their family.

And they turned out to be some
of the biggest like referrers

within the community.

So that was if I can point point
to one big shift that I made, it

was that mindset around giving
giving my service life for free,

especially in the beginning when
uh I kind of I I had spots open,

so I might as well fill them.

SPEAKER_02: How did you how did
you going back to the buddy

month?

What were the things that you
did to promote that?

Like, how did you let your
clients know that you were doing

the buddy month?

And did you do just one?

Did you do multiple?

Like, how does that work?

SPEAKER_00: I did it for yeah,
just one month.

And it was really all through
email, and we put flyers up in

the gym letting people know.

But that was pretty much it at
the time.

Just messaged all my clients
through email.

And you know, I only had like 30
clients at the time, so I'm

pretty sure I also just texted
all of them.

Um did whatever I needed to make
sure that they they knew about

it.

SPEAKER_02: Good.

And have you done any stuff like
in the community?

I know that I think you're from
the area that your gym is in.

Like, have you gone out in the
community and done stuff at all

and gotten new customers there?

What have you done from there?

SPEAKER_00: 100%.

So we ran a joint venture with a
nutritionist in the area.

Oh, nice.

It was we just tapped into her
email base and we sent a

campaign out.

What did you send?

Tell me about the campaign.

We were giving a I think it was
fall into fitness, or no, we ran

a fall fat loss detox uh last
year.

And again, we're running that
this year, but um we we gave

away five free spots in the
program to her clients.

And what I did is I I just had
an application form that

everybody filled out.

So I think we had 30 applicants
over a course of like seven to

ten days, and we selected five,
but the other 25 reached out to

and I offered them a free two
weeks or a free month just to

give them value for free.

And I got a lot more of those
people in as well.

SPEAKER_02: Just not even So you
did so he Christoph's talking

about a play that we have taught
called the joint venture

sweepstakes.

And this is basically where you
you partner with a joint venture

and you give something away for
free to a certain number, like

you were giving away five, and
then more usually more people

apply, and then you follow up
with the people that didn't win

to make them an author.

So for those listening to this,
like that is a really, really

good play.

And you can do this with the
nutritionist, but you can do it

with like and I did it with my
jujitsu gym as well.

Did you really?

Oh, how did how did it go in the
jujitsu gym?

SPEAKER_00: Amazing.

We got it was it was a lot of
the the men that I would grapple

with, they would refer their
girlfriends to it or their

wives.

Oh, that's awesome.

I've brought up, I think we have
like five of them who are

continuing to train with us now.

SPEAKER_02: Very good.

And what is the so five, so how
many did you get from the

nutrition one?

SPEAKER_00: We ended up with we
had 12 new signups after the uh

so we had five from the
sweepstakes, all five of them

stuck around, and then we had
seven people who I gave like a

free two-week trial to or a free
month to.

So so 12 from that one thing,
and what did it cost you to do?

Uh just well, time, but because
it was just me at the time.

I didn't have any coaches that I
was.

SPEAKER_02: Well, no, but time
to fulfill the sessions.

But I mean, what did it cost you
to zero zero zero?

Yeah, okay.

So let's do some math here.

All right.

So, Christoph, what do you
charge a month?

On average,$400.

Okay,$400.

And then, you know, would you
say lifetime customer value?

I know you're somewhat new, but
we'll call it 12 months.

SPEAKER_00: Yeah, we our return
is very low, but uh I mean I

would our lifetime value is just
above ten thousand dollars per

member.

SPEAKER_02: Okay, so ten
thousand dollars.

So for those listening to this
at home, uh, Christoph spent

zero dollars to get this
nutritionist to send this email

out.

How many emails did she send?

Just one.

One email.

So one email from and it's funny
because this is in the book.

I forget which chapter it is,
but I talk about not you've

heard of OPM, right?

Other people's money.

Okay.

Well, I love more than OPM, OPC,
other people's customers.

And that's exactly what this is.

Yeah, it's this nutritionist
built trust with all of her

customers.

You send one, she sends one
email out.

All right, one email out.

You got I'm doing some math for
you guys at home.

12 signups.

Now, this isn't just people that
came in for the free thing, like

they signed up, right?

Mm-hmm for a membership.

Yes, sir.

That's$10,000.

Well, a lifetime, lifetime
value.

Lifetime value.

So you essentially, in a life
from a lifetime value

standpoint, made$120K.

Not bad.

That's from one nutritionist
email.

From one email.

Absolutely incredible.

Now, man, I'm sure the people
listening to this would like to

see that email that that
nutritionist sent.

Well, that's uh secret of
Christoph, so you'll have to

call him and ask him.

Very cool.

What else?

What so you've done the and you
did the same play with jujitsu?

You've done that.

So you did the buddy week
referrals.

What are the other ways that now
uh let's talk about ads because

I know you were running your own
ads, and then you ended up, I

believe you hired KISS
Marketing, who's now under Gym

Member Machine.

I sold the company Kiss
Marketing, who's now under Gym

Member Machine, but same team
and same everything.

Tell us how that shift went from
when you because that's another

leverage point in the book,
right?

Because the I the we talk about
profit levers, and it's like,

how do we get more from less?

Like you just extra described
it.

You sent one email and you made
120k.

Well, ads is kind of the same
thing.

You invest a certain amount of
money, you don't really have to

do anything, and the leads just
kind of come.

Talk about the transition from
doing it yourself to having an

agency do it for you.

SPEAKER_00: I mean, exactly what
you just said.

So we we signed up with them in
in February, and the biggest

thing was just that I didn't
have to worry about all the

technology behind it.

I also didn't have a CRM before
I started working with KISS, and

so what I would have to do
beforehand is like log into the

meta ads platform, check to see
if there were any new leads that

I could download.

Um and it was all a manual
process, but now you know I just

I record my content, my ads that
I want to send or that I want to

post, send them over, they run
the ads for me, they make all

the optimizations that they
believe are best.

And then with the CRM, anytime a
lead comes in, I get notified

right on my phone.

So I can contact them instantly,
and I don't have to worry about

doing any of that from a uh
manually.

I can just it's just automated
for me.

Is that how you're is that how
you're doing it before manually?

Everything, everything.

But now with the CRM, it's so
much more seamless and it saves

me so much time.

Got it.

Another leverage point.

SPEAKER_02: That's actually one
of the leverage points is just a

good follow-up system um and
following up with leads, and a

software is a big piece of that.

Definitely.

Yeah, okay, great.

That was a huge help.

So really it wasn't just the
running of the ads, but it was

the automated software that
helped you keep track of

everything.

Right.

And following up and following
up saves you a lot of time and

energy.

Yeah.

SPEAKER_01: Yeah.

SPEAKER_02: Okay.

Good.

How how has the return been on
the investment from the ads?

Have you seen a good return on
investment?

SPEAKER_00: I definitely have.

Yeah.

I don't know, I don't know the
exact number, but we we get a

bunch of signups every single
month.

And they're helping a lot.

So I don't I don't even know.

And what is your ad spend right
now?

Just about a thousand a month.

SPEAKER_02: So 50 a day.

Okay, so basically you're
spending yeah, you're spending a

thousand dollars a month.

I mean, literally, if you got at
your lifetime value of ten

thousand dollars, if you got one
customer, yeah, it's totally

worth it.

Sounds sounds like you're
getting more.

A lot more than that, yeah.

A lot more than ballpark, how
many how many customers do you

think you're getting from the
thousand dollar ad spend?

SPEAKER_00: From from the ad
spend specifically, I would I

would say about five to seven
new members a month.

Wow.

That's phenomenal.

Yeah, that's phenomenal.

Yeah, great.

SPEAKER_02: Awesome.

Well, this is this is exciting.

It's very you know refreshing
talking to you and seeing how

fast and quickly you've been
able to move through.

Point this snapshot of the
business now.

Like tell us, you know, where
the revenue's at, where the

profits at, where this team is
at, where your schedule's at.

You know, you started an 8K at
8k, one man show, doing

everything, getting tired.

You know, I I won't say burnt
out, but like kind of like

spinning your wheels a little
bit.

Paint us the picture of where
things are like today for

Christoph.

SPEAKER_00: They're pretty good.

SPEAKER_02: At 23 years old,
damn it.

SPEAKER_00: Well, I over the
course of a week, I went from

probably 80 hours down to maybe
40 hours a week now.

I'm back to I mean, I'm in the
gym a lot right now because we

just brought on two new coaches.

So we have now three coaches on
staff, one full-time and two

part-time coaches at the moment.

I'm pouring a lot of my energy
just into team development at

the moment.

That's really the the next
quarter for me.

That's all I'm focused on.

Revenue-wise, we're doing this
will be our first 50k month,

which I'm very happy about.

And the past couple months we've
been above 45k.

So we're steadily trending above
that line now.

Profit is just above 30k.

But this month it'll be a little
bit higher, but that's where

we've been at the past couple of
months, the past two to three

months.

So your prop your profit is
$30,000, not 30%.

SPEAKER_02: Correct.

Correct.

Yeah.

30.

So your your margins are close
to 60%.

Holy cow.

SPEAKER_00: Doing all right.

I but yeah, I am I'm in the gym
a lot, really at this point,

because I want to be there.

And I I will say I also still am
working with a bunch of private

clients at the moment, and
another focus of mine at the

moment.

Is starting to either pass them
on to my new part-time coaches

or to have them work into our
semi-private program.

But that's life at the moment.

I have a lot more free time on
my hands.

I get to go to jujitsu class at
lunchtime.

I'm getting a lot more sleep.

We're closed on Sundays now, so
I have the full day off.

Finally moving out of my mom's
house tomorrow.

So excited for that.

There you go.

And yeah, that's that's really
the gist of it at the moment.

It's it's exactly where I want
it to be at this point.

And now it's just about not
being complacent, but seeing

what's next, how I can scale
this further from here.

SPEAKER_02: And what is the
where do you want to take it?

You know, from here.

You have one really good gem.

Where do you want to take it
from here?

Where do you see yourself in the
next few years?

SPEAKER_00: I see myself with
multiple locations.

I see myself by this time next
year, I want to have my second

location at least with 50
members in it.

Beyond that, like my three-year
vision is to have three training

studios that are each paying me
at minimum 20,000 a month with

really no involvement in those
businesses or no, you know, no

coaching on the floor, maybe
just managing the team.

So that's where I want to be in
three years.

In one year's time, I want to
have my second one almost at

call it 50% capacity.

But for the time being, I can't
I can't get to my second one

until I'm comfortable with this
one running without me.

And so at the moment, it's all
about team development, which

we're doing all right with.

We're doing we're doing pretty
well.

I'm very happy with the the way
my team is running at the

moment.

Awesome.

Awesome.

SPEAKER_02: So I want to end
with this question for you.

If you're, you know, obviously I
want you to picture who's

reading this book, who's
watching this interview, and if

you were giving those people
advice that were where you were

at 8K a month, 9K a month, 7K a
month, wherever they are, and

you were gonna give them a piece
of advice on what they need to

do to get where you are today,
45, 50k a month.

What are the things that you
would share with that person?

SPEAKER_00: Well, the first
thing is they need clarity on

what they need to do.

So if they know what they need
to do, great.

But if not, I'm a big proponent
of investing in yourself or

investing in your business by
getting help.

Once they have the clarity and
they know what they need to do,

uh a lot of times it requires
the LeBron of the business to uh

to put their head down and just
grind until they can get their

head above water.

Long hours just sacrificing
sleep, sacrificing time with the

family, whatever it takes.

But if the goal is as important
to them as as they make it seem,

then that's what it requires
from them.

And if in in any lens, if they
don't believe that they can take

their business where they want
to go, then it's not gonna

happen, period.

So having the mindset of I can
do this and I will do this is

really the mantra that has
gotten me this far, to my point.

I mean there's really there's
nothing you can't do.

As long as you know the
playbook, you know what's

required of you.

All it takes is is effort and
love, really.

So you gotta love what you're
doing, and if you and if you do

and you can tolerate that suck
period for a while, just keep

going and stick to the game
plan.

SPEAKER_02: So getting clarity
and knowing what you need to do,

how how did you get that?

Did that just was that just
there for you?

Does that just happen?

But like where where did you
because I think a lot of people

struggle with this.

A lot of people struggle with
they don't know what they want,

they don't know what to do.

If you if someone was to ask
you, it's like, all right,

clarity.

How do I get that?

What do I need to do to get it?

SPEAKER_00: Are you talking in a
lens of somebody who's a gym

owner, not knowing what the next
step is?

Okay, yeah.

Knowing what the next step is
now from Like how did you get

it?

SPEAKER_02: Or was it just
there?

SPEAKER_00: I will say I uh I've
stood on the on the backs of

giants throughout my life, so
I've gotten a lot of help.

I've I've pretty much studied
the playbook of of running a gym

all throughout college, even
though it wasn't part of my my

degree.

Um because I knew I wanted to do
it one day.

And so I I had a lot of clarity
heading into it, but I ended up

getting caught in the weeds.

And so the the biggest help for
me from you guys was just

helping me get my head above
that and seeing the bird's eye

view again.

So I got my clarity from from
really those the boxers with

Johashi, the mastermind events
that you guys hold, the weekly

meetings, all of that was really
helpful for me in just reminding

me of what the correct actions
were to take at the moment.

SPEAKER_02: What take me back to
that?

You said you were in college and
you did were you an intern at a

gym, or like what what was that?

SPEAKER_00: Did you well I the I
I read up on it.

It's like Alex Ramosi's book, a
gym launch.

I I think I read that maybe 30
times, and I I had a whole note

sheet broken down with that.

I listened to any podcast I
could I could find online.

Yours was one that kept popping
up.

And I did intern at a gym.

I worked as their social media
manager for a while.

It was a semi-private training
studio in Manhattan, and I got

very close with the owner.

He he sort of took on the role
as my mentor, and so he would

just answer any question I had
at the moment, and it was super

helpful.

So I I got a ton of help leading
up to actually opening a gym.

And I felt like I really knew
what was what was needed in

order to get to where I wanted
to go, but getting caught in the

weeds was a part of it, and
having people in my corner that

I could just talk to whenever
and get the clarity I needed at

that point was was a huge unlock
for me.

SPEAKER_02: So a big thing of
the clarity for you was seeing

what's possible, like seeing the
success, you know, at that gym

in Manhattan and at the you
know, from the books and from

the things you read.

But really, the clarity came
from you being like, Oh, you

know, this is what it's like,
this is how to win, this is the

playbook, like you mentioned.

Yeah.

That's where the so the clarity
came from other people.

Definitely, definitely.

100%.

100%.

Yeah, I'm not that kind of.

Yeah, which which is great
because you know, like a lot a

lot of times it's just like, you
know, it's like the whole Roger

Bannister principle, right?

You may be too young, you don't
know who Roger Bannister is, but

Roger Bannister was the guy that
broke the four-minute mile.

And they basically thought that,
hey, no human being can run a

mile in under four minutes.

Their body will explode if it
happens.

That's like what they thought.

And all of a sudden, Roger
Bannister did it, and then a

month later, someone else did
it, and then a month later,

someone else did it, and then a
month later, someone else did

it, right?

And it wasn't until one guy did
it that all these other people

started to do it because they
started to they saw that it was

possible, yeah, and they started
to believe it was possible.

And I think that's kind of what
you're saying.

SPEAKER_00: No doubt.

SPEAKER_02: Yeah.

Yeah.

SPEAKER_00: Yeah.

I also at the time I didn't
really know what type of gym I

wanted to run.

So I thought I wanted to open a
big box gym, like in you know,

like an Equinox or an Anytime
Fitness.

And then working at a at a
semi-private training studio

really showed me that that model
suited me a lot better.

So getting the clarity on what I
wanted my gym to even look like

in the first place, 100%.

It was only from other people
that I was able to find that.

Good.

SPEAKER_02: So yeah, so really
your advice is get in the room

with people doing what you're
doing, and that may be a step

ahead of you.

Yeah.

Very good.

Awesome, man.

Well, this has been I'm uh I'm
very, very excited for the

future.

You know, uh I mean, what you've
been able to accomplish at such

a young age is really
impressive, and and you're still

doing jujitsu at the same time,
you're moving out of your mom's

house, all kinds of cool stuff
happening for you.

You're gonna get your purple
belt too?

Like what which belt are you?

I have blue belt right now.

Oh, you're a blue belt?

Okay, very cool.

Very cool.

Yeah, so maybe you get your
purple belt soon, and or did you

just get your blue belt?

SPEAKER_00: No, I'm I mean, the
it's kind of just like an

honorary thing.

I don't do gi, I do know ghee.

So you do no gi?

Oh, cool.

Just gave it to me because uh
I've been there for over a year

now.

SPEAKER_02: Nice.

Oh, that's super cool.

Yeah, my son is fully, fully
into it.

He's the emails.

He's uh he's now a yellow belt
or yellow, he's yellow with a

white stripe.

It took him, I mean, he's been
doing it for five years.

That's awesome.

And so he's like, but he's
getting we're now doing 30

pull-ups a day, and the kid is
getting strong.

Hell yeah.

And it's like he's nine.

Nice, and he's getting strong.

Like last yes, last night we did
45 pull-ups with nine pounds of

external load.

Wow.

And he's and he's 80 pounds.

So he did 45 pull-ups.

We do it, we do it in sets of
two, sets of two to three.

But yeah, it's it's funny to see
his his jujitsu get better as he

gets stronger.

Oh, sure.

Yeah, sure.

And you retired from jujitsu,
right?

So I'm trying, I'm I'm thinking,
I'm thinking about it.

After my my retirement from
agency life, maybe I'll I'll

come back and I'll come back
around, but uh, we'll see.

I keep saying it.

But no, man, awesome job.

Super, super proud of you.

You're doing amazing work.

Keep up uh keep up the great
work, and I'll uh we'll look to

see big things from you to come
in the future.

Hell yeah, man.

Thank you for all of your help.

I really appreciate you.

Got it, but have a good one.

Bye.