Jason David - The Gym Owner Is Never the Problem

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Every product team has that moment.

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Someone pitch a feature

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and says, "This is the one."

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Sometimes they are right. Sometimes

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they are very wrong.

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I am Marco Benitez.

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And I am Jonas Duker, and this is This

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Feature Will Save Us,

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where we dig into the decisions,

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debates and occasional disasters

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behind building great

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products. Let's get into it.

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Great to have you, Jason. We are very

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excited to talk with you.

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As you know, this is

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This Feature Will Save Us.

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And very quickly, we're going to start

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with a quick fire chat,

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which is just to know

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you better. Sounds good?

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OK. It's the warm-up.

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Yeah, yeah, yeah, no, that's good.

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Cool. I can start.

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Fibo or HFA?

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If I was going to pick one, HFA.

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Mountains or beach?

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Mountains.

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Traditional gym or boutique studio?

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A hundred percent community-based

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coaching-led gym studio.

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If you want to call it a

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boutique, that's fine. Yep.

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Free weight training or

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guided with a machine?

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Never machines for me.

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Always free weights

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unless it's thrusters.

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Kettlebells or what type of

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things are you normally using?

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I do like kettlebells.

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They're versatile and you can do a lot

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of different things with them.

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But there's no

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competing with the, you know,

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building the strength using a barbell

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in the Olympic lifts. So.

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Yeah, either of those.

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Nice. I'm going to do one tough one.

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Jiu-Jitsu or CrossFit?

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Oh, you know, I would say

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at this point now for me,

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it would be Jiu-Jitsu, but

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only because I'm still in the,

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you know, development process and, you

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know, early in my journey

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where CrossFit I did it for so long, I

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could be in the middle of a workout

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and think about other stuff.

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Jiu-Jitsu, I'm still

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worried about getting choked

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and kind of keep your mind.

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You're able to be you're able to be in

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the moment a lot more for me anyways

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in a Jiu-Jitsu class.

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It's really interesting, right?

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The Jiu-Jitsu. Yeah.

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Everything can happen.

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It's very humbling, obviously.

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And I know you have a martial arts

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background, too, Marco.

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So like there's something to be

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said about going into something

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where you don't know how to do it and

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you have to figure it out

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just by doing the

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thing for a long time.

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And it's very difficult.

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So whatever that is,

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that's what I'm drawn to.

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Kind of the case with

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any type of art, right?

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I'm going to shift to community.

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What's harder, building

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community or keeping it alive?

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I would say building it is

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probably the hardest thing.

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Keeping it alive depends on

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a lot of different factors.

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But I think a great coach and a great

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gym owner is what creates both.

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Sometimes they're not

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the exact same skills.

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So community, definitely building it

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hard, keeping it hard,

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but in a different way.

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OK, feature every fitness app copies

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that no one should be copying.

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That's a good question.

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You know, I would say if you're trying

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something like I listened to your

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podcast with Nolan and I

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really like their philosophy,

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you know, what they

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do over a push press.

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But I think if you copy something and

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you do it better than somebody else

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and you're trying different things,

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then try to copy it.

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If it's working, go ahead and do it.

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If not, then you should obviously throw

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it out and move on.

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That's awesome. What kills most gyms?

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Is it being a bad business owner or is

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it being a bad fitness professional?

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I think it's almost, you know, for our

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customer segment anyway,

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I think it's almost never

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being a bad fitness coach.

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In fact, I think if you're a bad

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fitness coach, which I

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think I was when I started,

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I have no way to think otherwise.

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When you run your first class, it's the

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worst coach you'll ever be.

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And that was the most

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that my gym ever grew.

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So the better I got as a coach, the

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more difficult it was

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for me to run the business.

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So I would say it's never being a bad

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coach as long as your

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heart's in the right

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place and you actually care about

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helping others, you'll get better.

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So let's go with the business.

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Sometimes the

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business world gets tough.

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That's interesting.

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I would love to hear how was the

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process from being

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in the fitness space,

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you know, building a fitness club, then

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doing CrossFit and then building

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something for the operators that now

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are in the business, right?

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So now you have this transition.

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How does that happen?

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Tell us a little bit more.

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You know, it's a good question.

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It's kind of, you know, my life story

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in a nutshell that I

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don't try to go too long

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with it, but we have time.

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We have time.

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No worries.

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If I was going to give you my story in

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two minutes, I was that out of shape

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overweight guy in corporate America,

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just wasting his life,

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eating bad, getting fat.

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Started CrossFit.

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It changed my life back in 2008.

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You know, I immediately

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thought, Hey, this is great.

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I know everything.

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I'm going to open up a gym.

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And it was awesome.

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I loved helping people.

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I was good at it.

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I didn't go to the CrossFit games or

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anything, but you know,

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I really liked helping people.

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So for me, opening a gym was natural.

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And I'm so glad that I left

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corporate America to do it.

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Over time, it got very difficult as you

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know, CrossFit evolved as the

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business landscape

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changed, the market changed.

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And then when COVID hit, there was kind

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of a magnifying glass on everything,

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you know, that we were doing as a gym,

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but also the importance of the business

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stuff was very much highlighted and the

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degree of importance was up here.

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Whereas before it was just, if you're a

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coach who cares, you're going to do

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fine. And I was never comfortable with

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as well, meaning as our software

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providers and the business coaching

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companies out there, everything

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sounded good in theory, but nothing

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ever really worked that

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well for me personally.

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So that was kind of the, you know, the

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downtime during COVID was me thinking

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through all the things that I would

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have loved as a gym owner that I wasn't

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able to utilize from, you know, the

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outside resources

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that I had at the time.

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I'm going to stop a little bit because

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I want to go into the widths.

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What type of things you

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were doing before COVID?

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I mean, that you keep that momentum

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really good that you said like, it's

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really good with my community, with my

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end users before COVID, of course.

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Before COVID, it was a little bit of a

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learning process on the business end

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to kind of figure things

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out to have systems in place.

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We used Mindbody software for a

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majority of my ownership time.

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And for all the tools that it had, I

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really only used it for keeping track

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of members, waivers, checking in

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merchant services, stuff like that.

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And I never really had the need to

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build in a full

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functional marketing campaign,

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use their lead funnel systems, their

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community engagement stuff.

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And then it got to the

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point where it was too late.

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So as COVID approached and you know,

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you can see the businesses

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change a little bit by

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the time COVID arrived.

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It was like almost too little too late

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because now I have to

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learn all these new skills.

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I mean, the software is there, but it's

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not just a matter of pushing a button

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and having everything work.

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So it was perfect for when you have a

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steady stream of new

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customers coming in the door.

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When that goes away,

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then there's a problem.

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So my problem was what do I do now?

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What was your feeling in that moment?

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Right?

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Because you were before like, okay,

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things are working,

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are running really well.

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And then COVID hit.

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Did you saw that coming or did you say

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like, aha, this is a hot moment

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that I need to change everything.

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Or was during COVID that

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you have to change everything?

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So how was the transition and what type

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of things you did with the

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technology and

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everything with your fitness club?

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Okay.

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So here's where I'll get kind of a

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little bit delusional, I guess.

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I, I felt like I saw it coming.

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I just saw the numbers

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going down a little bit.

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So right in, in March, the first week

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of March of 2020, I hired a

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gym consulting company to help me get

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my stuff together, automate my systems,

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put together marketing campaigns, stuff

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like that, Facebook ads, all of that.

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And then the pandemic hit right then.

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And I think as a gym owner with so much

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new time on my hands and all this

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happened, not to mention a series of

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unfortunate events, right?

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You spend all this money on this new

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product or this new service and then

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COVID hits and then your gym shut down

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and everything downstream from that.

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I thought to myself, I want all of my

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customers to come to me where I don't

281
01:08:35,125 --> 01:08:36,958
have to be the one selling them and

282
01:08:37,000 --> 01:08:39,500
nurturing them and cultivating that.

283
01:08:39,541 --> 01:08:40,750
I just want them to be there.

284
01:08:41,041 --> 01:08:42,000
And I also don't want

285
01:08:42,000 --> 01:08:42,916
to do any of the work.

286
01:08:43,125 --> 01:08:44,208
I don't want to spend the time.

287
01:08:44,500 --> 01:08:47,250
I just want to coach people like I did

288
01:08:47,250 --> 01:08:48,541
in the beginning and just have a

289
01:08:48,541 --> 01:08:50,750
steady stream of people and it's my job

290
01:08:50,750 --> 01:08:51,500
to provide them a

291
01:08:51,500 --> 01:08:52,125
service where they have

292
01:08:52,125 --> 01:08:54,083
a safe place to exercise, learn the

293
01:08:54,083 --> 01:08:56,083
proper technique, meet cool people,

294
01:08:56,291 --> 01:08:57,791
have a good time, get fit.

295
01:08:58,166 --> 01:09:00,041
I didn't want to sell stuff.

296
01:09:00,166 --> 01:09:01,083
I didn't want to be the one

297
01:09:01,083 --> 01:09:02,625
pushing the secondary sales.

298
01:09:02,708 --> 01:09:03,500
I didn't want to beat

299
01:09:03,500 --> 01:09:04,291
them up on nutrition.

300
01:09:04,291 --> 01:09:06,125
If they saw me in the grocery store, I

301
01:09:06,125 --> 01:09:06,750
didn't want to be the

302
01:09:06,750 --> 01:09:08,041
guy judging their grocery cart.

303
01:09:08,041 --> 01:09:09,916
So to answer your question, when all

304
01:09:09,916 --> 01:09:11,833
that happened, I think I sort of got a

305
01:09:11,833 --> 01:09:14,500
little crazy in my head of, you know,

306
01:09:14,500 --> 01:09:16,000
what it'd be nice is

307
01:09:16,541 --> 01:09:17,916
if somehow we could

308
01:09:17,916 --> 01:09:20,000
just set these gyms up, these

309
01:09:20,000 --> 01:09:21,333
hardworking gym owners

310
01:09:21,583 --> 01:09:23,208
with some sort of system where

311
01:09:23,208 --> 01:09:23,875
they can be free to

312
01:09:23,875 --> 01:09:25,541
coach and do what they want.

313
01:09:25,916 --> 01:09:27,166
And if they want to learn more about

314
01:09:27,166 --> 01:09:28,375
business, they can do that on their own

315
01:09:28,375 --> 01:09:30,208
time, but it shouldn't be because they

316
01:09:30,208 --> 01:09:31,875
need to constantly worry about

317
01:09:31,875 --> 01:09:32,375
bringing in new

318
01:09:32,375 --> 01:09:33,916
members, if that makes sense.

319
01:09:34,625 --> 01:09:35,583
Is that a general

320
01:09:35,625 --> 01:09:37,041
problem you see in the space?

321
01:09:37,166 --> 01:09:39,041
Like the gym owner that is really good

322
01:09:39,041 --> 01:09:39,833
at being, you know,

323
01:09:40,000 --> 01:09:41,333
like a fitness coach.

324
01:09:41,375 --> 01:09:43,583
A lot of people start in fitness

325
01:09:43,583 --> 01:09:44,708
building gyms because

326
01:09:45,125 --> 01:09:46,041
it's kind of their passion,

327
01:09:46,041 --> 01:09:46,250
right?

328
01:09:46,250 --> 01:09:47,541
It's like they love coaching.

329
01:09:47,583 --> 01:09:49,791
They love doing good for people.

330
01:09:49,791 --> 01:09:51,208
They love working out themselves.

331
01:09:51,250 --> 01:09:52,458
And then they move into the business

332
01:09:52,458 --> 01:09:52,833
side and they

333
01:09:52,833 --> 01:09:54,750
realize, okay, the business

334
01:09:54,791 --> 01:09:55,750
is actually not fun.

335
01:09:55,791 --> 01:09:57,583
Like for most, I would say like, I

336
01:09:57,583 --> 01:09:58,750
would make the argument for most

337
01:09:58,750 --> 01:10:01,125
fitness professionals, the business

338
01:10:01,125 --> 01:10:02,291
side of the business

339
01:10:02,291 --> 01:10:03,375
here is what's actually

340
01:10:03,375 --> 01:10:04,541
the most annoying part.

341
01:10:04,791 --> 01:10:05,458
Is that what you've

342
01:10:05,458 --> 01:10:06,458
seen across the board?

343
01:10:06,500 --> 01:10:07,375
Or is that something like

344
01:10:07,458 --> 01:10:08,625
very personal experience?

345
01:10:09,416 --> 01:10:10,666
You know, it's personal, but I'll give

346
01:10:10,666 --> 01:10:12,250
you a specific comparison.

347
01:10:12,250 --> 01:10:15,250
So our early adopters at Gym Force have

348
01:10:15,250 --> 01:10:17,500
been testing with us for three years.

349
01:10:17,583 --> 01:10:19,083
What's working, what's not working.

350
01:10:19,583 --> 01:10:20,583
I have two examples.

351
01:10:20,625 --> 01:10:22,750
One gym, I can say his name because

352
01:10:22,750 --> 01:10:23,500
he's doing amazing.

353
01:10:23,541 --> 01:10:25,083
So nobody minds having good

354
01:10:25,083 --> 01:10:26,250
things said about them, right?

355
01:10:26,416 --> 01:10:27,083
Owns Wolverine

356
01:10:27,125 --> 01:10:28,083
Strength and Conditioning.

357
01:10:28,333 --> 01:10:30,375
The guy's got great systems in place.

358
01:10:30,625 --> 01:10:31,541
He's a very solid

359
01:10:31,541 --> 01:10:33,041
operator in every regard.

360
01:10:33,375 --> 01:10:34,583
He's got great coaching.

361
01:10:34,625 --> 01:10:37,000
And he also is free to do other things

362
01:10:37,250 --> 01:10:38,916
on his spare time that he wants to do.

363
01:10:38,958 --> 01:10:39,250
Right.

364
01:10:39,291 --> 01:10:39,958
Real estate.

365
01:10:40,166 --> 01:10:41,750
I think he dabbles in stuff like that.

366
01:10:41,750 --> 01:10:43,916
So he's a great example of somebody

367
01:10:43,916 --> 01:10:45,916
that has that ability

368
01:10:45,916 --> 01:10:46,875
to put systems in place

369
01:10:46,875 --> 01:10:47,958
to make money, to make

370
01:10:47,958 --> 01:10:48,875
a living owning a gym.

371
01:10:49,375 --> 01:10:51,000
By the same comparison, one of our

372
01:10:51,000 --> 01:10:53,250
other early adopters, one of the most

373
01:10:53,291 --> 01:10:55,250
qualified coaches you'll ever see.

374
01:10:55,583 --> 01:10:57,583
I had not met another coach that cares

375
01:10:57,583 --> 01:10:59,666
more about her clients than she does.

376
01:10:59,916 --> 01:11:00,500
Although I care, I

377
01:11:00,500 --> 01:11:01,500
cared about mine deeply.

378
01:11:01,875 --> 01:11:04,583
Every single person in her gym, she

379
01:11:04,583 --> 01:11:06,166
looks at as a, that

380
01:11:06,166 --> 01:11:07,291
she's saving their life,

381
01:11:07,333 --> 01:11:09,916
you know, and somebody like that, that

382
01:11:09,916 --> 01:11:12,333
does not have the ability to take

383
01:11:12,333 --> 01:11:15,375
themselves away from helping people.

384
01:11:15,416 --> 01:11:17,000
Like the true thing that's really going

385
01:11:17,000 --> 01:11:18,458
to help somebody, you

386
01:11:18,458 --> 01:11:19,541
know, change their life.

387
01:11:19,750 --> 01:11:20,875
I wanted to give them

388
01:11:20,875 --> 01:11:22,916
something that benefits them.

389
01:11:23,458 --> 01:11:23,750
Right.

390
01:11:23,791 --> 01:11:26,583
That person who just can't not, it's

391
01:11:26,583 --> 01:11:28,875
the principal agent problem personified

392
01:11:29,083 --> 01:11:30,750
to the detriment of the owner.

393
01:11:31,041 --> 01:11:32,958
So let's help them both.

394
01:11:33,416 --> 01:11:34,416
I love that statement.

395
01:11:34,625 --> 01:11:36,333
You know, I want to help both, not just

396
01:11:36,375 --> 01:11:38,083
the person that knows how to build

397
01:11:38,083 --> 01:11:39,500
spreadsheets, learn

398
01:11:39,500 --> 01:11:41,041
systems, all that stuff.

399
01:11:41,500 --> 01:11:42,500
Isn't it even unfair?

400
01:11:42,541 --> 01:11:44,416
Like the person who really deeply cares

401
01:11:44,458 --> 01:11:46,375
in that type of profession should

402
01:11:46,375 --> 01:11:47,916
be the one getting rewarded.

403
01:11:48,291 --> 01:11:48,750
Absolutely.

404
01:11:48,750 --> 01:11:49,458
And not necessarily

405
01:11:49,458 --> 01:11:50,125
the other way around.

406
01:11:50,541 --> 01:11:54,791
Gym Force is being built for everybody,

407
01:11:55,041 --> 01:11:57,958
including especially amazing gym

408
01:11:57,958 --> 01:11:58,666
owners that are just

409
01:11:58,666 --> 01:12:00,041
not great business people.

410
01:12:00,541 --> 01:12:03,750
And we will never ever blame the gym

411
01:12:03,750 --> 01:12:04,750
owner for anything.

412
01:12:04,750 --> 01:12:06,458
So the gym owner in my

413
01:12:06,458 --> 01:12:07,666
mind is never the problem.

414
01:12:08,000 --> 01:12:10,625
It's technology's job to solve it for

415
01:12:10,625 --> 01:12:12,250
them and not blame them.

416
01:12:12,250 --> 01:12:14,416
So that's kind of where I think I'm a

417
01:12:14,416 --> 01:12:16,875
little bit different than most, I guess

418
01:12:16,875 --> 01:12:18,750
you'd probably say founders or business

419
01:12:18,750 --> 01:12:20,041
consultants in the spaces.

420
01:12:20,583 --> 01:12:21,041
We're not going to

421
01:12:21,041 --> 01:12:22,000
blame them for anything.

422
01:12:22,583 --> 01:12:24,291
So I will never tell a gym owner,

423
01:12:24,291 --> 01:12:24,833
they're not doing a

424
01:12:24,833 --> 01:12:26,375
good job using Gym Force.

425
01:12:26,708 --> 01:12:27,458
I'll never say that.

426
01:12:27,916 --> 01:12:28,208
Yeah.

427
01:12:28,208 --> 01:12:29,375
It's really awesome.

428
01:12:29,625 --> 01:12:31,000
Maybe you can use this that you just

429
01:12:31,000 --> 01:12:31,666
give us a little bit

430
01:12:31,666 --> 01:12:32,833
of like the big picture

431
01:12:32,833 --> 01:12:34,875
of like, what is Gym Force and like,

432
01:12:34,875 --> 01:12:36,250
yeah, the 30 seconds to

433
01:12:36,250 --> 01:12:37,625
be on what you're up to

434
01:12:37,625 --> 01:12:38,958
and what is capable of

435
01:12:38,958 --> 01:12:40,791
doing for, for gym owners.

436
01:12:40,916 --> 01:12:43,458
So I'll say, Gym Force as it stands

437
01:12:43,458 --> 01:12:45,000
right now is being built from the

438
01:12:45,041 --> 01:12:48,958
ground up as a revenue layer for the

439
01:12:49,000 --> 01:12:50,166
independent gym industry.

440
01:12:50,708 --> 01:12:52,458
We've been testing for three years.

441
01:12:52,833 --> 01:12:55,000
And right now we're building on the

442
01:12:55,041 --> 01:12:58,083
application layer to kind of see how

443
01:12:58,083 --> 01:12:59,250
everything's flowing.

444
01:12:59,500 --> 01:13:02,041
And then once we have that done, then

445
01:13:02,041 --> 01:13:02,916
we add in the

446
01:13:02,958 --> 01:13:04,791
financial rails to your other

447
01:13:04,791 --> 01:13:05,208
point.

448
01:13:05,541 --> 01:13:06,750
And when we were going back and forth

449
01:13:06,750 --> 01:13:07,750
on these messages, Marco, we

450
01:13:07,750 --> 01:13:09,333
talked a little bit about Bob Mesta.

451
01:13:10,000 --> 01:13:13,125
So I don't know if this is lock or one

452
01:13:13,125 --> 01:13:13,666
of those things

453
01:13:13,666 --> 01:13:15,000
where, you know, you buy a

454
01:13:15,041 --> 01:13:16,125
car and all of a sudden you see them

455
01:13:16,125 --> 01:13:17,000
all over the road,

456
01:13:17,416 --> 01:13:19,291
but there's a podcast.

457
01:13:19,291 --> 01:13:20,833
He was on, I heard him say it.

458
01:13:20,833 --> 01:13:22,666
Then I saw him say it at a conference.

459
01:13:23,000 --> 01:13:24,208
And then I heard him say it, you know,

460
01:13:24,208 --> 01:13:25,333
on some LinkedIn posts.

461
01:13:25,666 --> 01:13:26,500
And he always talked

462
01:13:26,500 --> 01:13:28,000
about the struggling moment.

463
01:13:28,041 --> 01:13:31,000
So if you're not addressing a customer

464
01:13:31,000 --> 01:13:31,750
struggling moment,

465
01:13:31,750 --> 01:13:32,625
there's nothing there.

466
01:13:32,625 --> 01:13:35,208
So all we've been doing for the last

467
01:13:35,208 --> 01:13:38,416
three years is testing our specific

468
01:13:38,625 --> 01:13:41,000
struggling moments and the solutions

469
01:13:41,166 --> 01:13:43,041
for those struggles for the gym owner.

470
01:13:43,083 --> 01:13:43,708
Is it working?

471
01:13:43,750 --> 01:13:44,333
Is it not?

472
01:13:44,583 --> 01:13:46,875
So that's what our entire roadmap is

473
01:13:46,875 --> 01:13:48,875
based on over the past three years.

474
01:13:48,875 --> 01:13:52,125
And oh, by the way, the AI piece has

475
01:13:52,125 --> 01:13:53,500
done nothing but help

476
01:13:53,541 --> 01:13:54,416
what we're trying to do.

477
01:13:54,875 --> 01:13:56,416
So, you know, we're not going to tell a

478
01:13:56,416 --> 01:13:57,916
gym owner, learn how to use AI.

479
01:13:58,333 --> 01:13:59,500
We're not going to have them choose

480
01:13:59,500 --> 01:14:01,708
between 10 different AI solutions.

481
01:14:02,083 --> 01:14:04,166
We are going to do that for them so

482
01:14:04,166 --> 01:14:06,375
that we can implement

483
01:14:06,375 --> 01:14:08,083
our outcome based solution.

484
01:14:08,500 --> 01:14:09,583
And if I'm too long

485
01:14:09,583 --> 01:14:10,875
winded, go ahead and stop me.

486
01:14:10,875 --> 01:14:11,875
But you were talking to

487
01:14:11,875 --> 01:14:13,458
Nolan about NPS, right?

488
01:14:13,958 --> 01:14:16,541
And I agree with him on NPS that it

489
01:14:16,541 --> 01:14:18,708
shouldn't be always the end all be all.

490
01:14:18,750 --> 01:14:20,083
I look at it differently though.

491
01:14:20,416 --> 01:14:24,833
So our North star on that end is our

492
01:14:24,833 --> 01:14:27,833
gym owners opening businesses because

493
01:14:27,833 --> 01:14:29,000
we're driving that much

494
01:14:29,000 --> 01:14:30,583
revenue to these gyms.

495
01:14:30,791 --> 01:14:33,250
If our NPS is good, that's fine.

496
01:14:33,250 --> 01:14:34,958
But if these amazing coaches that let

497
01:14:34,958 --> 01:14:35,708
the industry since

498
01:14:35,708 --> 01:14:37,208
COVID, if they're not coming

499
01:14:37,208 --> 01:14:38,958
back to the industry because of what

500
01:14:38,958 --> 01:14:40,625
we're doing, we got to keep going.

501
01:14:40,750 --> 01:14:43,583
And if the gym owner spends any more

502
01:14:43,583 --> 01:14:45,708
than zero time on

503
01:14:45,833 --> 01:14:47,708
customer acquisition and

504
01:14:47,708 --> 01:14:49,416
retention, we have work to do.

505
01:14:49,791 --> 01:14:52,583
They should spend no time on marketing

506
01:14:52,583 --> 01:14:54,791
and advertising efforts on their own.

507
01:14:54,916 --> 01:14:57,916
So those are our two North stars.

508
01:14:58,750 --> 01:15:00,333
I would love to go deeper on one

509
01:15:00,333 --> 01:15:01,666
aspect, which is like

510
01:15:01,833 --> 01:15:03,541
identifying the struggles

511
01:15:03,583 --> 01:15:04,250
of your clients.

512
01:15:04,250 --> 01:15:06,375
Like how do you really understand what

513
01:15:06,375 --> 01:15:07,750
is a struggle for the client?

514
01:15:07,958 --> 01:15:09,500
Because it's often easy to say

515
01:15:09,500 --> 01:15:10,083
like, Hey, we just

516
01:15:10,083 --> 01:15:12,416
asked them, but sometimes

517
01:15:12,583 --> 01:15:14,416
even themselves, you know, like the end

518
01:15:14,416 --> 01:15:15,166
user, the client,

519
01:15:15,166 --> 01:15:16,250
they don't know what's

520
01:15:16,250 --> 01:15:17,083
the real struggle, like

521
01:15:17,166 --> 01:15:18,333
they can't even figure it out.

522
01:15:18,333 --> 01:15:20,791
So like, what is your approach Jason to

523
01:15:20,791 --> 01:15:22,000
really understand

524
01:15:22,250 --> 01:15:23,500
where are the struggles

525
01:15:23,500 --> 01:15:24,916
for your clients to then

526
01:15:24,916 --> 01:15:26,083
go about it and fix it.

527
01:15:26,666 --> 01:15:30,250
Other than my own personal trauma for

528
01:15:30,250 --> 01:15:32,541
my own struggles, as

529
01:15:32,541 --> 01:15:33,583
I've worked through

530
01:15:33,750 --> 01:15:35,625
these testing phases and our beta

531
01:15:35,625 --> 01:15:37,041
tests, they all say the

532
01:15:37,041 --> 01:15:39,333
same thing, but they also

533
01:15:39,458 --> 01:15:40,750
they shoulder the burden

534
01:15:40,791 --> 01:15:41,750
of everything on their own.

535
01:15:41,750 --> 01:15:44,291
It's like these gym owners are some of

536
01:15:44,291 --> 01:15:46,875
the most radical responsibility type

537
01:15:46,875 --> 01:15:47,833
people you'll ever meet.

538
01:15:48,125 --> 01:15:49,833
They get up early every day to coach.

539
01:15:50,041 --> 01:15:50,958
If something needs to get

540
01:15:50,958 --> 01:15:51,958
done, it has to get done.

541
01:15:52,000 --> 01:15:53,500
They do not make excuses.

542
01:15:53,500 --> 01:15:55,958
They don't blame people, but I don't

543
01:15:55,958 --> 01:15:57,250
think they think there's a solution to

544
01:15:57,250 --> 01:15:59,666
these problems like class pass.

545
01:15:59,708 --> 01:16:01,916
The company itself notwithstanding

546
01:16:02,333 --> 01:16:03,125
might've created a

547
01:16:03,125 --> 01:16:04,083
little bit of revenue,

548
01:16:04,333 --> 01:16:06,166
but it also added time

549
01:16:06,166 --> 01:16:07,541
commitments to the gym owners.

550
01:16:07,833 --> 01:16:09,208
So it wasn't like, Oh,

551
01:16:09,250 --> 01:16:10,125
look at all this new revenue.

552
01:16:10,166 --> 01:16:11,958
No, it's like I get this revenue, but I

553
01:16:11,958 --> 01:16:13,250
also have to kind of run a special

554
01:16:13,250 --> 01:16:14,583
class for these people that aren't a

555
01:16:14,583 --> 01:16:16,250
part of our program or don't understand

556
01:16:16,250 --> 01:16:17,750
kind of where we are, how things run.

557
01:16:18,166 --> 01:16:20,958
So I think to your point, like they

558
01:16:20,958 --> 01:16:22,250
know what the struggles are.

559
01:16:22,541 --> 01:16:23,375
It's clear.

560
01:16:23,666 --> 01:16:25,416
They just never thought there was even

561
01:16:25,500 --> 01:16:26,958
a way to get around it.

562
01:16:27,250 --> 01:16:29,083
So that's our goal is to surprise some

563
01:16:29,083 --> 01:16:30,583
of them with a few things, which

564
01:16:30,708 --> 01:16:31,958
they're already pretty excited about.

565
01:16:31,958 --> 01:16:32,416
And they're just, they

566
01:16:32,416 --> 01:16:33,708
just want us to hurry up now.

567
01:16:33,750 --> 01:16:35,333
So we'll see if we can execute.

568
01:16:35,916 --> 01:16:37,041
Execution is everything

569
01:16:37,125 --> 01:16:37,750
at the end of the day.

570
01:16:37,791 --> 01:16:38,083
Right.

571
01:16:38,083 --> 01:16:40,708
So it's important just to show exactly

572
01:16:40,708 --> 01:16:42,083
what you have in your mind and the

573
01:16:42,083 --> 01:16:44,000
struggles you are trying to help them

574
01:16:44,000 --> 01:16:45,916
to understand the big problem that they

575
01:16:45,958 --> 01:16:48,166
have in front of them, and then they

576
01:16:48,166 --> 01:16:50,583
can simplify everything and then they

577
01:16:50,583 --> 01:16:52,625
can focus only on what matters.

578
01:16:52,875 --> 01:16:53,166
Yeah.

579
01:16:53,166 --> 01:16:54,416
I mean, it's like, I call

580
01:16:54,416 --> 01:16:56,250
it like the Elon philosophy.

581
01:16:56,291 --> 01:16:59,083
It's like when I'm going through all

582
01:16:59,083 --> 01:16:59,750
this talking to

583
01:16:59,750 --> 01:17:01,291
these gym owners, I felt

584
01:17:01,291 --> 01:17:03,250
like that's why I call what we're doing

585
01:17:03,250 --> 01:17:05,500
an outcome based solution is if we're

586
01:17:05,500 --> 01:17:08,125
not putting money into their account

587
01:17:08,333 --> 01:17:09,375
and it's easily,

588
01:17:09,375 --> 01:17:10,541
they can see it on their

589
01:17:10,541 --> 01:17:12,291
bank statement every month, like we're

590
01:17:12,291 --> 01:17:13,291
not doing our job

591
01:17:13,375 --> 01:17:15,500
and a lot of times they

592
01:17:15,500 --> 01:17:17,416
will define their struggles as dealing

593
01:17:17,416 --> 01:17:19,166
with leads, following up with people,

594
01:17:19,166 --> 01:17:21,500
scheduling introductions, and they need

595
01:17:21,500 --> 01:17:23,000
help solving those problems.

596
01:17:23,000 --> 01:17:24,000
But what they really mean

597
01:17:24,000 --> 01:17:25,375
is I just want customers.

598
01:17:25,666 --> 01:17:26,500
I don't want leads.

599
01:17:27,000 --> 01:17:27,750
I want members.

600
01:17:28,250 --> 01:17:30,416
I don't want marketing campaigns.

601
01:17:30,500 --> 01:17:32,083
I want people in the door.

602
01:17:32,750 --> 01:17:34,250
I don't want to beg

603
01:17:34,250 --> 01:17:35,291
people to join my gym.

604
01:17:35,416 --> 01:17:36,375
I just want them to come.

605
01:17:36,666 --> 01:17:38,583
So if we go to the first principles

606
01:17:38,625 --> 01:17:39,541
layer of all that

607
01:17:39,541 --> 01:17:41,291
stuff, our deliverables

608
01:17:41,291 --> 01:17:43,333
and what we're providing them is very

609
01:17:43,333 --> 01:17:44,291
clear, just like the

610
01:17:44,291 --> 01:17:45,208
weight of the rocket

611
01:17:45,208 --> 01:17:45,958
for Elon, right?

612
01:17:45,958 --> 01:17:47,000
He's got to get the weight of the

613
01:17:47,000 --> 01:17:48,708
rocket down to X so that

614
01:17:48,708 --> 01:17:50,291
he can afford to launch

615
01:17:50,291 --> 01:17:51,708
and come back over and over again.

616
01:17:51,916 --> 01:17:53,041
And there's like a price point where

617
01:17:53,041 --> 01:17:54,166
that becomes, you

618
01:17:54,166 --> 01:17:55,250
know, feasible for him to

619
01:17:55,291 --> 01:17:56,416
Mars, right?

620
01:17:56,541 --> 01:17:59,291
We get to a point where the revenue is

621
01:17:59,458 --> 01:18:01,750
large enough that it creates more gyms.

622
01:18:02,083 --> 01:18:04,750
And when it comes to the owner's time,

623
01:18:05,083 --> 01:18:06,041
who is our customer,

624
01:18:06,041 --> 01:18:06,875
the users being the

625
01:18:06,875 --> 01:18:08,833
gym members, our goal is zero.

626
01:18:09,250 --> 01:18:12,416
We want zero time spent worried about

627
01:18:12,708 --> 01:18:14,625
anything related to sales and

628
01:18:14,625 --> 01:18:16,375
operational responsibility.

629
01:18:16,750 --> 01:18:18,291
It's a tall task, but my

630
01:18:18,291 --> 01:18:19,333
heart's in the right place.

631
01:18:20,000 --> 01:18:20,958
I was about to ask, is

632
01:18:21,333 --> 01:18:22,750
that realistic, Jason?

633
01:18:23,166 --> 01:18:24,375
Like as a business owner,

634
01:18:24,375 --> 01:18:25,208
you're still a business owner.

635
01:18:25,375 --> 01:18:25,666
Right?

636
01:18:26,041 --> 01:18:28,000
Like what's, like, what's feasible?

637
01:18:28,500 --> 01:18:29,458
As of yesterday, I am

638
01:18:29,458 --> 01:18:31,125
no longer a gym owner.

639
01:18:31,333 --> 01:18:33,000
It was kind of operating in a skeleton

640
01:18:33,000 --> 01:18:34,083
capacity, but

641
01:18:34,083 --> 01:18:35,375
yesterday was our final day.

642
01:18:35,875 --> 01:18:39,041
My goal, I think if it's not

643
01:18:39,083 --> 01:18:40,625
unreasonable, I think

644
01:18:40,666 --> 01:18:43,125
every person should be a member

645
01:18:43,125 --> 01:18:44,791
of one of these types of gyms.

646
01:18:45,208 --> 01:18:46,250
And I think companies

647
01:18:46,250 --> 01:18:47,416
should subsidize it.

648
01:18:47,708 --> 01:18:50,083
And I think we should plug the gyms

649
01:18:50,083 --> 01:18:51,291
leaky buckets for them.

650
01:18:51,666 --> 01:18:53,291
And I think we should highlight them.

651
01:18:53,416 --> 01:18:56,416
And I think if this doesn't create a

652
01:18:56,541 --> 01:18:59,041
global expansion and an entirely new

653
01:18:59,250 --> 01:19:00,666
revenue stream, I'm

654
01:19:00,666 --> 01:19:02,416
not doing my job anyway.

655
01:19:02,416 --> 01:19:03,583
So why not think big?

656
01:19:03,833 --> 01:19:06,583
And there's a reason why if there's a

657
01:19:06,583 --> 01:19:09,083
great CrossFit gym and then an

658
01:19:09,125 --> 01:19:11,541
orange theory opens up next door on day

659
01:19:11,541 --> 01:19:13,375
one, that orange theory is going to be

660
01:19:13,375 --> 01:19:14,458
full, right?

661
01:19:14,833 --> 01:19:17,541
But not one person will leave that

662
01:19:17,541 --> 01:19:19,291
CrossFit gym and go next

663
01:19:19,291 --> 01:19:20,416
door to that orange theory.

664
01:19:20,416 --> 01:19:21,541
There's a reason for that.

665
01:19:21,583 --> 01:19:24,916
So we need to put that data, that

666
01:19:24,916 --> 01:19:25,875
information together.

667
01:19:25,875 --> 01:19:28,666
And that's why it's so important for a

668
01:19:28,666 --> 01:19:31,541
company like Rook is we believe so

669
01:19:31,541 --> 01:19:33,791
strongly in the solution, we need to

670
01:19:33,791 --> 01:19:36,708
capture all this data that proves what

671
01:19:36,708 --> 01:19:38,416
we've been saying, all these gym owners

672
01:19:38,416 --> 01:19:39,458
have been saying all along.

673
01:19:39,833 --> 01:19:41,833
And we need to bring this to the

674
01:19:41,833 --> 01:19:43,708
business community and show these

675
01:19:43,708 --> 01:19:45,583
corporate wellness programs what

676
01:19:45,583 --> 01:19:46,541
they're missing by

677
01:19:46,541 --> 01:19:48,583
not being a part of this

678
01:19:48,666 --> 01:19:49,250
industry.

679
01:19:49,333 --> 01:19:51,375
So the data is very important.

680
01:19:51,375 --> 01:19:51,916
I think we're going

681
01:19:51,916 --> 01:19:53,208
to prove it over time.

682
01:19:53,791 --> 01:19:55,500
My mind is going many ways and because

683
01:19:55,500 --> 01:19:57,583
you hit on so many things, I want to go

684
01:19:57,583 --> 01:19:59,208
into data, I want to go into corporate

685
01:19:59,208 --> 01:20:01,625
wellness and I want to make the link to

686
01:20:01,625 --> 01:20:03,250
the insurance world and I want to

687
01:20:03,250 --> 01:20:03,916
actually start with

688
01:20:03,958 --> 01:20:05,083
the insurance component.

689
01:20:05,166 --> 01:20:06,750
And because that was like coming to my

690
01:20:06,750 --> 01:20:09,250
mind first, which is, I was wondering,

691
01:20:09,583 --> 01:20:12,333
you already achieved connecting the

692
01:20:12,333 --> 01:20:14,500
corporates with the gym world and your

693
01:20:14,500 --> 01:20:17,041
thesis is somewhat like corporate

694
01:20:17,083 --> 01:20:18,250
should subsidize,

695
01:20:18,291 --> 01:20:21,166
should pay completely or in

696
01:20:21,208 --> 01:20:23,291
parts for the employees, gym

697
01:20:23,291 --> 01:20:24,416
memberships, gym

698
01:20:24,416 --> 01:20:26,541
attendants, health, so to say.

699
01:20:26,833 --> 01:20:28,833
And obviously the big gap we always

700
01:20:28,833 --> 01:20:30,250
still see is the

701
01:20:30,250 --> 01:20:32,000
fitness world to healthcare

702
01:20:32,000 --> 01:20:33,708
and insurance and especially insurance

703
01:20:33,708 --> 01:20:34,625
so that insurance is

704
01:20:34,625 --> 01:20:36,375
paying for fitness and

705
01:20:36,375 --> 01:20:38,833
fitness is really treated as the main

706
01:20:38,833 --> 01:20:40,500
function of preventative help.

707
01:20:40,875 --> 01:20:41,791
How can we solve that?

708
01:20:42,500 --> 01:20:44,000
You know, you're exactly right.

709
01:20:44,041 --> 01:20:46,583
In businesses, healthcare costs rise.

710
01:20:46,583 --> 01:20:47,916
I think, I don't know when the last

711
01:20:47,916 --> 01:20:48,916
time I checked was

712
01:20:49,000 --> 01:20:50,833
on average 25% a year.

713
01:20:50,958 --> 01:20:51,250
Right.

714
01:20:51,791 --> 01:20:53,750
People are still by

715
01:20:53,750 --> 01:20:55,125
and large unhealthy.

716
01:20:55,125 --> 01:20:58,125
I think the best estimate is 25% of

717
01:20:58,208 --> 01:20:59,625
people exercise regularly.

718
01:21:00,125 --> 01:21:02,500
So our industry, again, which is

719
01:21:02,500 --> 01:21:04,250
amazing gyms, martial

720
01:21:04,250 --> 01:21:05,416
arts schools, whatever it is,

721
01:21:05,583 --> 01:21:07,666
it's such a fragmented community.

722
01:21:08,083 --> 01:21:10,916
There's never been a way to compile all

723
01:21:10,916 --> 01:21:15,125
of that data as a selling point or a

724
01:21:15,125 --> 01:21:17,333
validation, again, another thing that

725
01:21:17,333 --> 01:21:17,875
Nolan was talking

726
01:21:17,875 --> 01:21:18,958
about the chasm, right?

727
01:21:19,416 --> 01:21:22,208
Ar chasm needs to be, here's the data

728
01:21:22,250 --> 01:21:24,125
that we bring to the

729
01:21:24,166 --> 01:21:25,333
business community and the

730
01:21:25,333 --> 01:21:28,541
insurance industry that says, not only

731
01:21:28,666 --> 01:21:31,166
should your people be a part of these

732
01:21:31,250 --> 01:21:34,250
gyms, but you owe it to your business

733
01:21:34,250 --> 01:21:36,375
as a business owner to subsidize it.

734
01:21:36,583 --> 01:21:37,916
Here's how much money it'll save you.

735
01:21:38,166 --> 01:21:40,125
Here's how many sick days people use

736
01:21:40,125 --> 01:21:41,666
compared to before they join.

737
01:21:41,791 --> 01:21:42,791
Here's how much they spend on

738
01:21:42,833 --> 01:21:43,666
prescription drugs.

739
01:21:43,875 --> 01:21:45,625
Here's their, I mean, you can measure

740
01:21:45,625 --> 01:21:48,250
everything from heart HRV, right?

741
01:21:48,333 --> 01:21:49,833
To sleep quality.

742
01:21:49,958 --> 01:21:51,375
And then there's anecdotal stuff.

743
01:21:51,458 --> 01:21:53,000
I mean, I don't know how many times

744
01:21:53,000 --> 01:21:53,750
I've just talked to

745
01:21:53,750 --> 01:21:55,541
somebody and it says that

746
01:21:55,583 --> 01:21:56,833
this gym changed their life.

747
01:21:56,833 --> 01:21:59,416
Like, why can't we equate that to

748
01:21:59,416 --> 01:22:00,666
performance in the business?

749
01:22:00,791 --> 01:22:02,416
I think we can, and I think we'll build

750
01:22:02,416 --> 01:22:03,625
the data to prove it.

751
01:22:04,416 --> 01:22:06,250
Do you think that maybe it's because

752
01:22:06,250 --> 01:22:09,833
insurance doesn't want to, I mean, they

753
01:22:09,958 --> 01:22:12,666
already have a really healthy revenue

754
01:22:12,666 --> 01:22:14,416
and business, basically.

755
01:22:14,416 --> 01:22:16,541
They are winning a lot of money, right?

756
01:22:17,416 --> 01:22:19,833
And maybe they don't want to add more

757
01:22:19,833 --> 01:22:22,333
things on what they are doing already.

758
01:22:22,458 --> 01:22:24,208
They don't want to prove more things.

759
01:22:24,583 --> 01:22:25,708
What's your thoughts around it?

760
01:22:25,708 --> 01:22:27,583
Because I can see a really clear path

761
01:22:27,625 --> 01:22:30,166
between insurance and healthy habits,

762
01:22:30,208 --> 01:22:32,625
which is fitness, martial arts,

763
01:22:32,625 --> 01:22:34,000
whatever you are doing.

764
01:22:34,250 --> 01:22:35,166
It's very simple.

765
01:22:35,166 --> 01:22:36,416
I mean, the connection

766
01:22:36,541 --> 01:22:39,166
looks very logical, right?

767
01:22:39,458 --> 01:22:41,500
So what's your thoughts around that?

768
01:22:41,500 --> 01:22:43,541
Why do you think this is something that

769
01:22:43,541 --> 01:22:44,958
it's not moving forward?

770
01:22:45,375 --> 01:22:47,208
Because people doesn't want to,

771
01:22:47,208 --> 01:22:48,500
business doesn't want to.

772
01:22:48,958 --> 01:22:49,458
I don't know.

773
01:22:49,541 --> 01:22:50,375
We need to build more

774
01:22:50,375 --> 01:22:51,375
connections with them.

775
01:22:51,708 --> 01:22:52,833
We need to talk the

776
01:22:52,833 --> 01:22:54,166
same language, maybe.

777
01:22:54,833 --> 01:22:56,500
You know, a while back, Greg Glassman,

778
01:22:56,625 --> 01:22:59,208
the founder of CrossFit, did a very big

779
01:22:59,208 --> 01:23:01,208
study where he looked into the Gatorade

780
01:23:01,208 --> 01:23:03,208
Sports Science Institute and, you know,

781
01:23:03,208 --> 01:23:05,875
hydration studies and who the investors

782
01:23:05,875 --> 01:23:07,208
are in the American

783
01:23:07,208 --> 01:23:08,916
Diabetes Association

784
01:23:08,958 --> 01:23:09,916
Heart Foundation.

785
01:23:10,541 --> 01:23:13,458
So if you look at an insurance company,

786
01:23:13,625 --> 01:23:15,166
their mission, their outward mission

787
01:23:15,166 --> 01:23:16,666
would be, you know, we care about

788
01:23:16,666 --> 01:23:17,458
people who want to help

789
01:23:17,458 --> 01:23:19,333
them, but they are in it

790
01:23:19,333 --> 01:23:19,875
to make money.

791
01:23:20,041 --> 01:23:20,625
They got to be

792
01:23:20,875 --> 01:23:22,875
profitable to their shareholders.

793
01:23:23,291 --> 01:23:26,291
And they also sit on the boards of

794
01:23:26,458 --> 01:23:28,875
large corporations, stuff like that.

795
01:23:28,875 --> 01:23:31,416
So I don't, I believe their messaging

796
01:23:31,541 --> 01:23:32,458
probably doesn't

797
01:23:32,458 --> 01:23:34,541
directly align with real

798
01:23:34,541 --> 01:23:36,583
true positive health outcomes.

799
01:23:36,833 --> 01:23:38,916
I think they're only going to be

800
01:23:39,166 --> 01:23:41,375
directly aligned to their shareholders.

801
01:23:41,416 --> 01:23:44,083
So if, you know, there was some

802
01:23:44,416 --> 01:23:45,791
legitimate path where we

803
01:23:45,791 --> 01:23:48,041
could say, we know that this

804
01:23:48,041 --> 01:23:50,500
company here has our health interests

805
01:23:50,500 --> 01:23:51,625
in mind, I just

806
01:23:51,625 --> 01:23:53,250
don't, and maybe I'm wrong

807
01:23:53,250 --> 01:23:53,458
here.

808
01:23:53,625 --> 01:23:54,666
I mean, if you, if you know the

809
01:23:54,666 --> 01:23:55,625
industry better than I

810
01:23:55,625 --> 01:23:57,208
do, Marco, I mean, I, I

811
01:23:57,208 --> 01:23:59,875
really don't think they are truly on

812
01:23:59,916 --> 01:24:01,791
our team, but if we

813
01:24:01,791 --> 01:24:03,333
can save the money with

814
01:24:03,375 --> 01:24:05,416
how much they're spending on all the

815
01:24:05,458 --> 01:24:06,375
policies that they

816
01:24:06,375 --> 01:24:08,791
issue, then that might

817
01:24:08,791 --> 01:24:09,875
be a game changer

818
01:24:10,208 --> 01:24:11,416
that they never expected.

819
01:24:11,666 --> 01:24:13,583
But, you know, we can align with a

820
01:24:13,583 --> 01:24:14,750
health company that is

821
01:24:14,750 --> 01:24:17,333
backed by sugar soda and,

822
01:24:17,875 --> 01:24:19,125
you know, advertising dollars from

823
01:24:19,125 --> 01:24:20,583
Nabisco and not to

824
01:24:20,750 --> 01:24:22,375
crap on brands, but the

825
01:24:22,375 --> 01:24:23,208
point makes itself.

826
01:24:24,041 --> 01:24:24,333
Right.

827
01:24:24,583 --> 01:24:25,250
No, you're right.

828
01:24:25,708 --> 01:24:27,041
I think there is so many

829
01:24:27,041 --> 01:24:28,500
things that we need to build.

830
01:24:28,583 --> 01:24:30,958
And again, I think it's all around

831
01:24:31,291 --> 01:24:32,458
connections also

832
01:24:32,958 --> 01:24:34,583
between both industries.

833
01:24:34,916 --> 01:24:38,166
We were in one event in, I think it was

834
01:24:38,166 --> 01:24:40,541
in New York and there was a very big

835
01:24:40,541 --> 01:24:43,000
disconnection between people who is

836
01:24:43,041 --> 01:24:43,958
only working with

837
01:24:43,958 --> 01:24:45,291
insurance because they were

838
01:24:45,291 --> 01:24:47,458
telling us that, Hey, we want to talk

839
01:24:47,458 --> 01:24:48,041
with the fitness

840
01:24:48,041 --> 01:24:49,791
industry, but we don't speak

841
01:24:49,791 --> 01:24:50,708
the same language.

842
01:24:51,041 --> 01:24:52,500
And that's something really true.

843
01:24:52,625 --> 01:24:54,750
I think we need to do more things

844
01:24:54,750 --> 01:24:56,166
around connectivity

845
01:24:56,166 --> 01:24:58,041
between all the industries,

846
01:24:58,041 --> 01:24:58,916
but also with the health

847
01:24:58,916 --> 01:25:00,750
industry is the same thing.

848
01:25:01,041 --> 01:25:02,000
It's obvious, right?

849
01:25:02,000 --> 01:25:04,750
Like, Hey, if you are doing workouts,

850
01:25:04,833 --> 01:25:05,958
if you do every single

851
01:25:05,958 --> 01:25:06,875
day workout, you will

852
01:25:06,875 --> 01:25:07,791
be more healthy.

853
01:25:08,125 --> 01:25:09,625
But there is like a disconnection

854
01:25:09,625 --> 01:25:11,833
between these industries.

855
01:25:11,833 --> 01:25:13,125
And I think everyone is

856
01:25:13,125 --> 01:25:14,125
really aligned on that.

857
01:25:14,750 --> 01:25:16,458
So maybe it's connection, maybe it's

858
01:25:16,458 --> 01:25:17,583
community, maybe

859
01:25:17,583 --> 01:25:18,583
something that we need to

860
01:25:18,583 --> 01:25:19,125
do more.

861
01:25:19,458 --> 01:25:21,000
It's a long game also.

862
01:25:21,083 --> 01:25:22,916
We need to change a lot of minds.

863
01:25:22,916 --> 01:25:24,916
And there is a lot of money involved in

864
01:25:24,916 --> 01:25:27,083
all the industries also, not only the

865
01:25:27,166 --> 01:25:28,000
insurance, also in the

866
01:25:28,000 --> 01:25:29,291
health and also in the fitness.

867
01:25:30,041 --> 01:25:31,875
This is something that we were, I'm

868
01:25:31,875 --> 01:25:33,791
always asking, what can we do?

869
01:25:34,375 --> 01:25:34,666
Yeah.

870
01:25:34,666 --> 01:25:36,708
I, to your point, Marco, it's like if

871
01:25:36,708 --> 01:25:38,291
you walk into a group

872
01:25:38,291 --> 01:25:39,791
of, let's say, let's

873
01:25:39,791 --> 01:25:41,000
call gym owners, right?

874
01:25:41,416 --> 01:25:43,625
You got a really, a great CrossFit gym.

875
01:25:43,791 --> 01:25:45,291
Maybe they have a wellness program.

876
01:25:45,291 --> 01:25:45,875
Maybe they don't.

877
01:25:46,000 --> 01:25:46,333
Right.

878
01:25:46,666 --> 01:25:48,791
Another martial arts school, my

879
01:25:48,791 --> 01:25:49,791
instructor, Professor

880
01:25:49,833 --> 01:25:52,000
Fresh, actually he does PT on the

881
01:25:52,000 --> 01:25:52,541
side.

882
01:25:52,541 --> 01:25:54,916
He does mobility workshops and he's got

883
01:25:54,958 --> 01:25:56,916
a full time job, but that guy, the

884
01:25:56,958 --> 01:25:58,125
services that he provides

885
01:25:58,125 --> 01:25:59,708
his community are top-notch.

886
01:25:59,750 --> 01:26:01,500
I mean, they're world-class services.

887
01:26:01,500 --> 01:26:04,750
And with how the industry is so

888
01:26:04,750 --> 01:26:06,625
fragmented that it

889
01:26:06,625 --> 01:26:09,041
cannot provide a single access

890
01:26:09,041 --> 01:26:11,083
point to the $65 billion corporate

891
01:26:11,083 --> 01:26:12,041
wellness market for us

892
01:26:12,041 --> 01:26:14,458
to prove the benefit that

893
01:26:14,541 --> 01:26:17,208
these gym owners really have that would

894
01:26:17,208 --> 01:26:19,083
affect the bottom line of the entire

895
01:26:19,083 --> 01:26:21,833
industry is something that should have

896
01:26:21,833 --> 01:26:22,541
been done a long time

897
01:26:22,541 --> 01:26:23,958
ago, but three years

898
01:26:23,958 --> 01:26:25,375
in, I'm starting to understand why

899
01:26:25,375 --> 01:26:26,500
nobody undertook it.

900
01:26:26,625 --> 01:26:29,750
It's not an easy task, but I think with

901
01:26:29,750 --> 01:26:31,125
the right partners and people that

902
01:26:31,375 --> 01:26:33,375
understand our mission and want to help

903
01:26:33,375 --> 01:26:33,791
and want to be a

904
01:26:33,791 --> 01:26:35,208
part of this, I'm super

905
01:26:35,208 --> 01:26:37,458
excited because as we build momentum,

906
01:26:37,875 --> 01:26:39,416
it's another Glassman quote, and I know

907
01:26:39,416 --> 01:26:41,291
he's not part of CrossFit anymore, but

908
01:26:41,833 --> 01:26:43,041
doing the right things for the right

909
01:26:43,041 --> 01:26:44,958
reasons for the right people, it's an

910
01:26:45,000 --> 01:26:46,875
easy marching order to follow.

911
01:26:46,875 --> 01:26:47,625
And that's all we're doing.

912
01:26:48,666 --> 01:26:49,125
I love that.

913
01:26:49,250 --> 01:26:50,833
And I think you're showing

914
01:26:50,875 --> 01:26:52,500
the way that this is possible.

915
01:26:52,666 --> 01:26:53,916
We obviously need this at a bigger

916
01:26:53,916 --> 01:26:55,250
scale as an industry.

917
01:26:55,583 --> 01:26:58,333
I know that HFA is working on some

918
01:26:58,333 --> 01:27:00,583
components of bringing more data across

919
01:27:00,583 --> 01:27:02,416
the industry together to then make

920
01:27:02,416 --> 01:27:04,875
stronger cases out in Washington when

921
01:27:04,875 --> 01:27:06,458
discussing with other verticals

922
01:27:06,458 --> 01:27:07,541
industries or like

923
01:27:07,541 --> 01:27:08,541
politics even, right?

924
01:27:08,541 --> 01:27:10,458
Because we also have to represent the

925
01:27:10,458 --> 01:27:12,458
voice there from the fitness wellness

926
01:27:12,458 --> 01:27:14,333
side, which then can lead to many of

927
01:27:14,333 --> 01:27:16,458
these new opportunities that sit at the

928
01:27:16,458 --> 01:27:18,500
intersection, but I want to change

929
01:27:18,500 --> 01:27:19,750
gears here a little bit, Jason.

930
01:27:20,083 --> 01:27:22,791
You hit on community as well, several

931
01:27:22,791 --> 01:27:23,666
times already, right?

932
01:27:23,708 --> 01:27:24,916
Like the community in the gym, the

933
01:27:24,916 --> 01:27:26,500
community of the CrossFit, which has

934
01:27:26,791 --> 01:27:28,541
always been kind of like a special

935
01:27:28,541 --> 01:27:30,416
community in the CrossFit space.

936
01:27:30,708 --> 01:27:31,458
And you're saying that, right?

937
01:27:31,458 --> 01:27:33,041
Like you open an orange theory next

938
01:27:33,041 --> 01:27:35,083
door, it will be full, but it's not the

939
01:27:35,083 --> 01:27:36,750
CrossFit people from next door.

940
01:27:37,541 --> 01:27:39,750
You mentioned also AI, you mentioned

941
01:27:39,750 --> 01:27:40,250
the community

942
01:27:40,250 --> 01:27:41,708
aspect, you mentioned data.

943
01:27:41,750 --> 01:27:44,875
Like what is your take on the actual

944
01:27:44,875 --> 01:27:46,625
product that fitness wellness is

945
01:27:46,625 --> 01:27:48,791
producing today and is community

946
01:27:48,916 --> 01:27:50,750
actually the product now?

947
01:27:51,208 --> 01:27:53,666
If we talk about the product that

948
01:27:54,083 --> 01:27:56,833
actually provides long-term

949
01:27:56,833 --> 01:28:00,041
adherence and results, the community is

950
01:28:00,041 --> 01:28:03,958
not only essential, it is also only

951
01:28:04,083 --> 01:28:05,958
properly created in a

952
01:28:05,958 --> 01:28:06,833
certain environment.

953
01:28:07,166 --> 01:28:09,791
And what I mean by that is there's a

954
01:28:09,791 --> 01:28:11,166
difference between somebody that's

955
01:28:11,208 --> 01:28:13,583
opening up and again, I don't like to

956
01:28:13,625 --> 01:28:15,500
sound like I'm, if anybody works out at

957
01:28:15,500 --> 01:28:17,083
any gym, I commend them.

958
01:28:17,125 --> 01:28:18,083
And if they're getting

959
01:28:18,083 --> 01:28:19,416
results, good for them.

960
01:28:19,791 --> 01:28:21,708
But if you're not learning something

961
01:28:21,833 --> 01:28:22,750
and you're not

962
01:28:22,875 --> 01:28:25,291
building skills that you can

963
01:28:25,625 --> 01:28:27,666
continue for a lifetime, what you're

964
01:28:27,666 --> 01:28:30,166
learning doesn't inspire you to teach

965
01:28:30,208 --> 01:28:33,458
other people that skill, that community

966
01:28:33,500 --> 01:28:36,458
is not a lasting community and it's not

967
01:28:36,791 --> 01:28:39,333
solid, the foundation is not there.

968
01:28:39,708 --> 01:28:42,250
It's like, nobody gets

969
01:28:42,333 --> 01:28:44,083
good at orange theorying.

970
01:28:44,458 --> 01:28:46,000
Like, all right, look at those guys are

971
01:28:46,000 --> 01:28:46,666
doing orange theory

972
01:28:46,666 --> 01:28:47,666
in the park or let's

973
01:28:47,666 --> 01:28:49,250
go to this orange theory competition.

974
01:28:49,750 --> 01:28:51,500
And I don't mean to shit on them again,

975
01:28:51,500 --> 01:28:53,541
but if your coach just opens the door,

976
01:28:53,541 --> 01:28:55,125
puts on a microphone and yells at

977
01:28:55,125 --> 01:28:55,750
people to keep their

978
01:28:55,750 --> 01:28:56,625
heart rate at a certain

979
01:28:56,625 --> 01:28:59,750
level versus spending hours on in

980
01:29:00,208 --> 01:29:02,000
teaching a 60 year

981
01:29:02,000 --> 01:29:03,000
old person that's been

982
01:29:03,000 --> 01:29:05,708
sitting in a desk for years, how to

983
01:29:06,083 --> 01:29:07,833
begin to try to do a

984
01:29:07,875 --> 01:29:08,958
properly executed air

985
01:29:08,958 --> 01:29:10,541
squat, that's a different thing.

986
01:29:10,583 --> 01:29:13,875
So the community is so integral that

987
01:29:13,875 --> 01:29:15,291
it's also a, if

988
01:29:15,291 --> 01:29:16,125
that's not there, that's

989
01:29:16,125 --> 01:29:17,416
not in our customer profile.

990
01:29:17,875 --> 01:29:18,125
Right.

991
01:29:18,375 --> 01:29:20,291
So if you're not teaching something and

992
01:29:20,291 --> 01:29:21,083
you're not building

993
01:29:21,083 --> 01:29:22,125
a community-based on

994
01:29:22,125 --> 01:29:24,375
that teaching, you're not a match for

995
01:29:24,500 --> 01:29:25,250
what we're building.

996
01:29:25,375 --> 01:29:26,833
And that's why we had to create a new

997
01:29:26,833 --> 01:29:29,875
category in the form of a brand around

998
01:29:30,083 --> 01:29:31,458
those people that build those

999
01:29:31,458 --> 01:29:32,833
communities in that way.

1000
01:29:33,125 --> 01:29:34,375
That is why you stay.

1001
01:29:34,500 --> 01:29:36,041
So you join CrossFit to get in shape.

1002
01:29:36,041 --> 01:29:36,708
Yeah, look at me, I'm

1003
01:29:36,708 --> 01:29:37,250
going to lose weight.

1004
01:29:37,708 --> 01:29:40,125
And then one day you'll realize that

1005
01:29:40,125 --> 01:29:41,000
you're cutting out of

1006
01:29:41,000 --> 01:29:42,041
work early to get to

1007
01:29:42,041 --> 01:29:43,416
class at four 30, because

1008
01:29:43,416 --> 01:29:45,875
you want to see Marco, right?

1009
01:29:46,166 --> 01:29:46,583
Not because you're

1010
01:29:46,583 --> 01:29:47,250
going to do CrossFit.

1011
01:29:47,250 --> 01:29:48,791
You may, part of you might think it's

1012
01:29:48,791 --> 01:29:50,125
CrossFit, but really like, Oh man, that

1013
01:29:50,125 --> 01:29:51,208
Marco guy was cool.

1014
01:29:51,583 --> 01:29:52,875
He's really fun to talk to.

1015
01:29:52,875 --> 01:29:54,041
He's helped me, right?

1016
01:29:54,041 --> 01:29:54,833
You can feed off the

1017
01:29:54,833 --> 01:29:56,125
community, that sort of thing.

1018
01:29:56,125 --> 01:29:59,916
So it's so important that it's probably

1019
01:30:00,208 --> 01:30:02,083
sounds crazy to most people, but that's

1020
01:30:02,083 --> 01:30:03,416
kind of what we're doing.

1021
01:30:04,291 --> 01:30:06,375
I think it's part of the success of

1022
01:30:06,666 --> 01:30:07,958
Gigi2, for example,

1023
01:30:08,416 --> 01:30:10,000
it's like the community is

1024
01:30:10,000 --> 01:30:11,666
one of the most important things, even

1025
01:30:11,666 --> 01:30:13,708
though that when you are aspiring, you

1026
01:30:13,750 --> 01:30:15,458
are doing with your friend or maybe

1027
01:30:15,458 --> 01:30:16,583
with any other

1028
01:30:16,583 --> 01:30:18,041
stranger guy, but it's like

1029
01:30:18,375 --> 01:30:20,041
around what happened,

1030
01:30:20,125 --> 01:30:21,250
it's really important.

1031
01:30:21,625 --> 01:30:23,041
It's like, I help you

1032
01:30:23,041 --> 01:30:24,250
to improve yourself.

1033
01:30:24,625 --> 01:30:26,750
So it's amazing that part.

1034
01:30:27,125 --> 01:30:29,500
So I believe that's one of the success

1035
01:30:29,500 --> 01:30:31,833
of Gigi2 or any other martial art.

1036
01:30:31,916 --> 01:30:32,833
It's like, how can you

1037
01:30:32,833 --> 01:30:34,041
build that community?

1038
01:30:34,041 --> 01:30:35,875
Because now everything has a purpose.

1039
01:30:36,250 --> 01:30:37,541
So I agree with you.

1040
01:30:37,541 --> 01:30:38,791
It's really important.

1041
01:30:38,875 --> 01:30:39,666
It's really important.

1042
01:30:39,666 --> 01:30:41,750
That's why Jonah said, like, I think

1043
01:30:41,750 --> 01:30:43,708
community is probably the product.

1044
01:30:43,958 --> 01:30:44,875
It's the main product.

1045
01:30:44,875 --> 01:30:47,000
It's if you build everything around the

1046
01:30:47,000 --> 01:30:48,208
community, then you

1047
01:30:48,208 --> 01:30:49,291
can build more things

1048
01:30:49,291 --> 01:30:49,833
around it.

1049
01:30:50,333 --> 01:30:51,041
A hundred percent.

1050
01:30:51,041 --> 01:30:54,000
And if you look at Gym Force and people

1051
01:30:54,000 --> 01:30:55,000
always ask, what is it?

1052
01:30:55,000 --> 01:30:56,416
You know, and depending on my audience,

1053
01:30:56,458 --> 01:30:57,458
I answer it a different way.

1054
01:30:57,750 --> 01:30:59,916
But ultimately what it looks like is,

1055
01:31:00,083 --> 01:31:00,708
you know, it's the

1056
01:31:00,708 --> 01:31:02,375
ultimate third spaces, you

1057
01:31:02,375 --> 01:31:03,875
know, marketplace, and it's built

1058
01:31:03,875 --> 01:31:05,083
around the communities

1059
01:31:05,083 --> 01:31:06,375
and the coaches that build

1060
01:31:06,375 --> 01:31:07,583
them, the Jiu-Jitsu

1061
01:31:07,583 --> 01:31:08,291
thing, you're right.

1062
01:31:08,291 --> 01:31:10,458
Like I always tell people that don't

1063
01:31:10,458 --> 01:31:10,916
want to join

1064
01:31:10,916 --> 01:31:12,375
CrossFit or Jiu-Jitsu, like,

1065
01:31:12,375 --> 01:31:13,250
oh, I wouldn't be

1066
01:31:13,250 --> 01:31:14,875
good at that or whatever.

1067
01:31:14,875 --> 01:31:17,333
I would say I am the shittiest purple

1068
01:31:17,333 --> 01:31:18,541
belt in my entire

1069
01:31:18,541 --> 01:31:20,791
school, but I have it because

1070
01:31:20,791 --> 01:31:22,291
I just keep going there.

1071
01:31:22,291 --> 01:31:24,458
So it's just the messaging needs to get

1072
01:31:24,458 --> 01:31:25,958
out and that the importance of that

1073
01:31:25,958 --> 01:31:27,333
community just needs to be more.

1074
01:31:27,583 --> 01:31:28,625
It needs to be highlighted.

1075
01:31:28,875 --> 01:31:30,125
It needs to be rewarded.

1076
01:31:30,125 --> 01:31:31,416
It needs to be monetized.

1077
01:31:31,416 --> 01:31:31,833
It needs to be

1078
01:31:31,833 --> 01:31:33,541
supported in every possible way.

1079
01:31:33,541 --> 01:31:34,291
And that's what

1080
01:31:34,291 --> 01:31:35,166
we're planning on doing.

1081
01:31:35,916 --> 01:31:37,625
Oh, like just because you mentioned it

1082
01:31:37,625 --> 01:31:39,083
right now, and I think for like the

1083
01:31:39,083 --> 01:31:40,416
audience that is listening, right?

1084
01:31:40,416 --> 01:31:42,666
Like if you have a product and you just

1085
01:31:42,666 --> 01:31:43,125
mentioned on

1086
01:31:43,125 --> 01:31:44,208
different stakeholders, right?

1087
01:31:44,208 --> 01:31:47,083
You have the gyms, you have the brands

1088
01:31:47,208 --> 01:31:48,250
or like the corporates,

1089
01:31:48,458 --> 01:31:49,541
you have the end user.

1090
01:31:50,083 --> 01:31:53,083
How would you, for many like owners of

1091
01:31:53,083 --> 01:31:54,416
solutions, it's hard

1092
01:31:54,416 --> 01:31:55,541
to know how to position

1093
01:31:55,541 --> 01:31:56,208
your product to the

1094
01:31:56,208 --> 01:31:57,041
different audiences.

1095
01:31:57,041 --> 01:31:58,541
And you just kind of mentioned that.

1096
01:31:58,791 --> 01:32:01,041
How would you describe your business in

1097
01:32:01,041 --> 01:32:03,041
few words to each of these audiences?

1098
01:32:03,166 --> 01:32:05,541
To an investor, to a gym owner, to a

1099
01:32:05,541 --> 01:32:06,541
corporate, to an end

1100
01:32:06,541 --> 01:32:07,166
user, maybe, you know,

1101
01:32:07,166 --> 01:32:07,458
like.

1102
01:32:08,375 --> 01:32:10,916
It's funny how as a first time founder,

1103
01:32:10,916 --> 01:32:12,708
that's not technical from the Midwest.

1104
01:32:13,333 --> 01:32:15,083
There's something to be said about

1105
01:32:15,541 --> 01:32:17,208
learning everything the hard way.

1106
01:32:17,750 --> 01:32:19,333
And part of learning everything the

1107
01:32:19,333 --> 01:32:20,916
hard way along the way has been the

1108
01:32:20,916 --> 01:32:23,708
evolution of just the story itself.

1109
01:32:24,166 --> 01:32:25,833
And how does it line up with the

1110
01:32:25,833 --> 01:32:27,250
mission and does it make sense?

1111
01:32:27,250 --> 01:32:28,666
And then you have like,

1112
01:32:28,708 --> 01:32:29,833
you look, why Combinator?

1113
01:32:29,833 --> 01:32:30,750
What, what are you

1114
01:32:30,750 --> 01:32:31,708
making that people want?

1115
01:32:31,708 --> 01:32:32,458
How do you make money?

1116
01:32:32,791 --> 01:32:33,083
Right?

1117
01:32:33,541 --> 01:32:35,083
If I was talking to investors, I would

1118
01:32:35,083 --> 01:32:36,000
say, you know, we are

1119
01:32:36,000 --> 01:32:37,250
a member acquisition

1120
01:32:37,291 --> 01:32:38,458
retention and corporate wellness

1121
01:32:38,458 --> 01:32:39,875
platform for independent gyms.

1122
01:32:40,083 --> 01:32:41,708
We're a revenue layer that sits on top

1123
01:32:41,708 --> 01:32:42,708
of the industry and

1124
01:32:42,708 --> 01:32:44,000
provide a single access

1125
01:32:44,000 --> 01:32:45,375
point for the $65 billion

1126
01:32:45,625 --> 01:32:46,708
corporate wellness market.

1127
01:32:47,083 --> 01:32:49,541
And our AI integration is in the form

1128
01:32:49,541 --> 01:32:51,500
of a secret that I

1129
01:32:51,500 --> 01:32:52,208
don't want to say on this

1130
01:32:52,208 --> 01:32:56,291
podcast, but it really is, you know,

1131
01:32:56,291 --> 01:32:58,333
we, we unburden the

1132
01:32:58,333 --> 01:33:00,041
sales owner just to say

1133
01:33:00,041 --> 01:33:01,458
it kind of in a high level way.

1134
01:33:01,750 --> 01:33:03,791
Our solution ultimately does what I

1135
01:33:03,791 --> 01:33:05,500
wanted to do for years.

1136
01:33:05,750 --> 01:33:07,583
I didn't want to do any sales stock.

1137
01:33:07,750 --> 01:33:10,541
It never sat well with me morally to

1138
01:33:10,541 --> 01:33:12,583
sell personal training

1139
01:33:12,750 --> 01:33:14,708
of mine to my customers

1140
01:33:14,708 --> 01:33:15,416
that have been my

1141
01:33:15,583 --> 01:33:17,000
members for five years.

1142
01:33:17,166 --> 01:33:19,000
I never felt comfortable doing it.

1143
01:33:19,416 --> 01:33:20,500
And so I didn't want

1144
01:33:20,500 --> 01:33:21,250
to do that anymore.

1145
01:33:21,458 --> 01:33:22,083
So I had to figure

1146
01:33:22,083 --> 01:33:23,208
out a solution for that.

1147
01:33:23,625 --> 01:33:25,166
So, but if I'm talking to a gym owner,

1148
01:33:25,291 --> 01:33:25,750
you know, I would

1149
01:33:25,750 --> 01:33:27,041
just say, Hey, instead

1150
01:33:27,041 --> 01:33:28,375
of leads, we give you customers.

1151
01:33:28,666 --> 01:33:29,333
You want to talk?

1152
01:33:29,541 --> 01:33:30,250
You know, usually they

1153
01:33:30,250 --> 01:33:31,708
always go, it sounds fake.

1154
01:33:31,750 --> 01:33:32,416
What's the catch?

1155
01:33:32,416 --> 01:33:34,041
And then it turns into, why didn't

1156
01:33:34,041 --> 01:33:35,333
anybody do this before?

1157
01:33:35,625 --> 01:33:36,958
Why hasn't CrossFit done this?

1158
01:33:36,958 --> 01:33:39,250
Or, and that's why we got to be apart

1159
01:33:39,250 --> 01:33:40,833
from everything because we want to

1160
01:33:40,833 --> 01:33:42,208
help all of these gym owners.

1161
01:33:42,208 --> 01:33:44,125
We got to be permissionless and we have

1162
01:33:44,125 --> 01:33:46,541
to be able to bring the solution

1163
01:33:46,541 --> 01:33:48,250
to everybody as fast as possible.

1164
01:33:48,250 --> 01:33:49,666
So we're excited.

1165
01:33:50,125 --> 01:33:51,166
So I hope that makes sense.

1166
01:33:51,583 --> 01:33:51,833
It does.

1167
01:33:51,833 --> 01:33:53,000
Yeah, it does.

1168
01:33:53,000 --> 01:33:53,583
It does.

1169
01:33:54,166 --> 01:33:54,708
All right.

1170
01:33:54,708 --> 01:33:57,375
So we are almost in the end.

1171
01:33:57,708 --> 01:33:59,541
So we have some questions for you.

1172
01:34:00,166 --> 01:34:02,750
One, one wellness product that you

1173
01:34:02,750 --> 01:34:05,083
admire right now and why.

1174
01:34:05,708 --> 01:34:07,250
I'm not going to say a product.

1175
01:34:07,333 --> 01:34:09,166
I'm going to say just the kind of

1176
01:34:09,166 --> 01:34:11,166
people that do things,

1177
01:34:11,250 --> 01:34:13,250
community runs, group

1178
01:34:13,250 --> 01:34:14,666
session, people that do things on their

1179
01:34:14,666 --> 01:34:16,541
own, coaches that go above and beyond.

1180
01:34:17,000 --> 01:34:19,125
Wellness product, far too many of them

1181
01:34:19,125 --> 01:34:21,125
I think are gimmicks and

1182
01:34:21,250 --> 01:34:22,583
designed to trick people.

1183
01:34:23,083 --> 01:34:25,208
And not a huge fan of most

1184
01:34:25,208 --> 01:34:26,291
of the tech enabled stuff.

1185
01:34:26,291 --> 01:34:27,250
I do like the wearables.

1186
01:34:27,375 --> 01:34:28,541
I am a wearable fan

1187
01:34:28,541 --> 01:34:30,500
because that turns into a game.

1188
01:34:30,500 --> 01:34:32,625
I mean, you had no choice today to say

1189
01:34:32,625 --> 01:34:33,333
something different.

1190
01:34:34,125 --> 01:34:34,541
I'm kidding.

1191
01:34:34,875 --> 01:34:36,500
Well, no, it's funny.

1192
01:34:36,500 --> 01:34:37,083
It's like, whoop.

1193
01:34:37,125 --> 01:34:38,791
I don't have my whoop anymore, but it's

1194
01:34:38,791 --> 01:34:41,166
like for three straight years, I didn't

1195
01:34:41,166 --> 01:34:42,958
need to be reminded every time I drank,

1196
01:34:43,000 --> 01:34:44,916
I knew I would be red the next day.

1197
01:34:44,958 --> 01:34:45,416
Right.

1198
01:34:46,000 --> 01:34:47,750
So it's like, but you know, people can

1199
01:34:47,750 --> 01:34:48,625
really use that for

1200
01:34:48,625 --> 01:34:49,500
their own health journey.

1201
01:34:50,083 --> 01:34:51,791
After three years, what happened was

1202
01:34:51,791 --> 01:34:53,625
you are not using anymore the whoop.

1203
01:34:54,333 --> 01:34:55,875
Well, it was just like, do I want to

1204
01:34:55,875 --> 01:34:57,250
upgrade or do I need

1205
01:34:57,250 --> 01:34:58,666
to just realize like,

1206
01:34:58,666 --> 01:35:00,833
if you drink, you're a moron on a

1207
01:35:00,833 --> 01:35:01,916
Tuesday, don't do it.

1208
01:35:02,750 --> 01:35:04,041
If you eat well, you feel good.

1209
01:35:04,416 --> 01:35:05,833
If you exercise, you feel good.

1210
01:35:05,833 --> 01:35:06,875
And that's always been the case.

1211
01:35:06,875 --> 01:35:08,708
So it's kind of just reinforcing

1212
01:35:08,750 --> 01:35:09,583
something I already knew.

1213
01:35:09,583 --> 01:35:11,208
So I found it not necessarily

1214
01:35:11,208 --> 01:35:12,833
unnecessary, but I just didn't, didn't

1215
01:35:12,875 --> 01:35:13,541
pull the trigger on

1216
01:35:13,541 --> 01:35:14,875
the upgraded version.

1217
01:35:15,583 --> 01:35:16,125
That makes sense.

1218
01:35:16,416 --> 01:35:17,833
A second question we still have here

1219
01:35:17,833 --> 01:35:20,416
for the closing is what is the industry

1220
01:35:20,416 --> 01:35:21,708
building that they

1221
01:35:21,708 --> 01:35:23,041
should stop building?

1222
01:35:23,750 --> 01:35:25,250
Anything that tries to

1223
01:35:25,458 --> 01:35:27,666
fake a coach or a community.

1224
01:35:27,750 --> 01:35:30,583
So the Peloton monitor is like the

1225
01:35:30,583 --> 01:35:31,333
coach yelling at you.

1226
01:35:31,333 --> 01:35:32,291
Yeah, you're doing great.

1227
01:35:32,291 --> 01:35:33,083
Like that's fake.

1228
01:35:33,083 --> 01:35:33,583
It's not really the

1229
01:35:33,583 --> 01:35:34,750
person doesn't know you right.

1230
01:35:34,750 --> 01:35:36,583
That even an AI coach,

1231
01:35:36,708 --> 01:35:38,000
like it's not a real person.

1232
01:35:38,083 --> 01:35:39,791
You can use AI to do a lot of things.

1233
01:35:39,916 --> 01:35:41,666
An AI is not going to be a

1234
01:35:41,666 --> 01:35:42,875
real person that's engaging,

1235
01:35:42,916 --> 01:35:44,000
actually cares about you.

1236
01:35:44,000 --> 01:35:47,208
So anything that fakes what a real

1237
01:35:47,208 --> 01:35:47,833
coach, a real

1238
01:35:47,833 --> 01:35:49,250
community, a real human is

1239
01:35:49,250 --> 01:35:51,291
doing to impact somebody's health.

1240
01:35:51,500 --> 01:35:53,625
I think is, it's not unethical.

1241
01:35:53,625 --> 01:35:54,166
I mean, people are

1242
01:35:54,166 --> 01:35:55,041
trying, they want to help.

1243
01:35:55,083 --> 01:35:57,083
It's just, I'm not, I'm not into that.

1244
01:35:57,666 --> 01:35:58,666
Let me do one more.

1245
01:35:59,041 --> 01:36:01,666
What feature will save your product?

1246
01:36:02,500 --> 01:36:05,500
The feature that will save our product

1247
01:36:05,708 --> 01:36:09,375
will be the one that causes that first

1248
01:36:09,375 --> 01:36:12,250
gym owner to open a gym because they

1249
01:36:12,250 --> 01:36:13,833
know we got their back.

1250
01:36:14,041 --> 01:36:14,458
That's it.

1251
01:36:14,916 --> 01:36:16,125
Wherever that feature is.

1252
01:36:16,333 --> 01:36:16,833
Beautiful.

1253
01:36:17,500 --> 01:36:18,250
So we couldn't close

1254
01:36:18,250 --> 01:36:19,750
on a better statement.

1255
01:36:21,333 --> 01:36:22,583
I think it'll be our Superbowl

1256
01:36:22,583 --> 01:36:24,000
commercial where the

1257
01:36:24,000 --> 01:36:26,375
person joins a gym in Kalamazoo,

1258
01:36:26,375 --> 01:36:29,083
Michigan from a QR code that we put at

1259
01:36:29,083 --> 01:36:30,500
the end of our, our ad.

1260
01:36:31,250 --> 01:36:31,875
Nice.

1261
01:36:32,750 --> 01:36:34,458
All right, Jason, thank

1262
01:36:34,458 --> 01:36:35,500
you so much for your time.

1263
01:36:35,791 --> 01:36:38,000
We will love to see your product when

1264
01:36:38,041 --> 01:36:39,875
it's lives and yeah,

1265
01:36:40,291 --> 01:36:41,250
good luck with everything.

1266
01:36:41,291 --> 01:36:42,250
Thank you so much for your time.

1267
01:36:43,250 --> 01:36:44,333
That's a grab on this

1268
01:36:44,333 --> 01:36:45,375
feature will save us.

1269
01:36:45,458 --> 01:36:47,166
If you are building with wearable or

1270
01:36:47,166 --> 01:36:48,333
health data, check

1271
01:36:48,375 --> 01:36:49,458
out what we are doing

1272
01:36:49,458 --> 01:36:50,958
at tryruk.io.

1273
01:36:51,458 --> 01:36:53,500
And if this episode was useful, share

1274
01:36:53,500 --> 01:36:55,125
it with the one person on your team who

1275
01:36:55,166 --> 01:36:55,750
needs to hear it.

1276
01:36:56,000 --> 01:36:56,875
See you in two weeks.