Creating an Ecosystem of Services: A Win-Win for Everyone
Michael Hughes
Welcome to the Gymnazo podcast where you get to peek behind the curtains of what it takes to create and run a seven figure fitness facility that ranks in the top 5% of boutique fitness studios for revenue. But to be honest, that’s the least important thing about us. Founded by me, Michael Hughes, Gymnazo has created an ecosystem of services that blend performance with restoration techniques, and attracts top coaches to its facility hosted by its owners, Paden, and myself and our top coaches. This podcast shares our best practices on everything, from how to build a sustainable fitness business, to how to program for maximum results to how to build a hybrid training module that’s online and in person. We have marketing secrets, movement, innovation, and breaking down trends in the industry. If you’re a fitness professional, or fitness business owner, this is where you learn how to sharpen your skills and to see maximum results.
Paden
Welcome to the Gymnazo podcast, I’m today’s host, Paden Hughes, one of the owners of Gymnazo and gymnazo.edu, and today I am interviewing Michael Hughes, husband and founder of Gymnazo, it has been first and I’m gonna be tough, we’re gonna be talking about the way to structure your services in fitness and how to think beyond the typical models of either being kind of a personal training studio, if you will, or a group fitness operation, and what are their models are out there. And then there’s something that you call the ecosystem. And I want to make sure people understand what the heck is that? Are you some environmentally friendly fitness group? Or do you have something secretly going on that we need to know about? So I think that’s all we’re going to cover in today’s podcast. So sit back and enjoy. And so Michael, I want to ask you, to start off with where you began kind of your fitness journey. What service did you start with when you started fitness training?
Michael Hughes
Yeah, it all came down to the job, title of personal trainer. And in itself, that is the job right? You personally train one other human being. And you have that hour setup. And my first I remember, my first goal was to make $150 per day. That was so awesome. I know. I know. No, because at that point, you know, that’s how I was charging. I think I was like charging like $60 but only got like, 30% of that. 40% of that. Yeah, you know, so?
Paden
Yeah. And I mean, it’s like, even today, like, we’ll get stoked. We have a $3,000 day just it’s insane to think of the difference. But they’ll bring I mean, seriously, I have to look at some of the milestones and be like, I remember when hitting like $15,000 in a month was a huge deal. And now it’s like
Michael Hughes
I’m over 12,000 The first time we hit 12,000 Yeah, I mean, literally, like, Yes. Back to personal training. So it was like personal training. That’s where it started. And yeah, and it was filling my schedule. You know, I had I had a nine o’clock cool. Let’s try to get a 10 o’clock this try to take it. I don’t have anyone till three. Okay. Look, I’ve class at 12 is in college. So, yeah, yeah, it’s one on one training and $1.
Paden
Okay, so talk to me about whether you felt like how did you feel about that service? Once you were able to stack your schedule the way you want it?
Michael Hughes
Well, you feel super, super accomplished. Right? Like as a personal trainer. It feels good. Like I got six people today. Yeah, right on. And I think that’s actually a pretty good workload. Six clients, five, five to eight clients, eight clients match a day for a personal trainer. It’s a lot of energy to knock out, you know, for the morning lunch, four in the afternoon. Sounds awesome. That’s an easy workday. But that’s not how it works for personal trainer.
Paden
I don’t know if four in the morning sounds.
Michael Hughes
No four sessions. Oh, anytime.
Paden
Four in the morning.
Michael Hughes
It is literally like four in the morning. Yeah. 5am Six. Remember, used to wake up at 4am you don’t train on the nine to five schedule, because that’s what we’re working.
Paden
Yeah, it’s true. In fitness, like you really get to experience the full range of time during the day, which it’s exhausting. But I want you to tell me what were the pain points of just having one service.
Michael Hughes
The painful just having one service is the cancelation. Yeah, you lose I probably would lose a few $100 per week and just cancellations or reschedules that got pushed to the next week or to the next month so in tracking you lose it Yeah, I mean still money in your pocket, right? Yeah, but still
Paden
have it but don’t but you didn’t get it that month that you had bills to pay right like you just push the
Michael Hughes
revenue zactly so that was the probably the biggest thing and then starting to manage You know, once you started getting above 1520 clients, you know, one on one half hours or hours, right? You know, that’s you have to manage now 15 to 20 different schedules. Yeah. And that’s a lot of administrative time,
Paden
as well as obviously making time to program. Assembly.
Michael Hughes
Well, you know what, I’m not bringing that up because the first one I first started I didn’t program. Really? No, I’m, I’m, I’m sad to say it, but it’s the truth. I just showed up. looked at him sweet, awesome. Let’s rock and roll. You I write down workouts as an actress as I’m doing it. It was programming on the go. Yeah. And I thought that was what a cool thing. I’m just programming on the go cuz I get to really customize it for the moment. And yeah, that’s certainly a strategy. Yeah. And I use it for a long time. I despise that strategy now. Yeah, but you do what you don’t know exactly. 100% I’m not gonna Yeah, I don’t want to beat up beat up my, my past self, thank you very much for telling me about that. I don’t beat it. My past self. I just didn’t know I just, you know, they don’t really talk about programming that much in, in general personal training certifications, they certainly talk about it, but not, not in a way that I thought was very, very good. Anyways, so a lot of programming, a lot of scheduling, and a lot of managing a lot of people’s lives because you will got to get personal. You know,
Paden
I remember when I first met you, and you were still a personal trainer, or just getting into the next service, which we’ll talk about here. You mentioned how much you feel like you can be a therapist people.
Michael Hughes
Oh, I think I think a hairdresser quote unquote, yeah, person and personal trainers. Yeah, I’m sure there’s another one out there. I’d be missing. Forgive me that industry
Paden
actual therapists? Well, I mean, yeah, I mean, as business consultants, I would say that you can get into therapy as
Michael Hughes
well. I mean, it especially with training and conditioning. You know, what even even doing hair, right? Yeah. It’s you’re working on someone’s physicality. Yeah. Hair. 100%. Yeah. And that’s and they walk out of that salon feeling good. And all you do is cut their hair. So how does it make them feel right? And what is what is feeling? Lets me that’s mental. Yeah, has it made them be there? I use the word there Jiminy Cricket, right? Their soul? Who do they talk to their inner voice? Right? That’s, that’s the whole, that’s what’s truly being affected by your smile, and big
Paden
is a full rabbit trail off. The topic here is we’ve dived to hairdressers and all that jazz when you just dropped some great soulful language,
Michael Hughes
but it’s the one to bring it all back into the interconnectedness, hence the ecosystem. And if you realize it’s there, if you at least, people may know, I will not call that the ecosystem. No, no, no, when it confused people? No, of course not. No, but it is the same concept or that is Yeah, but let’s,
Paden
let’s keep that that word for what we’re going to talk about, which is a suite of services that you got, yeah. Okay, so Whoa, let’s get back on track here with the second service. So talk to me about the you’d like you kind of got into the pain point. I’m just gonna give it a quick comment here. When when we you talked about it with personal training, the bottleneck was the cancellations, the bottleneck was to constantly trading time for money and zero leverage of your time. And then always, even if you put in eight, eight client work day, you still have to do a lot of administration, you’re constantly get your phone’s buzzing, and people just scheduling changes and all these different things. And, and at some point, you pretty much realize for you to take a vacation, you’re gonna lose money every single time and
Michael Hughes
maybe lose clients because they want to keep going. And they’re not going to stop. Yeah, so they’re gonna go find something else to do.
Paden
Yeah. Or you’re worried they’re gonna go train with somebody else, like their style and cut back on sessions with you or leave you. And so it creates Yeah, and so create created just this, like an like this constant. Like, you can’t get out of your work. Like you’re you’re almost a slave to the trade.
Michael Hughes
I think I think I use that term often.
Paden
Well, that’s what I’ve heard a lot of people get really excited about personal training, get really amped about booking their schedule, and then how long how many months? Can they sustain that before they realize, Oh, crap, I can’t leave the job I’ve just created for myself, which means that, that it’s yeah, anyways, so it kind of wears him down. So talk to me about what you did next. What was the next service you brought him?
Michael Hughes
Well, the next service was bringing in, it’s like, okay, let’s fool that leverage. Yeah, you know, as like, let’s just go for it. And it was bringing in group training, but
Paden
it wasn’t like full leverage. I mean, like, let’s say you didn’t you didn’t go like Orangetheory fitness. Pack them in like sardines. Here’s 30 people in a room.
Michael Hughes
Thank you. That is full leverage. Yeah, that’s full leverage.
Paden
You had you had some standards. Yeah.
Michael Hughes
Full leverage in terms of thing that I appreciate the context. Full leverage is bringing so let’s start to bring like you have like partner training, right. Two people show the session. They both pay less, but you make more as a trainer. Yeah, well, let’s compound that. Yeah. And it really came to the point like that’s And CrossFit really honestly really but started become popular with amongst trainers amongst athletes and clients.
Paden
This is 20,010 we’re talking about right? Yes, nine? Yep. Yeah,
Michael Hughes
I started to become like, okay, there’s a you know, not not the world doesn’t know about this place, but the trainers know about it and realizing that this group training is very possible. So do it. And finding this certain clients, like you got to find the right clients that would blend together first. And realizing that doing one, train one program for one person, like I got to the point, again, that I would probably write maybe I was reading programs at that time, writing, probably four to five programs for eight people. And I’ll just modify, because, you know, Jim, and, and Jerry, I saw him at two different parts of parts of the day, but they were, they wanted the same goals. They wanted to get more muscle mass, lose weight, and look better.
Paden
And they’re both around the same demographic, this emotion,
Michael Hughes
both from the 30 year old aches and pains was like,
Paden
Yeah, we didn’t guess at that point. We weren’t really happy to discuss though
Michael Hughes
you avoid aches and pains like your modification was a route you modify not to make an exercise cooler better. It was to get rid of this hander. Yeah, yeah.
Paden
So it hurts you to lunge do a push up. 100%. Like, that’s what I’m supposed to be wearing. Out of Body straight. Nose. You just got benched in the workout.
Michael Hughes
It was really just stopping the pain and keeping the moving. So you just go make the easy answer. change up the process. Yeah. So. So that is having a conversation with someone. It’s like, Hey, I think I want to save you money. I don’t think I think I’m going to go through this process. And I want to save you money and save you time. And I remember like, I like in my head, like in the big box gym talking to a client of mine. And I remember like exactly where I was, and like selling him that group was gonna be better for him. And it was like selling the fact that I’m going to charge you significantly less money. Yeah. And it’s still going to be better.
Paden
Because they easy sell going that route. I
Michael Hughes
think, well, it’s they’re so used to one on one, like, I’m going to share your time, Michael like, No, it wasn’t an easy, so it wasn’t
Paden
all right. Talk us through that for a minute. I don’t want to spend too much time on it. But what actually worked?
Michael Hughes
What actually works? Is it like you had to find just that one group of people that wanted that awesome time. You know, that, let’s call it let’s call it 945. The, the the parent hour, I’m not gonna call the mom hour because it’s the parent hour. Yeah, you know, it’s longer, but you know, it’s like, get as an end, but that one client had that time and everyone’s just kind of sneaking around it. You know, I guess I can come at 11 After drop off from school, or whatever the case is, or I gotta show up before preschool ends out. So I’m going to come at 11 o’clock, you know, and you start just, you have to really gain your people up. And it’s a slow roll. It’s it’s a slow roll. It doesn’t happen in a weekend. I wish it did. Oh, man, I worked on that for probably three to three to six months.
Paden
Really? Your roster intergroup. Wow. Now how is that financially for you? You lose money, ya
Michael Hughes
know, straight up, straight up, you, you get less money. And you have to ride that through what percent
Paden
of people were eventually bought in and how many people were just like, sorry, Michael, I love you. But you’re going the wrong direction for me.
Michael Hughes
Um, I’m gonna go I’m gonna go eight out of 10? No, eight out of 10 moved. There were some people in degree. Yeah. In the group. There was for the people who didn’t move in. I didn’t even offer it. Yeah, because they were just not the actual clientele that I was building the demographic for, like I built a demographic based program. Yeah. And it was going to fit the 20 Oh, you know, whatever. 245
Paden
Well, and then you have to make that horrible decision as a personal trainer, which is where we get a lot of resistance with our clients is like, Okay, you’re going to need to make you know, you’re going to need to make a group Well, everybody wants nine o’clock, but my best paying client, my favorite client is sitting there at 930 and I don’t want to budge and they’ve been my bread and butter. We’re best friends. And you’re like, okay, sorry, but you have to realize that that it’s better for you can serve a lot more people and make better money which stabilizes you and your business and protects you from the hobby job scenario. So you can have to make that call
Michael Hughes
right. And it was interesting like as as I was making that transition the clients liked it. Like to me it’s like I use this the this term a lot. You got to get butts in seats. Yeah. To be people to try it.
Paden
Yeah, you know, yeah, just try it. If you hate it, you can we can talk about
Michael Hughes
it. Right, exactly. And the workout was harder. They got more value out of it from a workout. Because in personal training, I think a lot personally, I will admit this. There’s a lot of chatting in personal training. There’s not a there’s our
Paden
banker, literally just booked a one on one with you last week just to talk to you and he literally told me is the best money spent on money. cuz that was like you really didn’t train at all? A little bit. Oh, no,
Michael Hughes
definitely no funny. But as a personal trainer, I’m going back to even my first job at Bally Total Fitness. I had clients literally we talked the whole time. Yeah. And I said, Gosh, I can’t charge you for this session. They said, and of course you will. Absolutely you will. This was a great hour for my day. I get it. Right. That’s the whole theory side. Right. Yeah.
Paden
It’s connection. There’s so much more to personal training.
Michael Hughes
Yeah. So there’s a lot of chatter. So therefore, when there’s chatter, there’s not much working out.
Paden
Yeah. So when you get in the group dynamic, then they’ve got a partner, they maybe a little bit competitive, because you’re trying to pair people with like, skill sets and personalities, and
Michael Hughes
a lot less chatter or chatter within a small, like the like, the clock shuts people up. I don’t mean that in a negative way, right. It’s time to go now you gotta go. It sets the parameters and boundaries. Yeah, exactly. So I don’t like the word Shut up. But, you know, it gets people moving. So getting that going was great. But then I realized, you know, that group is awesome. You know, it really is so cool. But it’s really hard to cancel a client that you’ve been with for a long time. I don’t mean canceled culture. Sorry, that’s a hot word. Right. Right. Right now, you know, but to say, I can’t train you anymore, because I have this group coming up. Yeah. And that was that was hard. That was really hard. And there’s a few clients I just held on to I don’t, I don’t believe in getting rid of one on one training altogether. Yeah, I really don’t. There’s a huge, we’ll talk about that. Yeah,
Paden
we’ll talk about how we really brought it brought back in emphasis, and with a smarter approach, but
Michael Hughes
in the beginning, I did. I only kept I think I only kept to Yeah, to personal training clients. And then what I just went group hard. Yeah,
Paden
hard. And this was back when honestly, like you were saying CrossFit was just starting to get into the model of like, kind of a smaller group feel. Compared to like the the trainer on stage follow along with me like that was really when when you started figuring out the leverage piece was before Small Group Training is today. Or honestly, fitness now? Yeah, it is. But it wasn’t at the time. And I think that was one of the coolest things. Were like you didn’t have a model to follow. You’re just like, I just need to make more money with this. This seems to make sense. And then you were like, how many people are on a Navy SEAL? Team? Great. That’s the number maximum or human
Michael Hughes
exactly what it was.
Paden
So you kept your, your your numbers? And I think it’s
Michael Hughes
six if mistaken. Maybe it’s eight. But yeah, I was like, Oh, cool. So that’s, that’s the sample size of the team? And maybe is, yeah, that’s not the impulsive way to to make a business.
Paden
Yeah. So we ended up kind of playing this doing this dance of value and leverage, right? It’s always in value can be your value, but always the clients value and people will pay where value is clear. And so it remember like, it was like, Okay, well, can we get it up to eight people who, gosh, I remember being like, nervous, like, can I take two more people? Is it going to ruin it? Are people going to be perception of lower value, and it was like worrisome for you? Because we
Michael Hughes
were charging $30? A workout was six. Yeah. And first, and that’s like semi private. As we look at it, you know that the heavy, semi private,
Paden
but I’m glad you’re throwing these numbers out. Because if I was a trainer, I’d be like, literally, like, how did you do it? What were you charging? So this is good. Yeah. So
Michael Hughes
then I dropped the price, because I felt that more people should be cheaper price.
Paden
And that attracted more people to it, because they could afford it different level different different types of people could afford different things. So okay, so then you just have one group training. How do you split into two programs? Because that’s the next thing you did?
Michael Hughes
Yeah. So then it was it was build one program. And then it was actually in an internship that I was experiencing. And this is what I want to emphasize to people so much. Learn from others. Yeah. Best practices. Yeah. hire a coach. I joined an internship with another gym in town, and they had to two groups. I was like, What a great idea. I get I get they get the high level athletes and the just the general training at the same time, two different workouts. One coach managing two workouts. Yeah, I was like, What a great idea. Okay, let’s let’s do that. Yeah. And I just I just implemented it, and it’s double the programming. But the cool thing about programming group you have to program there is no, I mean, I do know of Jim’s Yep. That just show up and do group programming on the fly in
Paden
most training. Most
Michael Hughes
hope so. But that’s stressful. Yeah, he’s got it stressful. So he is writing two workouts and then you describe one, they get going and describe the other and they get going. And it’s great. But two is not enough. Not enough.
Paden
Well, because you had like the intermediate fitness people, the more advanced fitness people and then what? This is one of the other key pieces of how to build out your business as you need to listen to the voice of the customer. Not just all voices, the ones that you go, Oh my gosh, you’re literally My dream client and when your dream client speaks, and you like, that’s where you get this like intuition like, that’s right I need to do with that is not just I’m not advocating anytime anybody gives you an idea, go and build that I’m talking about when somebody gives you an idea and you look at them and you say, I could build a business around you
Michael Hughes
as a client. And that client I just saw this morning was pretty cool. Same yabby Yeah, the same client, the mother of aro
Paden
Yeah. is now called G one for group level one.
Michael Hughes
Yeah, so it was it was building that building that intermediate level G two as we look at it now and then starting G two and then those trainers, those athletes got good. So you bump them into the G three different and then and then But then literally trying to say okay, well, let’s get let’s get the baby boomer which was my that was who Michael Hughes was designed to train.
Paden
Yes, the over 40 crowd is your like, I swear that’s who we built our business off of? Yeah, because every business can attract 2030 year olds and fitness 100% like that. Do you don’t build a business around the demographic that shows up all the time to every fitness program under the sun? You build a fitness program around negative demographic nobody’s chasing and then just dominate that. Yeah, yep. So that’s like another little tip in there. specialize specialize and so you saw when Debbie said I want to do it but I can’t do what did she say?
Michael Hughes
She said I can’t do the buck I can’t I can’t get the impact my knees can’t manage that. I’m a great athlete Michael cheese certainly is my niece can’t manage that and she said
Paden
if you can do this I’ll bring eight friends or 10 friends or how many friends she said it
Michael Hughes
was it was four but but you could build with four
Paden
plus her five starting out as a group you can be profitable
Michael Hughes
I was amped I was like for like for you kidding for that’s big money big miles camp like heck yeah, I went and started writing that program and really talked to Trevor about it as our coach at the time and it’s great idea like you know, because we have time we had like six six stations is always six stations one per person, hence why it was six and Bada bing bada boom like this isn’t me stretching built into it. And this it’s not gonna be just hardcore. It’s gonna be that and travel like that’s a bad idea. Don’t throw stretching. I hate that. We didn’t put stretching into it. But now we have a whole stretching group class.
Paden
Yeah, went over some of our most popular classes today or recovery base. Yeah.
Michael Hughes
Yeah. And that was that was it and that’s and then our group one blew up and that’s when we started heading to having times like 3pm Yeah, because it crazy to
Paden
11am because it’s like we had like the diehard 6am errs like the type a of Type A’s C suite executives showing up and then it goes into kind of like the the self employed men, the the mom, the soccer mom crew, then it just kind of like oh age mom, school age mom crew, and then there’s like nothing and then there’s the noon crew that super intense kind of modeling after the 6am. And then it’s sort of this lull until it’s the four or five and six in the evening.
Michael Hughes
I think we’re doing a four o’clock who’s gonna show up to a four o’clock? Yeah, it’s, you know, they’re still working four o’clock the way busier than the five. Yeah, but because it fits our demographic has to like splitting off work earlier. Yeah. So
Paden
we ended up being able to fill some of these pockets because that’s the other dilemma you get in is like group training. You look at a lot of schedules, and it’s like two in the morning. What do one in the afternoon and three, or maybe like three classes. Thank you. Here’s your class in the morning. You know, that’s like the peak time and then there’s a couple maybe like mid day maybe one
Michael Hughes
Okay, so one of our old one of our all time she’s talking Coronavirus, is she she brought me one of my first flyers. Oh, I know. It’s so cool. It’s and then Jackson ripped it. Oh, no. It was our son. Anyways, classic. It’s okay. It was in pristine condition to first time of the of the morning Tuesdays and Thursdays 5:30am. My first group 930 And then noon. Yeah, there’s my three times.
Paden
So but could you survive happily on the income that those three times could
Michael Hughes
as a as a hobby job trainer with us as a trainer? No, there’s Yeah, yeah. I mean, choose me. I mean, it depends on your quality of life. Right? Yeah,
Paden
it depends on your standard of living we’re in California if you were in Oklahoma might be different.
Michael Hughes
You’re different. Exactly. Yeah. But in San Luis Obispo Central Coast California there’s the payroll of life for mid 20 year old was just was not just fine. It was doable. Yeah. You know, but you know, okay, so as a parent as a career Yeah, no, no way
Paden
so Okay, so we’ve got three different levels of group training. Now you’ve held on to your to sweetheart personal training clients. What was missing for you because because in the backdrop of this, you You’ve massively invested, you literally invested half of your annual salary in one year into a continuing education program that was 10 months long, which I just have to say like, that’s a, like, that’s a baller move, take half of your salary invested in the program, I just want to say that because a lot of times we get quibbled about, you know, price, I can only afford something for $99 like straight up, you are not going to elevate your career for $99. But if you’re serious about really skill acquisition from a place of science and knowledge and true mastery over something like you’re gonna have to put some dollars down, but but in the backdrop of building out your group, you had built out your skill set, and then you became obsessed with solving musculoskeletal dysfunction. But then you walk into a group dynamic, and how are you going to help somebody whose left knees hurting in a squall?
Michael Hughes
It’s the craziest, like every session, you just see. Yeah, all the problems of your program, you see all the problems of movement.
Paden
So the smarter you get, the smarter everything has to get otherwise, you constantly feel like you have impostor syndrome about every element of your business, right?
Michael Hughes
So like, every time we’d read write a program and like, Gosh, what a crappy program. I remember Trevor and I, like, Man, I can’t believe you wrote that. Yeah, like caught him. Write this. I’m we still do still feel like that? Yeah. It’s so it’s so fascinating. Like, gosh, we actually wrote that. Wish you did that. So that we could control Yeah, but you can’t control someone’s knee pain in a group session. So you try to do like, straight up, like things that we do in one on one training. Like, remember, Lucas was here, like the dude was doing, like some straight hands on, you know, guiding of bones. In a in a group session like, dude, yeah. All right. Yeah. You know, it’s like, we got that, that has its place in time, you know,
Paden
but you’re ignoring five to examine humans to give all of your attention. And then it became this whole Hey, that’s, you people are feeling ignored or getting feedback that like they playing favorites, because clients think you’re playing favorites. So like
Michael Hughes
this heart of gold type of training, that’s what it was, comes down to is like, you know, you have to you have to have your place in time, like, you know, so we realized that we have this capacity to do more as a trainer, but we didn’t have the service offering to do it. So we sold them into one on one training. And that was our revival of one on one training. But truly not the true revival is I it was our initial one.
Paden
And the goal was never though I want to be super clear, the goal was only to be like, okay, when you’re when somebody’s in a place that’s impacting their ability to, to continue to work out at the level they want when they’re getting frustrated. And when they’re considering stopping. Like, it’s in that moment of complete frustration, where we say, Hey, can we put a couple sessions together, you and I? And can we try to get to the bottom of this and teach you how to foam roll and teach how to do these different things, pre and post your workouts so that we can help you stay in the program? Because it became very apparent that group training spits people out,
Michael Hughes
inherently inferior? is just not focused enough.
Paden
Yeah. I mean, we and we obsessed about smarter programming and blending, restoration and performance, which is like our signature, which helps, but it’s not it’s
Michael Hughes
perfect. Not perfect. It’s just, it’s just the nature of the beast. So I remember like, after sessions, we just hang out with people for like, 510 15, half hour sometimes. Yeah, host session, just helping them out which, which is good business, right? Because well, hold on. Oh, hold on. Let me finish my thought here. It’s good business, because you want that person to continue to train with you. And you have to keep in there. We didn’t have the service offering to get paid for it. Yeah, that’s bad business.
Paden
Because I came in sort of like, at that point, I was engaged in the business and running it. And I was like, there’s just no way you can we can spend half an hour with clients after every session like, This is crazy. And then if we become known for that, what happens when three people are hanging around trying to get more time and like, we need to find something to sell them or we had a session coming up in Yeah, five minutes in five minutes. And then and then they’re frustrated, because they don’t really know what you’re trying to do. And then it’s confusing, and they’re trying to be nice, but they’re totally unclear with what you’re up to. And no results are made. And it’s just as awkward interaction. Yep,
Michael Hughes
exactly. Exactly. Exactly. So it’s like, okay, hold can’t win in that scenario. No,
Paden
you can’t. And so like when you have a bleeding heart that just wants to serve people, that’s your biggest asset, greatest liability. And if you don’t have a clear path for people to continue to work with you at a higher value, both costs are spending more, which means they care more and they show up more as well as you’re showing up to the table going, Okay, I need to make sure they get every dollar of their value out of this session. And so the the value proposition chips,
Michael Hughes
right, so what we do is our sessions at that point, we’re like something like down to like $9 $12 $15 workout per workout. And so we’re now selling at 90 $100 an hour. Yeah, when they’re spending that up. month. Yeah. And it was a hard sell. So people just say like, I really appreciate what you can do with like, honestly, they would say that I totally get what you’re trying to get me to do, I’m just not going to pay that. If they couldn’t afford it or the case, or we wanted, we also have
Paden
this stigma of your personal trainer. I’m gonna go see my chiropractor definitely go see my doctor. Like that was like, the amount of even to this day, the amount of clients that we continue to have who would still be like, I love you guys. You’re awesome. I’m still gonna go talk to my chiropractor. It’s just the institutional bias is so
Michael Hughes
profound. It’s deserved. Yeah, but not here.
Paden
It’s still a bias. bias isn’t entirely mean, it’s
Michael Hughes
good or bad. That’s true. But yeah, and so the so that was a tough battle. And and that’s, maybe you want to ensure the next step? Yeah. So
Paden
then you had a habit, I want to say like, you’re there’s a lot of different kinds of innovators out there. Like there’s people who like love to stare at a blank page. And like, from the blank page, like the entire 3d Castle is built, like they’re just they love the blank slate approach. There are other people who like could stare at a blank page and be like, I don’t know what to create here. And they they are improvers, they they want to see how something is done. Because instantly they can see how they could make it better how they could tweak it, how they can make it theirs. And you’ve always been that kind of innovator, the second one. So for you you do I want to say like three or four years in a row, you do like a pilgrimage to go and see like really cool and inspiring facilities to you. And you would spend a couple of days and you would let the owners know like I’m coming. I just wanted to check some classes out I want to take some classes, I want to talk to you and want to learn what you’re up to. And the number one place you would go to be trained for the game in Austin, Texas. One of our sister brother gyms and we love them.
Michael Hughes
Shout out to Chris Braden shadow. Todd right. Shout out to Davey. Shout out to Jessica. Yeah. And all this. Yeah.
Paden
So and Logan. Say Logan am too anyways. You would go there every year. I want to say every August
Michael Hughes
I went twice. Okay, twice. Maybe? It went more. No, no, no. Yeah,
Paden
I took me once.
Michael Hughes
Yeah, exactly. I went with, with with my good buddy and fellow gifter. John, that was the first one. And then went back with you on much more of a like, hey,
Paden
I need you to see this business model. Because I think we need to look, we need to understand it. And they were so generous. And like they made time they told us how much they’re paying people they told us. They showed us how their programming they showed us the how they’re charging. They should talk to us about how it’s open
Michael Hughes
sourcing. Yeah, I mean, a betterment of
Paden
100%. And it was like these, it was so beautiful. Because in our industry, we’re so damn competitive. And it’s like we all like guarded little trade secrets. But like when a freaking place in Pennsylvania wants to learn about what we’re up to, like, how are we not going to tell them or, or now we’ve just figured out a way to put turn it into a coaching program so people can learn from us like with our focused attention, and not just if we happen to have an extra 30 minutes if they drive six hours to see us right. But we do we get people coming from all over the world coming and being like, we want to come hang out with you guys. And so I guess we’ll throw this out. But if you’re listening this podcast and you’re like, that sounds like a great idea. I’d love to come see what Gymnazo is all about. Please let us know.
Michael Hughes
Please. We love it. Yeah, we love it. Love it. Love it because I’ve been it I’ve been
Paden
will set you up with some sessions to kind of get you into the feel of all the different things we offer. So
Michael Hughes
and now we got a sweet airport that flies in from a lot of places. Yeah, pretty pretty. Pretty simple. Yeah. A lot of people drive just fly.
Paden
Yeah, don’t they always like fly? They’re gonna I’m gonna fly from LA or drive from San Diego. And it’s like, Do you realize it’s like a six hour drive seven with traffic like just fly like anyways, so I know. We’ll take you to dinner. But anyways, as the week so you end up taking us taking me with you and we see what’s called semi private which
Michael Hughes
is in the industry is it’s more properly known as small group. But to us small group is one one on 12 Yeah. 116 This is one on four. Yeah, right. So just to be clear, right? It’s one on for training. And it’s specialized and a lot and then what they did it was really it was I loved it man Chris did a great job. He gave me a unique workout you did in fact I some lower back pain at that turns out
Paden
he asked you and I a couple questions and literally uncited the session with two other real clients and we’re like the like what the heck are we doing and he’s like Peyton go over there and foam roll this Michael I want you to get in the stretching cage and do this and then these other guys like know enough to be like, okay, they’re going through their first little locomotion drills. And we’re like, wow, he’s literally caught like orchestrating for different workout programs for different athletes from with totally different things going on. He just wrote rocking it. It’s literally
Michael Hughes
an orchestra and it was so badass and I felt and I literally felt that that was my personal workout and Chris came over and he said To me when I needed it, yes. But
Paden
he wasn’t watching your assets you squatted. Like, that’s literally the thing that I hated about personal training.
Michael Hughes
It’s something was like it’s too much attention. Yeah. And it allowed him and we knew what the business pricing structure was and how it all worked out. And it made way more financial sense. Doing that than a one on one. Not as much financial sense as during group. But you got the best of both worlds.
Paden
Yeah, but you can and you get your VIPs because there’s a demographic that’s like, I want a higher value. But not like my best friend Todd, chit chatting with me as I’m trying to breathe through freakin hard exercise, like, so you kind of get it to us. It’s it’s ultimately the coolest thing ever. And our coaches love it, like you want to energize your fitness staff, throw them into this kind of training model. And they are lit up because they are on they are problem solving. They’re going they have curated the programming, and they are just dynamic.
Michael Hughes
The key on this one, though, is the back end. If you don’t have a strong back end model on how this system works, you gonna be stressing yourself out. You mean how to program and because most people just give one workout and just kind of tweak it for those for those first four or five people. That’s how most Yes, from what I’ve found, from what I’ve seen, from what I’ve been told, we do that for the group. We do that with 16. Yeah, yeah, we tweak for all those 16 people, and they do one workout, right, that’s what we do that too, but to program for people and not be constantly programming, like we have a system on how we program file system. If you have multiple coaches training one person, we highly, highly suggest that, you know, we want multiple eyes on the same type of of the same clientele. It’s not me only training these people. Because you get so much more done, you get so much more impact to get so much more than what you think it just building the backend service, the communication that I have to say that because it’s like, how do you do that? Well, I want this podcast to be a moment to share that just a little brief.
Paden
Yeah, so that was like the sweet spot. And so we got that inspiration from train for the game. I gotta give him some credit. That was powerful. And I felt it and I was like, Okay, I see how this is, like if we’ve got exclusive, which is what we call personal training. And we’ve got these three levels of group semi privates, like such a perfect in between spot because you can tell people like who are injured or getting in getting funky in in the group fitness, but they don’t want to stop but you’re like, I can see the writing on the wall, like you’re gonna get an injury. And you’re just stubborn enough to not want to stop because you were so in love with the routine gives you we get it like it’s really powerful. Here, it’s not 150 bucks an hour or 100 bucks an hour, it’s 4040 bucks for the hour. That’s an easier sell. But then the problem became, you can’t take people from group and plop them into semi private. How do you program for somebody without analyzing their movement? And that’s when you said we need a screening like a movement screen that we can take people through and actually figure out way more than just the shoulder that’s bugging I’m like what’s really going on in their body
Michael Hughes
like all these different things we came through we came through it by trial by fire and air yes completely. We just people jump into into super private sign up. We have no idea who they are. Yeah, there’s
Paden
no program written. No coach was totally stressed out going like I don’t even know. But like one coach said they were having elbow pain. What was making you have elbow pain? Well, I don’t know. I kind of forget what we were doing. Great. Welcome to the workout. So
Michael Hughes
you’re doing a movement assessment in real time, while coaching through other people like art is like, Okay, this dropped you in the full deep end with waves. So it’s really it’s really cool. So we set parameters, right, we we set up signup walls, you know, like, you can’t just sign up for G three, you have to test in like I mean, that was a big that’s a big process for us because people get into GTA Gosh, you’re just you’re just not there yet with your with your movement.
Paden
Well, that’s, I want to keep going back to the 3d assessment. Well, that’s important
Michael Hughes
but as of that same line it was like you can’t just go do that some of you just can’t go do that. So we have to we have to have some some some sort of baseline. Yeah, and putting up walls structures, impassable signup walls was perfect.
Paden
I literally kept thinking of you actually resurrecting walls. Oh, yeah, that sorry. I missed that metaphor. You all Yeah. Anyways, we gotta keep kind of rolling.
Michael Hughes
People just couldn’t sign up for semi private they had to have a one on one assessment moved assessment first. Then we click a box in the software then they can go sign up for it. Yeah, right. But we had to do that though. We had to actually put up walls metaphorically.
Paden
And that barriers Yeah, I don’t know. That’s better. So then
Michael Hughes
it gave the coach time to assess to personally connect, which is super important, and builds belief
Paden
around how smart we were what we knew get them to feel it in their body because once they could believe that we knew our shit. If they would stay and
Michael Hughes
put together the strategy and have enough time to actually build a program, yeah, that another coach could implement. Yes. And that was that was then
Paden
the key coach that does the screen, which by the way had to be a senior coach like you, we had literally for every one of these services, we have levels of education, you have to be certified in to be even able to coach. Once you’re certified. We have to like shadow you and work with you until we know you can handle clients. So it created this career path for brand new trainers. Sidenote, that was super important because you got to ambitious extroverted coaches, they aren’t going to be happy staying in your company, if all they do is do six group sessions every day.
Michael Hughes
Yeah, I was just talking to Mitch about that. Like, like, really? Like, I was really loving my job because I was the one coach doing one on one. Yes. And doing group and everyone else was just doing group. Yeah. And it’s like, how much fun like this is so cool. Like, I was loving my job. Yeah. But then we’d had a limited college coach at that time. So perfect. They just went to grad school, they left us it was great. It’s perfect. But then we start having careers like, and like I remember the first time of coaching, I’m getting boarded in group. I’m like, almost like a shot to the heart. I’m like, what? You love me, bro? I know. But like, Duh, of course, you’re gonna get bored doing the same thing over and over and over again, if it’s a new workout, but it’s the same energy, same mindset. Same people sometimes like Yeah, same 530 group, whatever the case is, and then building this thought allowing them to go to one on one like this is just like years of process now doing this. And then finally moving into our building we’re in now where we can actually fit so I private running at the same time as one on one running at the same time as group just didn’t have the space levels
Paden
of group. Yeah, our footprint is around 13,000 square feet right now if you include the outdoors is like
Michael Hughes
18,000 trainable square footage. Yeah, is 13,000 Yeah.
Paden
So anyways, just we like to say that because it’s important. It’s really hard. We do it so much in our industry is like comparing apples to oranges and feeling bad. It’s like no, no, we want to bring you into the journey. Because who you become in the journey is the most important part, I believe, because
Michael Hughes
I remember being at our second location with we had 6000 square feet of trainable space 5000 Actually, yeah. And we knew we wanted to do semi private, but we held off. Yeah, we could because we didn’t have a space for it.
Paden
Yeah. And then what we had to do sidenote, because we had a bunch of people in group we had semi private, but we’re like, well, we have to, you know, you have to open a schedule up. So people want to sign up, but then you and then you have to allocate a coach to that. But if it’s empty, who gets paid, like so then this is like a whole business backside of this. But we had to offer all of our group coaching, or all of our group clients to free semi private sessions, to see if we could kind of move people into semi private and we ended up doing that. But the biggest feeder wasn’t that the biggest feeder was, hey, you’ve got a movement dysfunction showing up, let’s do a 3d assessment. We use that assessment to educate you empower you and build trust with you, then that coach builds your first workout program and you go in feeling like a rockstar because that new coach knows literally everything that you just said, which you honestly can’t even say for most medical departments. Sorry, they barely pull a file on you half the time before they’re asking you regurgitate the same information. So like, that was like a big moment of a win. And then it was like, okay, then we kind of fit it found its people, its tribe, and then people ebb and flow out of it. But some people love it and stay. And so the power of what we just talked through in the last 45 minutes is like, here’s, I want you to take us through the ideal client journey real quick. But what we just told you from every one of the services is what we refer to as the ecosystem of services that we offer it Gymnazo. And we advocate hard for this because of what it does to lifetime client value, as well as retention.
Michael Hughes
And the key thing is retention. Yeah, so the cool human ecosystem is it doesn’t matter where you start. Yeah, it doesn’t matter. entry points on every single spot except for G three, but every single spot, and that’s a coolest thing. So if
Paden
someone isn’t looking at a visual right now, like walk them through for somebody brand new walks in what Where where are we directing them? And how are they? How was a typical baby boomer walking in the door? How are they going to experience what we offer? Gymnazo? Well, how do we design it?
Michael Hughes
Perfect. So let’s say a baby walks in and they want to do fitness. Yeah, we asked them a simple question at the front desk staff. Do you have any pain? How do you move and like, oh, I move great. I feel great. Good. You go to group, group level one. Group love level one. That’s where you start. And you can that’s it there we don’t even give options on going TO to level one. We want people to start at the basic level. And then from there get a workout underneath their belt because our movement is different. Our three dimensional movement training is different. A lot of people just want to jump in into two or the cases like start with one even higher level athletes. Start with one get a feel for it. This is we’re doing a free session, and then you can go into the next tier, which is to where the case is. Someone comes in, they have a little bit of movement, pain, boom, movement assessment,
Paden
we actually have a system, I’m pretty sure, like, correct me if I’m wrong in real time, you have to do a movement assessment within X number of months of signing a membership with us
Michael Hughes
to clarify that you can come in and do a group workout first trial package. Yes. Which most people do.
Paden
Yeah, I think this is important because TV will attract people with a good promotion, get them going, don’t throw up a wall and say, We have to screen you first. And all this stuff like you’ll actually lose more people that way, because it’s just a higher barrier to entry. So we’ve kind of said, Okay, we want that quality, but we need to get them in kind of moving. So once
Michael Hughes
a bit once that promotion is over, which is just a it’s just a good deal. Yeah. And then let’s make a member and then they have to do that movement assessment within I
Paden
think, a first month, I think we say, because, you know, they have to find their schedule, they want to keep their routine. So we really just say okay, like within this first three days, we don’t do you know, an application fee or whatever the heck that is, because everyone feels like, Are you kidding me? You’re gonna charge me nine bucks for you to literally type in as you’re talking to me five pieces of information. Come on, What a rip off. So we go, okay, that doesn’t feel good to the customer. We’d rather get some them to spend some money in the first month, setting us up for success with them. So we can win them over long term.
Michael Hughes
Well, they want that. Yeah. Who doesn’t want to? Yeah, so kind of adopt the mindset
Paden
will always lose money on a brand new client? month one? Hell yeah. No, because we’re gonna keep you for 20 months, like pretty much for sure. And so like, I think when I ran the numbers on this a while ago, it was like, the average person spends like two and a half years with us. So it’s like crazy, like, that’s huge. And then you figure out like, that’s, like, every person you land as a client is basically going to spend like six to $7,000 in your business. You got it, like, I’ll lose 100 bucks for that. That’s a no brainer. Yeah. But the ECOSYS anyway, so. So can I just, can I just do maybe I’m just gonna do this, okay, someone brand new walks in, we give them the trial, they get a chance to kind of figure out which level of training they should go into.
Michael Hughes
I’m gonna do it. Thank you, though. Okay, because I want to talk about this, because it’s so awesome. Because it’s how it’s built. In the firm, they’re the one on one is, is a great thing, because that’s when they understand what they bring to the table. It’s super important. People don’t know that they have a dysfunctional movement, dysfunction, walking through your doors, everyone does. Everyone brings baggage to a relationship. That’s the way it goes. So what do you do about it, you unpack it, you say it’s there and you work on it. Now they can work on themselves, or they can hire someone to work on it for them. And that’s where you have this amazing opportunity to say, I think you know what you should go to group, but you shouldn’t do just group, you should also do semi private, as well for two or three months, or do it two times a week forever. Whatever the case is, and it gives that client an amazing opportunity for them to invest in themselves, and make their group last longer, the fitness lasts longer. It’s all about sustainability. How do you keep something working out for tomorrow for the next day for the next day, I’m just ripping them and killing them for that one day. So I’m working out hard at working out smarter. So we have this option in that assessment to say, you should go to group your dad, in fact, you should go to level two. And in fact, I want you I want you testing at a group three in a month, it gives them a roadmap, I think that’s why we have that big poster is that whole big poster into my private is is what is your path to success. And from there, you get this opportunity a one on one time, they say from the movement assessment, you can go to semi private and so so we will stay in semi private and just do something private, and they love it. But then we built even another little side thing where they can do semi private and group in one membership. And that’s and that’s like, that’s perfect. That’s absolute perfect. If I could restart Gymnazo all over again, everyone would do semi private to some degree and group versus waystar at a time at least, or even once a month, you know, some sort of reset, because group is so awesome. But it’s it’s not enough attention for the human body. Like just like you everyone takes their car in to get serviced eventually. And that’s what I do human body needs that needs that one on one touch point. And it’s not one on one, but that same kind of focus every now and again. And I think that’s where we lose a lot from these franchise fitness places. They just don’t have it. So they’re going to churn through clients and coaches, because it’s boring. Yeah, to do that. So like today I started my session with a semi private. Then I went to a group. Then I went to a one on one. Like I did three different hours of work and Three different mentalities, three different ways of energy, three different ways of treating clients. And now you’re doing podcast on your podcast. And I’m gonna go back to group. Yeah, I’m gonna end my day with a semi private. Awesome. What a great day. Yeah, great day, burnout, zero excited. So
Paden
back to the client experience. So the way that we’ve orchestrated this, and we should put some graphics up here, where you go, like, you come in, you get your assessment, you go into exclusive, you go into semi private, and then you enter into group. And then people in group can kind of come back into different sessions as they need tuning up, as they, you know, yanked something, they were bouldering with their friend, they went on a big climb, and they roll their ankle and they want to come back and, and we’ve saved so many people from falling off the bandwagon of fitness, because we have something in place for them to, to go to in the environment that they love.
Michael Hughes
Yeah, that’s the best part because they’re going to get deemed Your training is not perfect, and their bodies do not operate perfectly. So what happens when it does happen? Yeah, not if when. And that’s been, it’s been huge. It’s been an absolute huge. And I think we’ve you’ve mentioned, you mentioned this as well, like, we didn’t really grow our membership that much.
Paden
Yeah, there was one year where we literally doubled our income by only adding like 10% More people was insane. When I went back and looked at it, it was simply because we infused the ecosystem. And then we had like the assessment, we were pitching exclusive, and then we were proactively moving exclusives into semi private, like, the goal of exclusive is to get them into semi private, where the value proposition is better for everybody. So like our coaches, it’s like, well, we’re gonna move through exclusives, but we’re gonna try to get you to like 80%, better semi private, we’ll take you the rest of the way. And then if you choose to integrate back in a group and get more, like lower prices, and more social interaction great, or you can stay in semi private because you just freakin love it. And you’re like, I just feel amazing.
Michael Hughes
Yeah, it’s really what I love about this job, quote, unquote, is, the more money we make, the more people we help. Yeah, it’s just it’s just like there’s there’s no extortion going on. It’s just like, we’re not. There’s it’s always a win win. Yeah, always a win win. And it’s the ecosystem business model that I don’t know. I love it. I absolutely love it. And I think our clients would say the exact same thing for them to have access to that not everyone does it? Yeah, a lot of people just do group. But they know it’s there. Yes, they see it, they literally see it, there’s some private going on to sack same time, there’s a movie session going on the exact same time well, these they’ve all done the movement assessment, so the coach have the opportunity to let them know. Yeah, and they get a personalized video on what they should do about their movement.
Paden
We should mention that with the 3d assessment that you get with us part of it is we put together like a little homework video that we then you have lifetime access to around the issues and the dysfunctions that showed up. So for example, like a five minute pre workout stretching sequence specifically for your body, right.
Michael Hughes
And that’s that and that’s, that’s money. And it’s a piece of paper. It’s a live video with audio, video, the whole thing. And it’s literally custom every time we actually tried. We tried to rubber stamp it and see just looked he was like, No, we just can’t can’t do it.
Paden
Yeah. But but that’s a huge value. So it’s like Welcome to juveniles, oh, here, wow, let’s take care of you. Let’s analyze the hell out of your body, let’s connect, build trust. And then here’s your own personal, like before bedtime, or when you wake up or before the workout or after, like, here’s what you specifically need to do to feel amazing. And it’s like, what an amazing customer experience. So hope so. Right? That’s the goal. Yeah. Plus, we have an intake form that they fill out at home that allows us to have time before the 3d assessment to kind of know what to look for. But
Michael Hughes
yeah, um, you know, I love seeing like the back end of buildings and places like that, like I love to look at see, like how something’s actually made. And when I look at our ecosystem, what’s not what’s most impressive is the back end. Yeah, what clients don’t see. And you know, if you want that in your business, then I highly recommend our multi dimensional movement coaching program, because it goes into the back end of all the things that have done the decade plus the pain I’ve been bantering back and forth to I mean, seriously, you know, I love about our relationship, you know, is that we don’t agree on things we are literally opposites. Yeah, and a lot of ways and a lot of ways and that’s I that’s been a huge value with the case is and this podcast has been a bit of a therapy, but times doing it’s been actually fun, truly, and it’s to understand how that all works into a coursework that is has personal coaching in it is something that we’re really proud of, and if you want to check that out, check it out in the show notes. But it’s really transforming a lot of trainers lives, and it’s exactly what we have done over the decade plus,
Paden
yeah, without all the twists and Hearn’s. It’s sort of like, you know how, like the journey goes, like there’s twists, turns, there’s boulders, there’s, like crazy things that your obstacles are going over obstacles. And then all of a sudden, like, someone can look back and go, Oh, we would have just gone from A to B. Right? You could have total bird’s eye view. Yeah. And so we put that into a into a coaching program for people.
Michael Hughes
Yeah. So that’s all I have to say on
Paden
Yeah. So that’s our episode wrapping up there on what we mean when we talk about the ecosystem and how it can be a huge advantage to customers, to the owners of the operation, really getting to higher leverage, higher value retention, better lifetime value, and coaches alike. And it really creates a career path, and different levels. And like, it’s just been really powerful across all those kind of three demographics, you really have to pay attention to, to run a good business. And so that’s what we get excited about. And we’re not done. I mean, we still have specialty classes that come in and, and keep it fresh, and we’re doing all sorts of stuff and developing even our own piece of equipment, which will be super exciting to unveil Exactly. That was the first public line out there. I get really excited about that. If you’re still listening, like Well, welcome to the insider circle there. That was a, that was a good moment. But yeah, that’s what we’ve built it Gymnazo we’re really proud of it.
Michael Hughes
Cool. All right. Thanks for listening. Hey all. I hope you guys enjoyed today’s episode. And if you did, please share it with your fitness obsessed friends and peers who are also navigating this world of fitness and trying to succeed the trends and misinformation. As you guys can see, this podcast is basically a masterclass for trainers wanting to level up in their coaching skills, and their fitness business model. We launched this in 2020. Because you and your fitness tribe deserve to see an unfiltered look at all the aspects of what it takes to stand out as a next generation coach, and build a successful fitness business. So share it far and wide. And please, when you do do me a favor, take a screenshot of this screen and share it to your social media accounts and use the hashtag Gymnazo podcast that’s hashtag Gymnazo podcast that way we can see you and share your posts with our audience. And finally, when you’re ready to go to the next level as a coach, or in your business, and to reach more people, please go check out gymnazoedu.com. We have put together the best 90 Day coaching program on the market for trainers wanting to become a masterful practitioner, and build a business that gives them the freedom and impact. So let us help you do just that. We have online training and one on one coaching to guide you through a full 90 Day certification. We even get you training our clients live because it’s always better to work out your kinks on someone else’s clients than yours. But we promise you this, your clients will be blown away by the transformation our program will help you make you’ll be masterful at a whole new level and part of an incredible community of coaches worldwide, taking their skills to the next level. So if you thought this episode had some fire to it, and inspires you to take action, wait until we see what we deliver on this program. So just go to gymnazoedu.com. And we’ll see you on the other side. Remember that turning your passion for fitness into transformation and sustainable business is critical to reaching the people and lives you were put on earth to help it matters and truly can make an impact in other people’s lives. So hope you do that. Keep sharing a passion and we’ll talk to you soon.
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