42: If We Had To Start From Scratch, This Is What We'd Do

Speaker 1 Yeah, baby. Hey, I want you to be mine again, baby. Hey, I know my lifestyle is driving you crazy. Crazy. I cannot see myself without you. We call them fan poker. You know what we do? I go out of my way to please you. I go out of my way to see you. And I want you to be mine again, baby. Hey. Speaker 2 Oh. Speaker 1 Shadow, my boy Fetty. Speaker 2 Yo. Speaker 1 My guys locked up. Speaker 2 I got goosebumps, dude, I got goosebumps. That was so good. That was so fucking. Speaker 1 Good. It's crazy because I had no idea he was from Jersey. So when I first found out he was from Jersey, I think this is like while I was just about graduating in high school, entering in college and like Fetty was blowing off like yo Jersey let's. Speaker 2 Go. Oh no, man. But what's what's going on with you? What's new in your world? Speaker 1 Same old baby, another another week of Dowling stuff in, man, I know we were chatting a little bit over the weekend on, you know, just always scheming on how to get, get more leads in how to grow the business and whatnot. So, you know, nothing, nothing too crazy on my end, man. But yeah, just just training, building stuff up. I've been, I've been pretty lucky because Catherine's been out of town the last couple weekends, so I've been OK to kind of just like put my head down and grind. Speaker 2 So we've been locked in. I, I started taking just like an ad, another ad course that I think a lot of the stuff that we've done, it's been like super higher level things. And I was like, man, I want to learn like every little nitty gritty possible way to look at things. And it's so dope to just keep learning and growing. Yeah, he's the first time I learned ads and utilize some of it. It's just like, wasn't good. Then we, you know, outsourced it. Now it's just like I it's one of the things you can't let go of. Like if you're generating leads like you have to, I think from a, that's probably the last thing that you outsource. Like you should be the person that's like crushing and generating leads. Yeah. So legitimately getting a fucking MBA out here. Speaker 1 It's so funny because I was talking to someone else the other day and it was just like, yeah, as APT Basically at some point you just turn into like a chief marketing officer. It's like you ain't you ain't even doing physical therapy no more. You're just understanding how to how to get eyeballs on your stuff and how to get these eyeballs in your door. But yeah, I think adds to something that as like, you know, you get more and more into I, and I'm speaking for myself, but it's just like I at first, I initially realized I was like, OK, cool. Like this is that bad? I understand it. But then you get further and further into the weeds of it and you're really trying to scale it up and you're like, holy shit. Like there are so many levels to this stuff. Speaker 2 Dude, it's, it's, it's so hard. And like, I know we talked about this before, like New York City specifically, and being in an area where, like so many people will catch your ads. Like when you got off the plane, you caught my ad. Speaker 1 Instantaneously. Speaker 2 So I'm just like, man, I wished I lived in a non touristy spot, but no, I got so many good ideas. And I think the biggest mistake that I made was like just saying like, oh, it doesn't work in New York, right? Instead of trying to figure out what you know, instead of thinking about what I've tried on what I can make better. And you know, you've been obviously able to scale with a great ad strategy. I've been doing the opposite. Lots of organic marketing, tons of DM setting more like one-on-one relationships, SEO is popping off through the roof. So like all those other things have helped us get lead flow and you know, we've had, we have ebbs and flows with the ad stuff, but yeah, I'm turning into fucking CMO out here, baby. So we're going full CMO mode. Speaker 1 Let's go bust out the CMO sunglasses, CMO hats. But then it's time to hire another CMO so that you can step out of it. That's the beauty of it. Speaker 2 No, exactly. I love the the guy that I'm learning from scaled some really, really prominent companies. And one of them I think was Ubersuggest, which is the guy that does SEO for Obama, which is like, you know, a little flex, but super, super high level, but explains it really, really well. And I like, I like hearing all the different nuances, right? Except I think a lot of the typical kind of AD strategy that's out there is for like higher ticket coaching B to B and I think the B to C game is a little different. But when you go to B to C route, you get a lot of e-commerce kind of people. So it's like it's so different. There's not a lot of like AD specific stuff for local industries and services. But have you found the same thing? Speaker 1 Yeah, a lot of it is just like a lot of the different courses that I'll take, I'll kind of pull different Nuggets from it and see how can I apply it to, you know, specifically local brick and mortar. And a lot of it really is just, you know, testing any kind of see, hey, like what, what will work? And, you know, I think something that's very popular online now is, you know, the, the IGDM funnel for like local for not even local for online B to C, right? Where somebody will put up an ad and then it's like, Hey, DM me, you know, this word if you're interested in it. And you know, I think that was something that I initially thought about for testing out for locally. But the whole point if you think about for locally is to be able to get somebody on an initial phone conversation and then get them in the door as soon as possible. So I think we're just potentially adding on an extra extra initial layer to that funnel where it's not necessarily needed. But a lot of the good things I did kind of take away from, you know, of course, that was teaching about that was really just kind of like some of the kind of like the DM setting lead nurture sequences term, just drawing out some of their pain a little bit more before setting them for the call. And so we basically took that concept and applied it into our like set SDR scripts. So I think no matter what kind of coursers, I always make it intention to go to pull away one or two Nuggets from it. Speaker 2 Yeah. And I, I think like, you know, we were probably in a group. I mean, we were in a group together before where it was like the only strategy was like a workshop or screen. And like that gets super capped by your time. And also just like, how many times is a gym going to want to see you, you know, like, do the same thing. So it's always like you got to try different things and you can't be afraid to kind of start over again, right? Is our transition into today's podcast Boom. I think part of the when you're an entrepreneur, most people are so afraid, right, of losing it all. But I think the one thing that you never lose is whatever you've developed from a mindset perspective, a skill set perspective. And I'm not sure if you feel the same way dude, but like recently I've been feeling way more sure of myself as an entrepreneur. Just like man, I could if I started a popcorn stand, this shit would be no pun intended. But I've just been thinking about the skills, you know, that we've been kind of collecting because to your point, it was like, I think we paid like $18,000 to learn how to do DMS in a way that didn't feel like so salesy, right? But you know, that 18K that we've paid, that's probably generated at us, you know, since this past year has probably given us almost A6 or 7X Roy already. And you know, it's going to be even higher now that I've outsourced somebody else doing it. But man, Peter, if you're getting dropped off in the middle of nowhere, you know, you just you know, you get blindfolded. Whatever you put you on a plane, you land. What's the city? You never you've never been to before, but you like not. I couldn't see myself maybe visiting living there. Speaker 1 Dude, I want to say somewhere warm just because, dude, you can see me right now. I'm in a full on quarters if I'm cold, man, and I'm down here in Florida. But I will say, I would say like let's pick what's a city somewhere in Arizona? I've never been in Arizona before. Speaker 2 Let's go Phoenix I. Speaker 1 OK, I was gonna say Phoenix or Scottsdale. Cool. We're getting dropped off over in Phoenix. And yeah, don't know anybody at all, right? No contacts whatsoever. All I have is my current skill set of marketing skills and mindset. And I would say, I don't know, I think it would be a pretty cool challenge. But dude, we should like maybe make this like a reality live TV show but we get dropped off. Hey, how? Speaker 2 Fast can you take? Yeah. What would you do? First thing you're thinking like, what's your game plan? Speaker 1 Yeah, first thing I do is I probably go approach like some sort of make a list of all the local gyms in the place that I am at. And then I'm going to go ahead and approach them and kind of just a, make relationships with them. And then B, also scout out a place that I could potentially set up, set up shop at, right. And so I'll probably, you know, say we, I get, we get dropped off right in the middle of Phoenix, I'm going to make a 10 mile radius. And then I'm going to make a Google doc of all the gyms. And then I'm going to separate them in terms of probably, I would say I'll probably separate them in terms of like types first. So either, hey, is it like a personal training boutique type studio? Is it going to be like a CrossFit gym? And then maybe there's probably a way, especially with like ChatGPT and AI now to be able to even filter it by, hey, total number of like 5 star Google reviews. And then I'm going to hit the ones that are like most highly ranked 1st. Speaker 2 Dude, that is one, right? The things that we're talking about, it's like are you get dropped off somewhere? What's the quickest way that you can start to make something happen? So everyone that you know gets onboarded? And one of the first things we do, it's like open up Google, we're going to search everything within your local area and we're going to make a list of people that you should be reaching out to and we'll show you how to reach out to them. So I think that's like one of the lowest hanging fruits, just reaching out to these businesses, showing up and trying to see if you can set up shop, trying to see if you can potentially even just set up a workshop, not like just treat, set up your own kind of treatment thing, but. Speaker 1 Let's put a time frame. Let's try and yeah, let's put time frames to this. So how long do you think it would take us to do that, to make a list? I would say like maybe a day if that. Speaker 2 Less than a day. Speaker 1 Less than a day. Perfect. Cool. That same day, if not the next day, we're going out, going to all these places and then once we interact with these people, we're going to go ahead and figure out our, hey, do they actually have space available to rent from? And then B also, hey, like would they be interested in either coming themselves, right, the coaches or the gym owners, whatever, coming in for like a $25 eval or something like that? So that's going to be the second thing. And the third thing I'm going to look out for is, hey, like can we do some sort of either injury screen and or some sort of like educational workshop for them this same week, if not the following week? Speaker 2 I love it, I love it. I would take the same route. So you know, obviously going to these gyms, getting in front of people and talking to them. Next thing I would start doing is I would open, open up most likely Instagram or LinkedIn. So anything that I find, let's say it is an orange theory. Let's say it is like some sort of boutique gym. I would just be like, I would introduce myself like hey, how's it going? My name is Andy. I just moved to Phoenix, AZ. I'm new to the area, just looking to make some connections. Are you down to grab a lunch or, you know, could I pop by? And I think these very chill, kind of like outreaches are super, super simple. And then from there, when you get in front of people, you have to pitch yourself. So when someone goes like, what do you do? Don't say something like, oh, I'm just a physical therapist. I would say something along the lines of like, I've helped hundreds and hundreds of runners get out of chronic pain and get back to, you know, running marathons, ultra marathons and these insane races. And they get to finish these races completely pain free. So if you know anyone that is a runner that's just dealing with these kind of injuries, I would love to connect with them. Speaker 1 Love it. Speaker 2 If I talked to someone now that owns a powerlifting gym, right, I would switch it to, Oh, I've helped thousands of power lifters. So you, whatever your pitch is, it needs, you can't just go pitch and be like, oh, I've, you know, I help people get out of pain. It's like, oh, you work at a powerlifting gym. That's, that's funny because that's literally my whole population, right? I work with a bunch of power lifters that are dealing with chronic debilitating stuff and I get them back to hitting PRS started a couple of years ago, but ever since it's helped thousands of people do that. So the pitch has to be like something substantial, right? And even if you wanted to put like a time frame in it, like the pitch can be like in the past month, you know, I take on, I've taken about 20 to 30 clients per per month. And the past month we just helped 20 marathon runners get back to, you know, running pain free, etcetera. So like you can even do something that creates a little bit of scar. So you'd like? Do you know anyone there? Speaker 1 Yeah, I love that. And I would even be like, hey, I would love to get you in so that you can see a little bit about, you know, how it is that we actually work with our clients so you can get a taste and see if it's something that potentially might be beneficial. And then as I'm talking to them, I want to pull up my phone, snap a quick, silly, goofy selfie with them and then post it on Instagram Story and tag them and their gym in there. I think at the very beginning when I first moved to Jacksonville, that was like one of the things I did to just kind of like get myself exposed. Like literally every single gym I went to, I would find on my Instagram, take a quick like picture with deuces obviously, and then go ahead and just like get it posted and then they would repost it to their account. And then all of a sudden we get new followers and then even something even scrapper that I also did as well too. I would go on all their cuz again, when I got first got into the area, I had no like followers from Jacksonville at all. So what I would do is I would go to the all these like local gyms that I would connect with whatever their most like five recent posts were all of the people that were engaging on that post and or like commenting on it, ranking it. Those are all most likely their local followers. So what I would do is I'll go ahead and like follow those people and this engage in a conversation with them. Hey, like I see that you also go to, you know, Orangetheory XYZ. How long you been a member there for? Speaker 2 To Scrappy, I love it. And if you do that to five people, it might not fucking work, but I guarantee you, send 100 DMS, you're going to get some leads and you're going to get some people rocking with you. Speaker 1 Yeah, dude, we do. Like we just moved to Phoenix. We ain't got nothing to do besides I don't know what's like a do you know what food they commonly eat in Phoenix? If anyone in y'all listen out here that are from Phoenix, give us some good Phoenix racks because I mean we've never been but I'll be down. Speaker 2 Again and son Sono Sonoran hot dog. Speaker 1 Sonoran hot, All right, We ain't doing nothing all day but ripping Sonoran hot dogs and sending DMS and networking people. All right? So dude, I mean, you've sent out a bunch of DMS before in the past. On average, you know how many DMS can somebody send in a day? Speaker 2 100 a hundred. Speaker 1 Yeah. Speaker 2 So I'm, I'm 100 like I and, and if you're just not, if you're not fulfilling on anything, you can have 100 solid conversations in a day. Speaker 1 Yeah. Speaker 2 Like yo dude, this hot dog looks insane. It's like a southwest hot dog. You should look it up. Speaker 1 What is it called? Speaker 2 SONORAN hot dog. Speaker 1 SONORAN hot dog. Speaker 2 Sono ran hot dog. Speaker 1 Oh dude this The bun looks insane. Speaker 2 That's an elite clizzy. Holy cow. Speaker 1 A bacon wrapped hot dog with Pinto beans, salsa, Mexican crema and avocado pico de Gallo. Speaker 2 Yo that looks awesome. Speaker 1 Yo next to GC live in Phoenix, AZ for some Sonoran hot dogs. Speaker 2 That is, that is sick. So, so far, what do we got? We got show up to the spots we've got. Speaker 1 Network send DMS. Speaker 2 And DMS send DMS, the people that interacting with the gyms that you're already checking out. Yep. I would, I would just go to some sort of local event, right. And you know, you can easily try like you can try to figure out like, hey, where are the people actually doing things? Are people going for a run? Is there some sort of like local like hike workout group? Is there an entrepreneurial group? Whatever it is, right, Something local. We're in this day and age where every single city has a run. So I'm going to pull up to a run club and I'm just introduce myself to as many people as possible. Now here's the thing, people get so nervous to introduce themselves to so many people. It's OK because the people are super friendly and are down to kick it. You'll know immediately the people that kind of standoffish dog, you don't got to prove yourself to anybody. They're standoffish. They're standoffish to everyone. They're just standoffish people. So the more people I can introduce myself to, the more I can start to connect with people that are, you know, like minded or super chill and more open. And guess what? Those people tend to connect with other people. So I'll go to the run club and I'll try to kick it with one person as I'm running. Maybe I'm pacing them and I'll try to kick it with one person after the run and I'll just have a simple ass and say, hey, dude, really appreciate your company for the run club. I'm new to this area and I'm a fitness, health and fitness professional. Is there anyone that you think that I should connect with? Right. And then that person is going to give you another person to connect with. And then again, you just repeat that you meet that other person. It's like, hey, really appreciate the conversation, your time. Is there anyone that you think I should connect with? And this is how you start to build your Rolo decks of just like people that you know, right? And the cool thing about having a Rolodex is let's say I meet someone at the run club, right? That he, he might just be someone that works in finance, but he's like, Hey, I have a friend of mine that's a massage therapist. I connect with a massage therapist. And then there was someone else that I connected with earlier that was looking for massage therapist and I connect those two people. So all you're doing is you're providing a shifts on a value immediately and making these connections. You're not asking anyone for anything. You're just becoming the person that connects people. Then you do that within your local community, the easier it is to have your name spread everywhere. Speaker 1 Dude end of week 1 how many new contacts we got on our phone now? Speaker 2 I think easily you can have 200 if you wanted to, and I'm not saying like phone numbers, I'm talking like DMS and stuff like that, but like actual phone numbers you can easily get 10 to 15 I would say. Speaker 1 Yeah, I was actually leaning a little bit closer, like 20 to 30. Yeah. I mean, dude, especially if we're going out there hitting all these people up and then they're connecting us with group chats to even more people. All right, So all right, sweet. End of Week 1, we've got 2030 new contacts on our phone. We're sending 100 DMS every single day. We've already gone out to all these different gyms set up, you know, or look to set up some sort of events. And then what do you think? You think it's realistic we get some sort of space locked in by end of Week 1? Speaker 2 Dude, we just have one of our satellite locations closed. I found an Ellis space within two days. We could definitely. Speaker 1 What's a quick, quick asylum? How did you how did you get that set up within two days? How did you how were you able to pivot so quickly? Speaker 2 So when we found out last week that the space is closing, this week, one of our satellite locations in Queens is closing down and it's completely making a pivot from like a one-on-one training, group fitness and like regular gym to MMA gym. Now there's a lot of gyms that you can typically work in. I'm hesitant to work in an MMA gym just because I think the fight or flight reaction for people that are coming in can be very high, right? It could be very intimidating. It's already intimidating to be in a gym, but then when people are like throwing jabs and choking each other out, yeah, you're going to be on very high I. Speaker 1 Can see that, yeah. Speaker 2 So immediately, first thing I did was I googled everything within the area that I thought was pretty nice down one spot that didn't have APT yet. So I went on Instagram and I checked out that spot. I checked out that spot and I was like, oh wow, we have one mutual connection. It was Daniel McKenna. So I messaged Daniel, I'm like, yo, what do you think of this spot? Are the good people? He goes, Oh my gosh, they're class. I explained my situation to them. He's like, Oh yeah, this is a lovely fit. Let me connect you guys on text. Boom, connected on text, talk to the guy for 45 minutes, met his business partner the following day, and now we're pretty much trying to figure out when we can start this week. So that's kind of utilize it. Speaker 1 Love it. Yeah. I think a lot of times people just don't understand, like, gym owners and their friendly series. They like, they move pretty quickly too. You know, it's not like, hey, like you got to go through this whole, like, legality process. Like, you get in front of them and you consistently follow up with them and like, hey, like, they're always looking to see how they can provide value for the members. And one of the easiest ways for them to do that is have some sort of like in house PT. And so I think a lot of times people kind of really just like overthink if they spend like a month, two months really trying to find quote the perfect space. And like you really don't need a perfect. You literally just, you know, you need AI think ideally you have some sort of enclosed off room, But if not, you can also treat just out in the open. And it's like, Hey, I'll pay you 1000 bucks. Let me treat in here for, you know, and your open space. I'll be in this corner and like like provide some value for your members. I don't think they'll be one single Joe Motors. Like no, I don't want you to provide that for my members. Speaker 2 Yeah. And I I position is like, hey, this is kind of this one, you know, a little bit of answer, but I'm like, hey, this is kind of the situation I'm in, but I don't really want to ask you to obviously let me in. Yeah, I want to make sure that it's the right fit for the both of us. Kind of tell me a little bit like what you're looking for, if this is like makes sense for you. And then we went the route of like, hey, everything you're saying is exactly what I agree with. And like, I think these are things that we can do to elevate your community as while being a part of the space, right? One, run workshops for your community, collaborate on things, you know, like speak to some of the pain points that they know that they have. But it's the same thing. It's a discovery call. At the end of the day, the principal is all the same because everyone is always thinking what's in it for me me. And that's a good way to think. Or it's a good thing to understand when you're on the opposite side of the conversation cuz you can just talk about what's in it for them and then they get really happy and then you're like, wow, this person's thoughtful. Speaker 1 For sure. I think when it comes down to it, I think this is probably mentioned on one of our previous podcast, but rule of two hundreds, right? That's what we're kind of looking for. Hey, they have around 200 members in their fitness studios and that average membership price is around 200 bucks and or more. And then yeah, if it's if you're anywhere outside of New York City, rent wise, price wise, we're probably looking at anywhere between 1000 or lower or even 1500, even 2000. And then if you are in New York City, it's going to be, you know, price per per session that you're in there. But we're in Phoenix Hill. Let's just say hypothetically speaking, we're looking around maybe 1000 bucks a month to kind of sub waste space. We got all wrapped up. Give weed some Sonoran hotdogs with the new gym owner. We cheers on that and it's a, it's a done deal. Speaker 2 I would now, you know, I would go with the Rabi like if the person says it's 1000 a month, I would say, hey, I totally want to pay that, but I'm just kind of getting my foot off the ground right now. How do, how about we stagger this right? So the first two months could you possibly do like 333 and then the following two months 666 and then the lat, you know, afterwards we'll do 1000. But obviously you're giving me a discount. So let me do something for you. I'll treat your trainers right complimentary during this four months and as long as you know, you allow us to kind of create some collaborative content and utilize it for marketing and then I'll do injury screens and workshops for your members. Speaker 1 Boom. Bang. Speaker 2 So keep the overhead a little bit lower and then still provide value to the other person and then reassure them that you're going to be here for the long run. Speaker 1 Love it, love it, sweet man. So we got our space set up. We got a couple different events set up. Now it's time to set up you know, get some evals in the door man. I think as, as we're, you know, chatting with all these people throughout the week, I'm going to kind of go the route with like, hey, either getting people in for free and or getting them in for like something that's like a no brain or hey, like 25 bucks from 50 bucks new to the area, come in super low discount and decrease as much friction as possible. Get them in the door. So I'm going to send my eval either yeah, free or super low barrier offer it. And then I'm going to create one offer that's probably anywhere between 3K to 3500. Speaker 2 I love it I like 1 if you can get the rent to be flat rate 33366 or 1000 like you know do what you got to do to try to keep it as low as possible so you got a little bit of a runway Peter's offer makes sense right because you've got a lot of time and you got a fixed cost for rent now so you just got to get people through the door let's. Speaker 1 Get some bodies in, baby. Speaker 2 The only way to make to get bodies through the door is to make it like such an easy yes, right? So if it's free or if it's a yes, like that's amazing. But now you got to make this kind of go a little viral, right? So one thing I would do is I would probably talk to a massage therapist or I would talk to like a local coffee shop or maybe you could do a massage therapist, a local coffee shop and you can even create your own service. So it's like, hey, I'm going to, I'm going to give a full plan of care for physical therapy. It's going to be like $3500. I'm also going to do a raffle where you get a free massage. And then the third tier is going to be like a gift card to this like coffee shop. I would reach out to every single contact I've had before. It's like, hey, I'm doing a really dope raffle to kind of get this going. Do you know anyone that would be interested in this have them like this post or something along those lines? Because there's a shit ton of free value there. And now you got a bunch of people engaging potentially with this post. And guess what? You're going to talk to every single one of those people. So you, you want some sort of like giveaway potentially in, in the beginning, it's like, Hey, we're, we're doing a, a grand opening, right? We'd love for you to pull up like everyone that you've connected with recently. We'd love for you to pull up. We're going to be doing these kind of things, connecting with these kind of people, but that's a simple way to put yourself in front of more people. Speaker 1 I love it. Yeah. So some sort of like big, big kind of like scholarship gift basket thing that we're raffling off and yeah, we can kind of pull all these vendors in to kind of, you know, donate some of their services and or, you know, some of their products. And yeah, we'll maybe we'll have one winner. But guess what? Like how many people are do you think are going to be entering the raffle? Let's just say maybe like 50 or 100, right. So now all of a sudden we have 49 other people or 99 other people that we can reach out to be like, hey, so sorry you didn't win, but guess what? We still have this other offer for you as well too. So it's not going to be completely free, but we can so or maybe no, so we're we're we're raffling off an entire free plan of care, right. Hey, like, even though you're not going to have free plan of care, we're going to get you in for a free evaluation. They come a friend for the free evaluation. Hit them with a good old time, get some intercession change, hit them with the sales deck, and then Bang Bang 3500. Speaker 2 Here we are. You ready for this, the grand opening? You went to the run club, you connected with the run guy and you said, yo, would you want to do? I'm doing a grand opening party for this, the launch of my physical therapy practice and it's in this sick gym. But we have a bunch of really, really dope vendors that are coming. There's going to be a massage therapist, There's going to be a coffee shop, there's going to be a yoga like there's going to be a bunch of people that you want to connect with. Would you be down to host a run club together that day and then have everyone come by for recovery afterwards? So now you got everything kind of come in together, right? So you pay the massage therapist, you build good graces with them because you've got a gift certificate you're raffling off, you pay for the coffee gift card, and then the coffee people come in and they serve shit and you're just getting a fucking party going. Now granted, does everyone say yes? They probably don't, right? That's why you reach out to five massage therapists, 5 coffee shops, 5 different run clubs, and one of them is bound to be like, oh, I can't miss out on this. It seems like he's really putting some shit together. Speaker 1 Dude, when is all right? So we got dropped off a week ago in Phoenix. When is this grand opening party date happening? Two weeks from from then or I would. Speaker 2 Say it's going to take like 3 to 4 weeks from then from then three. Speaker 1 To four weeks. Speaker 2 Yeah, like that, that first like two or three weeks is just going ham on networking. Like I'm trying to connect with anyone and everyone. Speaker 1 When do you think we can get our first eval in? Speaker 2 First week. Speaker 1 That's like first week, second week, yeah, first eval comes in. I would say main thing that I was not doing back then is taking deposit for all those, all those evals. So whether it's a a free evaluation, hey, you need a card on file to hold your spot. And even if it's not free, if it's 25 bucks, 50 bucks, I'm getting a card on file to get a 50% deposit. Making sure these peeps are peeps are showing up man. Well, dude, end of two weeks, how many evals do you think we can get in the door I. Speaker 2 Was going to say at least 10. Speaker 1 At least 10. Perfect. Cool. What do you think our close rate is? Speaker 2 30 to 40 probably. Speaker 1 30 to 40% let's go meet right in the middle at 35%. All right, so let's see 10 evals in first two weeks times point 353.5 at a are we going what's what are we going with our offer 3K or 3500? Speaker 2 Should make it 3K for a sweet spot. Speaker 1 Times 3, all right, and in two weeks we're at 10.5. Speaker 2 Guys probably listening like there's no way that you make these things happen so quick, right? I'm just going to tell you this. When we first got, when Peter and I first got started, there's probably no way that we make it happen that quick. But I think with knowing what we know now, you could probably make it happen a lot quicker than you think. It doesn't need to require that much time. So I would, I would repeat that almost a month for the rest of the year, right? And, and just figure out what else we can do. So instead of maybe a grand opening party, I might start collaborating with other run clubs, right? I might do an event where it's like, hey, we're going to be doing yoga in this space and then we're going to be following it up with like prehab and strength workshop, whatever it is that you can get yourself in front of more people with. So the idea is, is still the same, right? It's like you have organic relationships, right? You're connecting with other people through word of mouth. You are putting yourself in front of people, ideally doing some sort of workshop, some event. And then all of these things are just funneling into some sort of conversation, whether that's text or DM. And you have this dope offer to get people through the door. And as long as you're really good at what you do, you don't have to close everyone, right? Because you're probably not. You're not going to close everyone, especially if you're new to this, because branding and stuff still plays a huge role, but you can still close a decent amount of people with that. Speaker 1 I would say the biggest skill set that I feel like I've developed over these last couple of years is really just the confidence to sell a higher ticket item and then yeah, just having the sales ability to to close and whatnot. So I think one of the biggest things that I see people is their pricing and offers initially just like set way too low, man. And you know, you can when your offers and pricing are set up like way too low. So say like at the very beginning, I was only charging 150 bucks per session for evaluation. And you know, I think shit, maybe even fucking follow-ups or even like 1:40 or 1:35, no packages at all whatsoever. And so it's like we can have the same amount of like inputs from a marketing standpoint, but if you don't have your offer set up appropriately, do like at 150 bucks a pop, let me see, how long? How many fucking visits would it take to reach 10? We'll just say 10K. Divide by 150. Dude. I would need 60. Speaker 2 6. Speaker 1 Right. And it's like the percentage of like in that in the first month, let alone the first two weeks just becomes very, very small. And that's where I think, you know, practices that grow very, very fast versus ones that you know take a much longer, they play the hard route. It's really just a not enough conviction or confidence in their skill set to be able to deliver people results. And because of that, they don't have the, you know, confidence to be able to set their pricing up appropriately that, you know, sets their practice up for success. Speaker 2 I would now, you know, those are things I think have a pretty good direct ROI immediately, right? Because like you're talking to people immediately. Other scrappy stuff that you can do is you can start to print ads, right? And like physically tape them onto things throughout the city, right? So it could literally just be a picture of Peter running, right? And it doesn't have to be that pretty, right? It's like run. Specialized physical therapists help thousands of marathon runners run pain free. Do you want a run pain free screen that includes all these things, $29.00 scanned his QR code to book your evaluation. If you post that all around the city, someone's not going to do anything initially, but when they see it for the 10 time thing, like Oh yeah, or if they heard another thing or they saw you at the run club, it's just more and more exposure. And it might not work if you put up 10, but if you put up 150 throughout the city in the downtown area, like I promise you're going to have someone scan it and be. Speaker 1 Remember, like this first two weeks, we ain't doing nothing but in Sonoran hot dogs. So yeah, all the time in the world, baby, we ain't fulfilling on nothing. Yeah, we're just marketing and selling. Speaker 2 Just market, market, market. But any other random scrappy things that you can do, I feel like that one actually could do a pretty good ROI, right? It's like advertising it. It's like truest form. You're fucking going around a neighborhood. Speaker 1 Yeah. And just yeah, chasing stuff up. No, I think that's great. I think once we get that first sale, man, on that 3500, I'm probably taking some of that investing it right into some sort of meta ads to be able to get in more E vows for the last two weeks of the month. And that was something, that's why I think I was like, that was one of the things that dude, I wish I got it into ads like way earlier than kind of, I don't think I touched ads until like year three men. But like once especially like, hey, if we're getting dropped off with the amount of knowledge that we have now, man, you know, getting that ramped up and set up in the beginning is just a very, very easy way to kind of, you know, grow as fast as possible in the 1st 30 days, right? Because we can we just say hey, get dropped off somewhere, make as much money as possible in the 1st 30 days, get out there and go. Speaker 2 Yo and Andy the one. Andy's just savage bro. People always feel like it's not the right time. We told Andy that's probably not the right time and he still joined. Anyways, if you want to hear a story, DM me webinar because I've got the zero to 10 K webinar. And we told Andy not to join because, you know, he's got a lot of other things going on. But he's like, fuck it, I believe in this so much. And he's being fucking scrappy and he's getting this shit together. Literally doing evaluations in a hallway and then he closed a couple of people in like an unfinished room that looks like a kill room. But the most scrappy thing, I really like that what he's doing right now is every single patient that he's onboarding, he, he makes a post and it says welcome to the motive, motive method. And you collaborate with those people. So one of the posts that he just did a collaboration with, it's got 87 likes. That's 87 people that you can potentially talk to now. And he was voted best chef in his local area like. Speaker 1 Oh, let's go. Speaker 2 You know what I'm saying? Like these things are like, I feel so strongly about just fucking grinding and just fucking figuring out because I think about my parents that come here, they don't even know any English and they fucking figured out a way to make a living, right? So it's if you get planted somewhere else, it's like, fuck your ego. Screw everything else, just be scrappy. And guess what? Like the more that you surround yourself, the more the quicker that you move, the quicker you find out whether some whether or not someone is down to help. And the people that are down to help will, as long as you deliver value to them, they're going to put you in front of a lot of other people as well. Speaker 1 Yeah. I think going back to where you're saying it's like, hey, the faster you move as well to the faster you take action, the faster you can kind of see whether or not what you're currently testing out is working like shit. I'm going to take a lot of the tactics that I'm currently utilizing here over in Jacksonville that's crushing. And I'm going to try and test it out over here, over here in Phoenix. But damn it, do I know it's it's going to work for sure. No, but I won't know until I actually take action on it and actually test it out, No. Speaker 2 No for sure. Any any other scrappy things? I've I put business cards in the local bookstore next to our clinic in Soho before. Speaker 1 How'd it go? I've never done anything like that. Speaker 2 No, I put I didn't do it enough because I didn't want them to keep me out of the bookstore. But like a couple of like mobility and pain books I put my business card. Speaker 1 We've, we've tried, we've done one kind of like workshop in a, what are you in like a brewery? We did. We tested that out once. It was actually went OK, man, I think we had like two or three evals from it, but it was just like not our entire like demographic at all. But it was just, you know, we tested it out, got some people from it. I don't know if it's something that will repeat, but that was something that wasn't something normal that we've done before. Speaker 2 Yeah, if you are launching ads, what are you doing with ads? What's the game plan with that? Speaker 1 I'm going meta and then you have some sort of low bear offer for whether it's, you know, runners and or whatever demographic that I enjoy seeing calling out pay local Phoenix runners. Are you tired of dealing with XYZ? If so, And what I'm probably going to do is like when I went to that run club and for, you know, in that first week, I'm getting a bunch of content with the person who is, you know, in charge of that run club and or you know, maybe just doing some of those selfie UGC style videos running with the other people in there, man. Because I'm sure what's going to happen is like if there is somebody who is like of influence over there, they're going to have a pretty large falling. And we basically kind of like ride the curtails or the coattails of these like people that are kind of almost like reputable in your area. We've done that a ton here in Jacksonville, man. We'll put their image and of them, you know, in our ad copy. And then people are just because like they recognize that kind of like, Oh yeah, this guy's fast. Like whatever he's on. Like, dude, let me let me cook it. Let me check it out man. Speaker 2 Yeah, one of the things you could do run with the run club, right? So the UGC that Peter is referencing is user generated content. Just flip the camera out when he's running with that run club. He's going to film everyone in that run club and put on an ad. And I think what Peter is referencing is like, if you live in New York City and you cross by like a very prominent like establishment, I might walk by Cat's Deli pastrami sandwiches. And it's like, and I might have a hook that has something related to like sandwiches, right? Like, I don't, I can't think of something maybe. Does your knee pain overwhelm me as much as this Pissaram sandwich? Go straight inside, you know, like because the sandwich is piled high, right? So if Peter runs six different ad creatives in six different areas of Phoenix, he has a chance of potentially stopping you in your tracks because it's something so relevant. If you think about all the ads that you're seeing right now, if you did an ad and you're like, holy shit, I literally am five blocks away from this place, you'll actually watch it, which is the key. So that's kind of what Peter is referencing with the ads. Yeah. I wonder. Speaker 1 What's like a popular phoenix? I don't know like statue or something like that Phoenix monument. All right, apparently first thing I got the wing victory statue atop the Arizona State capitol building. So probably something dude, this thing I mean, this thing looks pretty dope Looks like it's just like a giant like golden phoenix. So yeah, I don't know, maybe doing some sort of like ad creative out there and just like the. Speaker 2 Dude, don't get it. Speaker 1 Holding it up, talking to the camera and it's got that in the background. And yeah, it's just, you know, things that people like things that they can recognize and they're familiar with and you can kind of get your get their attention with that. It's like, oh cool. Like what's what's guys? How I recognize that That's that's like literally 5 blocks away from me. Let me see what this is all about, dude. Speaker 2 You're going to run with a Sonoran hot dog and but you know what's messier than I'm running with this hot dog really should do physical therapy. Speaker 1 Yeah, that's not that's a fire fight. It's like when people see that ad, though. Don't resonate with it, man. And especially if you kind of make it funny like that, like did bonus, bonus scooters points. Speaker 2 Yeah, oh man, I think scrappiness, that kind of checks off most of those boxes. I think the other thing I would do, it's like anyone that ends up converting, it's like, hey, do you know anyone that would benefit from this? And if you do, you know, obviously would love to give you a complimentary session and also give them a complimentary session because that's going to be the warmest leads, right? And you want to give people like a reason, I'd say, hey, I know you could commit it. I would love to throw on like a month of programming at the end of your, at the end of your plan of care. Because again, that becomes like, oh, a month of programming. Then you could talk about getting someone on to continued care, performance, programming, etcetera. Speaker 1 Yeah, like your first five to 10 clients, you want to treat them like fucking royalty, just like make them as as OG as like, you know, loyal as possible. Treat them, go above and beyond for them because those first five to 10 will will make or break everything. Especially, yeah, you know, they're local. Get all the friends to refer to you. But dude, end of end of first month, what are we bringing in? If we we hit 10 K 10.5 the first two weeks. What do you think? Another 10.5 the last two. Call it conservative. Conservative 22K the first month. I feel like that's actually really, really realistic, man. I mean, shit, we had one of our guys over in California, right? Like he was completely part time and his first month full time in Ted. What do you had to like 27? Speaker 2 27 yes, yeah, within the first month, but he was, you know, he's obviously was born and raised there. So that that's a different story when you're dropped somewhere completely different. I would say I would. I would go to conservative route 15, best 30K. Speaker 1 Yeah, we're all in sales, baby. Sheesh. Speaker 2 Yeah. But yeah, I think we went pretty quick on this. And it's different when you've been in a game for a little bit, right? Because like, you know, to act quicker in earlier stages, like there's a lot of things that you have to overcome your mindset, Oh, what if this person doesn't like me? Oh, this might be too expensive, etcetera. So like when you're thinking about business and like the way you want to approach things, focus on developing the intangibles, the things that you can bring with you anywhere, and you will absolutely crush it. Speaker 1 Yeah, so I was thinking, yeah, I mean, dude, you get dropped off anywhere you can't lose. Like if you lose everything today, like what happened, all good dude. If you just rebuild back up the same way we did. Speaker 2 Yeah. Speaker 1 And that kind of dude, I feel like that's like a dangerous feeling, bro. Speaker 2 It's a dangerous feeling. Speaker 1 It's a dangerous sensation of knowing that like, hey, you can make this shit back if you had to do it all over again. Speaker 2 No, for sure. And we still have so much to learn, you know what I mean? Like and it's all a number like that. If you take someone that's been doing this and they're like billionaires, they probably get dropped off. They could create a mill within the first month. Like I hear people like Daniel Priestly move from Australia and make a million in revenue within a year, within a month of being in London. Like that's insane. And the guys spending money on like newspaper ads, doing direct mail, you know, it's just levels to this. And your goal is just to level up a little bit every single month. So if you're struggling, if you're like, hey, I have no path to entrepreneurship, we fucking got you. And if you've been a part of other groups and you feel like you're already limited, like you've learned everything and you're just there because you're paying for friends, I get it, man. People in groups are definitely dope to be friends with because I think most physical therapists are pretty chill to hang out with. But if you're not growing from a mindset perspective, from a tactical perspective, and, you know, slowly seeing that reflecting your revenue, you got to move on, got to move on. Peter and I have done it so many times. Like, I usually don't stay in a group for longer than two to three years because like, you usually squeeze everything you can out of it and you've got to figure out what the next level is. Speaker 1 Yeah, it's fun. It's fun hanging around friends, but it's even more fun when you and all your friends are making a boatload of money. Speaker 2 Yeah, I think that's it for today, so. Speaker 1 Bang Bang. Speaker 2 Bang, bang. That's what we do. We start from zero. Anything else, Peter? Speaker 1 That's it, dude. I, I almost, I'm kind of excited talking about this man. I, I think like maybe one day we'll like I kind of want to test it out myself just to kind of see, you know, I feel like that would be fun theories. Hey, get get dropped off somewhere. How fast can you scale to 10K brand new area? Don't know anybody but yeah man. Speaker 2 Let's get it guys, if you love this kind of stuff and you love the karaoke, please please, please read 39 five stars. We were so close to 40. I just want you to pause this and give us a nice five star rating. Appreciate y'all. Speaker 1 Peace.