18:24JP Middleton · Talking Head
Another AI Goldrush Just Started (and nobody even realises)
How to build a six-employee AI system that services the businesses everyone else is ignoring.
June 9thThe argument in one line.
You close a cold prospect by leading them to admit their own broken process, then prescribing the one logical sequence that fixes it before you ever name a price.
Read if. Skip if.
READ IF YOU ARE…
- An agency owner or freelancer who sells a done-for-you service to local business owners and wants to watch cold-prospect closing end to end.
- A commission salesperson taking inbound calls from paid-ad leads who keeps losing deals to let-me-think-about-it.
- A solo operator building a high-ticket offer who needs to see how to structure a simple, sequenced pitch instead of a confusing menu.
- Anyone selling into gyms, fitness studios, or other appointment-based brick-and-mortar businesses who wants the specific objections and language that work.
SKIP IF…
- You want a short, edited tutorial; this is nearly five hours of raw call footage with commentary.
- You sell self-serve software or anything that does not involve a live human sales conversation.
- You are looking for the technical build of the AI system rather than how it is sold.
The full version, fast.
Every prospect here came in cold from ads, and JP closes them with the same eight-stage call: rapport, discovery until they admit what is broken, mirror it back, then prescribe a specific sequence rather than a menu. For most gyms that sequence is reactivate the dormant lead database with AI texts first, install a Google review and referral engine second, and only then run paid ads with hands-free AI lead follow-up. He states the price flatly, isolates the real objection, and on money objections takes a smaller down payment rather than lose the deal. The recurring lesson is that simplicity closes: pitching one logical first step the prospect has never been offered builds more trust and fewer objections than dumping the whole marketing plan up front.
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00:00 – 00:33
01 · Intro
States the promise: 10 cold calls, $1M closed, final call a half-million close that almost fell apart.
00:33 – 24:04
02 · $43.1K deal
Solo gym owner with leads in physical folders and no CRM. JP reframes off paid ads toward database reactivation, then takes a $500 down payment on a money objection.
24:04 – 41:51
03 · $44.8K deal
Profitable but plateaued gym couple who have hammered their list. JP prescribes marketing first via the Decagon Matrix plus speed-to-lead follow-up.
41:51 – 1:13:00
04 · $48.7K deal
14-year gym being crushed by a new franchise with 10x the reviews. JP leads with a Google review and referral engine before any ad spend, and closes despite a February cash-flow objection at $100 down.
1:13:00 – 1:36:50
05 · $50.5K deal
Two-call close. Prospect is locked in a contract with another agency (Lasso); JP differentiates on tailored ads and database reactivation and closes after they exit the contract.
1:36:50 – 2:30:53
06 · $52K deal
Owner with two locations who says you have gotten sold buddy. JP still walks the next-steps to re-permission and locks both gyms.
2:30:53 – 2:59:17
07 · $59.5K deal
Rapport-heavy call; reviews-first and database-first prescription, straightforward close.
2:59:17 – 3:23:35
08 · $72.9K deal
Older-adult gym with two locations and weak Google rankings shown via a Local Falcon report; review engine plus remarketing pitched.
3:23:35 – 3:37:10
09 · $73.7K deal
Shorter close following the same discovery-to-prescription skeleton.
3:37:10 – 4:07:04
10 · $123K deal
Larger multi-location account closed on the same sequenced pitch and proof-of-results screen-shares.
4:07:04 – 4:48:11
11 · $502.3K deal
The climax that nearly collapsed. Prospect wants a day; JP reveals a four-month money-back guarantee scoped to cash collected, backs off to protect the relationship, books a follow-up, and closes on the second call. Commentary explains why he later dropped guarantees and simplified his pitch.
Lines worth screenshotting.
- Every one of these prospects came in cold from paid ads with zero prior trust, which is the hardest starting position to close from.
- Discovery is not information-gathering, it is getting the prospect to say the problem out loud themselves so the pitch becomes their idea.
- Prescribe a sequence, not a menu: offering a prospect a $1,000, $2,000, or $3,000 choice makes them stall; telling them the one right next step closes them.
- Most agencies push paid ads first; the contrarian wedge is to reactivate the dormant lead database and harvest reviews first, because it costs the client nothing and proves you work.
- A money objection is not a no: take $500, or even $100 down, when you are confident you can get the client results, then collect the rest later.
- If a prospect has an absent business partner, never let them go pitch the partner for you, book a follow-up call and sell the partner directly.
- Name the exact next steps out loud before and after the yes, so the prospect re-consents and cannot drift into send-it-to-me-and-I-will-think-about-it.
- Letting a prospect leave to think about it means they will run it past life stress and ChatGPT, both of which were not on the call and will talk them out of it.
- A guarantee can backfire: it frames the relationship as one-sided and removes the client own accountability for doing the work.
- Speed-to-lead is a hard lever: a 2018 Harvard study JP cites says failing to follow up within five minutes drops your close probability by over 400%.
- Pitching the full marketing math up front creates confusion and ad-cost fixation; leading with one simple logical offer creates clarity, and clarity is what closes.
- Sell what the customer actually needs, not a fixed package; the same agency will reactivate a database for one client and run ads for another depending on their situation.
How to close a cold prospect without a discount or a hard sell.
WHAT TO LEARN
Closing comes from leading the prospect to name their own broken process, prescribing one simple logical next step, and locking the decision before they leave the call to talk themselves out of it.
02$43.1K deal
- Run discovery until the prospect says the problem out loud themselves; the pitch lands as their own conclusion instead of your sales pitch.
- Lead with the low-risk, no-spend win the prospect already owns (their old list, their happy members) before asking them to spend money on ads.
03$44.8K deal
- Prescribe a single sequenced next step rather than a menu of options, because choice creates hesitation and a clear recommendation creates a yes.
- Match the prescription to the prospect actual situation; a client who already worked their list needs marketing first, not reactivation.
04$48.7K deal
- Show the prospect concrete proof of their gap, like a competitor with ten times the Google reviews, so the need is undeniable.
- Treat a money objection as a negotiation, not a no: take a smaller down payment when you are genuinely confident you can deliver results.
05$50.5K deal
- A prospect already paying another agency can still be closed by exposing what that agency never did for them.
- Do not force a same-call close when there is a real contract obstacle; remove the obstacle and book the close for after they exit.
06$52K deal
- Even when a prospect says they are sold, walk the next steps out loud to get explicit re-permission before paperwork.
- When a decision-maker has an absent partner, sell the partner yourself on a follow-up call instead of handing your pitch to an amateur.
10$123K deal
- Use proof-of-results dashboards from comparable clients to make a large number feel safe and earned.
- The same simple sequenced pitch scales to bigger multi-location accounts without becoming more complicated.
11$502.3K deal
- Keep the offer simple; piling on the full plan creates confusion, and confused prospects stall while clear ones decide.
- A guarantee can hurt you by framing the work as one-sided; sometimes the stronger position is shared accountability, not a promise.
- Protect the relationship over the same-day close; backing off and booking a follow-up can win a deal a hard push would have killed.
Things they pointed at.
03:17linkHarvard 2018 speed-to-lead study (cited)
3:02:05toolLocal Falcon (Google rank-tracking report)
06:23toolGoHighLevel / Lasso / Wodify / Club OS (CRMs referenced by prospects)
Lines you could clip.
00:01
“Every prospect came from ads, which means they did not know me, they did not trust me, and I had to deal with pretty much every single objection you could imagine.”
00:50
“Most marketing companies would tell you to run paid ads first. That is not what we do. We do a reactivation campaign.”
01:19
“What do you need to think about specifically?”
1:27:12
“If a prospect tells you to just tell them the price before you have gone through your process, you are shooting yourself in the foot if you jump to it.”
4:43:20
“Whenever someone has a lot of clarity and things are simple, it is very easy to make decisions.”
Word for word.
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00:00In this video, you're gonna watch 10 real sales calls where I closed over 1,000,000 in deals for my AI agency. Every prospect came from ads, which means they did not know me.
00:11They did not trust me, and I had to deal with pretty much every single objection that you could imagine. The deals get bigger as the video goes on, and the final call ends in a half $1,000,000 close that almost fell apart halfway through. I I know you wanna close me on the spot.
00:25It's not something that I would I would do on the spot.
00:32So let's start with the first call, which ended up being a $42,000
00:36deal. Alright. Can you hear me?
00:38I can. What's going on? Good.
00:41How are you doing? Good. Can you see me?
00:43I can. Can you see me? I can't.
00:46You can't? Okay. Let me I don't know.
00:48Let's see here. My camera's
00:50Where you located, though? Oh, I see it.
00:54Okay. Nice. And what's that close to?
01:00Big town big or sit a couple hours south of me, kind of.
01:06Okay.
01:07If you're familiar with those. Okay. So, ultimately, that's just the brief introduction of this initial call.
01:14And so now I am gonna jump forward a little bit to where I'm actually jumping into what his situation looks like and just getting him to recognize that he ultimately needs help with this. Customers that you've accumulated over the years, what does that look like?
01:29How many are in
01:31How many what?
01:33How many leads are in your database?
01:37Yeah. Are you, like, base you're saying what what how many clients clients I have, basically? It could be it be x clients.
01:44It could be people that submitted their information on a form on your website. You know? Oh, shit.
01:51I couldn't I couldn't give you I couldn't give you a a good answer. I average
01:5620 some clients. I average. And when I'm really busy and swamped, I'm in the I have over 30 clients.
02:02That's when I'm working an awful lot.
02:07You know? Have a CRM?
02:10No. I don't even know what that is.
02:12Okay. So a CRM is just a it's just a software that tracks your leads and where they're at.
02:19Right? So, like, did they submit their information? Did they book an appointment?
02:24Did they show up to their appointment? Did you sign them up, or did you book a follow-up? You know what I mean?
02:30Like I could do that on my website.
02:33I have that kind of where you could I yeah. I think I could probably set that up.
02:38I I should do that on my website, get more professional on what you're talking about kind of.
02:45Yeah. So we we have one that we use. So we could help you set that up and connect it to your website so that whenever someone submits their information, they go in there.
02:53Okay. And it's organized for you so that it's super easy to track that stuff.
02:58But so, I mean, what you're saying then is, like, all the people you've interacted with over the course of the years, you don't have their contact information in an organized place that you could export.
03:14This is Oh, man. This is my the ones I don't see right now. Okay.
03:18They're the ones I don't see, but I don't ever throw them away. Good. Good.
03:22And so
03:23he's gonna be blurred out obviously, but what he just pulled up was a stack, a massive stack of folders to represent all of all of the customers he's ever worked with because Because everyone that he's ever worked with I don't know if you've ever seen Dodgeball, but if you remember, gosh, the main character, the hot attorney comes over to his place to serve him, and he opens up his closet and just a stack of, like, folders comes falling out.
03:52And so, right, this is an example of that where he doesn't nothing's digitized within his business. He is doing it completely old school.
04:00So he needs a lot of help. And this is a lot of business owners that exist right now. Good.
04:04Well, it's something. Yeah. Yeah.
04:05That's This is the ones I yeah. I don't see these people right now, but I I have a full I have enough file down here yet that has a bunch in there, and all the ones I'm working are my downstairs that I'm working on a regular basis. This is just these guys are on on leave.
04:20They're not with me right now. They come and go. They haven't been with me for quite a while.
04:24Yeah.
04:25So these are people that were ex customers.
04:28Yeah. So I have a see. I do have their contact information.
04:31Good. How many do you think you have?
04:38I don't know. Over a 100, I'd I would say. I don't know.
04:41I I really don't know. Okay. I don't know if that's good or bad, but I'm not, yeah, I'm not sure.
04:49Okay. Well, that that would definitely be something we can help you out with so that you have that. But, yeah, that'll kinda take me to my next thing.
04:56So is there any anything else you could think of that that help for sure knowing that you don't have a CRM? But anything else you could think of that would help me just really understand your current situation?
05:16My troubles. Yeah. I I try to get most people to pay up front, get a better rate, buy more packages.
05:29I I can't I no. I don't nothing I can I'm sure there's a lot of things, man, and I just can't really come up with anything because I do need to learn a lot and and learn how to progress
05:39my business. Yeah. At least you realize that.
05:41I mean, it sounds like you're at that point now where you really wanna do that, make a change. Right.
05:46I do. I I'm making I feel like I'm making good money. I look at my fine I'm working through all this stuff right now, my finances and stuff because of the trip, next year's big trip, and what I wanna do here, you know, I'm looking at spending 25 to $50,000 maybe.
06:04I don't know. All of 25,000. Easy.
06:07Yeah. On equipment and floor.
06:10So, I mean, that that is the situation. You're about to invest 25 to 50 k, and you wanna go on this trip that you've been dreaming about, it sounds like.
06:18And with the current setup you have, you really don't know how to get people through the door. You don't know how to create a business that doesn't need you. And you're looking for that guidance really, really quick so that that investment you make, you can recoup as soon as possible.
06:33And, that way you can leave on this trip, not have to worry about things. Right?
06:37Right.
06:38Okay. So ultimately, I'm just really digging into what his current situation looks like and getting him to admit that he's got a lot of problems in his current strategy right now with regards to how he organizes his business, with regards to how he follows up with old leads.
06:52Right? He he literally has folders of people's information, which means he's obviously not ever reaching out to these leads via text or leveraging AI to do anything like that.
07:02So what I'm gonna do now is I'm just gonna skip to the actual pitch where I actually pitch him on
07:10the system that makes sense for him. Best thing to do for you, since you can only take on 10 customers and it is just you and your time's limited, is this. That stack of paper that you had next to you with all those customers, what we would need to do is this.
07:24Most marketing companies and most coaches, what they'll do to you is what they would recommend you do is, hey. You need to start running paid ads. That's what you should do first.
07:33The issue with that is you gotta spend money on ads, which is an expense, and you've never run paid ads.
07:41So the offer they're promoting on those paid ads, you you probably haven't converted people into it. And because of that, the chances and probability of you making a return on investment are low, especially if that company doesn't actually show you how to sell before they run ads.
07:56Okay? So that's not what we do.
07:59What we do is a reactivation campaign. So we take your list of prospects and inactive customers and then reach out to them on your behalf with a text.
08:09Okay? So we run a challenge, a transformation challenge. We'll craft an offer with you that we know is proven to work, And then we reach out to these people via text.
08:17And then the people that say they're interested, we have our AI plugged into it to then nurture them to book in a consultation with you. So you don't have to do any of the follow-up confirmations, qualifications.
08:30We do all that for you. All you have to do is take the appointment. Right?
08:34But right now, getting people through the door is really the the most difficult thing. Other thing when it comes to paid ads is this. You're a one man show.
08:43If you're generating a lot of leads and you're responsible for following up with them, you're not gonna get people through your door. And based off your situation right now, you're training people and being a one man show, you're not gonna follow-up with them properly.
08:55Right.
08:55Okay? So we handle the follow-up for you. So like I said, we plug it into our AI, but then I also have a team of people that call and confirm appointments.
09:03So once we book the appointment, we call and confirm it the day before and day up because that's what gets the best result.
09:11Okay? So that will be the first thing we would do is work that low hanging fruit without spending any money on ads, which is a big benefit to you because you don't have that expense.
09:19And then we run that offer to see how you do Okay. So ultimately,
09:24that's what I pitched this individual because he's a one man show. He literally runs his business by himself, and he has a gym, and he trains customers.
09:34And he's never run paid ads before in his life. He's never reengages old leads before because he doesn't even have them digitized. They're just on paper.
09:43And so what most people would do that are trying to help him grow his business is they would go to him and say, you need to run paid ads. But the reality is, if somebody were to run paid ads for this individual, given the fact that he's a one man show, it won't work.
09:58Because the type of business he has, you have to schedule in these leads, you have to follow-up with them to get them to book an appointment to come in, or you then have to sell them and convert them. He doesn't have time to be on top of these leads to follow-up with them right away because he's running his business and doing everything, and then he also has a family.
10:14And so if I were to go to him and say, hey, we should run paid ads. Well, there's another caveat to that as well, right, is that he's never run paid ads before. And when it comes to running paid ads, the thing with paid ads is it can be really difficult for people that have never run them before to convert customers that come from them.
10:32Because people that come from paid ads are always more difficult to convert just because they have way less information on the business. Where if somebody came from a referral or they kept driving by the business, right, or they saw them on Google because they looked up Jim Near Me, it's a very very different experience in becoming a customer.
10:50I'm sure you've maybe experienced it. Have you ever bought something or showed interest in something from a Facebook ad compared to a friend telling you about something.
10:59Right? Like a referral. And so that's ultimately what makes the most sense for him given his unique situation.
11:07And so what we're gonna do from here is we're gonna go to the second part of the pitch and then go to the price pitch where I actually dropped the price on him.
11:19Right. It's not gonna work. So that's why we do a one month engagement to mitigate risk for you and us.
11:26Does that make sense? Yep. Okay.
11:29So just in terms of our process, what do you think?
11:33It sounds very interesting and tempting, and I I'm interested.
11:37Okay. Well, yeah, alignment for me and our company is super important because we're getting in it with you. We're gonna be training you up on our processes and working with you until we're confident in that.
11:47So just wanna make sure we're aligned on it. This is something you think would help you?
11:52I think so. Yeah. Yeah.
11:54Definitely. Where
11:56do you wanna go from here?
11:59So you said it'd be a month you'd
12:01when how much is it gonna cost me? How's the pay work for you guys? Yeah.
12:07Great question. So this is how it would work. If you're ready to move forward, I will collect the invoice.
12:11We'd sign the agreement over Zoom, and then I would book an onboarding call for you to hop on with Chad. What he's gonna do on that onboarding call is do a deep dive into your current business and the way it's set up, and then outline the next steps to get you trained up so that we can run this reactivation. Then from there, we're gonna run that reactivation and refine your process.
12:29And then like I said, we'll know we'll know what the best next steps are from there because we can teach you how to run marketing on your own. We can teach you how to get a team on your own.
12:38We could do the marketing for you. There's really a lot of different things we can do. But after we work together, we'll be very aware of what we would recommend the next best step for you would be based off your situation and what you've got going on.
12:52$25,000 investment coming up, trying to really remove yourself. There's a lot that's gonna need to happen so that's a realistically infer.
12:59Mhmm. Okay?
13:02Right.
13:04Okay. Well, the investment to work with us for the one month engagement is 1 k.
13:101,000 for the one month first month?
13:16Okay. That's something I'd have to think about a little bit.
13:24What do you need to think about specifically?
13:30If right now, I have the thousand dollars to give you to do that right now right now is one thing.
13:46Yeah. I mean Finances aside totally get that. Finances aside in terms of the process and then helping you realistically hit your goals, is this something you wanna do and believe it will do that?
13:59Yeah. I I would love help for sure and coaching.
14:04I would love to be co I would love to learn on how to do this better for sure. I know I need to get educated in some certain areas for sure.
14:19And how how and where else am I gonna do that. Right? You know?
14:24Who better than a Wisconsin native that's that's really crushed it? I mean, he's gone nationwide, and they're gonna try and sell for half $1,000,000,000 in the next three years and get to over 300 gyms.
14:35So they're just gobbling up gyms all over. So it's $1,000 for the first month, and then what? After the after the first month.
14:41So like I said, there's a lot of different things we could do. We could set your website up, set up some automations on your website. So whenever you get leads, we're following up with them for you.
14:50We can teach you how to run your marketing on your own. We can do the marketing for you on your own, or we can just really coach you on this process to make this actually happen where you have people coming in that one training.
15:03You've got someone to convert them into training that's not you, and you've got someone to do the training that is not you. And it's a well oiled machine. That's just something that, to be honest, takes some time.
15:15Mhmm.
15:16Right? Right. Like, yeah, how like like you just said, it's gonna take some time, like, to find my trainers.
15:22Yeah. You know, how am I gonna find the trainers? You guys gonna help me find trainers?
15:26Yeah. So we can help you with that. We give you the exact Indians that we add, that we run, that Andy runs.
15:32So we show you how to do that. We show you how to pay them. We show you how to run the interview.
15:36That's all stuff that we provide you. Okay.
15:41Alright. And what do you think will happen in this first month? What what's your what do you foresee?
15:49This is exactly what's gonna happen. We're gonna get people through your door. The question is, are you going to be able to convert them?
15:56Are you gonna actually take what we teach you to do and do it? We're not gonna get you started until we're confident you can do it, but that's what's gonna happen. We're gonna get people through your door 100%, people sitting down with you that want training.
16:10If you can convert them, then we know this works because we know we'll be able to continue to get people through your door. Like I said, we can either teach you how to do it or we can keep doing it for you.
16:19But then at that point, it's just finding people for each stage. Mhmm.
16:23Right? You do that kind of you're talking about teaching me basically how you're gonna get them in my door. You're gonna teach me then how to sell sell my business or get them.
16:34That's that's the first step exactly is right now, you're relying on word-of-mouth and organic.
16:39Mhmm. That's not how you build a business. You need to be able to put money into a system that spits out more money than you put in.
16:47So that's paid marketing. So we're gonna get people through your door, and we're gonna show you exactly how to sell them. That's step one.
16:53To keep this super simple, we're gonna do all the work to get people through your door. What Jim was trying to sell you was a $42,000 informational login.
17:03We're gonna do all the work to get these people through the door for you, and we're gonna teach you how to sell them before we do The only thing that happens next is do you sell them? Because we're gonna have you record on your phone every single consultation that we get you.
17:17And then if you don't convert them, we're gonna hop on with you and break it down one on one and see where you went wrong and give you feedback and see if you implement it on the next one. Okay.
17:27That will tell us everything we need to know just like with customers you have. Right? Where you know it's like, this is not working.
17:34This person is just they're not they're not breaking old habits. Mhmm. Right?
17:38So that's what we're gonna do. We're gonna put you in the highest probability of success. We're gonna do the work for you.
17:45To get these people through the door, you just have to do what we teach you how to do. And this is the other piece about this. If I'm gonna be honest with you, you do need a lot of help.
17:53No other company out there has the knowledge and experience that we have that's willing to do one month engagements. That's why we do it. $1,000 is very minimal.
18:02Mhmm. I agree.
18:03Yeah. So I would just like to put that out there just to let you know kinda what the market is offering right now.
18:10To be able to work with a team, a guy that's built a multimillion dollar operation and sold it and now is still scaling it for a thousand bucks is pretty insane. We know exactly what we need you to do.
18:22The question is, are you gonna do it?
18:25Right. I've definitely feel like I I need to do this, Jake. That's for sure.
18:35And the sooner, the better.
18:38Let's get it going. You've got Paul coming around. We know what happens Paul.
18:42It's a good opportunity to cap on us.
18:44True that.
18:46Well, that would be the next step. We'd process the invoice. I sign send you the agreement.
18:51We can go over it. It's one page. Very brief.
18:54If have any questions on it, I'll answer them. We'll book that onboarding call for your outbound with Chad, and we'll go from there. He's in Baraboo.
19:00You know where Baraboo is? Mhmm.
19:02Okay. That's where he is. I'm going there next Friday, actually, to do a hike.
19:06Oh, really? Yeah.
19:08Nice. Yeah. He's in beautiful.
19:11I've been there multiple times. I'm from
19:14Okay.
19:16You wanna get started? Say again? You wanna get started?
19:21Yeah. When would you need the payment?
19:24So we collect it now.
19:26Okay. I would need about a week to get this started then financially.
19:32Okay. I mean, I'm waiting for How
19:34much do you have right now that you could put in?
19:41Probably maybe 500. I'd have to double check some things. Maybe 500.
19:47Because here's what we're gonna have to do is I can get everything processed on my end so that my team can start setting up your stuff, and we can book the onboarding call and get the agreement signed so that we can get you into a position as soon as possible to run this. Because it's gonna take time before we can even turn anything on.
20:03Right? Right. So if we can collect 500, if that's what you've got, and I don't wanna put you in a bad spot financially, but if you've got 500, we can collect that now.
20:11We can finish the paperwork and get all the information I need, and then we can schedule that onboarding call so you can hop on with Chad so we can start moving in the right direction so that we can actually take action on this and change things.
20:23Right on. Can we reconnect tomorrow at about this time?
20:33And I might even have more than that five.
20:37You wanna just knock this stuff out now? I have I have 12345678910111213. I have 13 calls tomorrow in thirty minute periods.
20:48They're not all gonna show up, but I've got a lot of calls.
20:58I still got ten minutes here. Like I said, we can knock the paperwork out. We can get the information we need.
21:04We can book the onboarding call. And if you have any hesitations, we can definitely talk about it.
21:10Like I said, I'm not here to push you to do anything. Like I said, it's a very fair offering, but we've gotta be on the same page and completely committed to this for this to work.
21:19Right. Right.
21:20I would need a few minutes to transfer some money around is what I need to do, though. Like I said, rate this minute is not I'm waiting for a check to hit my account at a that I would definitely be able to do the whole thing from a company.
21:34So some companies I invoice out. Some clients pay me cash, checkups, but I invoice out a couple companies as well, and I'm waiting for that.
21:43And that shit's already coming through. It's just, like, it it probably later today. Okay.
21:48Well, this is what we could do. We can get the information we need for the gym. Right now, it'll take about five minutes.
21:55And while I'm doing that, I can send you the agreement so you can read through it and see if you're comfortable with it. And then if you are, you can sign off on it, and I can process this. And we can schedule the onboarding, and I can send you the invoice to get paid by the end of the day.
22:11Okay. We can probably yeah. The 500 now, and then I can do 500 in a, you know, a week or so here?
22:18Yeah. You can do that. Right?
22:20The other 500 in a week or so? Yeah. No problem.
22:23Yes. Okay. Well, then let's just do that so we can knock this out.
22:26We can get moving in the right direction, and I'm sure you're good good for your work. Okay.
22:33Okay. So I was ultimately able to close him, and this was somebody that right. It it became a financial objection.
22:39He really wanted to do it. He just didn't really have the money. This is a really cool customer just because he needed so much help that, you know, this was a couple years ago when I signed him up.
22:48But since then, his business has completely turned around where he actually has team members in place, and we've been able to help him out a ton because we did a one month engagement with him where we took his database, we plugged it into AI, we brought a ton of people through his door, and then we helped him with his sales process and his overall business strategy.
23:04Since this was a couple years ago, things within my business have changed a lot as far as the services that we provide to gym owners. And so a lot of the things we do as as far as sales coaching and even consulting is concerned is actually handled with AI now. We still have coaches that help with it, but we have an AI that role plays with our customers.
23:20We have an AI that grades our customers' calls. We have an AI that grades our customers' consultations to tell them exactly how they're doing, and tell them exactly what they're missing and what should be doing for every single one of their calls. And so that's something that even if you're a complete beginner now, you can do.
23:34And so what I'm gonna show you guys now is just proof of what we actually charged him in terms of, you know, what he paid my business in total. So if I go over here and scroll down, you can see here, obviously, I'm gonna have a ton of stuff blurred out here, but you can see right here, this is the total spend on him.
23:51I think I said that this is maybe, like, $42,000, but it actually ended up being more. It actually ended up being more because we billed him recently.
23:59He's now worth even more than that. So a really, really good one. Okay.
24:02So this is number two, and this customer ended up becoming worth almost $45,000.
24:08So we're gonna jump right in to it. Down and reconstruct your current process as far as getting people through the door. With what you're doing right now, how many leads are you guys getting a month?
24:16Do you guys have your data?
24:19It's I mean, right now, it's the worst it has been. Corporate has we we the corporate has a single website, and then they have 40, you know, baby for each location of all the franchises.
24:34It's changed probably since I've owned the gym three or four times, different web developers and all that. This this current one is the worst at generating leads.
24:47The worst. I mean, I would say 20.
24:51Yeah. Twenty Twenty a month is leads that I get from the web.
24:57Uh, I get leads then through Facebook marketing, Google reviews, those kinds of things. If I'm stretching it, maybe 10 a week, 15 a week.
25:08Uh, but they're not my opinion, they're not high quality leads.
25:15Texas is a very affluent suburb of Houston.
25:20Traffic completely sucks. So if you're more than, I think, three miles away from this gym, it could be twenty five or thirty minutes to get you.
25:31It's horrible, horrible on any freeway that you try to get to us. We're in a great spot, but it's just it's just a huge bottleneck traffic wise.
25:41So my radius is, like, two and a half to three miles.
25:45Okay. But your but marketing has been lower than it's ever been.
25:49You're getting about 20 leads through your website.
25:54So you can see there, ultimately, what they're saying is that their biggest issue right now has been getting people through the door, which ultimately comes down to how quickly are they following up with leads, what does it look like when they're following up with leads, what are they saying to these leads. There are a lot of variables that go into that.
26:10And so what I'm going to jump to now is just more discovery, talking about their situation because between here, there's just honestly that the call kinda went off track quite a bit, which sometimes happens on calls.
26:23And that's that's what you need to be able to handle is know when the call does go off track and how to get it back on track to get it back to
26:32being on point with what you should be actually going over and and reviewing on the call. Should be handling a 100% of them versus an employee Yep. Is very, very good.
26:42So, I mean, given the fact that getting people through the door consistently, that's your Achilles heel.
26:49What's ultimately kept you guys from figuring this out on your own?
26:53Time. Time and we weren't necessarily ready. We're putting out fires.
26:58You're you know? I I can go through it really easily. You know, they shut you down during COVID.
27:03You lose 50% of your business. You know? You ran back up.
27:08You lose two coaches. You hire two coaches. You you you you can't get them in the door.
27:13Prices are tight. Right now, it's the I believe things are going down because our inflation is so bad.
27:21I believe our economy sucks. I believe our political environment sucks.
27:25And Religion politics. Off the board. But
27:29what what what has prevented us from learning to do this or wanting to is she has worn every single hat a gym owner can wear.
27:42Right? And she's learned and and just she's done it all. And Yeah.
27:46We're at that point now. Well, the only thing we haven't done is this.
27:51So it's kinda like, okay. Good. We're profitable.
27:55We pay our bills. Now it's time to do this next project. And our next project is doing what we're gonna talk to you about really, really well
28:05and and make a system out of it. And and But not knowing that. I she has the time.
28:09Yeah. I've put I've hired somebody to take on the admin responsibilities, so I cleared my deck to be able to run the job.
28:18Right. And to be able to handle the sales avalanche, not only on the front end, on the back end as well, like you were saying.
28:23Right. Right? Okay.
28:26Alright.
28:27Well, is there anything else you guys think you'd wanna share that would help Okay. So, again, we have a really clear idea of what they're trying to do. They are pretty much stagnant.
28:36They are not losing money. They're making money, but they wanna get to that next level. And they know that they're not able to get to the next level if they don't change their strategy.
28:44And so they recognize they have problem now. We've run a good discovery to get them to realize that they need to make a change. And so now at this point, what I'm gonna be going through is pitching them what makes sense based off their particular situation right now, which is being able to get people through the door consistently, which comes down to nurturing leads.
29:02And then in addition to that, running marketing consistently that's profitable and getting leads through the door through that marketing is a big big piece of that because they've never done that. And they recognize that they wanna be able to grow past the stagnation because they're at a plateau, that they're gonna have to have a system like this in place to ultimately make that happen.
29:21So I'm just gonna jump to the pitch.
29:24And Matt, my COO is Orange Theory. He owns seven Orange Theory. So not a but kind of a similar concept.
29:33Right? So does that all make sense?
29:35Yep.
29:36Okay. So the first thing for you guys and let me preface by saying this. Everything we do is based off where the customer's at, and it's tailored to that and where they're trying to get.
29:47For you guys, we normally start with a reactivation, but you guys have hammered your list like crazy. It doesn't make sense to do something like that to start.
29:54Right? So we have to start with marketing. So what we do is this.
29:59Very, very different from what you've done before and what you guys have been currently doing. But like I said earlier, the way we run our marketing is what I call the Decagon Matrix. So we advertise the 10 audiences all at once.
30:11Half of them are men, and then half of them are women. What we will do before we start running ads is give you guys assets within each one of those 10 audience to recreate with your own customers.
30:22Pictures, videos that you guys can recreate verbatim within your own client base. Does that all make sense?
30:30Yep.
30:32Okay. And so the purpose of that is so that we can
30:37Say that again? It's what it does. We're in a very good position to to do that.
30:42Like, that's not a problem. Like like, we got that part.
30:45Yeah. Yeah. So given the fact that you've got a team, you've got assets that can pull that off, what we will then do is is get those images, get those videos, those assets, and put them into those audiences, and then we'll write copy that we know is proven to work within each one of those 10 audiences.
31:00Okay? And so we're gonna be running ads that we know are going to convert, which is gonna position your gym as if it's a perfect fit for each one of those 10 different segments.
31:08Completely different from what your competition is doing. If you were to go on Facebook right now and look at what your competition's doing, they're running very generic ads and carpet bombing everyone with the same thing. That's the standard approach with marketing.
31:21Right?
31:23Do do we have some, like in general, I would say that we're not a 20 gym, mostly because of the price point and also because we're in a so we just don't have a lot of single 20 people living out here.
31:42Absolutely. We
31:43good question. We have a lot of We work with a ton of people that just work with women. We have people that just work with 60 year old ageless programs.
31:53So if that's what you guys aren't looking for and it just makes sense to go 27 to 60, that's no issue at all, if that's what you're asking.
32:02The other the other one is we we just from experience, we would say that, generally, the 60 plus people, maybe even the 50 plus people, probably fit better in our semi private training versus our large group fitness classes.
32:23Right? Just from strength, mobility, history of exercise, etcetera.
32:29So, I mean, there are some exceptions, but just recognize we have two we have two lanes of of offerings at this gym.
32:38You know, one is more of a private training option. One is more of a group general functional fitness option. Yeah.
32:44Yeah. And and that's that's what comes down to the marketing again is not only do we run ads to that those different market segments, but the way and the angle that we use in the marketing, it's typically a challenge type offer or transformation type offer.
32:58But the wording we use is very specific to the time of year and to the audience we're marketing to. So for for right now, it's the fall. So, like, a fall slim down.
33:08We're not saying six week challenge. Everyone says six week challenge. That's you you know, that's very saturated.
33:16Kinda like you guys said, the hornosy play has kind of been exhausting. And so when it comes to marketing, all marketing is is figuring out how to catch people's attention and get them to take action.
33:27So we just take the very tailored approach and do what other people aren't doing. Okay?
33:32So that's really the angle that we use. And then like I said, make it be specific to that market segment we're running into.
33:38So that's really, in my opinion, that's really what's keeping you guys from where you're at right now to getting where you wanna be. Because if you're great at selling, it's just a matter of getting more leads for the same amount of money you're spending and the the right leads.
33:52Right? So when you're writing ads that are speaking to losing weight with a coach, getting accountability, having a specific meal plan to eat, you know, that brings in the type of customer you're looking for, not a discounted offer, like, I don't know, like, a free month or something.
34:08Right?
34:09Right.
34:10Okay. So just in terms of that, does that make sense? Yes.
34:15Okay. Do you see how that would help you guys get more people through? Yes.
34:21Okay. Perfect. So the next thing that we would do is this.
34:24So, you know, you guys said earlier the times you've worked with other companies, they kinda gave you, like, a list of you could spend a thousand bucks. You could spend $2,000 or $3,000. That's not what we do.
34:34And like I said earlier, we don't do it that way because it doesn't make sense. So what we do is this. The first week, we take $500 to run a market test.
34:43With that $500, that doesn't mean we're gonna spend it all. But the purpose of it is to see how your market responds to our marketing, and then based off your availability, Kelly, to take appointments and consultations, what do we realistically need to spend to get you full?
34:57Because the last thing we wanna do is waste your all's money and just leave the faucet on if it's not necessary. Okay? So after that first week, we'll be able to come back to you guys and say, based off this, we didn't spend the whole amount.
35:09We actually turned the ads off because we got so many appointments. We need to keep them on, or, actually, we're gonna need to spend more.
35:16Right? So it's not it's not a one size fits all thing. It's truly based on how your market responds and what availability you have.
35:24And that's just the truth. I think you said it early on the call, but every market's a little bit different. And to be able to tell you it's gonna go one way or the other, it's just not true because we we really don't know.
35:35All I do know is we're very effective at marketing and figuring out how to make marketing work very well in any given market. But it takes some testing, and and we don't know right off the gate. So does that make sense?
35:45Yep.
35:46Okay. Now the last thing that we would do is that is is instead of having you guys handle the follow-up on the leads we're generating, we would handle it for you guys.
35:56So you said that you follow-up with leads within twenty four hours, so that's really your goal. Harvard did a pretty interesting study back in 2018, and what they found was if you're not following up with leads within five minutes, your chances of getting them through the door drop by over four 100%.
36:10So I know you guys have an automated text that goes out, but if someone follows up with a question and they're not getting a call or a text back, they're probably looking elsewhere, especially if you have a lot of competition. Does that make sense?
36:22Yep.
36:23Okay. So when it comes to spending a lot of money on marketing and if you're getting a lot of leads, you've gotta have that down. Where the timing is right, you're jumping on them very quick.
36:33It's personalized, and you've got a lot of availability, like it sounds like you do, to take sales so that we can maximize the investment to generate the most profit.
36:43Yep. Okay. Well, does that all make sense?
36:48Yes. Okay. So just in terms of the process, how do you guys feel?
36:56I mean, I'm ready.
37:00What about you?
37:02I mean, we we're ending this challenge at the this this this was a transformation challenge. We use those words.
37:10It was a six week challenge. It ends at well, it ends at the end of October. Right?
37:16And then, I mean, internally, my next sort of big play always is Black Friday, which hits, you know, the week of Thanksgiving.
37:26Right? So that's it's not a member play.
37:30It's it's it's, again, my inactive and leads
37:35in their current Okay. And so that was ultimately the pitch after I just told them what they should do. Really, what they need to do is they haven't been able to grow past the plateau that they're at because they don't know how to get people coming through the door that are qualified lead.
37:48And so what that really comes down to is marketing, lead nurturing, and then she she's good at sales.
37:55Right? So she she literally just doesn't know how to get people through the door and she probably doesn't do a good job of following up with leads either. And that's why this system works so well for them and why we're able to make so much money for them and help them make so much more money.
38:06And now from here, what I'm gonna go to is the price pitch where I actually dropped the price and close the deal. Knowing you know all that information,
38:16what's that gonna cost us?
38:18Yeah. So the investment to work with us for the one month engagement is $1,500.
38:23Okay.
38:24Okay? Not including Aspen. And like I said, the $500 is a market test to be able to come back to you and say, this is what we need to spend together in full.
38:33Yep. That's what that is. After the thirty days, we'll be able to determine what makes the most sense.
38:38What I was saying is the the upsell or the conversion process for us is, do we keep doing that for you, or do we teach you how to do this all on your own? Right. How do you how do you run marketing like us?
38:50So those are the two options where we don't do anything at all. Alright. That's what I want to hear.
38:53So expectation wise,
38:56we're we're paying you the $1,500 a month for the management or the your services. And then on top of that, then we determine we need another $1,500 for ad spend to achieve your goals, and now we're back at our $3, what we're comfortable with.
39:13Or it might be a $2,000 ad spend. But we're gonna get there by doing the testing during
39:21Yeah. The You guys guys might not even spend a thousand bucks. For example, I've got a client where we spent two we spent a little over $2,000 in the last thirteen weeks now.
39:31We've generated them a 145 shows. So if you're saying she's closing if you're saying she's closing at 80% you know, these people are closing at 40%.
39:42It's an employee taking the sales. Yeah. It's the same exact type of marketing.
39:47They've collected over $20 down in upfront payments, and they converted over 70% of them into regular training agreements.
39:55Right. Okay. Awesome.
39:57It sounds it sounds too good to be true, but we will see.
40:02Alright. You guys ready to get started? Yeah.
40:05Yeah. Okay. Alright.
40:06Well, next step is me getting the information from you guys on the gym, processing payments, sending you guys the agreement, and then booking that onboarding call. So what email should I send the Okay.
40:18And so so you saw there I was able to close them
40:21and get them started, which is huge because, again, it's just a perfect customer for us to help because that's their situation. And what we do is we I sell and what my team does now is we sell based off what the customer needs.
40:35It's pretty much the same offer, and the offers evolved a lot. Some of these calls are very old, but we really sell what the customer needs.
40:43And so this specific customer, they didn't have a database of leads that needed to be remarketed to because they had just remarketed to them. And they also had just reached out to their customers to get reviews and referrals.
40:56And so this is why this specifically made sense to do for them. And obviously that's why I was able to close them is because the pitch is tailored to their needs and makes it a very logical thing for them to do because it's truly what makes the most sense for them. Where with the first call that we reviewed, what made sense for him was not to run ads.
41:14Right? The thing that made sense for him was to take those leads in his folder, his physical folders, digitize them, and then reengage them with AI to drive them through the door before we spend any money on ads to see if he can actually close those people and then help them with that process.
41:29And then if he could, which he was able to then look at running ads. Okay? And so what I'm gonna do from here is show you how much we were able to make with this particular customer.
41:41Okay. And so as you can see right here, the total spend was $44,808. Okay.
41:49So the third call is a really good one. We were able to make almost 50,000 from this specific customer.
41:55It was 48,700. So let's jump into it. Can you hear me now?
42:02Yeah. I can kinda hear you. You're muffled a little bit.
42:06How about now? I'll just put my earphones in. Yeah.
42:10I I can hear you a little bit better. Okay.
42:13Okay. Are you in?
42:15Yep.
42:16So I oh, can you turn your camera on?
42:21It's it's not letting me do it for some reason. I don't know what's going on with it. Here we go.
42:25Hold on. Hold on.
42:34Here we go.
42:36Oh, hi.
42:39Awesome. How you guys doing? Good.
42:43Good. Alright. So brief introduction.
42:44It took them a little bit to get their cameras on, but they were luckily able to figure it out. And so now what I'm gonna do is just jump into the discovery discovery of me just asking them questions about, you know, what what their problem is and ultimately why they're not where they wanna be with their business. When it comes to getting people through the door and when people go to your did you get your website fixed?
43:05I remember the last time it was logging in to your website. Yeah. I had a pair button and had protected it, so that's why I was asking for a website password, but it's it's okay.
43:14Good. What's the name of the gym again? Is it fitness Okay.
43:20Yeah. I just wanna make sure. Okay.
43:22Good deal. Last time when we hopped on, we could not access your old website, which is obviously Yeah.
43:28Right. Let me luckily, it was just that day I did it, and I was able to unlock it that day. So once you saw once I saw that you could that that happened, that was a good thing.
43:36I figured it out. Good. Okay.
43:38So, obviously, the trend right now is not not the direction we want to be going in, looking to get the reputation improved, looking to get more people coming in. So if we look at things right here, right, this is you guys. This is the review that you guys have received.
43:52How many members do you guys have again? You've got over 400. Right?
43:55No. We got six zero five. Okay.
43:58So you guys have about 605 members, but if we look at you right here on Google and then we look at them, right, they've got 546 reviews, and they've only been in business for a year.
44:06How long have you guys been there?
44:08Yeah. Fourteen years. But we just his old, like, website and old Facebook pages, know, we've been revamping.
44:16So a lot of this is starting over.
44:19Sure. '90 a lot of studies show that 90 to 80% of people reference Google before making a purchasing decision. So that's why I'm bringing this up because this is one of the most important things you can do digitally
44:30because this is what people are gonna look at. Yeah. Right.
44:33Do know that they they did a, um, when they first started within the first three months of them being here, they did a, a Google review campaign Uh-huh.
44:45You know, where they were giving something free for them to do a Google review. Yeah.
44:50And that was within the first three months of the membership, so they weren't even there long enough to really have an opinion, if you will. But they were giving an opinion based on the fact that it was new.
44:59So I do know that that's how he got his reviews.
45:03Yeah. So, I mean, if you look at Jim is what pops up.
45:07If you're in look at Jim they're number one.
45:12This is number two. You guys are number three. Right.
45:15Right? And if you can see this, which one is more appealing? Not only do they have 10 times more reviews than you guys, but they have a higher average rating too.
45:23Right? So the to the person that's not familiar with you guys and doesn't really know how you guys run things and how you do things, right, that they don't really know what you guys have to offer, they're probably just gonna pick the one that has more social proof just because they don't know. Right.
45:36Right? So that that is the way And it's a common name.
45:40Exactly. Corporate It's name. They it's everywhere.
45:42Very
45:44popular in the South. They're very, very popular in the South.
45:50So that's just very important because when it comes to running ads, if you're starting to spend money on marketing, people are gonna look you up on Google after they see your ad.
45:59Right? And they're gonna look to see this. And if they see that, that's not good.
46:03So how can we address this? What does your strategy look like to get reviews right now, Jay?
46:08What do you guys do? Because you got 600 members. Right?
46:10Clearly, people love you. You guys have been there for almost two decades.
46:14Yeah. You know, do you have process to get reviews? We had it on the the list of things to do, but we really haven't addressed it yet.
46:22Okay. Alright. So there's a ton of opportunity here.
46:24Because with 600 members, you guys could get pretty close to where they're at right now if you just have a good process to tap those people as long as they're happy. Would you guys agree?
46:34Yeah. Yeah. Okay.
46:36And then do you guys have a process to get referrals off of people that leave you guys reviews?
46:43Explain yourself. I don't understand.
46:45So if someone were to, let's say, give you a review and say something nice, do you guys have a process in place to reach out to them right away and say, hey, Jay. Thanks so much for the kind words. By the way, I've got a couple of guest passes for you.
46:55If you wanna bring some friends and family in, feel free. I'll put your name into this raffle where you'll get a chance to win a membership for free for the year. And you just run that for anyone that's doing it, and you do it quickly.
47:04You guys ever done anything like that? Yeah. No.
47:07Okay.
47:09Alright. Do you guys have a referral program in place for people to bring bring others in?
47:15It's small. It's it's we've got a we've got a free three day pass that we we let people know, go ahead and hand this out to someone.
47:23We you know, if if you refer a new member, you get a free month.
47:27Okay. Okay. But that's just relying on you guys to really communicate that and push that.
47:31Right? Right. Yes.
47:32Word-of-mouth. Yeah.
47:34Okay. It's not known within our membership. It's just it's word-of-mouth, and we've got a sign in the gym when they come in that says referral program.
47:40But Okay. Okay. So is it getting you guys any referrals, or is it just kind of there?
47:46No. Yeah. We've got, I think, three referrals this month.
47:50Okay. Okay. Well, good.
47:52Because that means there's a ton of opportunity there as well. If you guys don't currently have a process, obviously, with the reviews, but in addition to that, once somebody leaves a review, it's a perfect opportunity to ask for a referral because they've just said something really positive about the gym. Right?
48:06So if you have a process in place that's proven to work with an offer, leveraging an offer, you can get them to bring their friends and family in. And, obviously, as I'm sure you guys know, people that have their friends and family as members stay long. Right?
48:18The lifetime value on those customers is very, very high because they don't wanna cancel and leave the community. So there's definitely opportunity there. When it comes to your old database of leads, I think we've talked a little bit about this, Sheila.
48:29Mhmm. What does that look like as far as just the prospect list, the inactive member list, all those contacts? Do you have those?
48:37Um, no. I meant to do that, and I apologize. It was on my list to do.
48:41Let me see something real quick. Where's my mouse? Okay.
48:45So with this specific individual and their this group, they as you can kinda hear, they really don't have any processes in place. They've been around for a very long time.
48:56This is very common for a lot of brick and mortar business owners, especially independent ones where they had a franchise come into their market and they're destroying them. They're absolutely dominating them And they've only been there.
49:09You're not going to be able to see this, but what's on the screen is the franchise that came into their market has five forty six reviews and they only have 45. And that franchise has been there for a couple months.
49:19And they've been there for fourteen years. Right? And they've noticed that their leads have dropped a ton.
49:23They don't have any process to get reviews. They don't have any process to follow-up with people after they leave them reviews to ask for referrals. She doesn't have any process to reengage old leads.
49:31Then as you kinda heard there at one point, I had spoken to her pre sales call when she opted in just to triage her to see if she'd be a good fit. And when I went to look her up, her business or her wasn't even working.
49:44I went to her and it wouldn't even load. And so this is just a really good example of a it's a very common example of what most brick and mortar business owners look like. They they really work hard, but they just really don't have any modern processes in place that are really necessary to just make a lot of money and enjoy things.
50:04Where in this example, they're kinda struggling. Right?
50:06So I'm gonna skip now to another part of the discovery.
50:12That's okay that you guys aren't doing with the through today because you do have 2,900. I recognize you guys might have some duplicates, but do you guys have a remarketing strategy in place to get them back through the door? No.
50:23Not at this time.
50:24Okay. It was also on the marketing list. Again, it's there's a lot to build.
50:28There's a lot to build out.
50:30Okay. Well, then there's a ton of opportunity there because you guys haven't even been reaching out to them at all. Right?
50:35Right. And these are you've been in town for fifteen year fourteen years. So these are probably people that are very familiar with you guys, how you guys do things.
50:43That was a good offer. They probably wouldn't be too difficult to get them back through. Yeah.
50:47As long as they're Right. So you could kinda just hear it there. They don't they don't have any process to reengage these people either.
50:53And ultimately, their business has been going backwards and they really need to get more people coming in. And it's obvious why they're not getting people coming in.
51:00Their competition is is just dominating them. And they're leaving a ton of opportunity on the table just because they don't have these processes in place.
51:08And they just really don't know what they're doing when it comes to this stuff. They need a lot of help. And so from here, what I'm gonna do is I'm gonna transition.
51:15I'm gonna jump to the transition where I transition into actually pitching them what makes the most sense for them. And based off these first two calls that we've gone over, I'm sure you guys would probably have an idea of what makes the most sense for this specific customer. It's not gonna be marketing.
51:29Right? They've got a big database of leads they've done nothing with. They don't reach out to their customer customers for reviews.
51:35Right? I think you guys probably
51:37know where it makes the most sense to start with them. But based on that, I know we can help. So what we do is we help gym owners just like you guys that don't have great control over their marketing strategy to get better control over it by leveraging AI that we've built at our gyms, but also consulting and marketing, okay, to ensure that you guys are actually going in the right direction.
51:58Makes sense? Yeah. I actually wanted to hear a little bit more about that plug in because that was really what what sparked my interest in calling y'all in the first place.
52:07Yeah. I'll be getting into that. So the first thing that we would wanna do is focus on your old reviews.
52:13Okay? So right now, we looked at the reviews. You got 600 members, and you don't currently have a process to get Google reviews.
52:20And based off looking up gyms and you guys are not number one. You're not number two.
52:25You're number three. Okay? Has better reviews.
52:29And because of that, they're gonna capture the majority of the traffic, the search traffic for people just looking up gyms. If someone's thinking about getting a membership, they're most likely gonna go And, obviously, they go to you guys right now.
52:42It's kinda difficult for them to even submit their information. Right? They have to fill out a whole lot of different stuff.
52:47So there's a lot of opportunity there. But specific to reviews, what we would do is we would put our AI into your old membership base, and then any new members that you guys sign up.
52:58And what we would do is this. Rather than you guys asking for people to leave you guys reviews or anything like that, our AI will reach out to them via text and ask them for their feedback. Pretty much just saying, hey, Jay.
53:09We really value you being a member and hope you're enjoying things. Wanted to just see how you're doing and get some feedback from me. If you leave us feedback, we'll give you the opportunity to win a membership for free with you.
53:20Okay? So we we leverage an offer to get a massive response rate. Not like that.
53:25Somebody
53:26go ahead. I said I like it. Go ahead.
53:29Yep. So once somebody
53:31tells us their feedback, if it's good feedback, we ask them for a review. If it's bad feedback, we don't.
53:39Right? We just ask them to fill out a feedback form where you can get their feedback. So let's go the route that someone says they're enjoying it.
53:46We'll follow-up with them and respond with the AI saying, we're really happy you're enjoying it. Last thing you need to do to get your chance entered in to win a membership for free for the year is leave us a review.
53:56And then we give them a link to your old Google business paper. It's very easy for them to leave a review. A lot of the times, you guys probably have asked people to leave your reviews, they said they would, but it's kinda hard to leave a review on Google.
54:06I don't know if you guys have ever tried, but you have to look the business up. You have to find the link. It's not really an easy thing to do.
54:12Right? But we make it very easy for them to do. And then if they don't, but they said they wanted to, we keep following up with them.
54:18The AI will keep nurturing them to leave them a review leave you guys a review. Does that make sense? Yeah.
54:24Do you guys do the same thing with We don't. We don't do at all because Yelp is almost irrelevant now.
54:31Okay. We just focus a 100% on Google. Okay?
54:34So once somebody leaves a review on Google, we respond to it for you guys on Google. The AI does so that you guys don't have to because that's very important as well for ranking organically on Google.
54:47Right now, you guys are number three. That will impact your SEO, the search engine optimization. But then in addition to that, once somebody leaves you guys a review, not only do we respond to it on Google for you guys, but we then follow-up with them and say, you.
54:59We show our appreciation. And then let them know, hey, by the way, we've got a couple free passes for friends and family. If you'd like to bring them in to work out with you, we'll put your name into that raffle again for every person that comes in with you for you to have a chance to win a membership for free for the year.
55:15Okay? And then we run this play for anyone that's coming into the gym, any new sign up, any guest pass, anything. Because we're able to tap in the people that are having a great experience to get reviews, which is free marketing.
55:26And then in addition to that, get them to bring in terms of them, which is free lead generation.
55:34Does that make sense?
55:36Yes.
55:37Okay. And given the fact that you guys have 600 members right now and you're not doing anything with that, that means there's a ton of opportunity. Right?
55:44Right. Okay. So just based on that, do you guys see how that would help you a lot given the fact that workout anytime is really high up there and there's not really much of a process?
55:54Yes. Definitely. I think, um, in that in in that, I know you're just gonna do the plug in, but the Google Business page optimization, um, I was actually looking at that yesterday just to make sure that we're utilizing the Google page as best as we can as well.
56:15Do you guys add that as part of your process, or do I need to hire someone?
56:20The Google page. What do you mean? Well, like, like, if you look at Google, look at our business on Google.
56:27I'll let you share it from over there. It's just, um, is it
56:32it optimized?
56:33Is that what you mean? Yeah. Or and is it welcoming?
56:36Yeah. Okay. Yeah.
56:37So the most important thing for this, because it does look good as far as the images, you've got the proper information, your address, your phone number, the hours of operation. You if you have that correct, that's all you guys need, then the most important thing is just getting it filled up with reviews, positive reviews.
56:53Yeah. So the reviews are what's gonna bring it up in this. Exactly.
56:56That's the that's the main thing. Okay. Yeah.
57:00So when it comes to ranking on Google, which is called SEO search engine optimization Right.
57:05Just like if you guys go, let's say, to the coast and look up food near me because you guys wanna go to a restaurant on the coast, you're gonna look up you're you're gonna see which one pops up first, and that's based off reviews. Right. It's a very heavily weighted variable.
57:17It's frequency and quality of reviews. Right? The positivity.
57:21Because Google sees that, and they're always checking every 90 days how many reviews did this business get, were they positive, did they respond to the reviews, and then they factor that into the ranking for a bunch of different search terms. Weight loss near me, twenty four seven gym near me, gym near me, training near me, workout near me.
57:38All those types of terms, you're right, that people are looking up and and that factors into it. And that's why when I looked up gym gyms and you guys were third.
57:46And you could see it went into sending hoarder of reviews. Of reviews. I saw that because they had nine 93.
57:52Yeah. Right. So the reason why this is so important is because most marketing or consulting companies out there, they don't do anything with reviews.
58:00Yeah. What they would do is they would immediately say, let's let's take a lot of money and spend it on marketing, not recognizing that that's gonna impact the performance of the ads.
58:09Because when people see your ads, they're gonna look you up on Google. And if they see that you guys have competition that just looks better, that's gonna impact the performance of the ads.
58:18Right? So it's very important that you guys get this addressed first before you start dumping into marketing. Because if you don't, you're only gonna get a fraction of the return.
58:26Makes sense? Yes. Okay.
58:28So that's the first thing. The second thing comes down to your old database of leads. So you guys have a massive database of old customers that know, like, and trust you all, but you don't really have a process in place to remarket to them.
58:40Right? And you guys had talked about how you guys were gonna try and get something put together, but right now, you don't really have something. So what we'd wanna do is, again, have our AI get plugged into that database.
58:50And what we do from there is we start reaching out to these people after we segment the the list based off men and women, and then we remove any duplicates, and we start nurturing them. The AI does. Okay?
59:01And by doing that, we're gonna be able to drive a lot of people, three year olds, four without spending any money on on marketing. Because that all that takes is the labor, which we have covered. You don't have to spend any money on paid ads.
59:13And, again, what most marketing companies would do is they would just say, you know, give me $1,500, and then give me $1,500 per ads. Let's go ahead and start generating cold leads and advertising, and completely dismiss the fact that you have a warm lead list you haven't done anything with.
59:30Right.
59:31Okay. So that there's a ton of low hanging fruit there where, again, you guys have been kinda stagnant breaking even. You wanna make sure that you capitalize on the low hanging fruit opportunities that aren't gonna take us on a financial investment.
59:45Okay. So that's really the place where you wanna start. Okay?
59:48Does that make sense?
59:50Yes.
59:52No questions on that specifically?
59:55No. I mean, it sounds good.
59:57Okay. Good. So that's kind of phase
1:00:00Right? Because there's a lot of opportunity there that you guys just aren't capitalizing on. This is new to you guys.
1:00:06You guys have never had to do this. You recognize there's a lot of opportunity there. You just don't know how to fully capitalize on it.
1:00:11So that's where we eliminate the guesswork. We do it for you, making it so that you guys have people coming in. All we need you to do, Jay, is just close them and convert them.
1:00:19And do what you've been doing for the past decade. For maintenance, usually Right. So nothing new there.
1:00:25So that's kind of the first thing. The next thing after that, we would wanna look at taking the money that you guys collected and investing it into marketing, and then creating a system out of that offer that we ran to the database of leads that you had success with.
1:00:42Because that's a leading indicator that we can take that offer, promote it on social media, and you are gonna be able to close them. Right? And we're gonna be able to turn that into a profitable marketing system.
1:00:51So that's what we look at doing, and that's how we kinda knock the training wheels off first with that little financial risk as possible while making sure that your Google Store is set up properly to run marketing properly. Okay? So that's where we go into marketing.
1:01:03And the way we do our marketing is in what I call the Decagon Matrix, where we run ads at 10 audiences simultaneously. Okay.
1:01:10So what most marketing companies do, and I'm sure you guys have seen a lot of ads out there, is they'll run one ad to every everyone. So, literally, the same ad will go to men and women of all age groups.
1:01:21We call it the Decagon Matrix because we run an ad to 10 different audiences simultaneously. So it sounds complicated. It's pretty simple.
1:01:28What we do is we advertise the men independent of women, and then we run ads to men ages 22 to 29, 30 to 39, 40 to 49, 50 to 59, 60. Same for women. Right?
1:01:39And what you wanna do is you don't wanna run an ad to a girl that's pregnant or a girl a woman going through menopause. Right? You don't wanna run that same ad to a guy that's in his fifties.
1:01:49And so that's what we do is we tailor the ad based off the market and based off that market segment. And what that does is it allows us to get a lot for a lot less. It allows us to generate a ton of leads without spending near as much money because we're running very tailored ads.
1:02:04And so what we get you guys to do is recreate images that we know are proven to work with your own customers within each of those 10 different market segments that we can then use with a high degree of success because we know it's already proven to work in a bunch of different other markets.
1:02:17Gotcha.
1:02:18Okay? What questions do you have on that specifically?
1:02:22What was that?
1:02:24What questions do you guys have on that specifically?
1:02:28It's it sounds pretty on point to me. Makes a ton of sense.
1:02:32Yeah. Yeah. And and to have the knowledge to do that.
1:02:36And do you market you know, do you market through socials? Do you market through Google? Like, how do you market?
1:02:42Facebook, Instagram, and TikTok. K. Yep.
1:02:45Because the Google marketing is the reviews. You guys are not in a huge, huge town. You don't need to you don't wanna invest money on pay per click because you guys are already number three.
1:02:53We just wanna make you guys number one. Yeah. We were we actually were number one when I had I don't know, last year, but that was last year.
1:03:01Yeah. It's because that I
1:03:05mean, they've got, like, 500 in a year. I don't know how that is in front of us. It's a crap year, but I guess they're getting the reviews.
1:03:13Some people are taking the time. Yeah. Who knows what they're doing?
1:03:15Well, that that is what it is. They have more reviews. They got 96.
1:03:19We got 45.
1:03:20Yeah. Yeah. And the good thing the good thing to know about the reviews is Google Google tracks it every ninety days.
1:03:27Right. So if if you get, like, 500 reviews in a month, that's not necessarily good. Because in ninety days, you're gonna be graded again.
1:03:36So you need to have a process in place that gets them consistently. So Sure. I don't think it's gonna be difficult for you guys to get above them, but you need a process that's gonna work.
1:03:44Ideally, independent of you guys, you guys are already doing a lot of stuff. Right? You just need it to work in the background.
1:03:50100%, it's gonna it's gonna make it happen. So that's what we would do with the ads. The fourth thing we would do is very, important, and that's what I was asking you guys earlier about was the lead nurturing.
1:04:00Because if you guys don't have a process in place to capitalize on these leads right away, you're you're not gonna make the return on the marketing dollars you're investing. So it's very important that you guys are on top of that. But with us, what we do is we handle it for you.
1:04:14So we have the AI do it for you guys so that you don't have to. So once we do run ads and we're generating leads, rather than having you follow-up on Jay and pick up the phone or you you too, Sheila, we're texting them immediately, booking them in for a time that works with Jay based off your availability, qualifying them, asking them what their goals are, lose weight, gain muscle, tone up, and then confirming their appointment the day before the day of.
1:04:38And then all you have to do is mark them as a sale or a no show. And if they didn't show up, we then work to re engage them to get them booked in again. Okay?
1:04:48So the reason why this is really important is because Harvard did a study back in 2018. They did it across over a thousand brick and mortar businesses, and what they found was if you're not following up with leads within five minutes, then less than five minutes. The chance of getting them through your door dropped by over 400%.
1:05:02Yep. So if someone submits their information and you guys aren't on top of it, that's bad.
1:05:08Right? If that workout anytime got back to you an hour later, hours later, that means you guys can kick their ass if you just have a process that's capitalizing on these people right away because they're not.
1:05:20Right? So that's what we capitalize on there is speed to lead because when it comes to getting people through the door, three things.
1:05:26There are three levers that it takes. It's speed to lead, availability, so your availability, Jay, to have people book in, and then personalization of the messaging.
1:05:34And that's where we get into the qualification and ask them what they're trying to do. Makes sense? Makes sense.
1:05:41Okay.
1:05:42Alright. I'm I'm gonna let you guys go ahead and finish up
1:05:46my phone. You gotta go? Yep.
1:05:48My phone's got, like, 1%. It's not charging. I don't know what's going on.
1:05:51Well, we can stay. It might go out. So he his phone did end up dying.
1:05:55He actually ended up staying at home, but his phone ended up dying. But like I was kinda talking about earlier, what makes the most sense for them is not doing marketing right out the gate, which is what most marketing or agencies would recommend someone like this to do.
1:06:09But they have a lot of things that they need to address before doing that specific to their database, specific to their customers, and just making it so that when people do see their ads, that they generate a lot more leads. They get a much greater return than they would get if they were to jump right into it at the time of me talking to them.
1:06:25Okay. So what I'm gonna do from here is we're gonna jump into the temp check where I just ask, you know, just in terms of the process, how do you feel? And we will go from there.
1:06:33Just in terms of the process, how do you feel?
1:06:36A little overwhelmed and nervous, but excited at the same time. I mean, everything that you're talking about, we we actually, when we did our strategy session, you know, I I laid it all on the the table as well. It's just implementation that Okay.
1:06:49So as you can see there, I just did the temp check, asked her just in terms of the process, how do you feel? And ultimately,
1:06:56you can tell that she knows this is something that she needs to do. And what I'm gonna do from here, because we just talk about we kinda just go back and forth about her situation. But what I'm gonna do from here is just go to the actual price pitch where I actually pitch the price and then close her.
1:07:10I'll go over that with you guys because he does a ton of stuff with kids. He does a lot of things. Yeah.
1:07:15So that's how it works. Does that all make sense? It does.
1:07:19Yeah. Okay. It does.
1:07:19So it's a month to month program.
1:07:22It is month to month. Okay. Yep.
1:07:23Month to month.
1:07:28It's 1,500 a month?
1:07:30Yeah. The investment to take all the guesswork out of this and get you guys set up for success is 1,500 a month. K.
1:07:40What I do know is we can't start this until February. Is that gonna be a challenge?
1:07:48Oh, just to clarify, this is something are you saying this is something you wanna do, but financially, you don't think you can start until February? Correct. Okay.
1:07:57Well, based off that, if you're saying this is something you wanna get going, but financially, you're not sure, what's the situation look like financially?
1:08:04Let's have a conversation about that.
1:08:07Currently, we're we're just trying to get the rent paid. So right now, it's borrowing from Peter to pay Paul and ensuring the lights stay on.
1:08:17Okay. So we're I I've been trying to get financing, get some, grants in here, some lending options, and it's all falling through.
1:08:29So we're trying to get capital to get it keep us Okay.
1:08:34Keep us moving.
1:08:36So So you're trying to get you're trying to get financing, and you've been declined. You only added on, like, 12 members.
1:08:44You currently don't have a process to get more people through. You need to do something. I know.
1:08:48Like, now, and that's why I'm asking. So So tell me this because I'm not I'm not we're not in the business of putting people on a bad spot.
1:08:59We're in the business of helping people and finding a a mutually beneficial agreement where we can make something work if that's the situation. Right now, as far as the finances are concerned, what do you have available?
1:09:16Currently, right now, nothing. I don't have anything available till February. We're still I'm trying to get him to actually negotiate his lease for a couple months just to give us that little bit of cash flow, but he's not willing to do that.
1:09:32So I I'm I'm I'm struggling to even do that. Right now, honestly, we we have we have Not even, like, a $100? Yeah.
1:09:41We could do that. We could do probably even do 500 on
1:09:48yeah. 100. I don't even know, honestly.
1:09:50So so here's the deal. This is what I could do for you guys is I could collect a $100. I could get you connected with Brandon this week so that you guys can outline the road map so we can get this going.
1:10:01And then we can plan on in February collecting the remaining amount so that we can get you guys going, hopefully. Obviously, you guys need to get this thing going quick We do. Right away.
1:10:10We really do. Right? So we can start getting you guys people through the door because you have a massive database.
1:10:15You guys need to make this work. Your back's against the wall. We can definitely help you guys out.
1:10:19You just need to be ready to take action. I'm I'm ready to take action. He's ready to take action.
1:10:25It's not taking the right action. Alright. Well, then let's do it.
1:10:28I can do that. Yeah. I can collect a $100 now, and then we can get the agreement.
1:10:32We can book the onboarding for you and Brandon. That way, we can start helping you guys out. And like I said, I know this is gonna work as long as you guys give it your all, so I'm not worried about getting the the remaining money from you all.
1:10:43I wanna help you guys out. And then and it'll come. I mean, like I said,
1:10:49we just need someone to believe in us.
1:10:51I believe in you guys. I I know you're trying. I saw something you put together.
1:10:55I've never seen anyone do that. So I know that you're thinking you I know what your situation is. I know you're trying.
1:11:02What's eliminate all the guesswork. You just need to execute on the process. Alright.
1:11:07So a couple things from this is number one, if I had let her wait until February, obviously, they're not in a great financial situation at the point of this call. If I had allowed them to wait until February and get back to me, they would have ended up getting overwhelmed with life and just the stress of their everyday life and everything with that, and would not have ended up working with me.
1:11:29And ultimately, had they not have ended up working with me, they'd be in a really bad spot. Cause their business was going it was going in a direction where they were gonna have to close the business. Right?
1:11:40And so because of this, because I was able to make it work based off what she had right there, was able to identify that it just came down to money. Right? She wanted to do it.
1:11:49She knew she needed to do this. She knew it made complete sense. And I was confident that she was gonna have success because I knew for a fact we'd get them great results because they were in a bad spot.
1:11:58And based off the conversation, I knew we'd be able to help them a lot. And so that's really the second thing is when you know you can help someone, sometimes you can make an exception. If you don't think you can help someone, right, I'm I'm not in the business of selling something to somebody that it's not meant for.
1:12:12Right? Like a doctor that gives prescription you don't need, I can't stand stuff like that.
1:12:16Right? Like that's not what I do. And so I knew for a fact based off their situation that we'd be able to help them a ton.
1:12:21Even though she didn't have the money, I was able to still turn her into a customer and ultimately completely turn her business around through my company's help and ended up making a lot of money from her, and they've made a ton of money as well. Okay. So now what I'll do is I will just show you guys the money we made from them.
1:12:40Okay. So if I come over here and scroll down, you can see right here, total spent 49.7 k.
1:12:48So really, really cool how, you know, when you've got a service that's extremely effective and you can speak confidently about it and you know how to get people in front of you that could benefit from it, it's pretty cool what can happen. Alright.
1:12:59So what we're gonna do is jump into this fourth call, which is a great customer. We've been able to make over $50 from them. This one actually ended up being a two call close because I actually ended up speaking with one of the two business partners first, and so he wasn't able to have his business partner on the call.
1:13:16And typically, whenever you have, you know, two business partners and they're not both on the call, typically hard to close them. Right? Because they they they have to make the decision together.
1:13:24And so that's this is a two call close as we kinda call the I'm on back to back. Closing up deals and
1:13:32that that's never happened. Problem to have. Yeah.
1:13:35Yeah. So far today, I'm two for two. You know?
1:13:38Maybe we could maybe we could get three for three. We'll see. Hey.
1:13:41Maybe. Alright, man.
1:13:42Well, let's let's dive into it. To start off, just tell me what piqued your interest and prompted you to wanna book a call.
1:13:49Yeah. I get, um, I just I've seen a an ad on I think it was Instagram. And I guess we're kind of we're we're we have a a marketing company right now that we're working with, but I I guess we're probably just not as happy as I thought we would be.
1:14:12It's kinda like stalling out. And the I guess, just the whole AI thing kinda intrigues me.
1:14:21You know, it seems kinda cool, the the possibilities with that. And, I mean, it seems like you guys have worked with a lot of gyms.
1:14:32I don't know how many cross gyms you've worked with. So I I that's one thing I was a little worried about is if that's something as small as our gym, if that's something that you work with.
1:14:42So
1:14:43And so you can kinda see there that he ultimately was interested in AI, but he's working actively with another company. Okay. So whenever you're on a call with somebody that's actively working with another company, it's always very difficult just because they're in a contract.
1:14:57And a lot of the times, they maybe just paid money. It's not like you can just jump out. Right?
1:15:01There's a timing issue. There's financial issue. There's a transition issue.
1:15:05There's a lot of hurdles you have to jump through to be able to convert people that are actively working with agencies. And so for that reason, this is a very good call to watch on how to kinda handle that. But from here, what I'm gonna do is I am gonna be jumping into the discovery because between here and now, we're just doing some basic briefing.
1:15:24That's not super important. I know you give a give people a great experience. Come on.
1:15:28You gotta have more views than that. Right? Yeah.
1:15:30I'm I'm terrible at this stuff. Like Okay. That is Okay.
1:15:35So let me ask you this. Do you have a process right now for when people come in to just follow-up with them and ask, hey. Just want some feedback.
1:15:43On a scale of one to five, how was your experience? If they say above a four or five, you then say, hey. We'd love it if you left us a Google review, and then link gets sent where they can do it.
1:15:52And then from there, just asking them, hey. We're doing a one month free training raffle where you can win it.
1:15:58If if you give us some friends and family members and share this link with them, we'll put your name into it five times. You generate referrals from getting a review.
1:16:06You know, it's a good opportunity to capitalize on that. Do you have anything in place to get reviews or referrals like that? No.
1:16:13Okay. So that's a good opportunity. That doesn't require putting any money on marketing.
1:16:18Yeah. Okay. And then real quick here, is this your website?
1:16:26Yes.
1:16:27Okay. I just wanna pull up your Facebook page to look into the ads because you said your, you know, lead to show is really, really bad. So it's probably because you're using a lead form and very generic marketing.
1:16:38Probably what it comes down to. But real quick here, when it comes to your database of leads, do you guys have a remarketing strategy in place to reengage these people, segment them, to get them back to the door that's hands free of the staff?
1:16:53It's I mean, it's all set up. Everything's kinda, like, plug and paste with lasso.
1:17:03From my you know, like, I'm I move the people from this category to not interested category, you know, and that changes the the pipeline, if you will.
1:17:19But Yep. I don't have I I couldn't tell you what is necessarily being said to them or sent to them until till they respond or whatever.
1:17:33Okay. Okay. So, I mean, right now, you have campaigns set up, but it's not like you have campaigns that are effectively I mean, you've been in business for a long time.
1:17:40You must have a massive database. Yeah. Right?
1:17:44So it's not like you've got a process in place where you're running proven offers that are reengaging that list to then get them back through the door.
1:17:53You guys, like, don't do anything like that? No. We we've done that before, like, in the past.
1:17:58Like, hey. Come free months for past members.
1:18:03Come do it. Okay. That that's worked out really well.
1:18:07So yeah. So these are ads, but, like, the funny thing is, like, none of these pictures are are our gym. We've tried to, like, get them to change.
1:18:15So they don't give you images and videos of men and women of different age groups to have you recreate with your own customers?
1:18:21No. We we we have that. And we we wanted to do that, but they were really just kinda pushed back on that saying, like, well, our stuff, you know, it works.
1:18:37And every time that we change that, like, it never does work. So No.
1:18:42Distrust distrust
1:18:43problem. No. No.
1:18:45No. The main issue right here is this. So they're using a lead form.
1:18:49So what that means is when somebody sees your ad on Facebook and they click this button, the reason why I can't click it is because it's a lead form. So what ends up happening is they're they get into a form on Facebook. They don't get sent to a website off Facebook or page.
1:19:03You've maybe heard that term, a landing page. So the they just get put on this instant form on Facebook, and it asks for their first name, their last name, their email, and their phone number, and that information automatically gets populated without them having to manually type it in. Okay?
1:19:18Okay. So that's why you're getting leads that you're calling that are submitting submit their information. They're not responding to text.
1:19:24Why you're getting a 100 leads a ton of leads, but only five people to show up. Yeah. Right?
1:19:30Because Yep. These people don't even know that they're submitting their information because it could literally be in their pocket. It just takes two tabs.
1:19:38The learn more button and then the continue button because the information is automatically in there. So the intent of the lead is super low. Okay.
1:19:46You see what I'm saying? So Yeah. That that's a big, big issue.
1:19:50And then on top of that, this is a super generic ad. Right? Like, there's not much information here at all.
1:19:58Yeah. So, again, just very low friction, very cookie cutter to generate as much volume, but then you've gotta sort through the shit.
1:20:09Yep.
1:20:12Okay. So with this right now, how many how many closes have you been getting a month? If you're getting five people to show up, how many are you converting on average?
1:20:20Well, uh, the last few months, it's only been two to three.
1:20:27Okay.
1:20:29So, I mean, it it you know, we do we do fairly good once we get if we get them in the door, but it's like, lately, it's been really tough getting them to the door. Like, it hasn't always been this way, but, um, the last few months have really stagnant and just seems like the the leads that we're getting kinda like exactly what you said.
1:20:56Like, what? I didn't know I filled this out. How did you get my number?
1:20:59And almost, like, just more combative people than it is, like, people, like, wanting help.
1:21:07And it's, like, you know, I I don't wanna deal with this. Like, you know, if you don't if you don't want my help, like, that's that's fine. Like, whatever.
1:21:14Right. Yeah. Okay.
1:21:17And then when it comes to the database of leads that you have of prospects and active members and just leads you've accumulated as a business over time, do you know how big it is?
1:21:28I mean, the one that we have in GoHighLevel now is probably close to right.
1:21:38Close to a thousand, I would say. Okay. And then we have Wadify, which is our software, and it has, I mean, thirteen thirteen well, not thirteen, but probably nine to ten years of leads in there.
1:21:54So it's probably in the thousands as well.
1:21:57Okay. So on the low end, probably, like, two to 2,000. On the high end, maybe four k?
1:22:02Yeah. I mean, probably.
1:22:04Okay. Good. And you haven't done anything with them in a long time when it comes to actually testing them, segmenting based off gender, leveraging a specific offer that's proof.
1:22:15You haven't done anything like that in a while? No. And that company didn't recommend doing anything like that?
1:22:21No. Okay. Okay.
1:22:25And they just put you right into advertising?
1:22:27Yes.
1:22:28Okay. And they didn't help you get reviews or referrals.
1:22:32They haven't done anything like that. That's not an option.
1:22:36Not not that I've been told. No. Okay.
1:22:39And
1:22:40to really get an understanding of the return, what are you paying them, and then what are you spending?
1:22:46Yeah. We're we're spent so their services are 1,000 per month plus $7.50 ad and then a $600, uh, assistant fee.
1:23:06And $6.50 for the assistant? Yeah.
1:23:12Okay. Okay. So total, you're at about what is that?
1:23:18Is that 12 2,400? I think that's 2,400. Okay.
1:23:25Okay. And you're getting Okay. So, again, you guys are probably getting a good idea of what typically ends up happening and really just recognizing the fact that so many of these businesses do not have a good strategy in place to reengage their old leads, to reengage their customers, to get reviews, to get referrals.
1:23:44And then in addition to that, all of these agencies that exist just push these business owners into running paid ads, which just falls flat on its face because they don't have a system in place to get them reviews. So that when they do run ads and people see them, they look them up. And then in addition to that, they don't have a process in place to actually nurture those leads quickly.
1:24:01And so you could hear there, he's paying this company $1,600 a month and he's getting like two sales a month. Right?
1:24:08And he recognizes that if he keeps doing this, they're gonna like, they're not making money and they're gonna continue to lose money that they need to make a change. Right? You heard him say, when I asked him, did the company recommend you to do any of these things?
1:24:21And he just said no. And when you really think about it, if you think about it right now, right, how does that make any sense? Like why wouldn't they have done that?
1:24:28The reason why they don't do that is because it's just not a part of their process. And this company that he's working with is a massive, massive company that does very, very well, which just goes to show the gaps in the market. Right?
1:24:39And so this next one, what we do from here is just jump on a follow-up call with his business partner. And so that's what I'm gonna jump to right away.
1:24:47It's just that follow-up call with his business partner because I didn't end up pitching him the price.
1:24:53I didn't do that until, I think, the follow-up call with the business partner. The last time we spoke, we just really talked about your old current strategy and how you guys have just kind of been stagnant. There's a lot of breakage in the process overall.
1:25:05But I guess you tell me, where where do you guys wanna go from here? How much does Jim know, or what what do we wanna do?
1:25:12Yeah. I mean, I I've tried to fill him in as best I can. I don't know if he's he might have some questions and stuff like that.
1:25:18But but yeah. So I'll I'll let him
1:25:23Can you make Us millionaire?
1:25:27Well, I'll say this. I can I can definitely improve your whole process, but it's it's gonna have to be a partnership? You know, we're gonna have to work together, and you guys are just really gonna need to dig in.
1:25:39That's for sure. Because based off the current marketing you guys are doing, it's pretty generic.
1:25:43The follow-up is pretty rough. You guys just really aren't getting a ton of opportunities. And in addition to that, you guys have a lot of opportunity in your database and with your current members to get people back through without even spending money on marketing.
1:25:55So Yeah.
1:25:56And I would think that's where yeah. Go ahead. Sorry.
1:25:59No. I was gonna say, I think that's the biggest thing is, like, we're we do shell out a bunch of money to this company.
1:26:06I don't know if I told you who we work with currently, if you know anything Yeah. About Yeah.
1:26:11I don't know if you know much about them, but and and, you know, I'm not gonna dog them. I think they do a great job.
1:26:17You know? You know, they've gotten us up, you know, about 15 to 20 members.
1:26:23Since we started with them, like, from where we started, they got us up to about 15 to 20 members. New, like, reoccurring paying members, which is big for us.
1:26:35However, the process is very clunky at times. You know, sometimes, like, there will just be a call that just pops up on my calendar when I've never been in contact with them, and it's like a lead that comes through for Brandon.
1:26:51But somehow, I get the call. You know, so, like, the process is a little bit shaky. I think once we switched being mostly in control of that to them being in mostly control of that, that's where it got kind of the disconnect happened.
1:27:07The thing that I, I guess, dislike most about what we're currently doing is it doesn't seem as though the ads are very much tailored to us.
1:27:21You know what I mean? Where it's, you know, the pictures aren't even of our our members.
1:27:27The offer doesn't seem
1:27:31specific to us. And so that's a huge issue as well with a lot of marketing companies is they just disregard everything that the customer kind of wants them to hear.
1:27:41Not to say that the marketing agency they're working with is doing anything wrong when it comes to the marketing they're doing, because they're using images and and content that they know has proven to work. But if you just completely shut the customer out and don't even say, hey, look, we'll at least test some of your stuff, you know, it's it doesn't really leave a good taste in the end user's mouth.
1:28:01And and the reality is, when you really know what works, you can just have your customer recreate those images and videos based off what works, and it should perform extremely well as well for them. And you can just let them know you can splice it together, and if their stuff doesn't work, you'll run the stuff that isn't there, stuff that does perform, because you wanna get them the best result.
1:28:17But you can just tell here, right, that he just feels like he's kinda been neglected by the company he's working with, and this is so common. I think this is the Achilles heel of all agencies is, you know, at the end of the day, you're providing a service to businesses, and you have to manage the customers and be proactive when they have issues.
1:28:33And you can kinda just tell right here that that hasn't really been happening, and it's frustration, which now has led to them wanting to to find someone else to help them. Right? And so what I'm gonna do from here, because he's pretty much just said what he dislikes.
1:28:46I'm just gonna jump to where I pitch them the actual offer based off their situation and what I think they should do. I submitted a a thing too.
1:28:55Never mind.
1:28:57Yeah. Well, again, that there's a big opportunity within your own database considering the fact that you guys haven't been working it.
1:29:04They didn't work it, and there's a lot of people in it that already know, like, and trust you guys to some extent. So what you guys are doing right now is just generating cold leads from Facebook. With that Mhmm.
1:29:13We'll be able to get a lot more opportunity with people that have already interacted with you guys in some capacity and really see how you guys do from there. Because if you guys can't convert warm leads, running paid ads like you're doing right now, if you guys are kind of struggling, is a losing proposition in terms of making a return.
1:29:31It's very unlikely. So that's really, you know, how we do things, but you you guys haven't really done much with that database.
1:29:40So that's that's where we would start. We would attack that. And then from there, we would also attack your active members to get reviews and referrals, hands free from you guys so that you guys can just focus on selling and retaining the people that we bring through the door.
1:29:52So that you know, there's a lot of opportunity just in the database just with your members outside of spending money on paid ads, which it doesn't sound like they capitalize on.
1:30:04They just kinda said, hey. Let's go ahead and start generating cold leads before we kinda Mhmm. Put some training wheels on.
1:30:10And they also didn't show you guys how to run a challenge type offer. Because the whole idea behind it is it's just a it's just a hook.
1:30:19Any type of transformation, six week, eight week, ten week, twelve week, fifty two week, it doesn't matter.
1:30:26It's just a hook to get someone through the door that's looking for a coach. That's all you need. You need someone who's looking for a coach, that's looking to to transform.
1:30:34And if we can get you that and teach you the process to convert them on the front end where you collect enough money to profit on your marketing, but then flip them on the back end where they're reoccurring, that's how you can create a system that consistently grows, and you're making money off and not losing money on the front and the back.
1:30:49But they they have no idea how to do that. Right? My business partner owns a 122 Anytime Fitnesses in America.
1:30:56And I've got a guy in my team that owns several Insterias and another guy that owns 15 Anytime Fitness in Ohio and three in motion stretch labs. And they don't have big membership. These are gyms that have a couple 100 members, then they do 20 to 60 k a month in smaller training.
1:31:11That's how they make money. Because the the Microgym Snap Fitness Anytime Fitness model is completely wrecked because of Planet Fitness, Crunch Fitness, those massive, nice, low ticket gyms.
1:31:22So the membership game, you know, they they run it. Planet Fitness, Crunch Fitness, Anytime Fitness is not a viable model unless they can pull the model that you guys run. Really?
1:31:32I know you guys are CrossFit, but it's small group training. It's it's high ticket. And he charges $3.17 a month weekly.
1:31:39So he gets an extra month out of you know, he gets thirteen months instead of twelve months because he's not billing monthly. But Right. As far as your situation and to answer your question, do I I can make you guys a millionaire?
1:31:49I don't know if I can make you a millionaire, but I definitely think I can help you guys make you had said, I just like to be able to make a, you know, a couple thousand dollars extra and be able to have money to be able to keep investing into the business to at least see, like, consistent growth. And I think that's a realistic goal and and very achievable.
1:32:07You know? I I think I can help you guys make a lot of money just with your database. I think I was telling you this, but there's a CrossFit gym up in Alexandria, Virginia called Trident Athletics.
1:32:17And we we did last month just his database, and he had he had 3,000 leads. I think we did 2,500, but we got him let me pull up the exact number.
1:32:30Yeah. I think it I think it was, like, 26.
1:32:33Yeah. So we got him 28 appointments. 28 appointments.
1:32:36Two of them showed up, and then he got 20 sales, and he collected $7,190 down. Wow.
1:32:43And that was without spending money on ads. Mhmm. Right?
1:32:47So that was just reaching out to his database, letting our AI work those leads. His team didn't have to contact anyone.
1:32:54They just had to Right. So that's ultimately the pitch is we need to start with the database. We need to start with the reviews because the company they're working with did not do anything with it.
1:33:03And it's just very clear that that's what they need to do because they have a couple thousand leads. And we literally had done it with a cross another CrossFit gym not too long before speaking with these guys and absolutely destroyed it for the guy.
1:33:15Was actually a Navy Seal. Super cool dude. But yeah.
1:33:19So from here, what we're gonna do is we're gonna jump into the price pitch and
1:33:23see see what that looks like. But the investment for the one month engagement is $1,500.
1:33:30So we we would do 1,500 now. Say, if if now was the the time, we would do 1,500 now, go for a month, and then it would be, for the reengagement, $2.50
1:33:44Yep. A month after that. Yeah.
1:33:45If you guys just wanted us to keep following up with old leads and then members to get you guys reviews and referrals and some more traffic coming through, that's $250 a month. That's just our AI working the leads.
1:33:57Mhmm. And then, obviously, if you want us to do done for you marketing, where we're also following up with a lead, like what Lassa's doing for you guys right now, that's $1,500 a month. And then we have a in-depth consulting program that's five k down, 1,500 a month, where you guys are being with Brandon, the guy that wants the Browns game.
1:34:14Oh, right on. Cool. Right on.
1:34:17So why why don't we look into so I think we need to figure out what we're doing with Lasso because I think that our payment just came out with them.
1:34:33You're under a contract with them?
1:34:36We gotta figure that out. I think it was only three months.
1:34:40Well, I thought.
1:34:42But I definitely we we should definitely probably figure that out, you know, before we move forward. And then get out of Lasso so that we don't hit a double fee, basically, because it's, like, around the same price.
1:34:59It would be around the same price with you guys and Lasso. So taking on that double payment might hurt a little bit. But I think getting out of Lasso first, figuring that out would be probably our next step.
1:35:14And then I like everything I'm hearing, for sure, especially the reengagement stuff.
1:35:20That that really intrigues me a lot. And then it sounds to me that you guys are a little more hands on, which I like that a lot.
1:35:31So we gotta figure out Lasso first, and then I think I think that I think then we'd be good.
1:35:43Okay. And so with them, ultimately, what ended up happening is they were still in a contract with Lasso, but what I just did is I I told them, let's just jump back on once you figure out the situation with them and cancel. And what ended up happening is they just said, hey, send me the invoice and agreement so I can pay it and sign it, and they did.
1:36:01And so, you know, like I said, when it comes to working with people that are actively working with a marketing agency or another agency, it can be difficult. But if you can run a good process and really get them to recognize that what they're doing isn't working, it's not too difficult to close people. And from what from here, what I'll do is I'll just show what we made from this specific customer.
1:36:21Okay. So if I scroll here, you can see total spend $50,500.
1:36:30So awesome customer. Pretty crazy how, you know, something like that can turn into that much money.
1:36:36But when you have a good process and you obviously know how to talk to people and figure out their situation and articulate what they should do based off their situation and based off what you can do for them, things can become very, very easy. K.
1:36:48So this is gonna be the fifth sales call, and this one is with an individual that actually has two gyms. And I was able to close the first one, and then later on we were able to get his second one. But between his two locations, we have been able to make $52,000.
1:37:06So we will go right ahead and jump into
1:37:09this sales call. What is going on?
1:37:17Can you hear me now?
1:37:19I can.
1:37:20Perfect. How's it going up there? I I don't know where you are.
1:37:24Where are you? I'm in Arizona. Oh, okay.
1:37:29What's the weather like out there? Do you guys get cold as well, or is it just over here? It is cold.
1:37:35Yeah. It's,
1:37:37like, noticeably cold. I'm not sure what the temperature is, but I took I took my dog out and was like, wow. Yeah.
1:37:43It's 37 Scottsdale. Okay.
1:37:46Okay. So just a brief introduction. And what I'm gonna do from here is jump to 03:15 where I kinda jump into the discovery.
1:37:57Hold on. Would you say that's the biggest problem right now? Is this, like, getting leads through the door and getting in touch with leads?
1:38:09Probably.
1:38:13Okay. Yeah.
1:38:15Okay. So he's saying his biggest issue is getting people through the door. Big surprise.
1:38:20As you can probably see now at this point that tons of businesses, specifically small local brick and mortar business owners, have a very difficult time getting people through the door, a k a getting more opportunities to just get more customers. Right?
1:38:33It's a very big problem that a lot of these businesses face. And when you have the solution to that problem, you're able to, number one, help these businesses out tremendously. And number two, you're able to make a lot of money and help yourself out as well.
1:38:45Right? So from here, what we're gonna do is continue the
1:38:50and we're gonna jump forward a little bit. And then when it comes to the database of leads that you guys have, does the company you work with right now, did they help you do anything with getting them back in the door? Or you guys have a remarketing strategy in place to get them back in the door?
1:39:04We don't. And they don't. No.
1:39:06Uh-uh.
1:39:07Okay. And do you know how big those databases are?
1:39:12I don't. No. Not offhand.
1:39:15Okay. Could you check real quick? Okay.
1:39:17Okay. So the company he's working with right now is unable to get people through the door, and they also do nothing with his database of leads. And then from here, he basically figures out how big his database is, and it's like 12,000 between his two gems.
1:39:29So he has a 12,000 person database that he is doing nothing with, and his biggest issue is getting people through the door, and he's paying a company to help get people through the door, and they're not doing anything with his database of 12,000 leads, which is insane.
1:39:41Right? When you think about it, it's not difficult to reach out to those leads with a good offer and get them interested and drive them through the door. And it's really easy when you can use AI.
1:39:50So again, very common issue experienced in this, you know, part of the market, just businesses, marketing agencies, and agencies in general that are just like they're very singular, very one dimensional in how they go about providing services. And because of that, it it ends up with a customer that wants to cancel and quit.
1:40:08From here, we're gonna jump, and then this will be a long one. Just kinda going through discovery.
1:40:13Okay. Got it. So right now, you guys have high level setup, and it's just connected so that after you guys have signed up someone thirty days later, it attempts it sends an automated message just saying, hey.
1:40:23Like, leave us a review.
1:40:25It's really more based on, like, the NPS score. So if they rate it'll say, hey. On a scale of one to 10, rate us, you know, how how happy are you with your service or whatever.
1:40:35And if they rate us is it eight, nine, or a 10 or a nine or a 10, then it says, hey. It sends them back a text and says, hey.
1:40:42Please review us on Google. If it's below that, then it's, you know, what can we do to fix things or, hey. When's a good time to reach out or something like that?
1:40:50But, yeah, again, we just I haven't looked in there in so long. Haven't managed it. Something we set up a while back.
1:40:57Okay. So you're not really sure if it's really working because, yeah, I looked at a couple of the both of the club's current Google reviews, and it looks like I mean, one of them, the second review you got was, like, a a one star, and then you've had a I mean, you actually had two out of four reviews this month were one stars, and you've gotten a decent bid.
1:41:20And then at the other club, you haven't had a review in two months. And then the last one before that was five months ago and six months ago.
1:41:27So the reason why I bring that up is because one thing that's really important for getting ads to perform well is having a process to get reviews that are good quality frequently because people are gonna look you up on Google when they see your ad.
1:41:44A lot of people will do that. And in addition to that, as far as your organic leads are concerned, getting reviews that are good quality frequently impacts your organic ranking and your discoverability.
1:41:58So if people look up gym near me, training near me, twenty four seven gym near me, weight loss near me, anytime visits near me. If you're not getting a lot of good reviews frequently, it's harder to find you.
1:42:08And if you're not visible, obviously, that's not a good thing. Right? So that's gonna impact the volume of organic leads you're gonna get with for the best leads.
1:42:15Right? Like, if you could just double your organic leads and you look at the numbers compared to what you're getting on Facebook right now, you'd probably be like, I would pay $4 a month if I could double those because it'd be worth it.
1:42:25You know, you'd be signing up, like, 50 members a month. But that's a really important thing. Does that make sense?
1:42:33Yeah. It does. Yep.
1:42:34Okay. And then once you get a a review, do you guys have a process in place to try and get a referral from the person that just sent the review?
1:42:43No. We don't.
1:42:45Okay. Alright. And then do you guys have a way of tracking real how involved in the gyms are you?
1:42:55Yeah. I'm pretty involved. Okay.
1:42:57So is is this your full time thing? Yep. It is.
1:43:01Yep. Okay. So you're pretty involved in it.
1:43:03Are you and your brother business partners?
1:43:05We are. Yep. Okay.
1:43:07Cool.
1:43:09My brother just started working with me, so that's cool.
1:43:12Nice. There you go. But
1:43:14when it comes to being able to see how many missed calls the team is missing from prospects and then active members, do you guys have a way of tracking that?
1:43:25Missed calls?
1:43:26Yeah.
1:43:30No. I guess we probably don't.
1:43:33This call's coming into the gym. Yeah. Oh, well, I mean, you know, we've got the caller ID.
1:43:42That's, I guess, the the yeah. The best way. That that that's how we've got it.
1:43:46Yeah. Okay. But it's not like calls we've missed, how many voice mails.
1:43:49Yeah. We don't have any anything other than that. It's not like there's a software that just tracks it for you that can tell you, hey.
1:43:55Like, the team has four calls a day, there were, like, 10 calls that came in.
1:43:59Right. Right. Yeah.
1:44:01Okay.
1:44:02Okay. And then you guys if you don't have that, then there's no way of tracking if it was a prospect or an active member that called in. Right?
1:44:11That's true. Okay.
1:44:15Okay.
1:44:18Do you have an expectation for your team as far as making outbound dials a day to inactive leads or dead leads?
1:44:26We do. Yeah. It's based on what their individual goal is.
1:44:32So it's it's really between thirty and fifty calls per person.
1:44:37So A day?
1:44:38A day. You know?
1:44:40Okay. But you have no way of tracking if they're actually doing that. Right?
1:44:46The only way is if they yeah. I mean, there's no there's no stupid proof way, I guess.
1:44:55So they have to log the call in Club OS to track that call.
1:45:00Okay. Yeah. But it's not like they have a a thing that's connected just to them, even connected to their cell phone that they could use where they use a Club phone.
1:45:08That literally tracks this person, this employee, number one, made this many dials. Here's the transcript for any conversations you're recording. You don't have anything like that.
1:45:16Right?
1:45:17Correct. Yep.
1:45:19Okay.
1:45:22Okay. Well, it sounds like there's definitely a lot of lot of opportunity. Because if you guys are getting seventy, eighty leads organically, I think you guys are probably getting a lot of people calling in too organically.
1:45:34People that are probably interested in, hey. I'd like to come in for a tour or, hey.
1:45:39I'd literally like to sign up. You know? And if you guys are not answering those calls, you're not gonna be able to capture that opportunity because you're you're in markets that are relatively dense.
1:45:50You because, like you know what I mean?
1:45:54They're gonna go somewhere else. This
1:45:56right. Yeah. This is a pretty dense area.
1:45:58Same same with Yeah. They've got we're we're sandwiched in between a
1:46:06Okay. Yeah. So right now, it's not really clear as far as what the missed opportunity is, but, you know, you just don't have any way of tracking it.
1:46:19And then when it comes to the company right now, they that's all they do. Right?
1:46:23They're just placing those ads for you. They're just generating leads. It's not like they're doing anything else.
1:46:28Correct. Yep. Okay.
1:46:31I wanna ask, would you say you guys need help with sales, but it does I mean, you guys aren't getting anyone through the door.
1:46:39Yeah. I know. We're pretty yeah.
1:46:41I I think that we're pretty we work with Mastermind as well. Okay.
1:46:46I don't know that you guys work work with them or you're you're a preferred vendor for them or something like that. So, So, yeah, they we we use them for our sales process, and we've been able to make some progress with with closing and fitness consultation bookings and and stuff like that.
1:47:03So, yeah, I think the biggest part is probably just missing on the front end, I would think, And then spot training some of our our
1:47:15Are you there?
1:47:20Can you hear me?
1:47:23Yeah. Can you hear me? Yeah.
1:47:24I think you're
1:47:25I can hear you. Mic. And I can hear you.
1:47:27Yours is a little unstable. Yep. I can hear you.
1:47:30Yeah. Okay. So you're working with Mastermind right now.
1:47:32You're already investing into that.
1:47:36You can hear me. Right? I can.
1:47:41Maybe let's turn off the camera. Turn off your camera.
1:47:45Let's see if that makes the connection stronger.
1:47:50Alright. It looks like it did. You can hear me now?
1:47:53Four bars. Can you hear me? Yep.
1:47:56Yep. I can. Okay.
1:47:58So, yeah, you said you're working with Mastermind, which is great. It's just really coming down to getting more people through the door with the money that you're spending, which is about $2,200 a month, which you can stop using them here at any point, which is great.
1:48:14When it comes to the goal for the gym, you know, coming into the the new year, where are you looking to take things? I know you said you're really committed to turning things into, you know, being a PT club, but where are you currently at in terms of PT revenue?
1:48:28I know I know you said about 20 to 25 active clients per club, but where are you trying to get?
1:48:35Yeah. So in Winter Park, our I mean, I'll just I can speak to you, I guess, in terms of what we're doing with Mastermind.
1:48:45Okay.
1:48:46Our goal for the next six months, or I guess we're probably at about four months now, uh, is to increase by $6,000, uh, monthly remix and then amount.
1:48:59Our goal is to to increase by about $5,000 in monthly remits.
1:49:04Okay. So you guys are trying to really just add on about $6.06 k at both clubs here in the next did you say four months or six months?
1:49:13We've got four months left in our six month goal time period.
1:49:19Okay. Got it. And since working with Mastermind, how have things gone as far as growing the PPE?
1:49:29They've remained a little stagnant, but I've got to take some ownership of that because I've just I I've gotta I've gotta dial in on on working with these guys just outside of.
1:49:42They've got the I think they've got the information. They've got the skills to do it.
1:49:48I just they're not employing it.
1:49:51Okay. So you're just saying okay.
1:49:56So you're saying they're giving you the information you got. You're just maybe not fully taking advantage of it the way you know you could?
1:50:04Well, I think it's just me holding our team members accountable to do it the way that Mastermind is coaching.
1:50:11So, I mean, Mastermind can can hold all the sales calls in the world that they want to, but if we're just taking the information about employing it on a consistent basis, we're not going to execute any differently. So that's that that part's on me.
1:50:28Got it. Okay. So the staff is just not really really implementing it to the level that, you know, they should be.
1:50:35You could do a better job keeping them accountable and leading them to make sure they're doing it. But when it comes to converting people, you said that you're pretty confident that they can do a a good job when people do come in, specifically, like, for a challenge?
1:50:50I I believe they can. Yeah.
1:50:53Okay. Alright. Well, given the fact that that's what you're trying to do is really add on five to six k, how how long have the clubs been stagnant with regard to training?
1:51:04Because you said for past few months, they've been stagnant. Has it been longer than that?
1:51:09Uh, Yeah. I mean, in we we saw our PT decrease last year significantly.
1:51:18Went from probably about ten ten k ish, I think at the beginning of last year
1:51:23on a monthly basis to, uh, I think right now we're at about Okay. So you can hear that his situation is not good. He's going down.
1:51:32He's going backwards, and he knows he needs to make a change. And the biggest issue is literally just getting people through the door because the marketing he's doing right now is very ineffective. And he really has no systems in place to track how many calls they're getting from potential customers, how many calls they're missing, how many calls his team is making to their database of leads.
1:51:49He has no system to reengage his database of leads. He has no system to get reviews from his members. He has no system to get referrals from people that leave reviews.
1:51:57He's just really not doing a whole lot of stuff, and he also doesn't really have a process to follow-up with his leads. It's all dependent on his staff. And whenever a business owner like this is dependent on their staff to follow-up with their leads, they're not doing it in a timely manner, number one.
1:52:09More than likely, like nine times out of 10, they're not doing it in a timely manner. It's typically taking one to two days to follow-up, is insane because if you wait that long, they're just gonna go somewhere else.
1:52:20And then number two is typically if they do call these people and get on the phone with them, they typically don't do a good job on the phone. And what I mean by that is someone might say, hey, what's it cost for your gym membership? And the person might say, it's $10 a month.
1:52:33That's not the right answer. That's not how you handle a question like that because once you tell someone, they're probably not gonna ever come in. They're probably not gonna get an ex a chance to even experience what the gym's like because you just answered the one question they needed to hear about to get them to just say no.
1:52:47And so a lot of the times, even though employees and staff know they shouldn't do that, they're just lazy and they just mishandle it. And it's a big problem. Right?
1:52:57And so that's kind of why he is where he is right now. So what we're gonna kinda jump to here is me asking him about his goal. Even though I already had a little bit, but I'm gonna get right to it here before I transition to the pitch.
1:53:10Now it's just not really going in the right direction. So with what you're doing right now, do you think it's realistic to say, you know, the leads that you're getting, the marketing strategy,
1:53:18the help from Mastermind? If nothing were to change, do you think it's realistic to say you'd be able to get to that adding on 5 to 6 k a month per club?
1:53:28I I think it would be a challenge right now.
1:53:32Okay. And why do you say that?
1:53:38Well, I mean, it's something that'll change with the marketing for sure. I mean, to get as many leads as we've gotten from this market company and they we haven't gotten anybody in.
1:53:48Yeah. That's that's gonna be a challenge. I think it'll be a challenge to reach that number, the five to 6,000 PT increase specifically just by trying to convert members based on membership and go through fitness consults.
1:54:04I think we probably need to target PT specifically in order to get people who are interested specifically in that service.
1:54:14Okay. Okay. So, really, something just needs to change when it comes to the marketing.
1:54:19Needs to be more specific to PT so that you guys can actually get people through the door that are looking for that rather than the members trying to do a FCs with them. Right?
1:54:27Yeah. I mean, you know, and if there's a more efficient way to do follow-up and, you know, appointment setting, you know, and all that sort of stuff, I think there's there's benefit there.
1:54:36Okay. So clearly, he recognizes
1:54:38that if he doesn't change his strategy, he's not gonna be able to get to where he wants to get. And that's very important that you get them to admit a change needs to happen before you tell them exactly how you can help them.
1:54:49Right? And so that's all I did is what are your goals realistically? Do you think you're gonna be able to get there if nothing changes?
1:54:54And he kind of but then he sort of realized after I said, well, tell me more about that. Right?
1:54:59How is that gonna happen? Probably not gonna happen. I definitely need to make a change here.
1:55:03And now from here, what I'm gonna do is jump to the pitch for you
1:55:07and take it from the top. But for you specifically right now, it comes down to six things to really get this situation changed so that you start having people coming through, not looking for a membership, but looking for training.
1:55:20Okay? So the first thing that we would wanna do is rather than running ads like you're doing right now that aren't yielding any money, we would wanna focus on your day to day leads and your active members. Make sense?
1:55:32Yep. Okay. So what we would do first is rather than run ads, we would plug our AI into your database of leads, old leads.
1:55:40We would segment it based off gender, men and women, and then we would start reaching out to them about a new year, new you transformation. Okay? And so what we're gonna do is generate a ton of interest out of those.
1:55:51I mean, you have 12,000 contacts between the two clubs. So we're gonna generate a ton of interest between those two audiences, and we're gonna drive a ton of people through the door without spending any money on ads. Okay?
1:56:03So that's the first thing as far as that's concerned. The second part of this first one is the members. Right now, you guys have a big you guys have about 800 members across the two clubs, and you don't have a strategy in place to get them in for training.
1:56:17So what we would do is the same thing is we'd split it based off gender, and then we would reach out to them about that offer and then drive them in for a consultation for you guys to sell them. Okay? So the the the reason why this is so important for you is because right now, you're losing money at one club.
1:56:32You're not making a ton of money at the other, and you haven't done anything with these either of these assets. You currently don't have any process to get them through. And, I mean, if you add them together, that's almost 13,000 contacts.
1:56:45So there's a ton of opportunity there. And what we typically see is we're able to get about two to 1% of the leads we reach out to that are not active members, just the database to come through the door until it literally show up.
1:56:58So if you have a thousand, you know, that's 10 to 20 people. K. Is that one to 2%?
1:57:04Yeah. Okay. Yep.
1:57:07So one to two per one to 2% is what we typically see. And the best part about this is your team doesn't have to do anything different. You don't have to do any additional work.
1:57:15We're gonna do it for you and get people coming in without spending money on ads. Okay? So that's the first thing.
1:57:22Do you see how that would help you out, especially considering the current strategy you're leveraging is just not really yielding anything?
1:57:28Yes. Yep. Oh, okay.
1:57:30Alright. And then, obviously, that's not gonna cost money on ads, and we're gonna be reaching out to warm leads. Because these are people that already know, like, and trust you guys in in some way.
1:57:39They've already interacted with you. We're on Facebook. All those leads you're generating, they more than likely have never come in into the business.
1:57:46They might not even know you exist, especially considering you're a dense market. So those are gonna be the whole hardest and most difficult leads to flip into training simply because they're not very aware of you.
1:57:57Right? So that's one thing. Really, first thing.
1:58:01The second thing comes down to getting reviews. So earlier, we were kinda walking through that. And right now, your current process depends on your team reaching out to members and asking, and then you also have a high level setup that also ask.
1:58:14And you're not really sure if it's working or not. You're paying a $100 a month, I think, for it, and and you're having to kinda manage that whole thing. And in addition to that, you would say you don't have a process to your referrals after somebody leaves your review.
1:58:27Correct? Correct. Yep.
1:58:30Okay. So what we would do is rather than having you have it set up in high level or expect the team to ask, as we would set it up so that based off your active member report and then any new sign ups, we would reach out to these people for you and ask them how their experience has been leveraging a proven offer. Okay.
1:58:47So what we'll say is, hey. We'd love your feedback. And if you want a chance to win a membership for free for the year, all you have to do is let us know how we're doing.
1:58:54Okay? If they say they're having a great experience, we then ask them for a review and let them know to get their name put into the raffle for a chance to win a membership for the year. They have to leave a review, and we make it very easy for them to leave one.
1:59:05And then once they leave a review, we respond to it for you on Google. And then after that, we follow-up with them again on text and let them know, hey. If you want your name put into the raffle again and you wanna come bring some friends and family to work out with you, share this link with them.
1:59:21They can come in and try us out for free, and anyone that comes in from you will put your name in our that rapport again. So by doing that, we're able to generate referrals off of people that leave you reviews, and we do it right away, and your team doesn't have to do anything as far as that part is concerned.
1:59:36Does that make sense? Okay. But what we then teach you because I've got this guy named Brandon Fielding on my team now.
1:59:44He owns 12 Anytime Fitnesses and three in Motion. They're stretched studios. Is he's developed a script that we train our clients on to call these people that leave reviews to get the more referrals.
1:59:56Okay? So we're reaching out to them via text, but then we also teach you guys how to do it. So we're we're seeing some clubs double and even triple the amount of referrals they're getting.
2:00:04Just off people leaving reviews. Right? Like, this doesn't require any money to be spent on ads.
2:00:08This is just active members, new members, and then getting reviews and referrals. Makes sense?
2:00:16Yep.
2:00:17Okay. So the reason why this is very important is because right now, like I said earlier, when it comes to ranking organically on Google and your ads just performing at the highest level, Google reviews is going to impact that.
2:00:31Because if people look you up and they see your ad and you're hard to find, that's a subconscious red flag. If you don't have good reviews, that's another big, big red flag. And a lot of studies show that between 70 to 80% of customers reference Google prior to making a purchasing decision.
2:00:47Okay. So, like, if you go you know, let's say you're going to Tampa and you you wanna go somewhere nice and take your wife out, do you look up, you know, nice restaurants near me or food near me and then look at the reviews?
2:00:58Right.
2:00:59So it's kinda the same idea where if that's if that's kinda how you make your purchasing decisions, well, then you gotta make sure that you have that in order. And if we pull it up right now and I show you, right, this is you guys at one of them.
2:01:14And they're good reviews. It's just you haven't had that many. Right?
2:01:18So there's just a lot of opportunity. You've got 400 members. There's a lot of opportunity to get more.
2:01:23And then if we go over here, you can see the the second most recent one was a one star, and then the fourth most recent one is one star as well. So people see your ads right now and they look you up and they see that, it's not it's definitely not helping you.
2:01:38Right? So what we wanna do is we wanna try and bury these as much as possible and just have a process where you're getting them, only good quality reviews like this, very frequently and often. Because what this shows you right here is how you rank organically in all of these different locations if someone were to look up Jim near me.
2:01:57So if someone were to look up Jim near me right here or right here, you're number seven on Google. Right? So you type in Jim near me.
2:02:03You have to scroll down to the seventh listing. That's you. Right?
2:02:07So this this shows you how you rank, and and the big thing that impact is, again, it's frequency and quality of reviews. Okay?
2:02:16So that's that's very important. And here's the other, Jim, where it's a little bit better, but it but still.
2:02:22Right? You get a little bit out. If you can't be found, it's not a good thing.
2:02:29Right. This is an easy thing to fix. Right?
2:02:31You just need to have a process in place to capitalize right away off these people. And compared to what you're doing right now at high level, you're not leveraging a proven offer.
2:02:39What we've done is that gets about a two x increase in the response rate for people giving us feedback and people literally leaving reviews. Then And in addition to that, you don't have a process of your referrals up of people that leave your reviews. And what's a better time to ask for a a referral when someone just told you they love love what you do?
2:02:56They love paying you money. Yeah. Right?
2:02:58So there's a ton of opportunity right there. And, again, the the most important thing about this is you're investing $2,200 a month in marketing, and you don't have that process now where your Google storefront doesn't look that great.
2:03:10Right.
2:03:11Right? So that that really needs to be adjusted and fixed prior to really investing money in marketing.
2:03:17That's one of the biggest changes we've made is we've seen how big of an impact that can have on things, but more importantly, how big of an impact it can have on your organic leads. As we typically see, once we start getting reviews coming in with our our way, like I said, you're getting a ton of new leads off referrals, and these are people that are easy to close because they're coming in with their friends that are active customers or family.
2:03:38So they're getting presold by your current customers. But then in addition to that, what you're gonna be able to do is get more organic leads because you're more visible and you're more credible.
2:03:48You have more social proof. So people are more likely to convert into your website and then opt in. Okay?
2:03:54The third thing that this does is it keeps your staff accountable because we're gonna be asking them we're gonna be asking these people for their feedback. And if they're saying they're not having a good experience, we don't ask them for a Google review.
2:04:05We just ask them to fill out a feedback form that you guys didn't get, and it will it will give you an idea and very valuable feedback on things you can improve and potentially saving a customer that might be considering churning out. Where right now, I'm at 30% churn. That's pretty high or 37% churn.
2:04:22Yep.
2:04:24Right? Okay. Okay?
2:04:26So the third thing that we would wanna look at doing after that would be marketing. Right?
2:04:33The marketing that we've done, the traditional marketing that we've done for you. And the difference here, part of what you're doing right now is, right now, you're literally one the the the company you're working with is running an ad that's going to everyone.
2:04:45It's a very generic ad. It doesn't give people much information at all as to what they could get or what's involved in the challenge of the transformation. And when I say they're running one ad to everyone, they literally are.
2:04:54So that ad that they're placing for you in both those markets, if I was there, I would see that ad. If your dad was there, he would see that ad. If your mom was there, she would see that ad.
2:05:03If your grandma he'd was see that ad. Right?
2:05:08So it's literally the one ad to everyone. They're not segmenting your market based off gender or audience, which significantly impacts the cost per result that you're producing.
2:05:18Okay? In addition to that, they're using a lead form, which is very low friction. They literally can click two buttons and become a lead versus what we do and always do is we send them to a landing page where there's more information on what opting into.
2:05:32Then, obviously, the copy we're using is really long. It's very detailed and it tell it says a lot about what they get. But then from there, they have to manually put their information in each of the four forms, their first name, their last name, their phone number, and their email, and they have to click submit.
2:05:47So it's a totally different journey as far as the funnel is concerned, the marketing funnel that the prospect has to go through, where there's more friction, but there's more education around what they're even opting in for. And that's what allows you to get a lot of people to book and show at a high rate, And also people to close at a higher rate because they actually know what they're coming in for.
2:06:05Like you were saying, people don't even know what they signed up for. Right?
2:06:14Are you there? Yep. Can you hear me?
2:06:17Yeah. I can hear you now. I was just saying you were saying that a lot of people are giving you feedback or your staff was that people don't even know what they signed up for.
2:06:25Right. Yep.
2:06:27Right. So that that's really what it comes down to. If if you were to go through that funnel kinda like we looked at, there's not much information to go off of other than the fact that it's a twenty one day transformation.
2:06:37But that doesn't mean someone who's never done a transformation that they don't know what's included in that. You know?
2:06:43So they're probably wanting more information. So there there's a big opportunity there just in changing your advertising, but we wouldn't even wanna look at that until we've done those first two things that I mentioned.
2:06:54The fourth thing just comes out of lead nurturing. Right now, you have no idea if your team's really on top of it or not.
2:07:00They're supposed to be doing it. These leads are gonna do a Google spreadsheet, but the reality is they're probably not doing a great job.
2:07:05And if you're not following up with leads within less than five minutes, your chances of getting them through the door drop by over 400%. And that's according to Harvard, a study that they did across over a thousand brick and mortar businesses in 2018. So if that's not happening right now, you don't have a way of tracking it, it's no surprise that you've literally not had anyone come through the door in the past thirty days, yet you've generated almost a 100 leads.
2:07:25Okay. So that's where we would be handling the follow-up, and now we we do it through our own platform with an AI that we then have our team monitor all day to make sure that the messages are correct and they push them through.
2:07:38Does that make sense? Yep. Mhmm.
2:07:41Okay. And then the fifth thing comes down to tracking inbound calls.
2:07:47So what we've done is we've actually set up our own software where we can track calls from potential new members and calls from active members and see how many your team is missing, how many your team is answering. We can transcribe all of the recordings and then give you all the recordings as well.
2:08:03And what you're able to do with this is see how many outbound dials your team is making per day per team member, and we're able to connect it to their cell phone.
2:08:13And if they're on the job and someone calls into the gym or rings on their cell phone, and then they can also use their phone to make outbound dial to the people that they need to be doing it for. And what we found is, we've we've found some pretty shocking stuff is when we connect this for Anytime Fitnesses, what we're seeing is that they miss on average 70 to 80% of calls from new prospects.
2:08:34And on average, Anytime Fitness are getting between 50 to a 100 a month. And these are people that are looking to become new members. Right?
2:08:41Like, these are people that are looking to sign up. They're interested in what what you guys have to offer, and this is it right here. So this is an example of any time that is Chesterland, Ohio, and this is from let me just do it from December to now.
2:08:58And what you're gonna see is is all this stuff. Right? So we go here.
2:09:02These are new members that called in and nobody answered. There was 82. These are new members that called in that the staff actually picked up.
2:09:11So between these two, this is the total number of calls, and this is the total number that was answered. So they had 97 people call in, and they only answered 15.
2:09:21And these are not active members. These are new members. And the way we're able to segment this is we set it up where there's an IVR, where when anyone calls in and what we do is we say, 1 if you'd like to become a new member.
2:09:32Press 2 if you're an active member. Okay? So that's how we're able to track all this.
2:09:38And then this is new members. So all this means is somebody called them and they hung up. Right?
2:09:43Like, they just decide, oh, I don't wanna talk. I hung up. But this right here shows current members that called that the staff did not answer.
2:09:51And then this shows the current members that the staff did answer. So if we add these two, that would be 75, and the staff only answered seven for active customers.
2:10:02Right?
2:10:05But what we've then done is we've created an AI agent that answers a 100% of the calls from inbound prospects that we can connect after we have this initial seed data to then book appointments so that your staff doesn't so you don't have to worry about your staff not answering the phone, but then a 100% of your calls are answered.
2:10:25Okay. So if maybe just a clarification question. I I might have missed the point here.
2:10:31If these folks have missed 82 calls from prospective new members.
2:10:38Is is the AI agent not hooked up there, or why did the AI
2:10:44Yeah. Answer those things. It's not hooked up.
2:10:47Exactly. So the only reason why you can see this now is because we hooked it up on Saturday, it's already booked an appointment. Got it.
2:10:55Okay. Yep. So we literally hooked it up this past Saturday for this specific location because what we have to do first is get seed data to know how you know, what's the opportunity.
2:11:06If you have 82 potential new members calling in, if you're able to book in half of them and get half of them to show up and then you close half, that's the difference between getting, like, another 10 members a month, like, a 120 members a year just by having an AI that can book the appointments.
2:11:24Okay.
2:11:25Right? So this is super, super valuable because you have no idea right now how many are missing. And in addition to that, you have no way of tracking how many calls your team is making to people.
2:11:37Because we can do it where you can actually see per team member exactly how many outbound dials they're making, and then the exact conversations they're having with people, and then the recordings all on one spot.
2:11:52So this is very, very valuable accountability. If you're trying to have you already have two locations. If you open up a third and you don't have something like this, again, this is just a lot of breakage across the board just in terms of the low hanging fruit that you guys have.
2:12:07Yeah. Okay?
2:12:10No. For sure. Do you I I does a employee
2:12:15have to opt in to using their cell phone, or are there issues with that sort of thing? No. No.
2:12:21No. No. So all we can do is they can they can download the app on their phone, and then all they have to do is, like, plunge in, you know, like, literally just sign in once they hop on the job, and then we can tether the number the gym number so it comes to their cell phone.
2:12:35It rings to their cell phone while they're working. So you can just say that this is your job.
2:12:42You're supposed to answer the phone, and we're gonna connect it to your cell through this app. They're not gonna be calling your number. It's just gonna be getting forwarded to you, and you need to answer the phone because that's your job.
2:12:52And then they can turn that off when they leave today or whatever that looks like. Exactly. And then now you know if they're clocking in or not on the job to answer the phone because you'll be able to see it.
2:13:02Like, did they punch in and get connected to the to our software?
2:13:06Got it. Okay.
2:13:09Yep. And then the fifth and final thing really just comes down to coaching. So right now, I know you're getting some coaching for Mastermind, but what we would definitely wanna make sure is that once we get these people coming through the door, that the the sales process for the transformation's dialed in.
2:13:24Right? Just like we've always done in the past. And as I've mentioned, a guy named Brandon is on our team now that has 12 Anytime Fitnesses, and he averaged just about 28 k a month in small group training.
2:13:35And when he started working with us four years ago, he had two Anytime Fitnesses. And since then, he's just been buying failing clubs and then plugging our marketing in and then running a sales team and scaling the hell out of them. So So he's done exactly what you're trying to do right now, and that's who I would put you with to work with you and your team on that sales process to make sure it's dialed in.
2:13:54Obviously, you're getting the help from Mastermind, but we wanna just provide as much help as possible to make sure that once we are getting people through the door from the database and then active members, you guys are capitalizing on it. Got it. K.
2:14:08Okay. Just in terms of the process, how do you feel? Yeah.
2:14:13I mean, it all sounds good. If if I could just ask a qualifying question on the on the
2:14:20inbound calls and that sort of thing, I guess, the AI agents, is it reasonable or am I just taking this a little too far to just have that AI agent booking things?
2:14:32And then my team is just trained by Brandon, him, Mastermind, or whoever to just convert these appointments that show up and then train them. Is that is that taking this too far?
2:14:47No. Just to make sure I'm on the same page, are you just saying why not just, like, have AI book in
2:14:53all the leads? Is that what you're saying? Like, all any leads that come through Yeah.
2:14:57Or are they just doing missed calls? Is the AI agent just doing missed calls?
2:15:01Yeah. So it's doing missed calls from new prospects. And the reason why is because those are the best opportunities, and those are some of the biggest missed opportunities.
2:15:12Because right now, you have no way of knowing, but what we've also found is when it comes to getting cold leads through the door, even if you have your team call them, we found that that negatively impacts the show rate. And here's here's why. If you don't have someone that has a good process to dig into the person's pain and problems, they're not gonna show up, and they're gonna mess up the conversation.
2:15:34They're gonna ruin the lead. Right? Because the lead's gonna they're gonna call the lead, the lead's gonna go, how much does it cost?
2:15:39They're gonna go, this is how much it cost. They're gonna go, okay. Thanks.
2:15:42Later. Yeah. And they're not gonna come in.
2:15:46Yep. Right? We've had a long conversation about your current strategy, and it's really messed up.
2:15:51Right? I know for a fact I can clearly help you out, and you know for a fact you need to make a change. But had a team member of mine hopped on with you and just said, hey.
2:15:58This is what we do. You probably would have said, yeah. That sounds kinda good, but, you know, how does it really apply to me?
2:16:04Because they didn't have that conversation with you. So we've literally found that having your team call and reach out to people, specifically leads from Facebook, prior to them coming in for an appointment can mess things up.
2:16:16If they're just confirming the appointment, though, after it's been booked, you know, like, literally just calling to confirm, that helps the show rate. And we have the data on it. Got it.
2:16:26Okay. So, yeah, that's that's the key there. But, again, just specific to the AI, the way we do it is we get you connected on our platform that you can at least see the numbers and keep your staff accountable doing very little additional work.
2:16:41All you have to do is just go off the platform, check, and see. And then from there, you can make the decision on, you know, does it make sense to turn the AI on?
2:16:51Okay.
2:16:53Yeah. But just tell you tell me, where do wanna go from here? I could break it down for you what it looks like to get started and what the cost is, but you let me know.
2:17:02Yeah. I mean, I'd be interested to know, yeah, what that looks like for sure. I mean, it it it sounds like this, guess, fills in a lot of the the gaps in the process, which I think is where people tend or prospects tend to fall through the cracks.
2:17:21So, yeah, I kinda I kinda like this. I'd be interested to know what that looks like.
2:17:25Okay. Alright. Well, this is how it work if you guys are ready to jump on it since it is the New Year and things have been slow.
2:17:31First thing we would wanna do is process the payment and then get the agreement to you so that we can go through it together and make sure if you do have any questions on it, we clarify, we sign off on it. And then what we can do from there is book an onboarding call for you guys to jump on with Brandon.
2:17:44And what he'll do on that is get very, very clear with the current setup across the board at both clubs and the current sales process, and then he will start working with you guys and the team to outline next steps to get on with them to start working and training on that sales process. Makes sense?
2:18:00Got it. Yep. And this is the sales process for the
2:18:04short term plays. Is that right? The the challenges?
2:18:07Yes, sir.
2:18:09Okay. And then is part of that sales process then taking those challengers and converting them to long term agreements?
2:18:18Yes. We call it the year of change, and and that's the second sale. Right?
2:18:23So that's exactly what it's focused on. It's getting them on the front and getting them on the back.
2:18:27Got it. Okay.
2:18:29Yep. Perfect. And this is how it works with us.
2:18:31Just Go ahead.
2:18:34It you'll probably answer my question. But these six points that we went through, is this kind of, the whole process, or is this kind of a it kinda figure out what you need and and it's you you you plug one edge at different cost, or or what does that look like?
2:18:56Yeah. You were kinda cutting in and out, but I think what you were asking was, like, how does this work? Is it all one thing, or is it a couple different services that you can kinda, like, stack together?
2:19:07But the this is how it works. The because the best thing for you to do right now, again, is shut your current ads off. We don't need to run ads for you.
2:19:14We need to hammer your database and your member base, and we need to train your team up. And we need to get you guys reviews and referrals and set that process up.
2:19:21That's the lowest hanging fruit that you guys can capitalize on right now without really changing your process at all because we'll do the work to do it, which will allow you to get a lot of sales without spending any money on ads. And then from there, based off that, we can then take the money you guys make and invest it in the ads, right, just to get more of them.
2:19:39So that's what would make the most sense right now. And the way it works with us, it's month to month.
2:19:45The investment per month for that is $1,500 per location.
2:19:52Got it. K.
2:19:591,500 per location. And then this is not running ads, just to clarify, this is going into that database remarketing remarketing to current members, trying to get them into twenty one or six week challenges or whatever we're running, I guess.
2:20:18Increasing reviews, as I'm just kinda going through my notes here. Is this lead nurturing as well?
2:20:24Is that part of this $1,500 a month? Okay.
2:20:27Yep. Everything On call tracking, all of that stuff? Okay.
2:20:31Yep. So everything that I went through is included. So ads are included.
2:20:35It's just you don't need to run ads right now. Like, that's not what we need to focus on because it's there's a lot of opportunity outside of that. Once we exhaust those, we can look at running ads, that won't be an additional cost.
2:20:46Okay? The only additional cost is text messaging, which is a quarter of a penny per text sent or received.
2:20:54So that's standard. And then from there, we have to get your number switched over to our platform, which is $20 a month and then the usage fees you already pay. So that's not really anything different from what you're already paying for your for your phone carrier, but that's it.
2:21:09And then as far as getting the AI connected, if that's what if that's something you want set up, that's $250 a month.
2:21:17Okay.
2:21:24And then the walk me through getting the phone switched over.
2:21:28So does that take it out of our hands, or what does that look like?
2:21:32Yeah. So it just we port over to that platform.
2:21:36Okay.
2:21:38Got it. So it doesn't take it out of your hands. We're just moving it over to the platform so that we can track everything.
2:21:46Okay. I'm with you. And then, you know, obviously, it's it's a retention strategy on your part, I suppose.
2:21:55But what if we decided that we didn't wanna continue services?
2:21:59How does that number come back to us, or do we just have to get a new number? What does that look like? Yeah.
2:22:05So you could switch it over if you wanted to, or you could just keep paying $20 a month to use it plus the usage fees that you're already gonna be paying. The difference between what you're you're paying right now versus what you'd be paying us is not it's a couple bucks. Right?
2:22:20So the big difference is the fact that you're gonna be able to see everything that you currently can't see right now. Right?
2:22:26Like, you're gonna be able to see all of this stuff for really no additional cost. But right now, you have no idea. And this is a very, very important accountability tool, especially considering you have more than one location.
2:22:38You're you're kinda flying blind right now in on some of the most valuable opportunities that you guys get when it just comes to the lowest hanging fruit, which is people just organically looking to become a member.
2:22:53Right? Like, these aren't people that are coming from ads. These are people that are in your market that want to become a member at your gym or wanna become a training client, and the team is just not answering the phone.
2:23:05And if they don't answer the phone, it doesn't matter. They're gonna go somewhere else.
2:23:11Got it. Okay. So that that whole service
2:23:14is just too much of plus Yep. Other stuff. Could do that separately.
2:23:18If you're like, look. I don't wanna keep working with you guys. You could just keep doing that.
2:23:23Not something we make money on. It's just this will help you make a lot more money and save you a lot more time to have your your processes and really your team dialed in. Because what you're gonna end up finding is your your team misses a ton of calls, they're not making any calls.
2:23:41K. Perfect. Yeah.
2:23:45We're gonna mull over that a little bit. That's obviously a lot more than we're paying right now.
2:23:51Obviously, if you go back to the fact that nobody's coming in right now. Are there any discounts through Mastermind or anything like that?
2:24:00So I'll say this. So I'll say this. Based off your experience within that initial month, you can speak with Brandon, and he'll be able to come up with a better opportunity for you based off that.
2:24:14Because one thing we wanna see is how does your team work with us. Right? How do they implement what we're doing?
2:24:19Because we've gotta make sure that works. But from here, just getting you guys $1,500 back per club, that would take signing up three to five new new sponsors.
2:24:29You've got 12,000 leads in your database, and then you have almost a thousand members in your database you've done nothing with. You're gonna be spending, like, $800 more than what you're spending now to get people coming through your door that already know, like, and trust you. Right now, you're spending $2,200 a month getting no one through the door, and you're generating leads that Teams wasting time on, taking them away from doing other stuff like this and following up with those organic leads.
2:24:56And then to to explain what that means to me when I've gotta talk to Brandon after a month. I didn't understand that. Yeah.
2:25:05So what I'm saying is based off our working relationship and working with Brandon in in your clubs, he'll be able to come up with a longer term plan that will give you a discount, if it makes sense.
2:25:18Got it. So if it works, sign a contract, get it reduced in the office. Is that right?
2:25:23Yes. Yeah. Because this would just be month to month.
2:25:26Right?
2:25:27Got it.
2:25:29Okay. Okay. Yeah.
2:25:33Yeah. Do you have agreement that you can send over to me so I can look that over and chat with my brother about it?
2:25:40Yeah. I can send it over to you. Why don't we do this?
2:25:44Okay. Why don't we jump back on tomorrow
2:25:47so that we can decide next steps and not waste each other's time? And I'll be able to send that agreement to you so that you got everything you need. Okay.
2:25:53So one thing to note with this, and this is something that I learned just because I've I've literally done over 4,000 sales calls. I've sent up over 1,500 gym owners and other business owners in this capacity on a one to one Zoom call like this. And one thing I learned with regards to the pitch, cause I always test out new things, new new pitch structures and stuff like that to see what works the best.
2:26:14And this is just a little bit of a tip. Do not try selling the voice receptionist on the front end unless that's all you're selling.
2:26:22If that's all you're selling, obviously, you have no other no other option. But if that's all you're selling, it confuses people because a lot of people have a negative experience with getting a phone set up for their brick and mortar business and porting their number over, and it's always a mess. And so just a little bit of a tip, do not include that in your pitch.
2:26:40All you wanna do the reason why this pitch is so powerful and the reason why it works so well is because you're telling them to do the opposite of what everyone else is telling them to do. Everyone's telling them to run ads. We're going and saying, let's let's take your database and reengage it, and let's take your customer list and get your reviews and referrals, which is gonna positively impact the marketing that you do when you do run it.
2:26:59And then it's gonna allow us to generate capital, which we can then invest in the marketing. A lot better situation than what you're currently doing and what that company push you into. But from there, what we really wanna do is get them good results, which we're gonna be able to do with the reactivation and review.
2:27:12And then at that point, they trust us, their guard's down, and it's a lot easier to have a conversation about porting their number over and getting the voice AI set up and ultimately upselling them that on the back end versus confusing them and over complicating it on the front end to just get the sale. Because when it comes to the front end, you wanna avoid as much complication as possible.
2:27:32Clarity is certainty, and certainty is what makes people buy. When you're talking about six different things, it's it's just too much. So that's that's my recommendation.
2:27:42Avoid it. And I just recommend well, you've seen some other pitches earlier on than this one.
2:27:49And, yeah, no no point in doing that because it's just so easy to upsell someone something after you've gotten them great results. And doing the reactivation of reviews will get them very good results. What So we're gonna do from here is we're gonna jump into the follow-up call, and it's just a super easy one because he was he was ready to go.
2:28:05I'm doing good. Thanks. How are you?
2:28:08Good. Good. I did not have a chance to look at the agreement, so I will probably have a few questions for you.
2:28:19In this, we Yeah. So, ultimately, what we go over on this is he had some questions specific to the contract and the agreement, which it's just basic basic legal stuff, making sure he understands exactly what he's getting into. And so from here, what I'm gonna jump to is the actual close of the call.
2:28:36Okay. Okay. Cool.
2:28:39Yeah. I think we wanna go we're gonna start with one club. I've got some staffing issues and another one that I need to get solidified before we jump into that one.
2:28:48Okay. So I think we'll start with one right now and then we'll add the other one once I have got staffing solidified.
2:28:56Okay. Okay. And there you go.
2:28:58We were able to get him closed, and then we were able to get his other gym going and really help them out because the company they were working with before was absolutely terrible. They were paying a 100 they were paying this company a $100. So the way it worked is they were charging them 10% of ad spend.
2:29:11And so he was spending a thousand dollars on ads, and then he was paying them a $100. And he was getting a $100 results. But real he wasn't even getting a $100 results.
2:29:20He wasn't even getting anyone through the door, but he was still spending 1,100 per location, which is $1,100 wasted. Right?
2:29:27So kinda crazy. But what I'll do from here is I'm gonna show you guys the what we made.
2:29:33Okay. So if I scroll over here, what we'll be able to see is total spend 38.4.
2:29:40And then if I go to the other club, what we will be able to see, 19.4. So if you add them up, you will be able to get to that 52 k is what we were able to make from them.
2:29:53So great customer, really good call because again he was in contract with another company, and if you're able to pinpoint the issues with the other company and then outline exactly what they need to do to get a different result, especially if you're telling them the opposite of what another company told them to do, it's so easy to be able to convert people.
2:30:10And specifically, it's the offer. It's the system that I've developed, the AI Aristotle agency offer that I've developed that really just makes this so easy because I've already figured out really how to dismantle all these other agencies that do do well, but if I get on a call with somebody and they're working with them, it's just so easy to dismantle them and can get the customer to logically see why they're not doing things that are in their best interest.
2:30:32Real quick, if you're finding this video useful, then drop a like and subscribe. And if you're looking for this sort of help where I review your sales calls and I help you scale your very own AI agency, then click the first link in the description to apply to my AI agency partnership program.
2:30:47If I think you're a fit, we'll be in touch. Back to the video. Alright.
2:30:50So we're gonna jump into this sixth call. And with this call, we were able to generate $59,500. So let's jump into it.
2:31:02Hey.
2:31:03How you doing?
2:31:04Good. I got third degree from some guy named Joseph for the call, and finally had to cut him off.
2:31:11No. One of my team members said Joseph? I guess you guys doing the pre call questions or whatever.
2:31:18Yeah. Where are you where are you based out of?
2:31:21I'm based out of Scottsdale.
2:31:23Okay. What
2:31:25about you?
2:31:27Up in LA. Okay. Cool.
2:31:29Well, listen. I saw your ad. He you know, I don't know where I saw it.
2:31:33No. Somebody I think my son gave me your website.
2:31:37Alright. Right. So he saw our ad.
2:31:39He's curious. What can we do to help him? And so from here, what we're gonna do is just jump into the discovery where I really start asking him questions
2:31:48after we talk a little bit. Okay. So what are you doing right now to try and acquire new leads?
2:31:54Are you doing any marketing right now?
2:31:56Yeah. I we're on a we're on a buy at Facebook right now. Been kinda treading water.
2:32:01Okay.
2:32:02Still running those Facebook ads because they're getting us two, three leads a day.
2:32:09yeah. I mean, I I've gotta get my next step going here, you know, because it's And so as you can kinda see, he's talking about a marketing company he's working with right now that he's not happy with because they're not generating the volume of leads that he needs to be able to get to start growing his business. Do you know how large that is?
2:32:27How many contacts you guys have?
2:32:29Yeah. Give me a sec here. One second.
2:32:34Yeah. I it's probably seventeen, eighteen hundred. It's about some of them are, like, since from '22.
2:32:38You know? Yeah. Okay.
2:32:40That's great. Do you guys have a remarketing strategy in place to get those people back in the door or back in front of you?
2:32:47We've got
2:32:49let me just go to Blowfox. Hang on. I mean, sorry.
2:32:53Here. Hang on.
2:32:56So that number is 1857 as of today.
2:33:01Okay. And, again, in that eighteen fifty seven are some of our members, former members. But, anyways, we have we got a big number there.
2:33:08But so, yeah, we we hooked up about four months ago. We hooked up with Jim Sales. It's Yep.
2:33:15APEC. And we got rid of the funnel guys because Jim Sales hooks up directly to our ads.
2:33:21So if somebody fills one out, we need to be notified. But we do have a CRM campaign, someone I'm working with where we're, you know, sending leads, following the leads.
2:33:32I think what we might have done in September, we really kinda pounded them, so to speak, with the theory being keep hitting them. If they don't wanna be hit anymore, they'll they'll let us know.
2:33:44What did you hit them with? Was it text message? Was it email?
2:33:47Was it phone calls? What was the It's we have the
2:33:51SMS. Well, we're always on the phones when we can. I mean, we're always to me, that's the best contact.
2:33:59I lost you. Hang on a minute. There you go.
2:34:03Sorry. I'm good. Yeah.
2:34:06So what's so tell me about you like, your service and what it would be so far away.
2:34:13Yeah. I how would how would I work with you? Yeah.
2:34:17So, I mean, just to be clear, we kinda jumped into things. You know, you want you wanted to dive into things. I wanna know and really understand what you're trying to do and what you've been doing so that I can articulate how what we do is different and what it would be different for you.
2:34:30Because if you're doing something that I would already plan on doing, it wouldn't be anything different. Last thing I wanna do is do the same thing for you that's getting you better results.
2:34:37You see what I'm saying? Well, yeah. Well, no.
2:34:39I'll I like I said, as I'm telling you, it's just concerning on my own. Like, I've tried along with this Facebook. Well, no.
2:34:46My first step off of Facebook was with a group that had this platform. We set a monthly budget, and they were gonna you know, YouTube, CNN would like their whatever their analytics so their computer was gonna decide where to send these ads.
2:35:02And some were banner ads, and it was just they would drive enough into the website. Those are the guys that were saying thing.
2:35:09Like, you know, these would be the leads because if they make the effort to go, they're gonna be a better lead.
2:35:16Um, after two months spend with those guys, I just I just had to say, hey. This isn't working. Um, you know, they're giving me to be patient.
2:35:22It takes time to build. No. I don't you know, I'm I'm living on It does.
2:35:27What?
2:35:28It doesn't take time. If you know what works, when it comes to marketing, it works immediately. It's just a little little bit of tweaking, but that makes sense.
2:35:37So that's when you work with marketing companies, have they helped you with the follow-up of getting leads through the door, Or is it on you and your team to contact them and handle that entire process? Oh, you mean someone doing the calls for us? Yeah.
2:35:49Did they did they help with getting a lead through the door? Because it sounds like that's one of the biggest issues.
2:35:55Yeah. Well, no. I I wouldn't want a third party hired to be speaking to our leads when I got my own people.
2:36:03You know, there's marketing and then there's sales. Right? Right.
2:36:07We got a phone number and we've got the ability to call and talk to these people. I'd rather be someone at the studio than someone at Sure. Hotline somewhere.
2:36:16Well, real quick then. When when a lead does opt in, how long does it take you guys to get in touch with them, or what does your process look like? One if I were to submit my information, I'll add right in.
2:36:25You should you should get immediately thank you email. Okay. Thank you for your interest in one of our team will be contacting you shortly.
2:36:35And then depending when that lead came in, like, it's Sunday night, someone's not jumping on the phone right away, that'll be that next day when they come in, and those leads go top of the list. So we're we're I would say we're on them good.
2:36:49We're not on them, like, when I filled out your form, and the guy started calling me two minutes later, but I got it. You there's that concept of getting to people immediately.
2:36:59But
2:37:01Well, yeah, it's not just a concept. Harvard did a study across over a thousand brick and mortar businesses in 2018. And what they found was that if you don't get in touch with leads within five minutes, your chances of getting them through your door drop over 400%.
2:37:13Yeah. Well, again, these leads, as you call I forgot the term you used, low intention.
2:37:20You know, some of them are coming in at 08:00 on a Sunday night, one in the morning. I look and could see the time that some you know, someone's scrolling and filling out a So if someone opts in at 08:00 at night, you guys aren't touching base until the next day. Right?
2:37:32Yeah. Yeah. And that there's another thing too with this.
2:37:37What I found is some you know, with and, again, I'm just trying to understand our demo is person fills out a form. You're hitting them right away.
2:37:44Like, I don't know. It's but I I hear what you're saying.
2:37:48Harvard's Yeah. But but I will also tell you, it can be annoying to people too. For sure.
2:37:53You know? So I'm in a meeting and and my partners comes out, are these guys hitting me? I go, jeez.
2:37:58Yeah. Was, like, two, three. I can't talk right.
2:38:00You know? Because so we've we've seen where some of the s SMSs
2:38:06sometimes can be obvious on some of our demographic. I don't know through all people, but you know? Well, just get based off what you're doing right now, how many people are you guys acquiring a month?
2:38:16Not enough. Ten, fifteen. I need to get up to over 20.
2:38:20How many are you losing a month? It it staggers. Not a lot.
2:38:25You know? Maybe a couple a month. You know?
2:38:27Okay. Not a huge What
2:38:29is the growth been, like, month over month?
2:38:32Not good. And then summer was summer was deadly.
2:38:36Okay. July and August were just it was just maintaining July and August. Are you making money?
2:38:42No. No. Not yet.
2:38:43No. I'm I'm a 100 I'm a 100 members away to be where I need to be.
2:38:48Yeah. Oh, okay. Yeah.
2:38:50How much are you doing a month right now in revenue?
2:38:52About 14,000.
2:38:55Okay. Okay. So you've got a 110 members, and you're only doing about 14,000.
2:39:00Right. The average is about one my list is one fifty five.
2:39:05Average is probably about one forty.
2:39:08Okay. And you're doing, like, small group training?
2:39:11We yeah. Yeah. We run a circuit class.
2:39:13We also sell privates. Yeah.
2:39:19It's around one forty average. The Okay. We do privates, semi privates.
2:39:24We have a brain training room where we've got packages that we sell where people could work on some of the tech You guys have the We have SmartFit. We have the SmartFit wallets for We the have the sensor machine, which is we got some pretty cool stuff.
2:39:37It's
2:39:38Yeah. That is cool. I definitely like the concept.
2:39:41It sounds like you've you've seen the trends. You've been in the industry, and you see this as a potential emerging opportunity.
2:39:49Yeah. The definitely big challenge is how do we get these people in here? So here's the thing.
2:39:53You you, like, in Harvard studies and all that good stuff, you say that you I understand exactly what you're saying when you say low intention.
2:40:02This is like, I'm scrolling, click, because I see one coming at one in the morning. They're sitting there on their Facebook clicking. Right?
2:40:08But what what are you gonna do different? You're gonna run ads on Facebook, but you're talking about, like, transformational programs, like, days, this, that kind of Yeah.
2:40:20So That I'll I'll get I'll get right into that because I only have five minutes left. But real quick, based off your current strategy, realistically, do you think you're gonna be able to double your membership base with what you're doing now?
2:40:32No. No. Okay.
2:40:33Cool. Okay. So clearly,
2:40:36he has a marketing problem. That's what I was able to diagnose. And in addition to the marketing problem, sub problems within that are lead nurturing.
2:40:45He's doing the lead nurturing right He doesn't think that they do a bad job of it when in reality they're not doing a great job of it because they're struggling to get people through the door. And then in addition to that, he's also what was it?
2:40:56Oh, he's losing money. Right? So he's not making money.
2:40:59So he's been stagnant across summer. He's just ultimately not making money.
2:41:03It all comes down to his marketing strategy. And there's a lot of other pieces within the marketing strategy outside of just running ad. And so I was able to clearly diagnose that.
2:41:13And so from here, what I'm gonna do is I'm gonna jump into the pitch where I tell him what would be best for him to ultimately do and go from there. And this does end up in a follow-up call because this individual has a business partner and he wanted to jump on. But what I actually did with this one, which is really, really beneficial and I really recommend doing, is I did a same day follow-up.
2:41:34So I literally booked a follow-up for the same day. We jumped on same day, and then I was able to sign him up. But like I said, we'll jump to the pitch now.
2:41:41So the best thing to do for you guys would be this. You're you have a database of 1,800 leads that you have not reached out to our way. So we would plug our AI into it and start nurturing them through text and put an offer in front of their face that we know is proven to convert.
2:41:55And then we would start working those leads for you rather than having your team do it because we're gonna do it more effectively than you and your team. That's a guarantee.
2:42:04So that is what we do. We have an AI, and then I have a team that's supervising it twenty four seven all the time to make sure that it's not messing up and it's it's doing properly.
2:42:13So that would be the place to start because what you're doing right now is you're losing money. You're running ads and you're not making money. You need to change your process up, and we need to get people through your door that are low hanging fruit that doesn't cost money being spent on marketing.
2:42:28And then we need to refine your process once they come through the door to be able to convert them at a much higher rate and collect even more money than what you're doing now. So that is what we wanna do before we even start spending money on marketing, is we're gonna integrate our systems into your business, the sales process could really get you guys to be converting even higher than you are now.
2:42:45Wait. And just quickly, the mechanics of that, we've got a database.
2:42:50We just transfer the database to your system. You plug into our system?
2:42:54Exactly. So we'll clean up your list to make sure we remove it in members, any active members that could be on that list, any duplicates, and then we start reaching out to them.
2:43:04But we don't start reaching out to anyone until we've onboarded you as a customer and trained you guys up on our process. So we we can work with you very much in the trenches to teach you how to run this play before we run it.
2:43:18We provide you with the assets necessary to do it, and then we'll also get the images and content from you guys. We'll we'll give you access to recreate verbatim with those different audiences before we start running into our marketing.
2:43:30But we won't do any marketing for the first month because you have a 1,800 person database that you have not reached out to about a ageless transformation program.
2:43:40You haven't done that. So I know for a fact we're gonna be able to get people coming through for that. We're gonna teach you how to run that before people through.
2:43:49Not gonna be very much different from what you're already doing. So the 21 k thing you did, it's not gonna be like that.
2:43:56It it's completely different. This is a hook to get people through the door. We didn't wanna refine your sales process and packaging a little bit to be able to get you to charge more money.
2:44:05Because if your average client value is a $150, that's not good, especially for the demographic. So that is what we would wanna look at doing in the depending on if you're coachable and if you do well with that database, then we can look at running marketing for you.
2:44:19Because we don't wanna waste your money. Because if you can't convert your database of leads on our new process we teach you, why would we spend money and more time marketing it to cold prospects? You see what I'm saying?
2:44:28So everything we do to start a one month engagement for your best interest and ours is the number one, are you So what's the what's the cost? Does that sound like something you'd wanna do?
2:44:40You got my interest for sure. Yeah.
2:44:43Okay. Yeah. So you you can do you understand what it what it is?
2:44:47I just kinda rambled it out. No. It it it it very abbreviated
2:44:52is you wanna hook into our database of our 1,800 leads, less members. You got the magic.
2:44:58You know how to talk to them. You're gonna get them back in the door.
2:45:02Exactly. But before we do it, we wanna work with you to refine your process and teach you ours so that when we get these people coming through, we know what your process looks like so that we can confidently say you're you're gonna be able to convert them. But then what we want you to do is record your in person consultations on your phone once these people start coming through.
2:45:22And then we're gonna hop on with you one on one to deconstruct that exact conversation you had with these people and tell you where you went wrong so you can course correct them and see if you implement it into that next appointment to truly see if you're coachable. Because we know exactly what you need to be doing.
2:45:37It's a nine step sales process that's guaranteed to improve your close rate. You're already closing at 50%. You should be able to close at above 80%, especially with warm prospects.
2:45:46And then once we go into Facebook marketing, if you can be closing at 80% on that and we increase your prices, you now have a system that profitably can scale your business consistently,
2:45:57where you're making more money than you're spending. But we won't know that until we start working together, and that's why I'm saying K. It's not a one month engagement.
2:46:04I know you got another one. Alright. Well, let's do a follow-up.
2:46:07I don't know what's the best way to do that. I'm gonna have Tony on the call with me. Or are you gonna do you send me something?
2:46:15Like, to jump in for that month would be x, y, and z. Yeah. We're definitely gonna do a follow-up call.
2:46:20So I could do later today or I could do tomorrow.
2:46:24Do you have Tony's availability?
2:46:30Tomorrow's Wednesday. Yes.
2:46:35Shit.
2:46:40I wanna book it because I I won't tell me to be on it. Well, later today, like, would 03:00 be too late for you, our time?
2:46:51No. No. No.
2:46:52We're on the same time, so we could definitely do that.
2:46:56That's right. You guys don't do daylight savings time together. Right.
2:46:59We're on the same Alright. Let's do 03:00.
2:47:03Okay.
2:47:04Okay. So a couple things here that are really important is I didn't actually pitch him the price because I know I'm going to a follow-up call. I got him to recognize that what I pitched him is what he wants, and to get him to realize that this is actually gonna help him solve his problem.
2:47:19It's different from what he's done in the past with other companies. But one thing that's very critical here, it's very small, is I didn't tell him what the price was. Rather than telling him what the price was, I said, hey, look, the best thing to do is to schedule a follow-up call with your business partner since you guys make decisions together, and then I can outline what it looks like from there.
2:47:35Right? And I did a same day follow-up, which is very, very big because he's very interested in this. He's he's looking to make a change.
2:47:43The last thing I wanna do, and the last thing you should ever do, is allow somebody to go longer than they need to before you speak with them again. Right? You want it to be as soon as possible just because it's something that they're making a priority right now in that moment.
2:47:55And then as life goes on, as life gets in the way, as things pop up, they just start forgetting about it. And they start forgetting about how big of a priority it was and why they really wanted to make the change. And then now it's kind of like all that you put into that call is is kinda gone just because life got in the way.
2:48:10So what we're gonna do from here is we're gonna jump into the follow-up call.
2:48:14And then I kinda gave them a brief overview. So here's my takeaway from our call. If we were to engage with you, one of the first things we would do is you would get hold of our seventeen, eighteen hundred leads, develop a plan to go after them.
2:48:31And then the other part, well, one, I guess, the question is, what's technically involved with that, like, to find out that? And then you're saying for over thirty days, your team goes after these leads?
2:48:45That's correct. So, I mean, based off the conversation, that is what would make the most sense for you guys financially because there's a ton of low hanging fruit and opportunity there based on what you guys have been doing.
2:48:55You guys haven't been reaching out to these people via text. What is a lot of you guys haven't recently reached out to these people over text or calling? You guys have just been doing some email,
2:49:06right, with the No. No. No.
2:49:08We've got no. I've got stats on calls. Just to give you an idea, we're we're calling people.
2:49:13We're only connected with about 25% on average on our calls. And with that, we are we are SMSing.
2:49:20We're texting, and we found Are these when they opt in, though? Are these new leads? Is that what you're referring to?
2:49:26Yeah. If these people opt in through that Facebook form Yeah.
2:49:30They go into our system. First thing, we've we've got a whole schedule. Call them, text them, call them, email.
2:49:36And so this is a very subtle thing as well where he's basically saying,
2:49:40he thought what I told him, you guys aren't calling, you're not texting, your database of leads. Very minor, but very important.
2:49:47He took that as me saying he's not following up with the leads that are coming in, his inbound leads, his brand new lead. But what I'm referring to is the fact that he hasn't been following up with his database of leads, his existing pool of leads, because what he's referring to is new leads that come in.
2:50:03He's saying, yeah, when leads come in, we're following up with them right away. What do you mean? How's that gonna be any different?
2:50:07When reality, it's well, after you've followed up with those leads for the first couple days, you now have forgotten about them. And so those are the leads we're gonna go after. Yep.
2:50:15Yeah. So we Yeah. So what I was that makes total sense.
2:50:17So I think there's a little bit of a disconnect. So all I was saying is this, is the best thing to do for you guys right now, given the fact that you have almost 2,000 leads in your database and you don't have an effective remarketing strategy that you're actively leveraging, is to go after them.
2:50:32If that's what we would do, is rather than running instead. Right. You're basically
2:50:37whatever we're doing isn't effective.
2:50:40So Well, it's not that it's not effective. There's a lot of holes in what you guys are doing after I looked at your ads. There's no question about it.
2:50:47If you guys are running lead forms, you guys are running generic ads to a very specific audience of men and women ages 50, you know, there's there's a lot of people that are running ads the way you guys are running them.
2:50:59So what that means is you guys don't stand out in your market, and you guys are in a competitive market. Right?
2:51:05Kinda. I mean, our market's really specific to older adults, and there isn't a lot of competition for that.
2:51:15So to that extent I mean, the fitness industry is competitive, but our Yeah.
2:51:21Is pretty Well, here's the I think there's two things in here here. One is the the the outreach marketing for new leads. And then, sure, I think we haven't done anything fresh.
2:51:31That's that. And then what I'm hearing him say, we've never tried winning only minimum. But I wanna get back to you're right.
2:51:38We've got 1,800 leads. We're we're trying what we're trying. We're doing the automated with you know, we're going back as far as leads from 2022.
2:51:48Right. And to me, it would be interesting to turn those over to you and your team and see what your campaign could do.
2:51:55Yeah.
2:51:56And that's that's what I was saying is, again, what most marketing companies are gonna come to you guys and say to do is this. Give me some money. I'm gonna run some ads for you, and we'll do a free trial.
2:52:06Kind of like what you're doing. And it's gonna be generic marketing, and they're gonna spend your money on ads, and you're gonna have to pay them money for them to do it. So that's what I'm saying is not what would be best for you guys because you need a 100 members to make money.
2:52:19Right? I think that's what you said. Like, you're losing a lot of money.
2:52:23So what I'm saying is this, is we tailor things to the customer based off where they're at and where they wanna go and your situation.
2:52:32Right now, to run ads in an ineffective strategy because your strategy is ineffective.
2:52:37You're getting less than 30% very few people coming through. You're running a low barrier offer, which is not bringing in the type of people you've said you didn't want.
2:52:45It's to work the leads you already have, get them through the door, and then refine your sales process so that if you refine it to a point where it's super effective, you can then take money and spend it on cold marketing. Because getting people through the door the door that are cold prospects that have never interacted with you are much more difficult to convert than more prospects that have already opted in and, for some part, know, like, and trust you guys to some extent.
2:53:07So You're
2:53:09a you're a good sales guy, and you've got plans and experience. But there's a saying, once you close the sale, stop. You've gotten sold, buddy.
2:53:18I wanna I wanna I wanna wanna do an agreement with you for you guys to see what you can do with these existing leads just as you're recommending. Okay.
2:53:27Well But so this call is like, what does that take? What's involved? Yeah.
2:53:32Okay. So I haven't explained to you everything
2:53:35that's involved and what that looks like. So Yeah. I'm glad to hear that you think it sounds good, which is great.
2:53:41We can make we can make it happen, but this is what would happen is I collect payment, we sign the agreement, I collect information from you guys on the gym, and Then we schedule an onboarding call for you guys to hop on with Matt.
2:53:51Okay. So you kinda heard him say right there, buddy, I'm sold. It's all good.
2:53:55But the last thing you wanna do is just jump right to it. You know, he's saying he sold and everything, but I haven't told him what the price is. So there's still some work I need to do with his partner because he told his partner about what we would do, but I haven't told his partner about what we would do.
2:54:10And whenever you sell somebody that has a business partner and they tell you they need to speak with them prior to making a decision or their spouse because they work on the business together as a team, you need to try to mitigate them selling your product or service as much as possible. Because if you allow them to do that, it's not going to go well.
2:54:27That's why I booked a follow-up call to jump on with his partner versus saying, yeah, tell your partner about this and let's see what he thinks and then let me know if you're ready to get started. Right? Do not do that.
2:54:35That is the wrong thing to do. You want to get them on so you can sell them. You're going be able to have that conversation with them better than they would.
2:54:43Right? Because you have way more experience with it and they probably didn't retain much of what you even said in the first place. So what we're going to do here is just jump to where I actually pitch and close he and his business partner.
2:54:54But this just kind of goes back to not allowing, you know, the prospect to dictate the the situation. This is one of the biggest mistakes that most people make when it comes to sales is, you know, you'll have somebody that, like this, that will tell you, just tell me what you do.
2:55:09Hey, I'm ready to get started. Just tell me the price, blah blah blah. And if you haven't gone through process that you need to go through, you're shooting yourself in the foot if you jump to it and allow them to dictate that.
2:55:19So in this situation, I didn't allow them to do that. I would like to go forward with seeing what you guys can do with that seventeen, eighteen hundred list.
2:55:29Happy to have the meeting with your guy to check out what what ideas they might have on terms of closing sales or whatever.
2:55:38But yeah. So what's what's involved in it?
2:55:42Okay.
2:55:43K. So like I said, the next step is processing payments, signing the agreement, and then booking the onboarding call. The investment for the one month engagement is Did I hold my $1,500.
2:55:57How much? $1,500.
2:55:59Let me think about that. Alright. I wanna try it.
2:56:03I wanna try it. I wanna do it. I wanna Okay.
2:56:07If it's my interest really lies. Listen. I'm not saying we couldn't improve on the closing, but just haven't had the people to try to close.
2:56:14You know? The information we don't we haven't had whatever marketing we're doing. We're not getting, like, you know, the info calls that you can record because all of our calls are going out.
2:56:25Now that's an interesting thing that we haven't done recording is how the calls are going out with the team. But nonetheless, let's get the agreement.
2:56:32Let's dive into this, and then I don't know technically what's involved in getting you guys that list.
2:56:38So we'll be able to do that on the onboarding call. I'll have Bradley, our head of marketing, and one of our tech guys be on there so that they can walk you through. We're very familiar with a lot of different CRMs as there's a lot of them out there.
2:56:49But we'll be able to get it from you and literally just have you share your screen and walk you through it. But if you guys are ready to get started, then the next thing is just sending you guys the agreement. You guys can go through it right here.
2:57:00It's literally one page long. We'll sign off on it, then we'll collect the payment, and then I'll get some additional information from you guys, and we'll book the onboarding call. What's the name of the gym again?
2:57:11You've done your research, buddy.
2:57:18And and, you know I have it here. I didn't know if that was right. We're both wearing the the Sweatshirt.
2:57:23Logo wear as well. We're wearing a sweatshirt because it's 98 degrees outside, but freezing in this office. Hey.
2:57:29The you know, Jacob, one thing I really, really wanna make sure, and you did catch my attention, Orangetheory's, that's not our demographic.
2:57:38But And one thing you always wanna make sure on is, you know, he said he's ready to get started, but sometimes people say, yeah. I'm ready to get started. Send me everything.
2:57:45Right? But before I pitched him the price, and you even heard me say it before I went into it, I said, look, the next steps are gonna be we'll process payment, we'll sign the agreement, and then we'll schedule the onboarding call, and we're gonna do that right now. Sound good?
2:57:57And he's like, yeah. Yeah. Sure.
2:57:58So I'm letting them know exactly what's gonna unfold after they say yes to the price. Right? And so that's exactly what I did as well.
2:58:06After he even said he's ready to get started, I said next thing we I said it again. I literally said it again after he said, yeah, want to try it. I want to do this.
2:58:12Okay. Next thing we're going do is process payment, sign the agreement, and then book the onboarding call. Sound good?
2:58:16Yep. Because now I'm getting their permission again that it's like, we're getting this now. I'm not gonna be sending this to you and hoping that you sign it or pay for it.
2:58:24That is the worst thing you can do because ultimately they're gonna go look at it, they're gonna think about it, they might ponder, they might put it into ChadGPT and ChadGPT might tell them 10 reasons why they shouldn't do it, which are not valid because ChadGPT wasn't on the call. Right?
2:58:37So this is a good call, a good example of how to handle it when you do have a partner that's not on the initial call. So what I'll do from here is I will show you what we made from them. Okay.
2:58:47So as you can see here, this is the total that we made from them, which was 5,000 or $59,510.
2:58:57Pretty awesome. And like I said, again, this was a customer that was not making money at the time of working with us and they had been working with another company and they weren't doing a lot of things that we do and that's why they were getting bad results with them and that's why we made so much money working with them It's because of what we do and how it's so different from what they were doing.
2:59:16Okay. So this next call is one with two locations that I was able to close, and we made $69,500 from his two gyms.
2:59:26And this is a pretty straightforward call, So we'll jump into it.
2:59:32Hey there.
2:59:35What's going on?
2:59:36Sorry I missed you earlier, man. Coming to the office for my employee and then five people came in to sign up. It's a good thing.
2:59:44So
2:59:45No worries. It's all good, man. I had another call, and they did not show up.
2:59:49So I I saw you tried to join, and I thought I think we could probably knock this out. Yeah. For sure.
2:59:56Cool. Did you have a good Christmas?
2:59:59I Got sick. There you go.
3:00:03So I yeah. Something was going on.
3:00:06And, you know, I throw up. When I throw up, my face gets like this.
3:00:12It breaks all the blood vessels in my face. Oh, it was horrible.
3:00:17Yeah. Did you also diarrhea?
3:00:20I couldn't even eat for, like, three days.
3:00:24Yeah. It was it was not good. Yeah.
3:00:27Yeah. I I got it, and it was it was the worst flu I've ever had. And then my girlfriend got it from me, um, and she got sick the night of Christmas Eve and then was sick all day Christmas.
3:00:39You know? I think I finally feel, like, a 100%, and I got it on, like, the twenty second. Like, a while I didn't feel better until, like, yesterday.
3:00:48I started feeling you know, Saturday was okay, and then yesterday, I felt like I can actually eat some solid food.
3:00:55Yeah. Yeah. It was it was wild, so I'm glad you're feeling better.
3:00:58Alright. So just a little bit of an introduction here, and obviously, we're talking about getting sick. That was absolutely terrible.
3:01:05It was the worst sick I've ever had. I was literally yacking and shitting simultaneously.
3:01:11It was absolutely terrible. It was so bad. And then my girlfriend got it too, literally on Christmas Eve.
3:01:18But we will jump now to the discovery where I'm just talking him about what his current strategy looks to get him to recognize that he needs to make a change.
3:01:27Yeah.
3:01:28Okay. Alright. So I mean, what what would you say is the biggest problem keeping you from really blowing this thing up?
3:01:34Was our our staffing and, you know, me not being here hands on.
3:01:40Sure. Okay. And, well, now that that's covered, what would you say is the biggest thing in the way?
3:01:46Biggest thing in the way? Getting leads. Okay.
3:01:51So just come down to the marketing strategy. Yeah. And it's no it's no trick to it or anything.
3:01:55It's just, you know, the more leads you get, the more sales you're gonna make. So Especially if you're doing training specific marketing rather than Yeah.
3:02:02Super specific. Right? We just been running off of Anytime Fitness corporate, you know, they're in Club OS and just getting our leads from there.
3:02:11Okay. Okay. Good.
3:02:13And walk in walk in traffic. Okay. Really, the the gap right now is just effective marketing for training specific you guys have the availability.
3:02:22You have people to sell it, and you have people to fulfill on it. You've really got that part dialed in. It just comes out of the marketing now.
3:02:28When it comes to getting leads on the website, who's responsible for following up with those people to get them through the door?
3:02:34This is for following up?
3:02:36Yeah. Just nurturing those leads. Let's say I went to your website and submitted my information for a membership inquiry.
3:02:42Who is who's handling that? It's gonna be my new girl and myself. Okay.
3:02:48Got it. And is that something that you guys are on top of, like, within five minutes?
3:02:53On top of it. Yep. I'm even in I'm starting to answer emails on weekends now.
3:02:59Okay. Okay. Cool.
3:03:00That's just how serious I am. I'm, like, serious. I want this to you know, we should blow this up.
3:03:05There's there's no way this gym should be, you know, doing what it was doing. It was embarrassing.
3:03:10So Okay. Okay. And then when it comes to getting reviews on Google, what does your process look like right now?
3:03:17Or do you have one?
3:03:18No. We do. We put in place I mean, we got trying to get all of our trainers to get, you know, their clients to, you know, do a Google review.
3:03:27We've got flyers all around the gym in both gyms with, you know, the CR code.
3:03:36So they can other gym to Newbury Park? Yeah. Okay.
3:03:40Okay.
3:03:41So we got we got flyers all around the place.
3:03:45Okay. Got it. So that's your strategy.
3:03:47Do you know how effective it's been?
3:03:50Well, within the last couple of weeks, I mean, we it's been getting better because we weren't getting any reviews at all. Yeah. I'm looking at them.
3:03:57Yeah. And now we're starting to get reviews, and I haven't answered because I've been out for the last week or so.
3:04:05But I haven't answered them. I gotta answer in a more timely manner.
3:04:09Right. Right. Yeah.
3:04:10Follow-up
3:04:11on them, you know, and say, hey. Thank you for the review. You know, whether it's a bad review, good review, you know, I'm gonna answer every single one.
3:04:19Okay. But it's not like you've got a process in place right now to follow-up with new sign ups, people coming in for a trial, and active members asking them just for feedback, asking them about their experience. And then if they say it's a good one, asking them for a review, leveraging an offer to get them to leave a review, and then a process to then follow-up with the people that do leave a review, asking them for referrals, leveraging an offer again for them to share with friends and family to get their name put into, a raffle to win a membership for free.
3:04:47It's not like you're doing anything like that. Right? We haven't, and we can get better at it for sure.
3:04:53Okay. Yeah. Because that's one of the when it comes to ranking organically on Google, that's one of the heaviest weighted variables is frequency and quality of reviews.
3:05:01Yeah. Was told that you went at have at least a 150.
3:05:04And and when you have a 150 plus reviews, then they start being more aggressive towards you.
3:05:11Right. But not only that. I mean, the the overall, you know, is very important too.
3:05:16Like, a 3.5, this is one of your gems.
3:05:21Can you see this? Yeah. Is this the
3:05:27Yep. Yep.
3:05:28Yes. I mean, right now, you've got a 3.5. And if I go let's see.
3:05:43So look at right? So if if people look up gyms near me in your area, they're gonna see these gyms, not you.
3:05:57Right? And so it's because of the the reviews that they're getting and their process in place to get good quality reviews. You know, I'm sure that this gym is not a 3.5.
3:06:07You just have some people that the the happy customers aren't leaving reviews, and the few that are upset are. Right? Like, that's that's all that this comes down to.
3:06:17So getting a process in place for you to capitalize on the half because, I mean, how many members do you have at the gym?
3:06:23This one not as much. This one's, like, you know, 500.
3:06:30Okay. But I'm sure you've got at least a 100 people that are happy. They'd be happy to give a review if you had a solid process in place.
3:06:36Right? Yeah. I need to get on the manager over there to start asking for more reviews.
3:06:42And same with this one. I mean, you got 1,500 members at this one. It's only a 4.2 with with barely over a 100.
3:06:48Yeah.
3:06:49Right? So I mean, they just say there's a ton of opportunity here. Yeah.
3:06:53That's why the last, you know, two weeks, two and a half weeks, we've been, you know, acting like it like you know, asking people to start reviewing.
3:07:02So Yeah. You know, we just gotta have a bit process of getting it done.
3:07:07Yeah. Yeah. So that's definitely something we can talk about because, again, when people are looking up gym near me, training near me, twenty four seven gym near me, you know, you guys are kind of invisible because of the fact that you don't have a solid process in place to get reviews a lot, which makes it so that you're not as visible on Google just organically.
3:07:28And then, obviously, when they do find you, if they see that you're not getting them frequently and they're not great, obviously, that's a red flag as well. Yeah.
3:07:36Right? So that's just really important to kinda see, you know. You're right here.
3:07:41So right now, you rank number four. And, obviously, when you see these other ones, you're the lowest average rated gem in terms of the reviews.
3:07:50And then if I pull up this right here, what I have is I have my team pull a report. This is called a local Falcon report. It shows how you rank on Google on you know, in certain areas where people pick up gym near me.
3:08:03So you can see right here, my team thought you still had one gym, but this is the right here. So if I look up gym near me right here relative to your gym, you're ranking number eight on Google just right here.
3:08:18You see that? Yeah. No.
3:08:20I see it.
3:08:21And then if you're right here, you're on page two plus. Right? No one's going to page two.
3:08:25You're not really visible. So and then if we go to your right?
3:08:33It's a little bit better, at least in this tight little cluster here. But even right here, here, here, here, you know, it's not good.
3:08:40So all of this plays a this all plays a role when you're running marketing. Right? If I'm running ads for your gems, people are gonna look up your gems on Google.
3:08:51They're gonna then go look and see if you have good reviews. Right? Like Yes.
3:08:54Number one thing. Right? Ex exactly.
3:08:57So, I mean, there's a lot of studies that show that 70 to 80% of customers will reference Google prior to making a purchasing decision. Right? So if you don't have that nailed down, it's not good.
3:09:09Right? And there's clearly a lot of opportunity to approve things.
3:09:13So we're clear there. When it comes to the database of leads that you have at both of the locations, do you guys have a remarketing strategy in place to get them back through the door via text? I know you said you're doing some stuff with email.
3:09:24We haven't done anything through text because I don't think well, Club West doesn't do it. I mean, we're gonna they they didn't do a blast text.
3:09:33Right. So you guys really haven't done anything via text. It's just Not via text.
3:09:38No. Do know you how many people you have in each database?
3:09:42In our database?
3:09:44Yeah. Prospects?
3:09:46I think it's over 4,000 and and, like, 2,700, something like that in just throwing rough rough numbers.
3:09:55Okay. So, I mean, there's probably a ton of opportunity in there as well. Yeah.
3:09:59Yeah. Okay. Alright.
3:10:00And then is the team regularly making calls to them or not really?
3:10:04We are sending out email blast, but we haven't been, like, calling them on a regular basis. No.
3:10:11Okay. Okay. Got it.
3:10:14So, I mean, it sounds like there's a ton of meat on the bone. Yeah. It does.
3:10:17Okay. So I went through the discovery with him and clearly,
3:10:21doesn't have a process to ask his customers for reviews. And his gym's overall rating are not good. I one was a three point five and one was a 4.2.
3:10:30And, I mean, he has 1,500 members at one gym, and he had like a 100 reviews, which is insane because he has tons of customers that are happy. He just doesn't have a good process to get reviews. Then he also doesn't have a process to follow-up asking for referrals after someone leaves a review, and he has no process to reengage his leads.
3:10:46So you probably know where this is going. The first thing we're gonna do is not run marketing, but we're gonna start with getting him reviews so that when he does run marketing, it looks better. And then we're gonna start with getting him referrals of the people that leave reviews because those are gonna be much better leads than he'd get from marketing.
3:11:00Then we're gonna reengage his old database of leads that are warm leads. They're not cold leads that come from Facebook and drive them through the door so that he can generate a lot of capital before we actually start spending money on marketing. So it's a perfect example of just, you know, most people would go to this guy and say, need to start running ads, blah blah blah.
3:11:17You probably be like, well, did that last time and it didn't work. Right? And then you're not gonna get the sale.
3:11:20And it's just not what makes the most sense for him. You've got the two gyms now. What are you trying to do personally?
3:11:27You moved to another area. You and your wife are doing things a little bit differently, it sounds like, at life. You know, what are you looking for long term here?
3:11:36Just build these gyms up right now, and then we'll go from there. I have no other expectations. It's you know, maybe spend three months out of the country
3:11:46a year. Alright. So you're you're dead set on making these things grow.
3:11:51Right? Yes. You're all in on it?
3:11:54Yes. Okay. Okay.
3:11:56Well, is there anything else you feel like you haven't covered that I need to know?
3:12:00I don't think so.
3:12:02Okay. Alright. Well, given the fact that, really, this just comes down to marketing, holistic marketing, We talked about the reviews.
3:12:09We talked about PT specific marketing. I think we could definitely help you out. And I don't think it's really too complicated.
3:12:16Okay? Because if you realistically wanna go from nine and ten to fifteen and twenty five, you're obviously gonna have to get a lot more people coming in at one training. Right?
3:12:25Right. Okay. So, really, for you specifically, it just comes down to four things.
3:12:30Okay. Four things that take you from where you are right now to consistently gaining more training clients so that we can get you there as soon as possible. Okay?
3:12:37So the first thing that's very different from anything that we've done with you guys before is the reviews. So right now, right, we took a look at the reviews on both the locations, and they're not good.
3:12:48I'm not gonna sugarcoat it. They're not good. No.
3:12:50I know they're not. Yeah. Yeah.
3:12:51You're at a 4.2, and then you're at a 3.5 at the other one, and you're not getting them frequently. And then in addition to that, I showed you the local Falcon reports on Google. You're not ranking very high either.
3:13:02So if if you go work with a marketing company and you don't address that issue, you're gonna get a fraction of the results that you could get if you address that issue first. Right?
3:13:12Because people are gonna see your ads. They're gonna look you up. And if they can't find you, that's a red flag.
3:13:16And then if they do find you and you review you get you have you have a 3.5, if you haven't gotten any reviews, that's not good. Right.
3:13:22Because that all impacts the conversion rate into them entering your website or opting as a lead. So what we what we would do rather than what you're doing right now, which is very relying on your staff and it's not getting a good result is this.
3:13:35We remove you and your team from the equation, and we plug in our AI to your active member report, seven day passes, membership inquiries that come in. Okay?
3:13:44And what we do from there is we follow-up with them via text, asking them how their experience was on a scale of five. Anybody that says a four or a five, we then follow-up with them right away asking for a Google review, letting them know that we're doing a raffle this quarter where they have a chance to win a membership for free for the year.
3:14:01Are you following?
3:14:03Absolutely. Yeah. Perfect.
3:14:04Right? So then That's fine. You don't play anything for free.
3:14:07It doesn't really cost anything.
3:14:09No. No. Exactly.
3:14:11So so we do that. They leave a review. Then we follow-up with them on Google for you so that you don't have to do it.
3:14:17Right? You've got a bunch of reviews that you haven't responded to, which is not good. Google does take that into account as well.
3:14:23And then what we do from there is we follow-up with them again saying, thanks for the the kind words. If you want your name put into that rapport a couple more times, you have to do is share this link with friends and family.
3:14:34We're giving out a couple of seven day passes. Every single person that comes from you will put your name into that raffle again. So now we're able to generate you referrals off of the reviews that you're getting from happy customers.
3:14:46Yeah. That doesn't cost any money in advertising. No.
3:14:49So you're you're doing three things here. You're getting free marketing, which allows you to rank a lot higher on Google organically, which is where you get those really good leads.
3:14:58Leads that go to your website and are actively searching for gems, those are very easy sales. Right? Those people have already made their mind up.
3:15:04They wanna join a gym. Right? So that that's very good.
3:15:07The second thing that it does is it keeps your staff accountable. Because anyone that doesn't say a four or five and says three, two, or one, we ask them for their feedback, not a review. Right?
3:15:18You have signs up in your gym right now saying leave me a review. What if people are pissed off when they see that sign? Yeah.
3:15:23We already got one. You you saw that. Exactly.
3:15:26So you only get good reviews with the process that we've developed. So anybody that's not happy, you then get that feedback from them, and you can address it now with that customer to save them and then keep your staff accountable by letting them know, look.
3:15:39Every person that comes in here, we're gonna be asking them how their their experience is. If you're doing a tour, if you're running that tour, we're gonna be asking them how how it was with you.
3:15:49And if they don't say it was good, that's not good. Right? Right.
3:15:52And and then in addition to that, if someone isn't happy, you guys have the chance to save a customer that might cancel. Yeah. Right?
3:15:58So right now, you don't have anything like that in place. And what it's doing is it's leaving you hard to find. When you are found, it doesn't look great, and then the staff isn't really held accountable at all because you're expecting them to do this.
3:16:09They're just not doing
3:16:11Yeah. They're not.
3:16:13Right? So do you see how that's a lot different from anything we've done and how that would really help out? It is.
3:16:18It is a lot different. Yeah. Okay.
3:16:20So what questions do you have on that specific What's that? I said what questions, if any, do you have on that specifically?
3:16:27I don't have any questions on it. Okay. Good.
3:16:30So that's the first question. Agree. Okay.
3:16:34Perfect. So that's the first thing. The second thing, and on that on top of that, again, the reason why this is so important is because if you're running ads right now with the the current kind of storefront think of your Google My Business as your storefront.
3:16:47Right? If I was out front of one of your gyms right now, how it look? This is kind of your digital storefront, and it doesn't look that good right now.
3:16:53So before you start running ads, you wanna make sure that your digital storefront looks as good as it can be. You want it to have a lot of good reviews, and you want to be easily visible organically.
3:17:04Okay? So that's why this is so important is because before you start running ads, this will really play a role in how well those ads perform.
3:17:12Okay? So the second thing is the fact that you've got a ton of prospects in your database that you guys aren't doing anything with other than email. And how is that doing?
3:17:19What type of results are you getting running email? Not great. Right.
3:17:23Right? So what we would do is this, is rather than doing that, we plug our AI into your database. We segment your database based off gender, men and women, and then we reach out to these people about a training specific transformation.
3:17:35Right? Like, new year, new year transformation. Then as these people show interest, our AI follows up with them and drives them in for a consultation.
3:17:43Okay. So the big benefit here is that we're gonna be able to generate you guys a ton of opportunities without spending money on that. Because you have 4,000 leads in in one, you've got about 3,000 in the other, you haven't done anything with them.
3:17:56All we need to do is put an offer in front of them that we know is proven to convert and nurture them through the door and get them in front of your staff. And and by doing this, you guys are gonna be able to collect a ton of capital that you can then take and put into Does that make sense?
3:18:11Yeah. Absolutely. Okay.
3:18:13So from there, that's obviously where we pick up from where we've left off, where we look at taking the capital that you've now made without spending any money in advertising, where the storefront is now in a much better position to capitalize on the marketing, where your marketing goes a lot further than it would have without it, at that point, that's where we look at spending money in advertising.
3:18:33So we run the same process that we used to run, but not until we've done that initial part because, again, there are some big issues.
3:18:41Yeah. We gotta get the work done. Right.
3:18:45Yeah. So just in terms of the process, how do you feel?
3:18:48I think the process is great. So do you guys have a tech mark marketing company?
3:18:54Do we have a what? Tax marketing company? No.
3:18:57So what we have is we use ChatGPT, and then we have a team of people that have to basically approve the the responses before they get pushed through.
3:19:06Okay.
3:19:08And we use Twilio. So as far as, like, a texting company that we send a text message from, we use Twilio. Yeah.
3:19:13I know what it is. Yeah. So that's what we use.
3:19:16Okay.
3:19:18Cool.
3:19:19Cool. Alright. Well, good.
3:19:21You tell me, where do you wanna go from here?
3:19:25You tell me. What's the cost? It always comes up to that.
3:19:28And and what's the process or the time frame?
3:19:32Yeah. So finances aside, just in terms of the process again, you're crystal clear on what that new process looks like compared to the old.
3:19:40Correct? Yeah. Okay.
3:19:42So this is what it would look like if you're ready to get started. First thing we do is we process payment. We sign the agreement, and then we book an onboarding call for you to hop on with my team so that we can outline the next steps to then get your team on the same page with us before we start doing anything.
3:19:57Okay? That way, we can capitalize on all of these people that we're bringing in because we wanna show you guys how to really get these referrals off of these reviews. But then in addition to that, obviously, how to convert the people that we're bringing in through the text campaigns.
3:20:11Okay? And this typically takes about two weeks before we can actually launch those texting campaigns and start bringing people through the right?
3:20:18So what it's obviously December 30. We're coming up on the New Year. We would probably be able to get something going that third week of January if we were to get signed up today and really start moving.
3:20:28Okay? Right. Makes sense?
3:20:31Yeah. Okay. Cool.
3:20:33So those are the next steps as far as getting things started. The investment for the initial month to get things going per location is $1,500.
3:20:44Okay. So that $1,500 is you guys doing the Google handing taking over Google.
3:20:50Right? Exactly.
3:20:52Taking over Google, following up with those people where your team doesn't do anything. So we're gonna be getting you reviews.
3:20:59We're gonna be getting you guys referrals, and we're gonna be responding to the people that leave reviews on Google. Then we're also gonna be getting feedback from people who are not happy.
3:21:09Not gonna be leaving reviews, but you're gonna be getting feedback from them. Then we're gonna train your team up on how to sell the people we'll be bringing in from the database. So there's two things going on.
3:21:18Members and new sign ups, and then external prospects that we'll be bringing in to sell training to. Okay. Okay?
3:21:26So we won't do the external stuff until we've got your team trained up on our sales process. We will do the review stuff. We can get that going right away because that's gonna play a role in how you rank on Google right now where peep what are people doing going into the New Year?
3:21:40They're looking up gym near me, training near me, twenty four seven gym near me at a way higher rate than ever before. Those key search terms, right, the first quarter is when they really pop. So we wanna do that right away so that people start seeing you a lot more, and they're more likely to click through your website because your your your score is a lot higher.
3:21:58You get a lot more good reviews. But right now, it does not look good.
3:22:02Right? Right. So that's just the next step.
3:22:06Process payment, get the agreement signed, book the onboarding.
3:22:10Okay. Let's do it.
3:22:12Alright. Let's do it. Done.
3:22:14Closed them. And one thing to note here where I was kinda mentioning, like, the marketing is same as before. This is somebody that I had already pitched before in the past, and it didn't end up working out.
3:22:24This is a call from a really long time ago, so I forgot to mention that. But watching this over made me remember that. And so when it comes to that, right, that that's why I was saying it.
3:22:33But again, you can see why now he actually said let's get started because before he didn't. Right?
3:22:38And so it's just very, very different from what he's used to hearing. And because of that, I was able to close him. So now what I'm going to do is show you what we made from the first gym where you can see total spin right here is $38,400 And then what I'm going to do is show you the second gym.
3:22:56So as you can see here, it's $34,500 for the second gym. So again, really great customer.
3:23:02As you can see the reoccurring theme of the fact that most none of these businesses have a process in place to get reviews, leveraging AI, to get referrals, leveraging AI, and then to reengage their old customers, leveraging AI. And they definitely don't have a process to answer calls or respond to people who call that don't get answered immediately, leveraging AI.
3:23:21So huge, huge gap in the market, and then once you're able to fill those gaps, make them a lot of money, they now trust you a ton, and now you can charge them a ton of money for marketing. Because that's ultimately where you're gonna make the most money, is through charging them for marketing. Okay.
3:23:35So this is the eighth sale, and with this one, he owns two gems, and this call also had to go to a follow-up.
3:23:42When I jumped on, you'll see he didn't really have a ton of time, but I was able to get him to recognize that I could help and did not pitch the price, but I pitched a follow-up call where I was then able to close him. So we will jump into this one right now.
3:23:57Hey. Hey. What's going on?
3:23:59Yeah. Good. How are you?
3:24:02Good. Doing good. Thanks.
3:24:04Sorry about the wait. I do apologize for that.
3:24:08It's okay. I do have a hard stop at at eleven. I have another meeting at eleven, but we can Cool.
3:24:14Yeah. I've got another call coming up here.
3:24:17Yeah. In fifteen minutes. We can dive into it here real quick.
3:24:20So it looks like you've got two locations. Tell me a little bit about what what you've got going on. I see the notes here, but just give me a a rough rundown on what you kinda offer and and what that looks like.
3:24:32Yeah. I have I have two locations, and I have one group group fitness.
3:24:38Okay. So as you can see here, two locations. I think I was running a little bit late, I guess, to the call, but he said he doesn't have a ton of time.
3:24:45And so the fact that he said he doesn't have a ton of time alters my strategy for the call. Because what I'm gonna do now is just build a ton of doubt, get him to recognize he has a problem and I can probably solve it, and then pitch a follow-up, not pitch my service and price. I might pitch the service, but definitely won't end up pitching the price just like that last call.
3:25:02Well, not the last call, but the sixth call where he had his business partner that was not on the initial call where I then booked that. So from here, what I'm gonna do is just jump into building this out and doing discovery.
3:25:13Okay. Okay. So you've got, like, almost 2,000 members.
3:25:18Yep. You're not getting a ton of reviews, but it looks like there might be an opportunity there to automate things.
3:25:26So is your current process right right now to get reviews aligned on your team to just ask people for reviews? That's correct. And we have we have we have a Tethr at the front, but that's about it.
3:25:37Okay. And do you have a remarketing strategy in place for old leads, like prospects and active members to get them back through?
3:25:44That's what not not not directly, to be honest. There's a lot of stuff in our CRM that we're not taking advantage of right now, so I'm trying that's what I'm there's a lot of low hanging fruit that we're looking at.
3:25:54Okay.
3:25:55Good job. What CRM do you use?
3:25:58I'm sorry? What CRM do use? It's called Jim Sales through Ignite, which is owned by ABC Financial.
3:26:05I'm
3:26:06familiar with it. Okay. Alright.
3:26:08And then, obviously, when people call in, if the staff doesn't answer the call, their current process to get back to them is just manually calling them?
3:26:15Yeah. For phone calls. And then as far as like, we have a we have some basic CRM stuff where, you know, they they click on and they click on, like, the leads, and then there's, like, a text message and email Okay.
3:26:26Automated stuff to get them essentially in. Our lead conversion once their inside is about it's between 4055% from a free trial from a free trial into a from a from a lead to a conversion, essentially.
3:26:45I see. I see. Okay.
3:26:47And then, obviously, when it comes to getting those people through the door, if someone goes to your website and submits their information for a free trial, your staff is manually following up them and through? That's correct. Yes.
3:26:56Okay. So then there's a bunch of low hanging fruit just based off your old current process being so manual based. Yeah.
3:27:03Right? Okay. Well, if that's the case, then I know for a fact, can help you.
3:27:06What we do high level, my business partner owns a 122 anytime fitnesses and three base camp fitnesses. I've got guys on my team that own gyms and studios as well. We developed an AI that really helps automate and handle this stuff for you, but also it's AI, so it's very human.
3:27:21So it's a conversation that helps you get reviews, referrals, and get these people back through the door without your team doing it. So it really just removes your team from the equation.
3:27:29So, obviously, a gym like yours where you're cycling through that many people, you should be getting dozens, if not hundreds, of good reviews every month. And in addition to that, you should be getting, if you know how to run a process without the team being involved, like a promotional raffle for people to have a chance to win a membership for free for the year, You should be getting them to tell their friends and family about you guys a lot.
3:27:50To get people coming in that are presold from your current customers that are happy, for free without spending money on marketing, just a process, you know, that's handled without the staff. So that's what I'd like to talk to you a little bit more about if you think that's something you wanna have a a little bit of a deeper conversation about.
3:28:06Yeah. For sure. Okay.
3:28:07So as you can see, I did what I was kinda saying I thought I was gonna do, which is got him to realize well, got him to admit and say he doesn't have a process to get reviews. He doesn't have a process to get referrals after people leave reviews, and he doesn't have a process to reengage his database. And this is a very, very he owns very, very high traffic gems that have lots and lots of people in them and they're just mega gems.
3:28:29So he's leaving a ton of opportunity on the table and then also just his lead nurturing process all relying on his team where he recognized, yeah, you know, I think I could be doing a better job with this. So that's what I kinda mentioned.
3:28:40I told him a little bit about what we could do and just said, look, I know I can help you. And so from here, what I'm just gonna jump to is booking the follow-up because this was just a very brief call. All I do is really just talk a little bit more about some of his internal processes, but it's not really relevant.
3:28:55Alright.
3:28:56Well, I would probably say, yeah, we should definitely have a a deeper conversation about this. I've got some good I've got a good idea as far as what you're doing right now in the data.
3:29:05I'd like to look at your ads after we hop off here. And then when we jump back on, I'd like to review your ads just to see the tactics that they're running as far as the company that you're working with right now. But, obviously, if you're spending 3 k a month in marketing per location and you're only getting that type of throughput, you're probably not making money on the front end, and you're really, really probably not making a return until a couple multiple months in from what they're doing.
3:29:30Right? And then, obviously, this is just stacking and stacking and stacking, so you might not be making a return. So I think that there is probably a ton of opportunity within your database of leads and the fact that you don't have a process to get them back in.
3:29:43So if you can just leverage a proven process that's hands free from you and your team to get people coming back in without spending money on ads, there's gonna be a massive asymmetrical return compared to what you're doing now. And then, obviously, a process that will help you get reviews, help you get referrals, help you jump on leads a lot sooner.
3:30:02That will allow you to rank higher, be seen higher, get more conversions from people searching Jim or me to them actually clicking on your website, converting into a trial, and coming in. Right?
3:30:13So I think that's probably the best place to start because your financial situation is a rough one. So it's like, how do we work with what we've got and tighten up the breakage across the board? Yeah.
3:30:24For sure.
3:30:25Okay. So, right, I said the best thing we need to do from here is book a follow-up call, and that's ultimately what we end up doing. So from here, I'm gonna go ahead and pull up the follow-up call.
3:30:38Because it's the same yeah. I think we should still run at both locations.
3:30:43Yeah. I think it comes down to two things. Why I I'd recommend doing that is because number one, you're gonna save money.
3:30:49Right now, you're spending 3 k a month on something that's not you don't know if it is, but it's most likely not making money. You're gonna save money just based on that. And then secondly, it's gonna be a lot simpler.
3:31:00Because you've already got the data with them. It's not a 100% accurate, but you've got it. If we just run one and then you run one of the other, it's a little bit weird.
3:31:08You know what I mean? And now you can't compare one to the other. Yeah.
3:31:14No. I understand that.
3:31:17Yes. So, I mean, is there is there any more like like, as far as I mean, what like, compared to some of the other like, because, obviously, there's a lot of other competitors that you guys have out there that are that are going after that same market.
3:31:33What's what's the differentiating point with with you guys as opposed to, say, some of your other top mileage?
3:31:40Yeah. So most of the people that do similar things to this don't do anything when it comes to reviews or remarketing the old contacts. The reason why is because if you don't have an AI to do it, it's a shit ton of work.
3:31:54Okay? So it's still a lot of work even if you have an AI because we have people who approve the messages before they're sent to make sure that it makes sense.
3:32:02So it's still a lot of work, but it's nowhere near the amount of work that used to be. So that's that's one thing is there's a reason why the company you're with right now has not run a reactivation or helped you with reviews. Yeah.
3:32:13Because it's a lot easier to just place an ad, set it, and forget it. And that's what they're doing. It's not even like they're optimizing them.
3:32:18It doesn't look like.
3:32:21Well, they're they're attempting to optimize, but it's it's a very slow moving process, and it seems very I mean, we've been with them for well over a year. It's just not it's not really producing the results we're looking for.
3:32:35Yeah. So when it comes to marketing, when you don't have a lot of reviews frequently coming through, the results that you're gonna get from marketing aren't gonna be near what they could be if you didn't.
3:32:46Yeah. So that's very important to just have a system like this that's ongoing, ideally, does not involve the staff.
3:32:53Yeah.
3:32:54So that that right there is super key. The other big piece is, again, you have almost 20,000 contacts that are inactive contacts that you haven't done anything with.
3:33:06So, I mean, there's just massive opportunity. Massive opportunity with warm leads where you don't have to spend money on ads. Mhmm.
3:33:16And then from a lead generation after those after the after, let's say, we obviously, we're going back into those 17,000, that that book of 17,000.
3:33:27And then after those go through, what's the for lead generation moving forward after that, what's the what's the process for that?
3:33:37Yeah. So depending on the data and the results, we can look at running ads. As far as the ads are concerned, you determine what your ad spend is, and then it's $500 extra a month per location.
3:33:47K.
3:33:50Yeah. No. I understand that.
3:33:54Okay. What is our what's our next step here?
3:33:59So next step would be getting the agreement signed. If you have any questions on it, we can review it right now. It's a one payment agreement.
3:34:05Sure. Very straightforward. From there, we're good to go process payment, and then all we need to do is book the onboarding call, then I'll get some additional information from you.
3:34:14After we put that through, my team will be able to get some stuff set up, and then we'll send you a fitness business assessment going over a bunch of in-depth questions with regard to Jim and your current process right now so that we're we're all set come the onboarding call to really dive in.
3:34:29That sound good? Yeah. Absolutely.
3:34:32Okay. Alright. I I think you've been in a different you've had a different backdrop every single time I've been on with you.
3:34:40Oh, yeah. We're putting I have putting in new
3:34:44countertops and backsplashes at my condo, and I'm doing a condo renovation at the same time. So I had to I I also travel between the two facilities, and I also had to be so today, I had to work from home just so I could be here so you guys could work on our shit.
3:35:00Yeah.
3:35:01Sure. How old are you?
3:35:03Okay. So as you can kinda see, he was contemplating whether or not he should stop doing what he was doing, which was just marketing, or start working with us.
3:35:12And as you could hear him say, he has 17,000 contacts in his database, and he knows they're really not doing much with it. And the current company he's with right now is literally doing nothing with it, and he knows his team really isn't doing much with it either.
3:35:23So at this point, I'm just gonna go to where I actually, like, close the deal and finish it off. Are you available to do it Monday at
3:35:34noon till four?
3:35:36What's the the questions that are on it? Like, is it I just wondering if do I is there enough time for me to prep that all over the weekend?
3:35:45Yeah. Yeah. You should definitely be able to prep it.
3:35:47You should be able to go through it.
3:35:49Okay. And onboarding, you said about an hour?
3:35:53Yeah. Sixty to ninety minutes.
3:35:55K. And that onboarding, you said I shouldn't have I don't I shouldn't have my like, should I run it with my GM or just me?
3:36:03Just you.
3:36:04K.
3:36:08Let me just check my calendar on Monday.
3:36:15Okay. And so you can see I'm booking the onboarding call and we're closing them up. So good example of, again, a business owner that just doesn't have any of these processes in place.
3:36:26And he was asking some questions, know, what makes you different from other companies? And as I told him, other companies just don't do any of this stuff. Look at the company you're working with right now.
3:36:34Are they helping you get reviews? Are they helping you follow-up with people after they leave reviews to get referrals? And are they following up with your database of leads?
3:36:41That's massive. Right? Like they he literally has a 17,000 person database of leads, and we were able to get him absolutely insane results with the database because it was so huge and they weren't doing anything with it.
3:36:52So what I'll do from here is just show you how much we were able to actually make from him. So if I go over here, you can see your total spend. We billed them all under the same for both clubs.
3:37:00It was $73,700. So incredible customer, and we were able to make them a lot of money, which made us a lot of money.
3:37:07Okay. So we are gonna jump into the ninth call. This is a really good call.
3:37:12This one actually is worth a $123,000, and this is a guy that has four locations. So we will go right ahead and jump on into it.
3:37:22Doing good. How are you? Good.
3:37:25Good deal. Where are you located at?
3:37:29In outside
3:37:32Okay. Nice. Is it is it cold up there?
3:37:35Yeah. It's been there's been snow on the ground for weeks. We were actually getting a real winter this year.
3:37:40I could use a little break. Haven't seen the grass in a few weeks.
3:37:45Yeah. I my family's from Kentucky. I don't live there, but I know it it snowed quite a bit.
3:37:50So imagine you guys are getting it too.
3:37:53Yeah. Not not a lot of volume. Just, you know, every every couple of days, we get another inch, and then we get another inch.
3:38:00It just never melts. You know?
3:38:03Yeah. Yeah. Well, hopefully, you're staying warm,
3:38:06hopefully, it won't last so much longer. But we can we can jump into things. Okay.
3:38:10So as you can kinda see there, just a brief introduction. And now what I'm gonna do is jump into the discovery.
3:38:16What I don't like about these guys, and and it's and it's no knock on them, They've got a great program.
3:38:23They've got great people with great ideas, but, um, they there's a lot of DIY perspective associated with their program where me as an owner, you know, they teach you what you're supposed to do, and then, you know, you need to operationalize it yourself.
3:38:42But there are a lot of gaps in, you know, what they're telling you to do and how me as a nonmarketing guy, how I can operationalize it.
3:38:51Not a lot of handholding. I I don't have a lot of time, you know, to do a lot of the things that they're recommending, but I like I like the idea of it.
3:39:01Okay? So, um, you know, they're telling me, hey.
3:39:03Look. Video ads are hitting really well right now. People speaking to the camera, talking about your program.
3:39:08So then I've gotta spend, you know, half a day to, you know, almost a whole day recording a video with my manager, editing CapCut, getting that over to them for them to then run an ad. Right? You know?
3:39:20And, uh, the canned ads that they have were working for a while, and they don't seem to be working much anymore. Um, you know? So, you know, I wanna I know and the other thing also, and and this is an important thing, you know, you all are all uh, these guys are not.
3:39:37Um, they are they've got a bunch of studios, uh, everything from, you know, like, martial arts studios to women's only studios, uh, you know, things like that.
3:39:47You know? And we're kind of, uh, you know, a square peg in a round hole with their customer base because, you know, we run a franchise fitness center that has membership plus, um, training.
3:39:58You know? So, you know, there's there's a little bit of, uh, you know, a bad fit as far as that's concerned.
3:40:05But with that being said, we do get some really good ideas, uh, from the studio only people. You know? Um, so, you know, I'm just wondering.
3:40:12We've been doing this now with them for probably about six months is my guess. You know, I just wanted to reconnect with you all, uh, because you all are, you know, more focused on franchises, uh, and know what we deal with internally.
3:40:28You know, I just wanted to see if there have been changes made to your processes,
3:40:31you know, anything new other than just the six week challenge, you know, just where where you are with with your program. Okay. So as you can see, he's currently working with another company that he's not very happy with because the way that the company he's working with right now does things is it's really DIY, like do it yourself, where they show him what to do, kinda teach him what to do, then he can do it on his own.
3:40:53And there's nothing really wrong with that model other than the fact that a lot of these business owners have zero interest in doing marketing. They have zero interest in setting up AI, integrating AI into their business. They don't wanna do that.
3:41:04Right? This is a gym owner. I help people that work with med spas.
3:41:07Help I people that work with dentists. I help people that work with chiropractors, roofers, realtors, insurance agents.
3:41:12They have no interest in doing that stuff. They have interest in selling and closing people and providing the service or product to them that they're passionate about. Okay?
3:41:22So that's really the situation here where with with my company and my agency, we do it for them. It's done for you. Right?
3:41:28It's not even done with you. It's it's a done for you service where we literally do it for them. And so that's basically what he's saying.
3:41:34This is another individual that I'd spoken with in the past where I wasn't able to sign him up, but we were able to catch him at a point where, you know, he saw one of our ads, wanted to see what's going on because he's not happy with the way things are going for him. And so from here, what I'm gonna do is I am gonna jump over to the doubt section where I'm just doing some more discovery and getting him to admit that what they're currently doing is not very effective.
3:41:57Yeah. Think it's starting from the top.
3:41:59Right now, do you guys have a process in place to get Google reviews that's Yes. Heard from you and the team? Yes.
3:42:05I mean, you know, we need to get better with it, but we our our managers do have metrics
3:42:10to get Google reviews, Facebook reviews every month. Yes.
3:42:13Okay. Well, just looking at it right now, it looks like, you know, at at Katanning, is it the Yes.
3:42:22Okay. Yeah. It looks like in the last three months or four months, you've had three reviews.
3:42:27Yeah. We we do need to get better with Katanning. So, however, right now, Alyssa's doing a pretty good job.
3:42:32She that's still a new club. Okay. You know?
3:42:35And she's working to to beef up those reviews. But, yes, it's it's something that we, you know, constantly, know, are constantly working with our managers trying to get them.
3:42:44But there's so many other things that we've been focused on, like prospecting has been the highest priority, you know, that sometimes things things like that fall the wayside.
3:42:52Okay. So you guys have a process right now, but it's dependent on the staff, and they're not really executing?
3:42:57Not I mean, not always. You know, we've we've gotta we've gotta pick and choose where we want to focus everybody's energy the most. And right now, prospecting is where we're I mean, yeah, we wanna see, like, four Google reviews a month from each club.
3:43:11You know? Um, but if they get two or one, it's like, well, where are we with the prospecting, uh, metrics?
3:43:18Because those are the priority. You know? So we're not hammering our our people on every single little thing,
3:43:23you when we wanna focus more on the the the things that are making us money. You know? Yeah.
3:43:29That makes a lot of sense. And do you guys have a process to get referrals off people that leave your reviews Yes. On Google?
3:43:34Well, to get referrals
3:43:36off of Google reviews. No.
3:43:38Okay. So if someone leaves your review, you guys don't have a process to follow-up via text or call to try and get referrals leveraging a raffle, proven offer, or anything like that?
3:43:46No. Okay. Alright.
3:43:48So there's area of opportunity there. Do you guys have a remarketing strategy in place for your database of leads? I know you said you're prospecting.
3:43:56Is that what you're referring to? What we what we've done, um, and that, again, that's put on our responsibility. Right?
3:44:02And, And, you know, like, uh, for Black Friday, I put together an email campaign, um, for our members and prospects for a paid in full, you know, campaign.
3:44:11It was something that I did myself, you know, um, and and it was semi successful, you know, but that's where we could use some help because, you know, I'm not good at creating eye catching emails, you know, that are gonna, like, get people to take action.
3:44:27You know? Um, I can use ChatVPT to give me some content, but I'm not a marketing guy to know how am I gonna truly capture somebody to get them to take an action in an email. You know?
3:44:37I can I can send them, you know, but I I you know, again, I'm not a marketing guy?
3:44:42Sure. Sure. Okay.
3:44:44So, I mean, that's kind of falling on you, but it's just not really something that you're very comfortable with and it's something that don't have a lot of experience in. Okay.
3:44:51That makes sense. Do you guys do anything with the database with regards to texting? Like, do you segment the list based off gender?
3:44:59You guys reaching out to them very engaging with an offer, like, nurturing So we we have sent some texts via
3:45:05lead flow, but, you know, we're not very good at that.
3:45:09And I noticed that when I did send mass texting, it turned a lot of people off. You know?
3:45:14Okay. And it's all on you too. Right?
3:45:16Like, you can do it through them, and then you have to it. Yeah. Because well, the other limitation, as you know doesn't let us text.
3:45:24That's our CRM of record. So, you know, we then have to have, uh, you know, another system to go mass text. So that's binding us as well.
3:45:32And right now, we do have a separate CRM that I'm paying separately for, but now I've got two systems, and it's you know, that that it's that kind of mess as well.
3:45:41Okay. So are you paying additional for the lead flow? Yes.
3:45:45Okay. What are you paying a month?
3:45:48That's a good question. I I I'd have to get back to you on that. It's not it's not super expensive.
3:45:55I you know, when I signed up for it, I, you know, I don't know off the top of my head. It's it's not significant enough for me to know.
3:46:03It's probably, like, $200 or $300. Something like that for our all four clubs. It's pretty cheap.
3:46:09That makes sense. Alright. So right now, the process to get reviews is you've got some expectations for the team, but they're having to actually do it and ask.
3:46:19Yeah. You don't really have a process to piggyback off of people that leave your reviews to get referrals. Correct.
3:46:24Again, that's depending on the staff. Even if you did, they'd have to be asking again. And then in addition to that, remarketing to the database of leads falls on you Yes.
3:46:33As the owner, and it's just not something that you're super super familiar with. And I would also imagine you probably got a lot of stuff going on where Exactly.
3:46:40If people are responding, you now have to do that. And it's it does take a lot of time if you're gonna do a good job when it comes to doing stuff like that. So would you say it's safe to say that there's a lot of opportunity in the database to be worked properly?
3:46:52Yeah. A 100%. Okay.
3:46:54Alright. Well, then that that's definitely a big opportunity. And then in addition to that, this is probably one you've even been asked before.
3:47:00Do you guys have a process in place to track how many prospects potential prospects are calling Claus and current members. You guys have an IVR set up so that you can track it just like when you call Amex, it says press 123?
3:47:13No.
3:47:14Okay. So you don't know how many you're missing, but it's interesting because we've created an AI that answers calls for inbound prospects. And what we found is that is miss on average 70% of prospect calls.
3:47:30So if you get a 100 calls a month, your team's probably missing 70. And these are organic people calling in, looking to join, looking to come in for a tour. Yep.
3:47:38These are some of the best leads that you could get because they're organically looking on Google, Jim, near me. And they're just calling because they don't wanna go through the website. Hey.
3:47:45Can I come in at this time to, like, check it out and sign on? So the fact that you don't know that right now doesn't mean that you're missing 70% or doesn't mean you're getting a 100.
3:47:55But that's what we've been seeing with over a dozen anytime businesses, because we've we've got something that can track that, and then we have an AI that we can hook up to it, which answers a 100% of the calls. And what we're seeing is right now, we've gotten into a point where it's booking about 24% of them.
3:48:10So if you get, right, a 100 calls in a month and you miss 70% of them, that leaves 70 calls. You get a 23% book rate. You know, that could be an additional 15 appointments a month.
3:48:19And these are not the same type of appointments that are coming from Facebook. Right? These are organic leads that are act actively looking to join, which is a very different type of marketing.
3:48:29Right? Direct response is what you're doing right now versus Right. Organic, which is when someone's really kind of made up their mind.
3:48:35Right? They you just don't fuck it up. That's kind of the situation there.
3:48:39Right? So there's definitely opportunity
3:48:42as far as that's concerned as well. And so this guy's biggest problem right now is marketing, but he doesn't have a good process in place to get reviews, and he he really doesn't even have it as a priority either. Right?
3:48:53Because he's he's so unhappy with the results he's getting with the company he's working with right now. And he's really just overwhelmed because he has four gems. He's having to do this stuff on his own for the most part.
3:49:02He's having to implement it since it's done. It's do it yourself. That's how they do it instead of done for you, which is what we do.
3:49:08And he's now admitted to the point that or to the fact that he doesn't have a good system in place to get reviews, to get referrals, to reengage their database of leads, and he can't track how many calls his team's even making when he's saying that's what the priority is, is lead prospecting, is to be making calls.
3:49:24Yet, he doesn't even have a process in place to track that nor does he have a process in place to see how many calls they're missing. Right? And so there's just a lot of opportunity here just getting him tied down on the fact that what he's doing right now is not working.
3:49:37And from here, I'm going to pitch him on what what do you think? Drum roll, please. The reactivation, the reviews, and I think I pitch him on
3:49:46tracking the calls to then sell him the AI agent that can answer the calls. What I'll do is kind of break down for you what I think would be best for you to do based off the current situation you're in right now with kinda being in panic mode because things just aren't really working to the level you were expecting them to work at.
3:50:02So, uh, the first thing that we wanna do is focus on the reviews. Because like I said, right now, I didn't have my team pull Local Falcon reports for you. What what Local Falcon is, it's a software that shows you how you rank organically on Google for key terms.
3:50:16So, like, Jim near me, 247 Jim near me. I typically have them pull stuff like that, but I didn't have time since this is a kind of short notice one. But I would imagine that for a lot of the terms, you don't rank super great when you start to get, like, two miles, three miles, four miles, five miles out.
3:50:31You know, someone's five miles away at home, look up gym near me. I would imagine that you're not really doing that great just based off the current reviews at some of the clubs and the frequency of them. Okay?
3:50:42Because one of the healthiest weighted variables that Google takes into account when it comes to ranking organically is frequency and quality of reviews. It's just like engagement. Right?
3:50:50Your your business is getting a lot of engagement. And then if you're responding to them, which I noticed, I don't think you were on some of them, that's additional engagement. Okay.
3:50:57That also impacts the the Google algorithm for how you rank organically for terms, especially terms related to you and what the solution you guys are providing.
3:51:08So what that would allow you to do is capture a lot of organic traffic, a lot more than you're you're capturing right now. So what we would do is this, is we would plug our AI in to your all active members, and then anyone new that signs up in any trials that come in, and what we do is we follow-up with them for your staff.
3:51:27Okay? And what we do is we ask them for a review, leveraging a proven offer that we've been using across Andy's gym. So Andy got a lot of my partners.
3:51:34And what we do is we say, hey. We're doing a raffle this quarter.
3:51:38We have a chance to win a membership for free for year. All you have to do is tell us how your feed tell us about your feedback. If they say they're loving it, we ask them for a review.
3:51:47If they say they're not loving it, we just ask them for feedback on a feedback form. Right. So we don't get any bad reviews by doing that.
3:51:54Right? And then we follow-up with them on Google just responding to it for you and your team so that you guys don't have to do that either. After they leave a review and we respond to it on Google, we follow-up with them on text saying, thank you so much for the kind words.
3:52:06If you'd like your name, you can put into this raffle again. All you have to do is share this link with friends and family that can come in and try us out for free. Right?
3:52:15And then we keep following up with them if they have enough business. And then we teach you and your team a script to even hammer it harder to call. Make sense?
3:52:24Yep. Okay. So the big benefit here is, number one, it's gonna allow you to organically rank higher.
3:52:30You're gonna get more reviews. And in addition to that, you're gonna be able to get referral opportunities. And this is pretty much hands free.
3:52:36If you really wanna push the envelope and you're struggling right now, you guys need to be hammering. Right? Calling them because there's a lot of opportunity there with a script that's very easy to follow to get a lot of referrals.
3:52:47Okay? So your organic traffic will go up. You will be getting more of the best leads you could get, which are leads presold from your happy customers.
3:52:55And then thirdly, it will keep your team accountable. Because everyone that signs up, everyone that's active is gonna be asked how their experience has been. And it's gonna give you some insights that you don't know.
3:53:07Right? People are gonna start telling you, hey. I told Michael that the gym was disgusting, and it hadn't been cleaned for the last two months.
3:53:15I'm gonna cancel. Now you have a chance to save someone who might be considering canceling, but also get feedback on what you can improve on, and it allows you to keep your staff a bit more accountable without you having to do anything different.
3:53:28Right? So it's very, very important. And going back to how this is all interconnected, the ads you're running right now, people are gonna look you up.
3:53:34There's a segment of the market that are looking at Google, and there's not a lot of social proof. So that impacts the performance of the marketing as well, especially if they can't find you. You see what I'm saying?
3:53:45Yep. Okay. What questions do you have the do you have on that, if any?
3:53:50Not on that. All that all that sounds great.
3:53:53Okay. Alright. So the second thing is the remarketing to your database.
3:53:57So right now, that obviously falls on you, and you're trying to steer the ship in a better direction and manage the team to try and fix the situation. There's a lot of opportunity in that database, especially right now because it's the it's the new year. And so what we would do rather than having you try and send out some emails or try send out some text blasts is we'd segment the list based off men and women, and then we'd reach out to them with a proven transformation type offer to reengage them.
3:54:24And anyone that shows interest, we would handle the entire follow-up process to get them booked, qualify them, confirm them. And then if they don't show up, all your team has to do is market them as a no show. Okay?
3:54:35So we would handle that entire process for you. If you guys have a database of, you know, 2,000, 4,000, 5,000 per location, we typically see that, you know, depending on how well you guys have serviced people in the past and then obviously how much you guys have reached out to that list, about 2% we can get through the door.
3:54:52Okay? So if you guys have 2,000 leads, there have been situations where we've been able to get 40 to 80 people through the door, you know, for a training specific offer or for a membership specific offer.
3:55:05Okay? And the best part about that is you're not spending money on marketing. That doesn't cost ads, and that just takes the labor to do it, but we've got an AI that's gonna be able to do it.
3:55:17Sounds great.
3:55:19Okay. So that's the second thing. And, again, those those two things are not not involving advertising, the paid advertising that you're doing.
3:55:28It's just focusing on the low hanging fruit that you guys aren't really capitalized for right now. Okay? The third thing would be getting your getting your numbers ported over to to really see what that looks like as far as how many calls you guys are missing.
3:55:43Because, again, looking at the breakage and the opportunities, the easiest opportunities where you don't need a good sales process, like you do with the challenge, kinda like what it sounds like maybe happened with Ryan, where you started to get a little bit lazy, maybe the sales process wasn't being upheld, is to get that set up so that you guys can start seeing how many people you're missing, but more importantly, keep your team accountable to be making more outbound dials.
3:56:06Because they're probably not making any at all. Right?
3:56:09And they need to be doing that. Your managers need to be doing that, especially for new leads that haven't been responding.
3:56:15Right? That are kinda falling off. So AI aside, to even answer the phone calls, you just don't have that data right now.
3:56:23So you don't know what type of opportunities you're missing, and you don't know how to keep your team accountable because you don't know.
3:56:31Making notes here.
3:56:39Okay.
3:56:40So that that would be very, very important.
3:56:43Oh, I mean, you know, I'm I'm I I do like the direction you all have gone. Um, you've got a lot of great new tools. You know?
3:56:51And, also, I I'm just not satisfied with the paid ad marketing the way it's going right now with Gem Academy either. You know?
3:56:59Uh, I also just kinda feel like they, you know, they were really, in the beginning, really, really, really, you know, working with us and trying to get things going, but they're they're realizing that we don't have the bandwidth to do all of the DIY stuff they expect us to do. You guys have a lot of tools in place, you know, that that that's what we need.
3:57:20What we need is more help on, you know, a lot of nickel and dime things, you know, that you all your programs do, you know, the referrals, the ads, the Google reviews, you know, all of that stuff, the AI, the inbound call management.
3:57:35You know? That's that's what we need. And, you know, their their program is great for people who've who've got the resources to DIY it.
3:57:44We just don't. You know? And Yeah.
3:57:46We're also you know, we've we've gone backwards and backwards, and we've made a little bit of progress in the past few months. But we're halfway through the month, and and I'm not seeing anything move the needle this month. I'm not satisfied with that.
3:57:58Yeah. Yeah. Their their program is really good for people that are owner operators that can go implement things right away and don't have a big team to Correct.
3:58:07To turn and bend where if you've got four clubs, it's Right. Yeah. So, yeah, that that's what I would recommend as far as the the low hanging fruit, the organic opportunities that you're just not really capitalizing on it.
3:58:19Because like I said, this is all think about it like it's all interconnected because it is. Right? People look at Google.
3:58:25Some people look at Yelp, but mainly people look at Google. And if you're running a ton of ads, especially in a small market, they're gonna look you up. Mhmm.
3:58:33Right? Just because this ad is polished, it's persuasive, it's an amazing book, it doesn't matter.
3:58:41Right? Like, I see ads on Facebook and Instagram, and I automatically think it's BS. I look it up, and if I can't find that business, I'm pretty concerned.
3:58:48I'm like, that is a scam. That's not for me. And then if I do find it and they've got a lot of bad reviews, not good.
3:58:54Right? So that impacts everything. So, yeah, I think the tracking would be very beneficial.
3:58:59And then based off that potentially connecting AI to see how many opportunities you guys are missing because even if you're missing 20%, a 100% of them get answered by something that could book at 23%.
3:59:12That's pretty beneficial. Right? So where do you recommend that we start with you all getting back, uh, you know, coming up back over to your side?
3:59:19Exactly what this outline. The the reviews, the referrals, the reactivation I mean, like, the reviews, referrals, react I mean, are you saying that reviews and referrals were working with our staff to to do that manually, or that's the program that you wanna implement?
3:59:35Yeah. So what I'm saying is that's what I would wanna implement where your staff doesn't do anything different. We do it for you.
3:59:42Okay. Right? The reason why they're not doing it for you is because they don't actually have it it's their AI is specific just to a transformation type offer.
3:59:50Right. Right? Like, if it wasn't, they would be remarketing your old lead.
3:59:53They'd be remarketing to active members. Right? So that's what we're doing is your team doesn't have to do anything different.
3:59:59You
4:00:00Have to do anything different. If anything, you do less work because you don't have to be having conversations with them saying, why didn't you get re reviews? Why didn't you try and get referrals?
4:00:08Right. Because it's gonna get them automatically.
4:00:11What about, uh, paid marketing through you all?
4:00:14Yeah. So I think that that would be good to do, but I think for the first month, what we need to do is hit your list really hard, the the database of leads, and then hit your member list hard to get reviews, referrals,
4:00:24and get a lot of traffic, you know, without spending money on ads. Yeah. I agree with that.
4:00:28But, you know, what do I do about, you know, I'm paying $6,000 a month in paid paid marketing, and it's not getting many leads.
4:00:34So what do I need to do about that? Well, I mean, you just paid them. So I think Well, no.
4:00:39I paid them their $1,500 monthly fee for their service, but I've got my ongoing ads right now, you know, that aren't performing.
4:00:51Yeah. I only just shut ads off, so I don't know what to do.
4:00:54Yeah. This is what I would recommend because we can do ads. And like I said, I think we could improve your ads just based off the fact that we have assets they don't have specific.
4:01:02So then in addition to that, they're running it pretty generically. I mean, they they have a massive dynamic campaign that they're not really optimizing. They've got, like, 10 different images.
4:01:11They have, like, four different copies, four different headlines. That's pretty much just a we know this campaign's gonna do well. We're gonna let Facebook optimize for it, but eventually, it's gonna nosedive, which is what we are right now.
4:01:22Right. So what I think you guys need to do is we get the reviews going, get the referrals going, get the reactivation going to the database, and then potentially, you turn that off with them once we can launch that because we'll be able to get a lot of people coming through the door without spending money on ads.
4:01:38We'll And be able to get you guys a lot of reviews and referral opportunities without spending money on ads, which means that your staff will focus on that, not a bunch of cold leads that we're getting through ads. Right?
4:01:47That's not gonna cost you $6. So we could do that for at least a month. Potentially longer, but at least a month.
4:01:55And then after that, you will be in a better situation based off Google and your Google storefront to get better results from ads. I'm not saying you're gonna get two x or anything like that, but you will get better results. You'll get more organic traffic because you're gonna rank higher, and you're gonna have way more social proof on Google.
4:02:14So you suggest we keep running these paid ads, start working with you all on, uh, the the Google review side and a reactivation campaign for our existing prospect list, and that's where we where you recommend we go for the moment.
4:02:29Yeah. Yeah. Exact and then I would say cancel them.
4:02:32And then once that's done, after this one is done, we look at how many leads we have left to reach out to in the database on the member side and inactive prospect members, and then look at doing that.
4:02:45What do you all charge to be able to do the all the stuff that we just discussed?
4:02:50Yeah. So for the reactivations, the reviews, what we would wanna do with that across the board for all of them is $3,000.
4:02:59Okay? And then from there, as far as running paid ads is concerned, that would be a different conversation. But we could talk about that after we do that based off the results we can get.
4:03:08For the reviews okay? So for the reviews and the referrals, we charge $250 a month per club.
4:03:15That's a twelve month agreement where we give people the first month where if they don't wanna continue after, they don't have to. But I would put that in there with the reactivation where we typically charge people $1,500. Okay?
4:03:26But I would give it to you because you had a little bit of an interesting experience, and your wife had to go back to work. I mean, that sucks.
4:03:32Right? I I wanna help you out. That's what I would wanna do for you is $3,000 for all four to do it for that initial month.
4:03:41$3,000 plus $2.50 per club for the No.
4:03:45No. No. No.
4:03:46I'm saying I would include it. That would just that would be what you would pay. And then any text messaging fees, it costs a quarter of a penny Right.
4:03:53To send a text, you would pay for as well. That's what I'm saying.
4:03:57And then I'm saying based off that, we could look at what it would look like to run your ads for you and follow-up the leads as well while actively doing the reviews, the referrals, and then also look at getting your phone switched over. Because as far as that's concerned, that's not gonna really cost you anything extra.
4:04:13You just have to port your number over to the software that we have, where you're paying pretty much the same usage fees for your team to be doing things. But you get to get the data to see how many calls you're missing from from people that are trying to join that aren't active members.
4:04:28And you get to see how many calls your team's gonna see from active members as well. And at that point, we could look at connecting the AI if you wanted. If not, you just have a better tool that gives you more visibility and accountability over your team.
4:04:45Alright. Well, um, we'll move forward with that then, and we'll look at, you know, an option for, uh, paid ads going forward. I know that we we need to do something with these paid ads that we're doing right now because they're not performing.
4:04:57And I'm just I feel like I'm throwing money down the toilet, which I don't have.
4:05:01So Okay. Alright. Well, then this is the process.
4:05:04What we need to do first is knock out the agreement, get the payment, and then book the onboarding call so that we can get this stuff set up. And what I'm gonna do for this agreement, like I said, it's just gonna be, like, a one month thing where we're just doing the reviews, referrals, reactivation. Then like I said, we can if you want, we can talk about getting your numbers ported over.
4:05:22It is a little bit of a process that can take, like, two weeks. But like I said, right now, if you really just look at your business, you you need to be looking at how can I capitalize on the easy opportunities that aren't really costing me that much money?
4:05:35Because the cost per sale you're gonna get on Facebook
4:05:38is way, way higher. Okay. So obviously, I closed him, but one thing I made a mistake with here was he asked me how much it cost, and the first thing I should have said is, money aside, just in terms of the process that I outlined, outlined, do you feel like this is what you want to do?
4:05:53And just make sure that he understood everything that I said. Right? The fact that he was asking me how much does it cost is a leading indicator that he's sold and he wants to do this, but you always want to make sure that the person actually understood what you just said because I talked for a while there.
4:06:09People don't retain a lot of what they hear. Right? So you just want to make sure that he actually believed in the process before you tell him the price.
4:06:19And so that's what I should have done. And obviously, this wasn't a critical error. I was still able to close him, but just a little bit of a tip and reflection, I would have if I could have done anything different, that's what I would have done.
4:06:31And so from here, we've now been able to make a lot of money from this customer. And as you can see, the total we've been able to make is a $123,000. So working with a company that was basically just giving him information that he had to act on.
4:06:45You know, he's a business owner. He owns four locations. He really needed help and needed work taken off his plate, not more work put on his plate.
4:06:52And that's what the other company did, that's why he's been such a great customer with us is because we were we're giving him a service that he's never received before that's taking a ton of work off his plate so that he can focus on the things that actually move the needle forward in his business. Okay. So here is the final call that resulted in half $1,000,000, over $500,000.
4:07:10And this is a call from quite a while ago, three years ago. And so my process in this call is a lot different from most of the calls that we watch just because at the time of this call, things were a lot different then as far as, like, my presentation, my sales process.
4:07:25I was a lot worse at sales then, and really like the product and even the pricing of it was just different. The way we went into signing people up on the front end and then really monetizing on the back end was different.
4:07:36And so you'll kinda get to see that and kinda get to see, you know, how I was then. But this is a really cool call just because this is a customer that had three clubs at the time. We started working with them, and since then, they've now got over a dozen club.
4:07:49And we've helped them scale to that point. And we've done that with a handful of people. And whenever that happens, the reason why they're able to scale like that is because of the system we integrate into their business that allows them to acquire clubs knowing that they're gonna be able to grow them very quickly.
4:08:04And so this is just a really cool example because obviously we've helped them a ton, and in turn, we've been able to make a lot of money as well. So we'll go ahead and jump into it. What's going Can you hear me?
4:08:14I can. Awesome.
4:08:17Can you see me? I see a photo of you.
4:08:21Oh, sorry about that. Can you see me now? You?
4:08:24Now I see you. Looks just like the photo, though. It
4:08:29should. I hope it does. Perfect.
4:08:32Cool. Image of the photo. Do you have a camera?
4:08:38I do. I'm I'm actually on my phone, so I've never really zoomed on the phone before. I usually go to to the computer, but I didn't get the email, so I just went to the phone.
4:08:47Let's see.
4:08:48Do you want me to resend it to you so that I can get it to your computer?
4:08:52Doesn't matter. It's it's okay. Just let me see.
4:08:56Okay. So as you can see, this is actually back when I lived in Florida. So I was even in a different place because it was so long ago.
4:09:02And back when I lived in Florida, they would give me these wild haircuts just because I was in, like, South Florida. They would shave my head, and then you can see my facial hair.
4:09:11It's like I've got a handlebar mustache.
4:09:13You'll be able to kind of see that in this one, which, yeah, watching this bag, it's pretty funny. But what I'm going do from here is I'm going to jump into the discovery. Correct.
4:09:21On on our website. Not the website. Yeah.
4:09:23Correct. Not not on a Facebook landing page. I've tried Facebook landing pages before, and and those were they seem to be hit or miss.
4:09:31Yeah. Are you running your own ads?
4:09:34Yes.
4:09:35How long have you been doing that for?
4:09:37Year and a half, two years.
4:09:40Have you ever worked with a marketing agency before?
4:09:42Yeah. We we worked with gym leads for quite a while, And it was it was they, you know, they always they did a great job for us at the beginning, and then the quality of the lead.
4:09:59We, you know, we we were getting loads of leads, but very low quality. We couldn't we couldn't get them in the club. So Okay.
4:10:07People that wouldn't answer the phone responded to us. Answer the phone. They wouldn't respond.
4:10:14The, you know, the ratios that they were talking about seem to be accurate, but it it was just
4:10:26diminishing returns after a certain period of time. And so this is a unique one compared to the rest of the calls we've reviewed because I don't think any of the other calls, the actual owner is running their own ads. And so in this situation at this time, he was.
4:10:40He was running his own ads, but he'd worked with other companies in the past. And what he was kinda saying the biggest issue with those other companies in the past was getting people through the door. They were able to get leads, but when they got those leads, the people didn't actually come through the door.
4:10:52They weren't qualified. And so from here, what I'm gonna do is just continue jumping to other parts of the discovery. What is your main role at the gym?
4:10:59I know you're running the ads, but are you you oscillate between the gyms? You know, what what would you say your priority is?
4:11:08Depends on the gym. Depends on the day. Putting out fires.
4:11:13I I am in the gyms at least five, sometimes six days a week. So you're involved.
4:11:19You're not an absentee owner. Cool. No.
4:11:21No. I I I I train ten hours a week.
4:11:25So I I train ten hours a week, so between 7AM and 10AM. And then I depending on what club needs me on that day, and then I you know, I'll I'll change the treadmill belts and fix the bikes.
4:11:37And and if they need sales training, I'll do the sales training. I've I've I've been doing this for quite some time.
4:11:44Now I've I've I was in the health and fitness industry
4:11:48Oh, cool. I managed managed my first club in 1987.
4:11:54So that's Oh, yeah. That's probably before you were born.
4:11:58I was born in '96. It's almost a decade. A decade before you were born.
4:12:02Or over a decade, I think. Right? Eleven, nine years.
4:12:05Twenty years. Was a club called the Southington Nautilus. All it had were Nautilus machines.
4:12:10And when the Nautilus machines were in there Oh, cool. They didn't even have the straps. They still had the chains.
4:12:15That's
4:12:16funny you say Nautilus. You see who this is? I pull it back a little.
4:12:20It's just blurry.
4:12:22I'm guessing that could be one of two things, either Arthur Jones or Wayne Westcott. Arthur Jones.
4:12:28Yeah. Like, Arthur Jones.
4:12:30I'll tell you the truth, I couldn't see it at all. I couldn't see it. I just It was
4:12:35Yeah. If you were pulling one of those two p if you were pulling out a picture from Nautilus, it was Arthur Jones or Wayne Westcott. That's right.
4:12:42Yeah. You said Nautilus. What a cool guy he was.
4:12:45Okay.
4:12:46So just doing more discovery. Right? Getting clear on what his situation is.
4:12:49And then from here, what I'm gonna do is just jump to more discovery.
4:12:52Okay. And then just to clarify, the three clubs, for the most part, have either been stagnant or sliding back in training revenue over the last three months?
4:13:01Over the last three months, that would be true. Okay. Over over the last two years, they've grown significantly, but it's just over the last three months that seem to have been stepping back.
4:13:11Absolutely. I totally get that. You can't always be up.
4:13:15You know? Right. You have those good stretches, but they don't last forever.
4:13:19Okay. So what would you say is the goal for all the clubs? I know you said if you could get 5 k a month in small group training at all three, that'd be a home run.
4:13:26But what would you say your goal is across the three clubs coming up on you know, it's the the New Year's right around the corner. You know, after March or April, where would you say you want the gyms to be?
4:13:38Okay. So that's really the discovery. Right?
4:13:41And so from here, what I'm gonna be jumping into is pitching him. Oh, that's what we do, and it's really four
4:13:48main things that we do to make that happen. So the first thing is the offer. So like I said, we do marketing.
4:13:54Right now, you've been marketing a seven day pass, which is great. It's working for you. But you're bringing people in that want a membership, not training.
4:14:02They're looking to rent equipment. So converting them into a training client, you're swimming upstream. What we do is we advertise a six week challenge, which attracts somebody that's looking for a coach to help them get results through fitness, nutrition, and accountability.
4:14:18So that's number one is we're attracting a training client right out the gate. And these are people that aren't currently customers. This is external marketing.
4:14:26Right? So when they come in, they end up becoming a training client and a member. Do you grow them both simultaneously?
4:14:34So that's why we were on the six week challenge. And one thing to note, do you have Planet Fitness like gyms in your market? Like Crunch, Planet.
4:14:43Yep. Okay. I have
4:14:47we have a Planet that's eight miles away. We have a club called that I don't think is on your way Yeah.
4:14:52Which is Not not heard of that. Similar. So they've got tiered memberships, but they're $10.20, and $30 a month.
4:14:59And they're all about 20 to 25,000 square feet.
4:15:03Yep. Yep. Yeah.
4:15:04So competing with them on the membership front is extremely difficult. They're bigger.
4:15:09They're nicer. They're cheaper. Right?
4:15:12That's that's really kind of what you run into. So how do you compete with that? You market your gym as a training facility, not as a, you know, open gym.
4:15:22So Mhmm. That's what we do. That's number one is the six week challenge, and the main point with that is it attracts somebody that's looking for a coach.
4:15:29Does that make sense? Sure.
4:15:32And you've never run a challenge before. Right? No.
4:15:34We have. We've run them before. We haven't we haven't run them we we haven't run them consistently.
4:15:39Generally, don't think we've gone to our challenges, we ran them not in 23, but 22.
4:15:46We were in twenty one day challenges. Okay. Did you did you market them externally, or was it an internal push to your members?
4:15:54Most of it was an internal push to the members. We marketed it a little bit outside, but there you know, I I I know we needed to spend a lot more money to get the the message out. We probably wasted our money because we did it so little.
4:16:06Okay. Got it. Okay.
4:16:07Cool. Well, that's good to know. So that's number one.
4:16:10It's the offer. That's the only offer we run. And then number two is the way that we do our marketing.
4:16:15So this might this might be something interesting to you because maybe it's something you can use at the very least. You know, if we don't work together, maybe it's something you can incorporate into your ads.
4:16:24But the reason why Andy is my business partner is because he worked with all my competitors and tried to build out his own team internally to do marketing, but I was able to drop his cost per acquisition by over 30%.
4:16:38And when that happened, he came to me and said, you're clearly the best at marketing. I'm very good at scaling gyms and the operations. Why don't we partner up and attach them, connect them to really provide a great service?
4:16:50So that's what my background is, is marketing and, obviously, partnering up with Andy to connect the dots. But the way that we do our marketing is pretty unique, and it enables us to make our clients' gym stand out.
4:17:03So we advertise to 10 audiences simultaneously. Half are men, half are women.
4:17:09And then we split them up between age groups, 22 to 29, 30 to 39, 40 to 49, 50 to 59, 60. And then from there, we have testimonials from men and men and women of all age groups talking about how change their life.
4:17:24We also have tons of images of all of these different audiences that we know are proven to convert, to acquire, and and bring in training clients. So what we do is we then put those images and videos within each one of those audiences, and then we use copy that speaks directly to those audiences. So the ad I get would not be the same ad you get.
4:17:43Right? And the ad my mom gets would not be the same ad you get. Mhmm.
4:17:47And the reason we do that is because it converts better. The way you're running your ads right now, I would imagine, are all men and women of all age groups getting the same ad?
4:17:5725 to 64. 20? Okay.
4:18:00Nice. Yeah. That's how I did it originally, tested this out, and I was shocked.
4:18:05So Okay. That that's how we run our ads. And then on top of that, we do some stuff with the Radius to not saturate your market.
4:18:13Like you said, you work with that one marketing agency. It worked pretty well a couple months, then it died. Right?
4:18:18That's pretty much what everyone says. So Yeah. The way we run our ads is we start with a two mile radius the first week, and then after the first week, we go to four miles and exclude the original two mile rates.
4:18:29Mhmm. So what that does is makes it so we're hitting brand new people. We do that for four weeks up to eight miles, and then we go back to the original two mile band and change the ad to another template that we know is proven to convert.
4:18:41So we're hitting the people that we haven't hit for about three weeks with something fresh that we know will convert.
4:18:46Good.
4:18:48Does that make sense?
4:18:49Yep.
4:18:50Do you have any questions on that?
4:18:52No. No. It's yeah.
4:18:54I wouldn't you know, I I you're right. I run one of my I a 10 mile radius on all three clubs.
4:19:01You know, one of one of the challenges that we do have, you know, and and I would assume you have it down in Florida as well is radius to the east is nothing but ocean.
4:19:11So, you know, we we we don't really get a radius.
4:19:14You know? For sure. Well, yeah, you've gotta play with it.
4:19:17And I I have tons of clients that have gems that overlap, so you really have to you know what I mean? Yeah. You really have to get creative and play with it, but it's pretty straightforward.
4:19:27So we're on the same page there. So that's the way we do our marketing. Extremely targeted.
4:19:31Mhmm. And it converts at a very high rate. So that's number two.
4:19:34Then number three is following up and nurturing the leads. So right now, your team, if I were to go opt in on your website, it your team would be responsible for contacting me to book an appointment, confirm that appointment, to get me to show up. Isn't that right?
4:19:48Yeah. Eventually,
4:19:50within sixty seconds, you should get an automated response to try and have somebody book. And then starting day one, I think I alternate back and forth to a personal personal phone call and then something automated every three days for fourteen days.
4:20:06Okay. So if I were to opt in right now, I'd get an automated text message saying, hey, Jacob. We'd love to have you come in.
4:20:12When are you available? Then if I said Monday at 05:00
4:20:15Alright. It would it would would all it would say would be, hey.
4:20:19Great great to have you. Thanks for your interest. Click here to schedule an appointment.
4:20:24And it would it would be automated to schedule that appointment. Now if you didn't click if you didn't click, you'd get a phone call from my staff within twenty four hours to try to do that manually. And then on day three, it would be automated again.
4:20:36Day six, you would get another email, text, something from my staff.
4:20:41Yeah. So so on average, you guys get back to people who don't book in twenty four hours? Well, the the the automated portion of it gets back to them in sixty seconds.
4:20:51And then and then there's a phone and then there's a phone call that should be the same day, but a lot of these will come in overnight. Should be the so usually within twelve hours, we'll get back to them. Okay.
4:21:02Cool. Manually. We'll get back to them manually within twelve hours.
4:21:07Like I said, automated sixty seconds manual within twelve hours, and then the cycle moves on from there.
4:21:13Okay. Yeah. And the reason why I asked is because when it comes to falling over the leads, especially nowadays, you've gotta be real quick.
4:21:21Right? You've gotta be very, very instant. So that's great that you have that set up, but, you know, you definitely wanna have your guys doing it real quick.
4:21:29So that's the third piece that we address is the follow-up. So instead of relying on our clients and their staff to do it Mhmm. We do it for them immediately.
4:21:39And if they respond, we respond to them immediately. You said a lot of them come in late at night.
4:21:43You're you're exactly right. Nobody on your team is following up with somebody at 07:00 at night. Right?
4:21:49So if someone gets that text and they don't book, they're not getting reached out to until the next day, but they might check out Planet Fitness, opt in there. Maybe they get back to them sooner. Right?
4:21:59And a lot of people just don't have the attention. So the reason why we handle that is because number one, we get a better result than having the client do it. And number two, it gives the client their time back to focus on what's really important, which is selling and retaining the people we bring through the door.
4:22:15So that's what we do on the front end. With those three, what that will do is create a consistent flow of people coming into your gym that want training without you and your staff having to do any work to make that happen, which would definitely address your problem of trying to build out specifically small group training, because your guys are clearly capable of selling members training at a pretty high rate, which is very uncommon.
4:22:45So I'm sure if we put people in front of them that wanted training, they'd probably have a field day. Sure.
4:22:51Sure. So that's those are the three things. And then the last thing is the implementation of all of this.
4:22:57So you were mentioning that, you know, you think some of your guys need some help with sales and staffing has really been your Achilles' heel recently. So what we do and the reason why I'm partnered up with Andy is we teach our clients and train up their staff that take the appointments on how to sell the way that we sell it.
4:23:17And the way that we teach them how to sell it is by charging $599 upfront for the initial six week package and then selling them into what we call the year of change,
4:23:27which is a twelve month small group training agreement priced at $79 a week. Okay. So like I said, my pitch back then was a lot different than what my team does now and what I was doing a couple years ago even because this was from a long time ago.
4:23:41But I didn't mention the reviews, didn't mention the reactivation, didn't mention the referrals, didn't mention the answering just because we weren't really doing it then. We were doing stuff with reactivations, but not really, you know, reengaging their old database of leads, but none none of the other stuff.
4:23:55That was all stuff I was able to figure out through continuing to scale this business and literally taking over 4,000 of these calls and signing up over 1,500 business owners in calls like this. Right?
4:24:04It was because I was able to figure out through hearing the common things that these business owners experience with other agencies and then logically thinking through what could we do to make our product different and service different and better than everyone else's. And so that's that's ultimately how I was able to get to this point is having done this for so long.
4:24:21But from here, what I'm gonna jump to now is just the temperature check to see how he's kinda feeling. In terms of the process, you know, on a scale of one to 10 with one being, don't I think this would help, and 10 being, I definitely think this would let me or help me get to five a month of small group training per club, where would you say you fall?
4:24:41Well, I I I think it's gonna be a little different in each location. My my patient is 10,000 people in a in a seven mile radius, so it's a much smaller market.
4:24:52A 100,000 people in a 10 mile radius, so that's you know, I I I think in my larger populations, that might work well, and the smaller population market might be a little more difficult. What's your other market like?
4:25:06It's it's somewhere between the two. It's a, you know, it's a higher density population. Okay.
4:25:13But it's kinda surrounded by hills and mountains, so not too many people come into it and are the people that live there don't necessarily go outside that radius either. So kind of a captive audience, you know, not not huge. I would 25,000 within a three mile radius, but they don't we don't suck too many people in from from larger than three miles.
4:25:37Okay. Got it. Alright.
4:25:39Well, then I guess to kind of review that, to give you an idea of what type of results we get people in markets consistent with the size of your market, I'll share my screen, and what I'll do is I'll show you examples of the market similar to yours Sure.
4:25:57To show you what type of results they've gotten with us. I
4:26:05can find it. I'm having a hard time finding the Zoom.
4:26:09It's alright. Okay. There we go.
4:26:12Alright. That should work.
4:26:18Alright. You can see my screen. Right?
4:26:21Yep. Cool. So this is a client of mine that owns 12 Mhmm.
4:26:27And these are his results with us over the last three years. What he does is he finds failing that have little to no members, zero training.
4:26:36He buys them for pennies on the dollar that flips them. Yep. But he doesn't sell them.
4:26:40He keeps them. He just builds out 40,000 plus dollar a month smogger training program. So Mhmm.
4:26:46That's what he's been doing, and we've helped him make that happen. But you can see here, this first one, the population's five k. The median income's 59,000.
4:26:55And since working with us, just from our marketing so we have it laid out. Our platform makes it so that we can see what comes from us because we use landing pages. You know what I mean?
4:27:05We're not sending people to website so we know exactly what comes from us. But since working with
4:27:13Go ahead. I lost you. That's alright.
4:27:15Go ahead. You can hear me? Yep.
4:27:19Cool. Seem like seemed like the Internet the Internet kicked out there for a second. You disappeared.
4:27:24Okay. Good to go back. Yeah.
4:27:27So what I was saying was we are able to accurately report what comes from us because we send people to our own landing page.
4:27:36We're not sending them to the website. And this only represents what's come through our through our landing page and not. So we've been working with them for over a thousand days running their ads consistently.
4:27:46They've sold, I mean, over 400 people from our marketing, collected a $176,000 upfront, those $5.99 payments, and then $7.18 in contract.
4:27:57Yep. Let's let's start here. So here's Amherst.
4:28:00This one's 12 k, nine hundred ninety seven days. You can see the numbers again.
4:28:05Here's one that's closer to your medium sized one maybe. Yep. 25,000 population, almost $200,000 collected upfront, almost a million dollars in contracts sold.
4:28:16These are twelve month contracts. That's what these are. Mhmm.
4:28:20Yep. Another one that's relatively large, a a lot upfront, been working with us for over three years.
4:28:28But my point showing you this is, you know, that it works in all different markets. You know what I mean? Mhmm.
4:28:34It's it's something that's proven to work in all markets. But after showing you that, where would you say you're at now in terms of the process being able to get you where you wanna get?
4:28:44Because I know you're a little concerned about, you know, at each gym, it's a different beast, but now that I've shown you some examples
4:28:52No. I mean, I I think that yeah.
4:28:56That I mean, it's certainly it can it can certainly be successful. I I I you wouldn't you wouldn't be where you are having what you have without it being successful.
4:29:07Right? So when you when you're saying where I'm at, I'm in I'm interested in continuing our conversation and looking looking what what it all entails because I'm sure we're we're getting to that point at some point.
4:29:21Yeah. Yeah. 100%.
4:29:23That's that's all I'm trying to figure out is finances aside. You know what I mean?
4:29:28I know we haven't gone over that. On the process, us handling your marketing, marketing a training offer, following up the leads for you and your team, teaching your team how to sell the people we bring through your door, are you confident that that process I laid out would be a process that would help you grow much faster than you are now?
4:29:46Finance is inside. Yeah. I think that would be that'd be fair to say.
4:29:50Okay.
4:29:51Love it. Alright. Good deal.
4:29:53Well, what I'm gonna do is I'm gonna share my screen here one more time and show you a live example of our dashboard in real time. What I just showed you, those were just screenshots. This is actually what it looks like in real time.
4:30:05So this is a we work with, and I just pulled up their first four months with us.
4:30:11They started January of this year. But the way it works with us is like this. It's a sixteen week commitment.
4:30:18We have a $2,500 onboarding fee per club, and then you guys pay per showed appointment we produce.
4:30:25You don't pay a monthly fee. It's per showed appointment we produce, and then we have a minimum ad spend of $1,500 a month, which you're planning to spend already in January.
4:30:36So just to break the numbers down in this example, they had a 153 people show up, which means they paid us $15,300. They then paid us a $2,500 setup fee and then spent $6,000 over the course of four months.
4:30:51So their total investment was right around $23,000, and they collected $46,000 up front.
4:30:58So just on the front end, they profited a good bit. They're making money on the acquisition.
4:31:04But more importantly, like you said, you don't like those paid in fulls. You like the reoccurring revenue. They added on about $12,000 a month of reoccurring revenue Mhmm.
4:31:13In the first four months. So that's their first four months, and then I'll just show you how they've done this whole year. Yeah.
4:31:20Because it can take me to keep on Make this
4:31:23this easy on you. I'm I'm looking at an iPhone, and you got 60 year old eyes looking at an iPhone that's about two inches wide. So I can't see a single Yeah.
4:31:30Size up Yeah. Okay.
4:31:33Gotcha. However
4:31:34How no. But how but however,
4:31:36right, if I pull the iPhone close to me, I can see what you're talking about, and I can hear what you're talking. So so it's I probably couldn't even see it either. I see that 20 see that $12.33 in the upper left hand corner, $5.49, but I can't I can't see what those act I I can't see what those actually are.
4:31:51You know what I mean? Yeah. Yeah.
4:31:53Yeah. Okay. Got it.
4:31:5433, what is that? This one that's highlighted is sales.
4:31:59The number of people that they've sold. So it's been eleven months. You take this divided by 12 or divided by 11, that's about 22 people a month.
4:32:07Yep. That they're signing up just through us for training. For for that time, better than a trial, but signing up for the $5.99.
4:32:14Right?
4:32:15Exactly. Yeah. They're they're signing up for $599.
4:32:19They've collected $80,000 upfront since the start of the year from our leads, and then they've sold them $340,000 worth of twelve month contracts.
4:32:28So they've grown their small group training reoccurring revenue by over $20
4:32:32Yep.
4:32:33In the time that they've been working with us. And that's just from us. Because once we teach your team this process, they'll be able to sell this to people that walk in.
4:32:41They'll be able to sell it to members. They're already competent at selling it one on one.
4:32:52But the way it works with us, we get you signed up. We book an onboarding call for you to hop on with one of our coaches to outline the onboarding process to get your team trained up on the sale.
4:33:04It typically takes about two weeks. And like I said earlier, we don't get anyone started unless they're prepared. So the last call that we have have is a mock trial.
4:33:15The purpose of that call is to determine if they can do a proper sales pitch or not. If they can't, we continue to work with them. If they can, we get you started.
4:33:25Because it doesn't do us or you any good to get someone started that's not prepared. Right?
4:33:30Mhmm. And when you're paying per show, we wanna make sure these people can close. Right?
4:33:35So we don't get anyone started until they're prepared, but it takes usually two weeks to get someone going. So we could get you onboarded and ready to rock probably by the New Year Mhmm.
4:33:48So that you guys could really capitalize on it and probably have one of your best months.
4:33:52So how many how many times a week do you meet with the staff? And the staff over the two over the two We over
4:33:5915 coaching calls a week. Mhmm. So those are group coaching calls that they can hop on, but then we have one on one calls throughout the onboarding process to get them trained up.
4:34:11So Okay. We we recommend that people hop on, you know, every day throughout the training process, but we have fifteen fifteen calls a a week, so over 60.
4:34:22And the coaches on my team are people that were regional managers for Andy for over a decade each, and we have four of them. And then we also have one of Luke Andrews', if you know who that is. He owns 30 Yep.
4:34:32I know. Seven. Yeah.
4:34:34So we have one of his old regionals that needed to work from home. We just hired her. She's a star, so you'll be in good hands.
4:34:42Mhmm. You wanna get signed up? Well, I'm I'm certainly not you had said that this the the total cost is gonna be about $23 per club.
4:34:52Right?
4:34:53No. So it's all dependent on how many people we get to show up.
4:34:58Well, it's 2,500 up front. Right. And and then how and then it was another 1,500 a month.
4:35:07Right? Per club. Per club.
4:35:09Right?
4:35:11Right. So $25.45, it would be $7 each.
4:35:15Yeah. $8,500
4:35:17each over four months.
4:35:18Yeah. Okay. And all of and that's all upfront?
4:35:25So what we do since you have multiple locations, if you sign them all up at the start, all I would charge you is $3. If you wanna sign one up and say, hey.
4:35:36I wanna test it out and see, and then we have to train up a new guy a month down the road and a new one a month down the road, you have to pay it separately. Yep. But if you wanna get them all signed up, it's $3,000 upfront.
4:35:47Mhmm. And then you have to spend $1,500 a month in ad spend, and then you only pay us if we get people to show up.
4:35:53It's a $100 per show appointment.
4:35:56Mhmm. And that's it. It's a $100 per show?
4:36:02It's a $100 per show.
4:36:05Mhmm. Okay. So
4:36:09I'm usually pretty good at doing math in my head. But Yeah. We can do an easy one.
4:36:14So if we were to give you, let's say, 30 shows let's say we got you guys 30 shows at each of the three clubs in January. That'd be $9,000.
4:36:22Right. Right? That'd be that'd be $9, and then you would have spent 4,500 on on ads.
4:36:30Yeah. Because the three clubs. Right?
4:36:32So that would be 13,500, and then you would have spent $3 on the setup.
4:36:38So your total investment at that point would be what would that be? Like, right around 16,000?
4:36:44Yep. So Okay.
4:36:49That but the 16,000, isn't that more than the revenue that was generated?
4:36:58No. So we haven't even gotten to that yet because we have to we have to say what at what rate do they close. So if they close 50% on 90 show appointments, that would be 45.
4:37:0945. And if they could they'd be collecting $600, which is 27,000.
4:37:15Okay.
4:37:16So you would be up about 3,300 at all clubs on the front end. Mhmm.
4:37:21Right. And then we sell a lot of these people into long term commitments. So you would have been growing your back end by potentially $11,000 a month on the low end if you guys can convert half of the 15 that you sign up on the front end.
4:37:36Right. Down to straight down to seven, seven, or eight. Yep.
4:37:38Exactly. Exactly. And you're charging these people $317 a month.
4:37:45Okay.
4:37:46So you do seven times that for the twelve month commitment. Yeah.
4:37:50That's $2,200.
4:37:5121. Mhmm. Exactly.
4:37:55Yep. Yep. Okay.
4:37:57Well, you know, it's it's I'll be honest. It's not it's not something I'm prepared to make a decision on right away, but I know it's also something that I need to make a decision on relatively quickly if we're gonna get this done anytime in January.
4:38:12It definitely is. Yeah. What is it that you need to think about that's keeping you from wanting to get started now?
4:38:19Because we have to train your team up. It takes time.
4:38:22The last thing you would want is for us to for you to come to us and say, hey. I'm ready to get started.
4:38:29I've made up my mind. But then we can't get you guys turned on until the middle of January because they're not ready.
4:38:35Well, it you know, what what what would be holding me back is that there's no guarantees. If if all that information was guaranteed, then that would be different.
4:38:46The but
4:38:47Then I need to pull up I need to pull up the agreement then show it to you because I didn't mention that we have a guarantee.
4:38:52Mhmm. Okay.
4:38:54Yeah. So we have a guarantee, and this is the way it works. If you don't make more money than you spend with us after the four months, we keep working for you for free until you do.
4:39:03Okay. Mhmm. And what's that based on?
4:39:07So it's based on what you pay us and what you make. Well, what no. I guess what I'm saying is that based on contracts sold, or is that based on upfront revenue revenue that comes through to the door?
4:39:17Yeah. So it's bid go ahead. I'm sorry.
4:39:21Yeah. So it's really just based on both. It's how much money have you made from us because we have this all tracked.
4:39:26You'll be able to see everyone that's come from us. So you will you know, let's say that does happen. You know?
4:39:33All you would have to do is give us your reports so we can cross reference it. And if you haven't made more, we'll keep working for you for free.
4:39:40Right. No. No.
4:39:41No. I I I get that. But if somebody signs up at $300 a month on a twelve month contract
4:39:46No. No. No.
4:39:47We're not saying contract value. We're talking cash collected over four months from our people. That that's what I needed to know.
4:39:53Yeah. Yeah. Great great question.
4:39:54Yeah. Mhmm. Right.
4:39:55So that's the $606,100
4:39:57dollars that we're referring to. Right?
4:40:01So we're referring to the $600, but you're also gonna have people that you sign up on twelve months, and you'll start billing them after the six weeks. Yeah.
4:40:08Okay. Yeah. I got it.
4:40:09Yep. That includes Yeah. I'm just saying cash collected from people that we collected.
4:40:13Alright. So yeah. So that's not that's not the total agreement value.
4:40:16It's just the cash cash collected during that 60 What you actually got from our people. Yeah.
4:40:21Exactly.
4:40:23Alright. Alright. Yeah.
4:40:26So, well, let me again, let let me let me take a day and think it through.
4:40:34Because it because it because it is I I know you wanna close me on the spot.
4:40:38I don't wanna close you. I wanna do what's best for you. And I know you wanna have a record month, and I know we're definitely the vehicle to make that happen.
4:40:47Mhmm. Especially with January coming around.
4:40:49Yeah. Okay. So I think this now watching this, this is really good to for you to kinda see just because if you look through the other calls that I did, if you watch those again, the other sales calls I did, there's way less dialogue and quest there's way less confusion.
4:41:04And so as you can see here, this is why I changed my sales process because what I do in those other videos is no different from this in terms of what we do on the back end. Once we get people good results with the reactivation and reviews, we then push them into running marketing where we nurture their leads, where we make a ton of money.
4:41:18Right? Like as you can see in this example, two eighty four shows, that's $28,400 on one club.
4:41:23Right? So that's really the same exact thing as what we've been doing.
4:41:27It hasn't changed, but the issue with selling the way that I was selling here is that it creates so much confusion because now they have to run the the math on, okay, if I get this many shows, how much will I pay? How much money do I need to make? What what do I have to close to make money?
4:41:41And it's just this whole entire conversation, and then even in addition to that, people get really fixated around the ads. Oh, show me what the ads look like.
4:41:49Tell me what this looks like. Tell me how this works. When you're just pitching the reactivation, the reviews and referrals, and then potentially call tracking, and just like lead nurturing in general to capitalize on the opportunities they're getting organically, or from whatever marketing they're currently doing.
4:42:02Number one, you're telling them to do something that makes complete logical sense that's gonna definitely impact their marketing that they do if they do that first and then go into the marketing. And number two, you're telling them to do something that no one else is telling them to do. Okay?
4:42:14So it just creates way more trust between you and the prospect because you're telling them something that no one else has told them before. And again, it makes so much sense. It's logically, it just makes so much sense.
4:42:25And so there's way less confusion. There's and it's a lot more straightforward. There's way less to comprehend for the individual, which gives them a lot of clarity.
4:42:31Whenever someone has a lot of clarity and things are simple, it's very easy to make decisions. And with this situation, it's just I've thrown so much at him that he's overwhelmed and it's a little bit much. Right?
4:42:41And so that's what I was able to figure out is just pitch the other thing beforehand, and once you get them good results with that, it's easy to sell them marketing once you've gotten them good results because now they trust you and they know that you can get them good results. Right?
4:42:53And so from here, what I'm gonna kinda jump to is me trying to close him again because we were just kinda looping around there for a second, but we'll just kinda go to me trying to close him again, which doesn't end up happening. Guarantee.
4:43:06Yeah. I think you were a little bit concerned about that, so we guarantee that. You've got some urgency.
4:43:11So,
4:43:12Yep. So so if I decide by tomorrow and I can give you a callback, would that be alright?
4:43:19I don't wanna say would that be alright? I'd like I said, it's it's not something that I would I would do on the spot. Yeah.
4:43:26That's that's never a good thing. Alright?
4:43:29That's fine. Yeah. What we could do is, if you want, we can book a follow-up for tomorrow so we can hop back on.
4:43:35Because the last thing I want is to waste each other's time. Nope. You know what I mean?
4:43:39So let's let's pull up our calendars and see what we've got available.
4:43:45Okay. And so I basically pumped off. Right?
4:43:48Because you you don't want to rub someone the wrong way. He's saying, look. I need to think about it.
4:43:52This is gonna cost a lot of money. You know, a lot of times, sometimes people do need to think about it. There's obviously ways that you can go about getting them to commit right away, and I could have probably done some things differently.
4:44:01There's no doubt about it to get him to close right there. But, nonetheless, I decided to on the side of caution to avoid ruining the relationship and him going, this guy just sucks.
4:44:10Like, screw this guy. But another piece of this that I was just thinking about as I was reflecting and watching this is all of the other calls that I showed you guys, there were no guarantees. I hate giving people guarantees because it sets things up in a very, very unusual way.
4:44:23I don't think there's any reason to give someone a guarantee when what you do works very, very well. Okay? And so in the other calls, as you can kinda hear me saying, what I was pretty much telling people is the only reason why this wouldn't work is if you don't work.
4:44:35Because we're getting people coming through your door. We're even helping you close them. If you're unable to learn our process and we're able to get people through the door, whose fault is it?
4:44:43So therefore, how can I give you a guarantee if I can't guarantee that you're the type of person that's willing to take advice and feedback and implement it? Right?
4:44:51And so back then, I was doing guarantees, and again it just sets the relationship up in a very very weird way. This is ultimately a team effort, it's a collaboration, and you need to make sure that the individual you're helping knows that they have a part to plan the success of this as well.
4:45:06And so for that reason, I don't offer guarantees because they then think, oh, this is a one-sided relationship. They're gonna do everything for me. And that's just not how success works.
4:45:15It requires a team effort and a lot of work. Right? And so from here, what I'm gonna jump into is the follow-up call.
4:45:22And on the follow-up call so here's the follow-up call. And the first part of this call, like I was kinda saying earlier, because I threw so much at him. Really, the first part of this call is him just asking me a ton of questions about marketing and ads because he was just he runs his own ads, so and he's very curious about that.
4:45:38And so that's really what I was going through with him is just exactly how we run the ads so he understands that and has clarity because he was curious. And so I'm just gonna jump to where I actually go to closing him on the follow-up call?
4:45:51Because I booked a follow-up call for the next day, because it was later in the day, I think. I wasn't able to do, like, a same day close. The membership goals, the new member goals are gonna be put
4:46:00to the backseat.
4:46:01No. No. No.
4:46:02You'll sign more members up than you do running a membership promotion with us. Mhmm. Okay.
4:46:08So obviously, I'm I'm I'm certainly
4:46:12interested in a look. Okay. So he's basically just saying right there, like, look, I'm I'm kinda sold just because I've had to go through all of this stuff over with him again after I already kinda did on the last call.
4:46:25But now I'm just gonna jump to where I actually close him and lock the deal down. Like a $1,520,000
4:46:32dollar program. You typically have someone in the morning, someone in the evening. Yep.
4:46:36You know what I mean? Sure. Yeah.
4:46:37Yeah.
4:46:38One trainer in the morning, one trainer doing the evening stuff. Yeah. I I get it.
4:46:42Okay. Exactly. Alright.
4:46:44And then really, this isn't a question. I just gotta grab my wallet. I'm assuming I can put
4:46:50you had said 3,000, but I can separate that in Okay. And so he's gonna get his wallet because he's sold. He's ready to get started.
4:46:58And so, again, this is a really good example just showing you how you really should pitch people as far as the offer's concerned on the front end because it's so simple, it's so straightforward, it's something that no one's being sold and it makes logical sense that it's so easy to close people. And then you're gonna get them great results to the point where you can upsell them or cross sell them whatever else it is that you can help them with as far as services are concerned, because they're primed at that point now because they trust you, and they know you can actually help them.
4:47:28And so what I'll do from here is just go over to the actual account to show we made $502,300 from this specific customer.
4:47:38So those were the 10 calls. Just a little bit over 1,000,000 in deals closed from prospects who came in completely cold. If you wanna learn how to do this yourself, how to get leads, run calls like this, and ultimately close high ticket AI deals from someone who's actually done it, there's a link below where you can learn more and see if it's a good fit for you.
4:47:57And if you enjoyed seeing these real calls, make sure you subscribe. And check out this video here. It breaks down the $25,000,000 system I actually pitched to the exact companies that you saw in this video where I closed a little over $1,000,000.
4:48:10I'll see you in the next one.
The Hook
The bait, then the rug-pull.
The promise is in the title and JP repeats it in the first breath: ten real calls, every prospect ice cold from an ad, just over a million dollars closed on camera, with the final deal almost dying halfway through. What makes it more than a flex is the running commentary, he stops after every move to tell you why he made it.
Named ideas worth stealing.
00:49model
The 8-stage cold sales call
- Rapport / intro
- Discovery (get them to admit the problem)
- Transition (mirror it back, get agreement)
- Tailored prescription
- Temp check
- Price drop
- Objection isolation + close
- Lock the next step
The repeating skeleton under every call. Discovery makes the prospect name their own pain; the pitch is a prescription tailored to that pain, not a menu; the next steps are stated out loud before and after the yes.
Steal forany live high-ticket sales call script
08:00list
Reactivation-first sequence
- Reactivate dormant database with AI text outreach
- Install Google review + referral engine
- Run tailored paid ads (Decagon Matrix)
- Hand all lead follow-up to AI (speed-to-lead)
JP prescription order for most gyms. Start with the free, low-risk wins the client already has (their list, their members) before spending a dollar on ads. Positioned as the thing no other agency offers.
Steal forany local-business marketing offer or onboarding sequence
1:37:12concept
The Decagon Matrix
- Men 22-29
- Men 30-39
- Men 40-49
- Men 50-59
- Men 60+
- Women 22-29
- Women 30-39
- Women 40-49
- Women 50-59
- Women 60+
Run ads to ten age-and-gender audience segments simultaneously with creative tailored to each, instead of one generic ad blasted to everyone. Clients recreate proven image and video assets with their own members per segment.
Steal forany paid social ad account that is currently carpet-bombing one creative
How they asked for the click.
VERBAL ASK
4:46:40link
“If you wanna learn how to do this yourself, how to get leads, run calls like this, and close high-ticket AI deals from someone who has actually done it, there is a link below where you can learn more and see if it is a good fit.”
Soft, value-first CTA at the very end after delivering nearly five hours of proof; points to a free partnership call. Pairs with a subscribe ask and a next-video tease for his $25M system.
MENTIONED ON CAMERA
Visual structure at a glance.
