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Hey guys, welcome back to the homework assignment podcast.

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I'm your host, RJ Petino.

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And today we are very excited because we have Terrence Johnson here with TI Fitness.

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He's actually my personal trainer and he's amazing.

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He's had some great insights for us today.

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So welcome Terrence.

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Thank you for having me, big dog.

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Appreciate it.

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Why don't you tell us what you do?

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Well, outside of destroying lives and trying to help people get a little bit better, man,

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the biggest thing I do is I help people understand where they are and help them mirror where they

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are and where they want to be and find that medium.

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Okay.

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Yeah, so one, I'm really excited because so you have your own business obviously and

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there's we're going to get into the story about how that was created and get some details

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on that.

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But what's also really cool is in being part of your program, I noticed obviously you

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train a lot of business owners as well that kind of, you know, they're all over the place

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from roofing to landscape to, I know, Stacey does like, you know, as a farm and stuff.

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So you kind of get to see the different lifestyles of different entrepreneurs, which is really

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interesting.

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And so I'm really excited to kind of dig into that a little bit to kind of get some opinions.

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We don't have to use any names or anything, you know what I mean?

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But I just kind of dig in a little bit and see where there or different people's mentalities

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are in the different industries that they're in.

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So so TI Fitness, when did that start?

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So we started December of 2009.

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2009.

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So 12, 11, 12, 11, oh, nine.

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That's amazing.

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So how many years is that?

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We're approaching 15.

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15 years.

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Fantastic.

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And so how did that get started?

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You know, every everybody RJ has that that aha moment or or they say entrepreneurs, they're

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always there.

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They just are looking for that part in mine is I don't feel like mine's any different

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than anybody else.

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I was working for a company thought I'd be there.

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And then I just didn't like how they were doing things.

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And I don't know if you read the E-Meth book, but then all of a sudden there was just that

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moment where I was like, okay, they didn't like my ideas.

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And basically just said, if I don't like how they do things, I should just go ahead and

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open up my own thing.

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And that was it.

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So I was like, well, hell with it.

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Fine.

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Cash in.

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Let's do it.

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All right.

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So you went all in from that point.

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Went all in.

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How was that experience?

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I was like, what?

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That was an interesting ride.

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Because you know what?

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And the biggest thing RJ is I knew how to like, because all the times I've been in fitness

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before that, like, you know, so I started with big companies.

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I was a lifetime fitness.

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I was a peer fitness.

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And I learned, I knew how to do payroll.

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I knew how to manage teams.

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I knew how to hit goals.

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I knew how to get clients, all those different things.

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But in all that time, I didn't understand or even know how to run a business.

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Yeah.

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At least I thought I did.

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Right.

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Right.

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So then I just went in.

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I was like, okay, well, I know pricing on equipment.

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I know good pricing, bad pricing.

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So I went in, bought all the equipment that I felt that I would need for my space and

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to do what I needed to do.

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And then that's where I started.

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And I bought equipment and then I literally put the word out that, hey, you know what?

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I hadn't been training in a long time.

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I put it out there.

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Hey, you know what?

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I'm going to get my own spot.

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I'll be training again.

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And then went from zero people to 10 people in a month.

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And then from there, went from 10 to 30 and a few months after that, and then we were

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rolling.

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And then my wife and I, we had our, had our child.

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This was number five for us.

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And at that point I was like, it's kind of loud to be training people in the crib.

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I need to go get my own space.

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But I went and got a brick and mortar knew nothing about good pricing, bad pricing.

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I was just like, okay, that's 2,400 square feet.

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Okay.

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It's going to be 1,500 bucks a month in rent.

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Okay.

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That seems fair.

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Okay.

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Let's do it.

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And I did it.

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And then all of a sudden trainers who used to work for me in the past, they, the company

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that I worked for sold and they didn't like the new ownership.

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So they asked if they can come on board with me.

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And then this is where I made, started making every business mistake you possibly can make.

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Like I said, I knew nothing about how to run a business.

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I just understood payroll.

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So I went into it from a standpoint of percentages.

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I'm like, okay, well, this is the percentages we paid it.

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Lifetime this percentage is we paid it pure fitness.

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So I just kept on those percentages.

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And month after month after month, you know, I thought we were doing great.

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I look at my wife and she tells me there's nothing there.

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I'm like, what do mean is nothing there.

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I'm working hard.

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I don't understand when you tell me like there's no money there.

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I don't understand that.

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And she's like, well, there's no money there.

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She's like, payroll is this, the building is this, the expenses, this and, and then

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so that was all the business mistakes I made at the beginning in years one to two years

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two to want to say seven or eight.

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Those were the dumbest mistakes.

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So I like compounded my mistakes even more.

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So and that's why I said, I'm going to be real with you.

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So we had a 2,400 square foot space.

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I was paying 1500 bucks a month in rent.

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I thought that that was just really sleazy because when I taught people, they're like,

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Oh, do you only pay 1500 bucks?

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Dude, something's not right.

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And then you'll kind of find out, you know, maybe it wasn't right, but that was a hell

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of a deal.

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So then I felt like we had our grew the space.

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So there was opportunity to go get 4,800 square feet.

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So my mind, I was like, well, if I get two times the space, we'll make two times the

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money.

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Yeah.

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Yeah.

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And that was exactly my thought process.

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There was nothing else other than that.

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I didn't look at, wait a minute, I'm going from paying 1500 bucks a month to now I'm about

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to pay nine grand a month.

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I didn't make the correlation.

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And for those four and a half years at our space on Greenfield Warner, I went from barely

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making it to now there's like the stress is real.

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I'm completely upside down.

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Very upside down.

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Luckily I was living close enough to the newest location that we moved to where there were

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times I was like, dude, I can't afford to be driving.

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I'll just walk.

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So sometimes I walked, I ran, rode my bike.

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I was like, it's going to work out.

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I know it's going to work.

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I know it's going to work.

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And it didn't.

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Yeah.

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Absolutely did not.

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It did not work.

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So that's why I'm in the location that you've met me at now.

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I realized that it wasn't working.

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I went to that landlord said, I can't keep doing this.

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Can we just, can I break my lease?

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Can we work out a deal to where I pay you?

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I know I signed the lease for X amount of time.

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When we work out something where we just don't get litigation involved, because then he's

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getting lawyers, I'm getting lawyers and it makes the bill even harder.

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So we settled on a number.

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I moved out.

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That's why I'm in Valveston, Elliot now.

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And I was like, okay, I got to start this thing over and I need to learn what I didn't

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learn.

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So I went from 2400 square feet to 4,800 square feet to 20, gosh.

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20, 2100 square feet and started over and started trying to learn, got some coaches.

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I was like, okay, I need to know what I don't know.

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So I started getting some coaches.

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This coach was telling me this, this coach was telling me this, all these different

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coaches started trying to make adjustments to payroll.

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And fast forward through all that.

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I lost, when I made that move, again, lots of business errors.

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When I made that move over there, in my mind, I thought, okay, I'm going down in square

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footage, but I'm not going that far in distance.

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It was only three miles.

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So I'm like, okay, three miles is not a big deal.

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Three miles is not a big deal.

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Lost half my clients.

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Geez.

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Because we moved three miles.

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But at the time I didn't factor in, well, I'm moving three miles, not this way.

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I moved three miles north.

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So that three miles was an additional 10 minutes of driving for people.

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In addition to, some of them are already been doing 15.

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So now there's 25 minutes.

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So now that's an hour of driving for them, an hour of the workout.

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They're like, I don't have two hours like that.

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And you also lost some people there.

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So we lost a bunch of clients, lost every trainer, started back over with just, so it

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was me and one other trainer.

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And that was it.

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And literally it was me and her, and I'll always be grateful and amy for this, man.

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Me and her, just the two of us, Monday through Saturday.

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Sun up to sundown.

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Sun up to sundown, just me and her for a quite a period of time.

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And we would take turns on the Saturdays so that way I could rest, she can rest.

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Let me talk real quick.

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So when was the timeframe of you going from Greenfield and Warner to Valveston Elliott?

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So I went to Valveston Elliott in 2016.

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So I started in 2009, moved everything out of the house I was renting in 2010, moved

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it to the brick and mortar on Lindsay and Warner, was there for a year, moved over to

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Greenfield Warner, want to say 2011, was there for four and a half years, then moved to Valveston

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Elliott in 2016.

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Got it.

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And that's where we've been that since.

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For 10 years, no, eight years, right?

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Yeah, eight years.

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Yeah, because obviously like looking at where you're at now, these are way different.

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So obviously you made it work.

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Yeah.

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First and foremost, right?

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So I want to backtrack a little bit of kind of the main lesson you spoke about in that

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story and that is thinking you knew enough to start a business, but realizing you know

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nothing about business.

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Facts.

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That is the number one, and this is my opinion, the number one mistake new business owners

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make is that they're like, like for me in construction, hey, there's a bunch of people

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like when COVID hit, there was a huge surplus in work.

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Everybody's just remodeling because nobody could fly anywhere.

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Right.

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They're spending all their vacation money putting in their homes, which was fantastic,

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but I had all these guys that were leaving companies leaving my company and starting

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their own thing.

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Oh, I have a hammer.

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I have this.

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I know how to do this.

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I can start my own company.

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They're no longer companies now because they didn't make it.

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And that was because what people don't realize, and this is really important for anybody that's

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starting to create a business now, but what people don't realize is that business running

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a business has nothing to do with the trade or the industry.

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Facts.

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And just like you're saying, hey, well, I knew how to do a payroll.

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I knew how to do all this.

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And then you got into it, well, crap.

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You didn't know how to look at it right.

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You didn't know your numbers.

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And that's part of the whole business.

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At the beginning of any entrepreneur, in my opinion, they say that within five years,

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small businesses go out of business for stuff like that.

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Because that's why I'm referencing the e-myth book.

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And if you've never read the book, I haven't read that one yet.

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I've heard of it though.

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It just really comes down to the, and the e-myth stands for entrepreneurial myth.

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00:11:51,120 --> 00:11:52,440
Everybody goes, oh, wait a minute.

249
00:11:52,440 --> 00:11:54,440
I know how to do this.

250
00:11:54,440 --> 00:11:56,800
I'm going to go start my own thing.

251
00:11:56,800 --> 00:11:58,920
And I'm going to be rich and successful.

252
00:11:58,920 --> 00:12:00,640
I'm going to have financial freedom.

253
00:12:00,640 --> 00:12:04,480
I'm going to do something that I really love and everything that's going to work out.

254
00:12:04,480 --> 00:12:06,640
And it's BS.

255
00:12:06,640 --> 00:12:09,960
That's not how business works.

256
00:12:09,960 --> 00:12:11,760
Business does not work like that.

257
00:12:11,760 --> 00:12:15,960
Everybody, you know, and the biggest mistake that most people make, it's thinking that

258
00:12:15,960 --> 00:12:17,280
you know what you know.

259
00:12:17,280 --> 00:12:20,960
You know nothing about leases.

260
00:12:20,960 --> 00:12:23,000
You don't understand taxes.

261
00:12:23,000 --> 00:12:25,800
You think you might understand payroll, but you don't.

262
00:12:25,800 --> 00:12:26,800
Right?

263
00:12:26,800 --> 00:12:28,640
And then there's all the expenses.

264
00:12:28,640 --> 00:12:31,760
The expenses are probably the biggest thing that people just don't see here and go like,

265
00:12:31,760 --> 00:12:32,760
they sneak up on you.

266
00:12:32,760 --> 00:12:33,760
Yeah.

267
00:12:33,760 --> 00:12:34,760
They're like, over here.

268
00:12:34,760 --> 00:12:35,760
Well, wait a minute.

269
00:12:35,760 --> 00:12:36,760
Well, oh shoot.

270
00:12:36,760 --> 00:12:37,760
Well, the AC went out.

271
00:12:37,760 --> 00:12:38,760
Oh, I thought that was on me.

272
00:12:38,760 --> 00:12:39,760
Oh, okay.

273
00:12:39,760 --> 00:12:41,360
I got to call someone to get that out.

274
00:12:41,360 --> 00:12:43,840
Oh, there's a trip charge for that.

275
00:12:43,840 --> 00:12:44,840
There's this charge for that.

276
00:12:44,840 --> 00:12:45,840
Oh, plumbing.

277
00:12:45,840 --> 00:12:46,840
Oh, that's on me.

278
00:12:46,840 --> 00:12:48,400
Oh, wait a minute.

279
00:12:48,400 --> 00:12:54,360
So when my equipment broke that I need to do my job, all these different things that,

280
00:12:54,360 --> 00:12:55,880
you know, people just don't realize.

281
00:12:55,880 --> 00:12:56,880
Yeah, sure.

282
00:12:56,880 --> 00:13:01,840
Everything is an expense and people who just don't know, don't know.

283
00:13:01,840 --> 00:13:06,360
And if you've been an employee, you think you know, but you really don't because you've

284
00:13:06,360 --> 00:13:08,720
never looked at all that.

285
00:13:08,720 --> 00:13:11,840
You've never looked at what it caused to do this.

286
00:13:11,840 --> 00:13:13,320
You never looked at a power bill.

287
00:13:13,320 --> 00:13:19,040
I remember one time somebody was asking me, because I'd like to be transparent.

288
00:13:19,040 --> 00:13:21,520
They're like, you know, what is your power bill here like?

289
00:13:21,520 --> 00:13:24,760
They're like, you know, I know this is smaller than my house, right?

290
00:13:24,760 --> 00:13:26,320
They have like a 5,000 square foot house.

291
00:13:26,320 --> 00:13:30,680
I'm like, yeah, my power bill, you know, you know, on average is about four or five hundred.

292
00:13:30,680 --> 00:13:34,440
I was like, bro, my power bill is a thousand and up.

293
00:13:34,440 --> 00:13:35,440
Yeah.

294
00:13:35,440 --> 00:13:37,360
I'm like, well, a thousand and up.

295
00:13:37,360 --> 00:13:42,400
I'm like, yeah, I'm like, you know, your home is meant to be run efficient off all these

296
00:13:42,400 --> 00:13:43,400
different things.

297
00:13:43,400 --> 00:13:47,120
Your home will never get the same usage that a business gets.

298
00:13:47,120 --> 00:13:50,760
So that door opening and closing, like that old adage, I tell people, I'm like, hey, you

299
00:13:50,760 --> 00:13:53,400
know, when your mom would say close the door, because it's letting out the air out.

300
00:13:53,400 --> 00:13:54,400
That's real.

301
00:13:54,400 --> 00:13:55,400
Yeah.

302
00:13:55,400 --> 00:13:57,920
That air is going to ride out and the money is going to ride out with it.

303
00:13:57,920 --> 00:13:58,920
You know what I mean?

304
00:13:58,920 --> 00:14:03,400
But it's just stuff that people don't think, you know, it's some stuff as simple as, you

305
00:14:03,400 --> 00:14:07,000
know, and it's, and it's funny you mentioned that because until you become an entrepreneur,

306
00:14:07,000 --> 00:14:08,600
you might not have thought about it either.

307
00:14:08,600 --> 00:14:14,440
So now when I sit there and I'll be someplace and I'll see somebody grab a cup and then

308
00:14:14,440 --> 00:14:18,800
y'all, and maybe they grab three by accident and they throw two in the trash.

309
00:14:18,800 --> 00:14:21,960
I'm like, you just literally threw away somebody's money.

310
00:14:21,960 --> 00:14:22,960
Yeah.

311
00:14:22,960 --> 00:14:23,960
Yeah.

312
00:14:23,960 --> 00:14:24,960
That's money you just threw in the trash.

313
00:14:24,960 --> 00:14:25,960
Like it was nothing.

314
00:14:25,960 --> 00:14:26,960
Yep.

315
00:14:26,960 --> 00:14:28,920
But you don't know what you know until you know.

316
00:14:28,920 --> 00:14:29,920
Yeah.

317
00:14:29,920 --> 00:14:30,920
And these are the miscellaneous.

318
00:14:30,920 --> 00:14:32,320
I mean, so you've made them, I've made them.

319
00:14:32,320 --> 00:14:37,240
I know every successful person we know has made all these mistakes long.

320
00:14:37,240 --> 00:14:38,240
Oh, sex.

321
00:14:38,240 --> 00:14:39,240
Sex and others.

322
00:14:39,240 --> 00:14:40,240
Yeah.

323
00:14:40,240 --> 00:14:41,240
I have some mistakes.

324
00:14:41,240 --> 00:14:42,240
I'm like, yeah, I shouldn't know.

325
00:14:42,240 --> 00:14:43,240
I kind of saw that coming.

326
00:14:43,240 --> 00:14:46,120
Still made it, but it's definitely part of the journey.

327
00:14:46,120 --> 00:14:49,400
And so you're talking about, so obviously you worked for a couple of gyms before you

328
00:14:49,400 --> 00:14:51,400
had to do Fidden SK.

329
00:14:51,400 --> 00:14:59,600
My question is, what is the difference in the, so you went from a, being an employee,

330
00:14:59,600 --> 00:15:02,360
you had a, let's say a nine to five, right?

331
00:15:02,360 --> 00:15:09,400
So now you have a schedule for like that schedule you had from Monday through Saturday, right?

332
00:15:09,400 --> 00:15:13,400
So what is the difference between a, when you're an employee and you're working for

333
00:15:13,400 --> 00:15:16,720
a company and you have your set hours versus having your own business?

334
00:15:16,720 --> 00:15:18,920
Well, that one's easy.

335
00:15:18,920 --> 00:15:21,880
That one's probably the easiest question you can ask me.

336
00:15:21,880 --> 00:15:25,480
When you're an employee, when you clock out.

337
00:15:25,480 --> 00:15:26,480
Gone.

338
00:15:26,480 --> 00:15:27,480
You're gone.

339
00:15:27,480 --> 00:15:28,480
Yeah.

340
00:15:28,480 --> 00:15:29,480
Yeah.

341
00:15:29,480 --> 00:15:30,480
When you clock out, you go on vacation.

342
00:15:30,480 --> 00:15:31,480
Oh, just TV.

343
00:15:31,480 --> 00:15:33,080
You go to the hospital.

344
00:15:33,080 --> 00:15:34,080
Yeah.

345
00:15:34,080 --> 00:15:35,080
Anything.

346
00:15:35,080 --> 00:15:37,080
When you clock out, it's done.

347
00:15:37,080 --> 00:15:41,560
Like period, no matter what, like you clocked out any, your stuff's done.

348
00:15:41,560 --> 00:15:45,800
When you own the business, there is no clocking out.

349
00:15:45,800 --> 00:15:49,160
You can say you're clocking out, but there is no clocking out.

350
00:15:49,160 --> 00:15:55,840
I've had times where, just to give you an example, I've had times where I've left work,

351
00:15:55,840 --> 00:16:02,680
gotten a phone call from the security department because the alarm went off at one in the morning.

352
00:16:02,680 --> 00:16:04,480
Got to get up.

353
00:16:04,480 --> 00:16:05,480
I got to get up.

354
00:16:05,480 --> 00:16:09,560
Got to get over there, find out what's happening.

355
00:16:09,560 --> 00:16:14,600
No matter what, any and all problems, your phones ringing.

356
00:16:14,600 --> 00:16:19,240
And yeah, you might have scaled your business to a certain degree where, okay, maybe now

357
00:16:19,240 --> 00:16:25,080
that call doesn't come to you and it comes to somebody else, but there is no, oh, I work

358
00:16:25,080 --> 00:16:26,080
40 hours.

359
00:16:26,080 --> 00:16:28,600
If somebody was to ask me, I have no idea.

360
00:16:28,600 --> 00:16:34,000
Do not count how many hours I work because when I wake up, it's here to here.

361
00:16:34,000 --> 00:16:39,680
And about the only thing I've worked on doing is like trying to like shut it down in enough

362
00:16:39,680 --> 00:16:42,800
time to be present when I'm around my family.

363
00:16:42,800 --> 00:16:45,760
Otherwise, I don't count how many hours I work.

364
00:16:45,760 --> 00:16:50,440
So when you're an employee, 40 hours, yeah, you work 40 hours.

365
00:16:50,440 --> 00:16:54,960
Truth be told though, I feel like as an employee, you don't work 40 hours.

366
00:16:54,960 --> 00:16:57,960
And clock in 40 hours, but you work 30 hours.

367
00:16:57,960 --> 00:16:58,960
Right?

368
00:16:58,960 --> 00:16:59,960
Yeah.

369
00:16:59,960 --> 00:17:04,440
When you own that business, you work every hour.

370
00:17:04,440 --> 00:17:09,040
So there's 168 hours in the week, all 168, you work it.

371
00:17:09,040 --> 00:17:10,360
You work in your sleep.

372
00:17:10,360 --> 00:17:12,200
You work when you're on vacation.

373
00:17:12,200 --> 00:17:13,200
You're always working.

374
00:17:13,200 --> 00:17:14,200
Yeah.

375
00:17:14,200 --> 00:17:21,400
And I think that right there, the misconception of that creates the two different, or I guess

376
00:17:21,400 --> 00:17:24,640
the understanding of that creates the two different types of business owners.

377
00:17:24,640 --> 00:17:29,240
I've met and I guess since I've been alive, but my career, but and that is you have the

378
00:17:29,240 --> 00:17:34,040
guys who understand that and they understand that even when you're able to delegate, even

379
00:17:34,040 --> 00:17:38,760
when you grow and you have employees and you can maybe come in for six hours on a day,

380
00:17:38,760 --> 00:17:43,680
you're still working 24 seven, those guys excel and continue to grow.

381
00:17:43,680 --> 00:17:46,720
Then you have the business owners that don't understand that they think, oh, now I got

382
00:17:46,720 --> 00:17:47,720
this little bit of freedom.

383
00:17:47,720 --> 00:17:50,200
And so now I'm actually not going to do anything.

384
00:17:50,200 --> 00:17:53,360
And then they say stagnant and they don't move forward.

385
00:17:53,360 --> 00:17:57,920
There's those two different types in my opinion that I've seen is like, I don't know if that's

386
00:17:57,920 --> 00:17:58,920
them not understanding.

387
00:17:58,920 --> 00:18:01,920
Maybe that, Hey, if that's what they want, then that's what they want.

388
00:18:01,920 --> 00:18:02,920
That's great.

389
00:18:02,920 --> 00:18:06,480
But typically most entrepreneurs, they're here to grow and they want to keep on growing.

390
00:18:06,480 --> 00:18:08,560
They want to keep on, keep that hustle alive.

391
00:18:08,560 --> 00:18:09,560
Right?

392
00:18:09,560 --> 00:18:10,560
Absolutely.

393
00:18:10,560 --> 00:18:13,560
And so, so now we're talking about employee versus entrepreneur.

394
00:18:13,560 --> 00:18:18,640
I kind of want to tackle and get your opinion on because you deal with trainers and to me,

395
00:18:18,640 --> 00:18:27,320
I feel like an opinion of mine, you know, I went from paying 10 bucks a month at EOS,

396
00:18:27,320 --> 00:18:28,320
right?

397
00:18:28,320 --> 00:18:30,480
This gym that I go to, I was kind of, I went every day.

398
00:18:30,480 --> 00:18:34,360
I definitely didn't work out as hard as you make me work out.

399
00:18:34,360 --> 00:18:37,160
I mean, I've definitely seen results, just phenomenal.

400
00:18:37,160 --> 00:18:41,240
I mean, I'm paying significantly more for that.

401
00:18:41,240 --> 00:18:45,840
But for me, that never like getting a trainer or being a part of like, what's the F?

402
00:18:45,840 --> 00:18:46,840
At 45.

403
00:18:46,840 --> 00:18:48,840
At 45, stuff like that.

404
00:18:48,840 --> 00:18:52,160
I was like, yeah, I just, to me, it didn't make sense to pay so much money when I go

405
00:18:52,160 --> 00:18:54,840
work out myself.

406
00:18:54,840 --> 00:18:58,560
And after dealing with you, I'm like, okay, like one, I trust you.

407
00:18:58,560 --> 00:19:00,360
I like the stuff you're putting me through.

408
00:19:00,360 --> 00:19:04,840
I believe in you as a trainer to actually, you know, you're putting me on the right path

409
00:19:04,840 --> 00:19:05,840
that I want to be on.

410
00:19:05,840 --> 00:19:08,520
And I, it's the values there for what I'm paying.

411
00:19:08,520 --> 00:19:11,200
So I'll start there.

412
00:19:11,200 --> 00:19:15,960
What I would say is, you know, if you were like, say, Hey, man, I'm so I'm going to stop

413
00:19:15,960 --> 00:19:16,960
training.

414
00:19:16,960 --> 00:19:18,720
I want you to train with one of my trainers.

415
00:19:18,720 --> 00:19:20,520
To me, I'd be like, okay, who are these people?

416
00:19:20,520 --> 00:19:22,160
Are they as good as you?

417
00:19:22,160 --> 00:19:24,120
So that comes into play.

418
00:19:24,120 --> 00:19:29,120
What comes into play there is, you know, the entrepreneurship of the people you hire, right?

419
00:19:29,120 --> 00:19:33,040
So we got employees that worked at nine to five, and then you got the people that really

420
00:19:33,040 --> 00:19:36,560
care and actually make something of themselves inside of a business.

421
00:19:36,560 --> 00:19:41,800
What do you look for in the people you hire to know like, Hey, these are, this is somebody

422
00:19:41,800 --> 00:19:45,120
I want a part of my company that's going to help me grow my company and not just be that

423
00:19:45,120 --> 00:19:48,960
nine to five clock in, clock out, and then not worry about the growth.

424
00:19:48,960 --> 00:19:54,800
So the biggest things I'm looking for for people is that they have a willingness to

425
00:19:54,800 --> 00:19:57,080
fail.

426
00:19:57,080 --> 00:19:59,640
So because here's what happens.

427
00:19:59,640 --> 00:20:03,320
If you're not willing to fail, that means you're going to look for me to micromanage

428
00:20:03,320 --> 00:20:05,920
this shit out of you.

429
00:20:05,920 --> 00:20:08,400
I have zero interest in micromanaging you.

430
00:20:08,400 --> 00:20:09,760
I have none.

431
00:20:09,760 --> 00:20:12,000
I have a training manual.

432
00:20:12,000 --> 00:20:17,800
I have a phone and you have your eyes and we have meetings.

433
00:20:17,800 --> 00:20:22,880
If you're unwilling to fail, you will not be able to work for me.

434
00:20:22,880 --> 00:20:27,080
There's only one rule we have at TI and it's a super simple one and we've grown it over

435
00:20:27,080 --> 00:20:30,920
time, but it's, it's now it's kind of down to a science.

436
00:20:30,920 --> 00:20:34,760
The only failure you can make at our place is you get someone hurt.

437
00:20:34,760 --> 00:20:35,840
That's it.

438
00:20:35,840 --> 00:20:37,240
Only failure.

439
00:20:37,240 --> 00:20:39,420
Everything else can be corrected.

440
00:20:39,420 --> 00:20:40,680
Everything else can be fixed.

441
00:20:40,680 --> 00:20:45,560
If you gave somebody too many sets, okay, we can fix that.

442
00:20:45,560 --> 00:20:49,680
If you made somebody too sore, we can fix that.

443
00:20:49,680 --> 00:20:55,800
But if you hurt somebody, it is, it is damn hard to fix that because now you took that

444
00:20:55,800 --> 00:20:57,560
person's trust.

445
00:20:57,560 --> 00:20:59,360
They told you where they were.

446
00:20:59,360 --> 00:21:02,840
They told you the condition they were coming in and they told you the goals and nobody's

447
00:21:02,840 --> 00:21:05,520
goals to come in and say, Hey, I want to get f'd up.

448
00:21:05,520 --> 00:21:06,520
That's not a goal.

449
00:21:06,520 --> 00:21:07,520
Right.

450
00:21:07,520 --> 00:21:09,560
There's one thing if all of a sudden it's like, okay, just a little tweak.

451
00:21:09,560 --> 00:21:10,560
Right.

452
00:21:10,560 --> 00:21:15,000
All of a sudden someone's like completely messed up or now it's like, you know, they

453
00:21:15,000 --> 00:21:16,920
got to get a physical therapist.

454
00:21:16,920 --> 00:21:23,960
You know, you know, they got to go get a surgery that we failed miserably.

455
00:21:23,960 --> 00:21:27,800
So that's the only, so I tell everybody upfront, it's the only failure that is unexcusable for

456
00:21:27,800 --> 00:21:28,800
us.

457
00:21:28,800 --> 00:21:30,860
Everything else, you have to be willing to fail.

458
00:21:30,860 --> 00:21:35,440
So they'll ask me a question and they'll say, Hey, Terrence, I was writing this person's

459
00:21:35,440 --> 00:21:37,920
program and I know this was their goals.

460
00:21:37,920 --> 00:21:38,920
What do you think?

461
00:21:38,920 --> 00:21:41,720
And they'll be like, you're certified, right?

462
00:21:41,720 --> 00:21:44,360
Yes.

463
00:21:44,360 --> 00:21:47,720
You did the training with us because, you know, we onboard people for 12 weeks.

464
00:21:47,720 --> 00:21:52,600
I'm not saying you, I'm like, so you did 12 weeks worth of training.

465
00:21:52,600 --> 00:21:56,400
We reviewed your programming with groups.

466
00:21:56,400 --> 00:22:00,400
You've worked with some of our private clients, some of our semi private clients.

467
00:22:00,400 --> 00:22:02,440
You've had to write programs from them.

468
00:22:02,440 --> 00:22:03,440
We've reviewed all that.

469
00:22:03,440 --> 00:22:05,720
We've sat down over and over and over.

470
00:22:05,720 --> 00:22:06,720
Okay.

471
00:22:06,720 --> 00:22:10,280
So why are you asking me this question?

472
00:22:10,280 --> 00:22:11,280
Yeah.

473
00:22:11,280 --> 00:22:15,920
I'm like, if you're asking me this question, because you want me to look at your workout,

474
00:22:15,920 --> 00:22:16,920
that's one thing.

475
00:22:16,920 --> 00:22:22,720
If you're asking me this question because you're not sure where to start, then there's

476
00:22:22,720 --> 00:22:29,760
a mistake and apparently we're failing because you've been taught how to write programs and

477
00:22:29,760 --> 00:22:31,880
you've been taught that, guess what?

478
00:22:31,880 --> 00:22:35,280
Every person that walks in this door is going to be different and you have to.

479
00:22:35,280 --> 00:22:39,000
So, you know, so I tell all the questions like, you have to be able to take one piece

480
00:22:39,000 --> 00:22:45,640
of equipment and you've got to be able to adjust that to 12 different people.

481
00:22:45,640 --> 00:22:51,360
So I will put them through the fire and be like, show me this 12, show me this same exercise.

482
00:22:51,360 --> 00:22:54,720
Give me 12 different versions of this same movement.

483
00:22:54,720 --> 00:23:02,200
Well, one, I know from experience that works because that when you went to Vegas on a conference,

484
00:23:02,200 --> 00:23:03,200
was it Vegas?

485
00:23:03,200 --> 00:23:04,200
Chicago.

486
00:23:04,200 --> 00:23:05,200
Chicago.

487
00:23:05,200 --> 00:23:06,200
Yeah.

488
00:23:06,200 --> 00:23:07,840
Who did you leave to train me?

489
00:23:07,840 --> 00:23:08,840
I think it was Molina.

490
00:23:08,840 --> 00:23:10,720
She kicked my butt, man.

491
00:23:10,720 --> 00:23:16,960
Dude, I was like, I hope I never see you again because I was out for the count of those,

492
00:23:16,960 --> 00:23:18,880
I think it was two days.

493
00:23:18,880 --> 00:23:22,440
And so I'm like, okay, you know, Coach T is a little bit easier.

494
00:23:22,440 --> 00:23:24,320
Let's stick with Coach T. Not really.

495
00:23:24,320 --> 00:23:26,880
But no, so obviously I know that works.

496
00:23:26,880 --> 00:23:31,520
So yeah, that's, I think that's something that I hear a lot is like, hey, how do you

497
00:23:31,520 --> 00:23:32,520
find good people?

498
00:23:32,520 --> 00:23:34,440
And we deal with that too here at elder.

499
00:23:34,440 --> 00:23:36,000
It's really, it's really hard to find.

500
00:23:36,000 --> 00:23:40,640
It's like, it's like either you get the qualifications or you get the attitude.

501
00:23:40,640 --> 00:23:42,040
And then sometimes they don't match together.

502
00:23:42,040 --> 00:23:45,640
I've had someone with all the qualifications, but the attitude is just terrible.

503
00:23:45,640 --> 00:23:52,000
And they don't understand how to maintain the motivation for the vision that we have.

504
00:23:52,000 --> 00:23:54,000
And a lot of people say, Hey, well, that's the leadership.

505
00:23:54,000 --> 00:23:56,880
But at the end of the day, comes down to the person, right?

506
00:23:56,880 --> 00:23:59,640
Like you said, like, Hey, I'll give you the resources.

507
00:23:59,640 --> 00:24:00,640
Will you use them?

508
00:24:00,640 --> 00:24:03,440
Can you make something of it and can you follow the program?

509
00:24:03,440 --> 00:24:04,440
Right.

510
00:24:04,440 --> 00:24:05,440
And that's what it's all about.

511
00:24:05,440 --> 00:24:08,560
And then we're there to obviously keep the vision alive and stuff.

512
00:24:08,560 --> 00:24:12,320
And I guess on that point, what is your vision for T?

513
00:24:12,320 --> 00:24:14,320
You know, I'm really glad you asked that.

514
00:24:14,320 --> 00:24:18,200
So my biggest vision for T and it's, it has shifted over time.

515
00:24:18,200 --> 00:24:19,200
Of course.

516
00:24:19,200 --> 00:24:22,760
At one point it was, I wanted this big box.

517
00:24:22,760 --> 00:24:26,120
And then at one point it was, okay, I want to have multiple locations.

518
00:24:26,120 --> 00:24:27,120
And I did that.

519
00:24:27,120 --> 00:24:29,200
And I can tell you a story on that too.

520
00:24:29,200 --> 00:24:33,400
And then finally got to the point where I am now, where I said, Okay, here's the biggest

521
00:24:33,400 --> 00:24:34,400
thing.

522
00:24:34,400 --> 00:24:41,360
I want everybody who works here to feel like they can grow their vision inside here.

523
00:24:41,360 --> 00:24:45,960
So if that means like, for example, we have one of our coaches who just let me know that

524
00:24:45,960 --> 00:24:47,520
she wants to be a physical therapist.

525
00:24:47,520 --> 00:24:50,400
I was like, that's fantastic.

526
00:24:50,400 --> 00:24:52,760
That means I got three years.

527
00:24:52,760 --> 00:25:00,520
I have three years to build our company with the team's help to where she can one, be a

528
00:25:00,520 --> 00:25:07,240
practicing physical therapist in our practice or two, she's going to go somewhere else.

529
00:25:07,240 --> 00:25:08,560
Those are our two options.

530
00:25:08,560 --> 00:25:14,360
So if I make sure that our team and we at least create the opportunity for her, if she

531
00:25:14,360 --> 00:25:17,040
decides that she's going to go, then that's on her.

532
00:25:17,040 --> 00:25:18,040
Yeah.

533
00:25:18,040 --> 00:25:19,040
100%.

534
00:25:19,040 --> 00:25:24,360
If I create an opportunity for her to be able to have that, that's on me.

535
00:25:24,360 --> 00:25:29,360
So the biggest thing for me at this point is I want everybody's vision to be able to

536
00:25:29,360 --> 00:25:34,120
feel like it can fit in our space until it no longer can fit.

537
00:25:34,120 --> 00:25:37,680
And if it can't fit, like I said, if it can't fit, and it was something that I couldn't

538
00:25:37,680 --> 00:25:41,720
do, like if somebody else didn't say, Hey, I want to be a dentist, can't do nothing for

539
00:25:41,720 --> 00:25:42,720
you.

540
00:25:42,720 --> 00:25:43,720
Yeah.

541
00:25:43,720 --> 00:25:46,480
Not going to have a, it's not going to be TI fitness, sports performance and dentistry.

542
00:25:46,480 --> 00:25:47,480
Right.

543
00:25:47,480 --> 00:25:49,400
Not going to happen.

544
00:25:49,400 --> 00:25:50,400
Not going to happen.

545
00:25:50,400 --> 00:25:51,400
Hey, making some good money.

546
00:25:51,400 --> 00:25:52,400
I mean, true, true.

547
00:25:52,400 --> 00:25:53,400
True.

548
00:25:53,400 --> 00:25:54,400
There could be some money there.

549
00:25:54,400 --> 00:25:55,400
You know what I mean?

550
00:25:55,400 --> 00:25:56,400
Could be.

551
00:25:56,400 --> 00:25:58,920
But I mean, yeah, what's the percentage looking like?

552
00:25:58,920 --> 00:26:06,680
But so for me, the vision is am I doing the best by the people who work there?

553
00:26:06,680 --> 00:26:13,000
And then the second part for me and my vision is can everybody who comes to service us in

554
00:26:13,000 --> 00:26:17,080
the capacity to service us, can we do what we need to do with them?

555
00:26:17,080 --> 00:26:18,080
Yeah.

556
00:26:18,080 --> 00:26:19,080
That's key.

557
00:26:19,080 --> 00:26:23,760
You know, because, you know, to me, it's, it's, I don't remember what show I watched,

558
00:26:23,760 --> 00:26:24,760
right?

559
00:26:24,760 --> 00:26:29,720
But to me, it's kind of dumb founding if I own a gym, but I got to go to other fitness

560
00:26:29,720 --> 00:26:34,440
places to get the stuff that I need for myself over my kids.

561
00:26:34,440 --> 00:26:38,920
So that's another part of my vision, which is, you know, right now, parts of what I need

562
00:26:38,920 --> 00:26:41,760
to do with my kids, like, you know, which is getting them on a track.

563
00:26:41,760 --> 00:26:44,080
I can't do that in my space.

564
00:26:44,080 --> 00:26:45,280
So I need to go create that.

565
00:26:45,280 --> 00:26:46,280
Right.

566
00:26:46,280 --> 00:26:48,640
I need to have that at my space.

567
00:26:48,640 --> 00:26:49,640
Yep.

568
00:26:49,640 --> 00:26:53,520
Again, another lesson, like a lot of, a lot of business owners.

569
00:26:53,520 --> 00:26:58,080
So I've been in coaching programs and we were in kind of a path where we acquire businesses

570
00:26:58,080 --> 00:27:01,240
that are doing some revenue and then we help them scale because they're missing all the

571
00:27:01,240 --> 00:27:02,240
essential pieces, right?

572
00:27:02,240 --> 00:27:03,240
Right.

573
00:27:03,240 --> 00:27:05,400
It's just like, hey, once you plug these in, you're doubling your revenue.

574
00:27:05,400 --> 00:27:06,400
Right.

575
00:27:06,400 --> 00:27:08,600
And one of the things I see is like, it's always like, Hey, I got to hire more people.

576
00:27:08,600 --> 00:27:09,600
I got to hire more people.

577
00:27:09,600 --> 00:27:11,000
I'm like, well, what about the people that are there?

578
00:27:11,000 --> 00:27:12,520
Well, you know, it's hard to keep people.

579
00:27:12,520 --> 00:27:14,640
So I, you know, I'm focused more on hiring people.

580
00:27:14,640 --> 00:27:20,640
The problem there is, is like you're saying, if your team cannot, if they don't understand

581
00:27:20,640 --> 00:27:24,880
that everything they want out of life, out of their career can be realized through your

582
00:27:24,880 --> 00:27:28,400
company and your vision, then why would they stay?

583
00:27:28,400 --> 00:27:29,400
Yeah.

584
00:27:29,400 --> 00:27:30,400
Right.

585
00:27:30,400 --> 00:27:31,400
They're not going to stay.

586
00:27:31,400 --> 00:27:32,400
Right.

587
00:27:32,400 --> 00:27:34,440
So if like we have someone here is like, Hey, well, what do you, what's your goal in the

588
00:27:34,440 --> 00:27:35,440
next two years?

589
00:27:35,440 --> 00:27:38,880
Well, my wife works and I don't want her to work and I want her to be, say, Oh, mom, okay,

590
00:27:38,880 --> 00:27:40,280
can that happen within this company?

591
00:27:40,280 --> 00:27:41,280
Yes.

592
00:27:41,280 --> 00:27:42,280
We're going to make sure we're going to plan.

593
00:27:42,280 --> 00:27:43,480
We're going to make goals and we're going to hit them.

594
00:27:43,480 --> 00:27:47,600
And we're going to make sure that in two years, she isn't working now or working and she can't

595
00:27:47,600 --> 00:27:51,200
be a say, Oh, mom, or if it's a new car, okay, let's make those goals.

596
00:27:51,200 --> 00:27:58,600
And we call those PPEs personal, professional and PPFs and financial goals.

597
00:27:58,600 --> 00:27:59,960
And that has changed.

598
00:27:59,960 --> 00:28:04,840
I think the structure of my company and maintaining the good people that you already have and

599
00:28:04,840 --> 00:28:08,520
not focusing on, I need to find better people because the people that are already in your

600
00:28:08,520 --> 00:28:13,880
organization are phenomenal people, but everybody gets motivated differently.

601
00:28:13,880 --> 00:28:16,040
I'm trying to, it brings up to mind who was it?

602
00:28:16,040 --> 00:28:18,400
Was it Brandon Dawson that talked about the Chipotle burrito?

603
00:28:18,400 --> 00:28:19,400
Yeah.

604
00:28:19,400 --> 00:28:20,400
Yeah.

605
00:28:20,400 --> 00:28:23,480
He was like, you know, I got guys like, Hey, thousand dollar bonus would push them right

606
00:28:23,480 --> 00:28:24,860
where they need to be.

607
00:28:24,860 --> 00:28:28,480
Some people are just coming in and getting a winning a Chipotle burrito in the week.

608
00:28:28,480 --> 00:28:31,480
That just gives them all the motivation to get the next burrito next week.

609
00:28:31,480 --> 00:28:34,360
And it's like, everybody is, is so different.

610
00:28:34,360 --> 00:28:38,000
And I think one of the most important pieces about being a leader was exactly what you're

611
00:28:38,000 --> 00:28:42,720
talking about is understanding what they want and understanding how to plan to help them

612
00:28:42,720 --> 00:28:43,720
get there.

613
00:28:43,720 --> 00:28:47,360
And at that point you will retain good people and you're never going to really have to look.

614
00:28:47,360 --> 00:28:49,000
So here's the other part.

615
00:28:49,000 --> 00:28:51,000
And I'm glad you brought that up.

616
00:28:51,000 --> 00:28:52,000
Right.

617
00:28:52,000 --> 00:28:57,880
It's, you know, I looked at what is the average time span that somebody stayed with me.

618
00:28:57,880 --> 00:29:00,280
It's two and a half years.

619
00:29:00,280 --> 00:29:02,400
So two and a half years.

620
00:29:02,400 --> 00:29:07,240
And like I said, the longest time, the longest time somebody stayed with me is seven years.

621
00:29:07,240 --> 00:29:11,360
The shortest time somebody stayed with me is a month.

622
00:29:11,360 --> 00:29:15,720
And that person that was a month, you know, it didn't fit.

623
00:29:15,720 --> 00:29:17,520
And that was my fault.

624
00:29:17,520 --> 00:29:24,120
That was, it was a, I shouldn't have brought them on to begin with because with what they

625
00:29:24,120 --> 00:29:31,780
wanted and the timeline, we never discussed the timeline and thus created the problem.

626
00:29:31,780 --> 00:29:33,520
So I've actually kind of changed some things since then.

627
00:29:33,520 --> 00:29:36,840
So the biggest thing is like, people will sit there and be so quick to be like, Hey,

628
00:29:36,840 --> 00:29:39,080
man, fire this person, fire this person.

629
00:29:39,080 --> 00:29:40,080
Okay.

630
00:29:40,080 --> 00:29:46,720
Well, if you invested this time and it's not just you as the company owner, like these

631
00:29:46,720 --> 00:29:48,600
people are also investing back in you.

632
00:29:48,600 --> 00:29:49,600
Right.

633
00:29:49,600 --> 00:29:52,360
So there are some people that come at the beginning and originally it's, it is about

634
00:29:52,360 --> 00:29:53,360
the check.

635
00:29:53,360 --> 00:29:56,680
And if they come in, it's originally about the check.

636
00:29:56,680 --> 00:29:57,680
That's not their fault.

637
00:29:57,680 --> 00:29:59,680
It's my fault.

638
00:29:59,680 --> 00:30:00,680
Yep.

639
00:30:00,680 --> 00:30:07,440
Versus if they come and saying, I want an opportunity to be better.

640
00:30:07,440 --> 00:30:11,160
I believe that I can learn some stuff and get better.

641
00:30:11,160 --> 00:30:14,800
And then from there, it becomes a, okay, let's help you grow.

642
00:30:14,800 --> 00:30:17,680
What's like you said, what's the next stage?

643
00:30:17,680 --> 00:30:18,760
You've already invested this time.

644
00:30:18,760 --> 00:30:24,520
So for me, when I sit there and go, the average person is two and a half years, then I could

645
00:30:24,520 --> 00:30:27,520
see why our clients, it would be hard for them.

646
00:30:27,520 --> 00:30:31,920
When it's like, I'm so used to that person because I've seen that person and there's

647
00:30:31,920 --> 00:30:35,400
a, and there's a distance between comfort and laziness.

648
00:30:35,400 --> 00:30:36,400
Right.

649
00:30:36,400 --> 00:30:37,400
Right.

650
00:30:37,400 --> 00:30:39,520
And some people kind of get that confused where, you know, like there's some parts like,

651
00:30:39,520 --> 00:30:41,680
and I know you've listened to Grant Cardale.

652
00:30:41,680 --> 00:30:42,680
Yep.

653
00:30:42,680 --> 00:30:44,800
There's some things I agree with with Grant.

654
00:30:44,800 --> 00:30:46,880
Some things I disagree with.

655
00:30:46,880 --> 00:30:50,600
Grant likes jet packing people.

656
00:30:50,600 --> 00:30:54,740
And he'll look at it from a jet packing standpoint of, okay, this person hasn't helped get them

657
00:30:54,740 --> 00:30:56,240
to the next level.

658
00:30:56,240 --> 00:30:57,740
Okay.

659
00:30:57,740 --> 00:31:03,200
Well, maybe that person never said, I want to be a leader.

660
00:31:03,200 --> 00:31:05,680
I want to be management.

661
00:31:05,680 --> 00:31:10,920
Maybe their, their super strength is being consistent that they show up.

662
00:31:10,920 --> 00:31:12,940
They're never late.

663
00:31:12,940 --> 00:31:20,760
They do the best with what they have and they believe in the company and that is their superpower

664
00:31:20,760 --> 00:31:22,880
and that's exactly where they want to go.

665
00:31:22,880 --> 00:31:26,000
So watch that person get jet packed because that's what they want.

666
00:31:26,000 --> 00:31:29,200
That's somebody who was like, Hey, you know what, which would you rather have?

667
00:31:29,200 --> 00:31:36,840
Would you rather have 20 people who would be with you for 10 years and you find one

668
00:31:36,840 --> 00:31:42,200
or two people that are just like out the box want to be management?

669
00:31:42,200 --> 00:31:46,920
Or would you rather see here and cycle through person after person trying to find management

670
00:31:46,920 --> 00:31:47,920
management?

671
00:31:47,920 --> 00:31:50,480
Cause at the end of the day, you still need, you still need some people.

672
00:31:50,480 --> 00:31:53,200
Hey, this is exactly what they want to do.

673
00:31:53,200 --> 00:31:56,080
So for me, I'm real big on me.

674
00:31:56,080 --> 00:32:03,200
Once I identify, once somebody leaves, I look at it and I do take it personal and I don't

675
00:32:03,200 --> 00:32:04,200
care what the one says.

676
00:32:04,200 --> 00:32:09,960
I'm going to take it personal because if I told them their vision can fit and then I

677
00:32:09,960 --> 00:32:13,520
didn't deliver, I need to take it personal.

678
00:32:13,520 --> 00:32:14,520
100%.

679
00:32:14,520 --> 00:32:15,520
Yup.

680
00:32:15,520 --> 00:32:22,800
Because I lied or two, if they leave and I didn't know they were leaving.

681
00:32:22,800 --> 00:32:27,480
And I really take it personal because that means this whole time I haven't been developing

682
00:32:27,480 --> 00:32:28,480
them.

683
00:32:28,480 --> 00:32:32,440
I haven't been putting into them and I've just been doing nothing but taking and saying,

684
00:32:32,440 --> 00:32:35,560
Hey, I'm going to take constantly from you.

685
00:32:35,560 --> 00:32:39,560
And the only thing you need to get from me is a check.

686
00:32:39,560 --> 00:32:41,240
That's BS.

687
00:32:41,240 --> 00:32:47,160
When you own a, when you're a small business owner, you have to realize that these people

688
00:32:47,160 --> 00:32:48,960
could go work for anybody else.

689
00:32:48,960 --> 00:32:52,360
I know for a fact, and there's no, there's no arguing with this.

690
00:32:52,360 --> 00:32:57,520
I know for a fact that lifetime fitness can offer things at this present state that I

691
00:32:57,520 --> 00:32:59,880
have not been able to offer.

692
00:32:59,880 --> 00:33:01,560
These are facts.

693
00:33:01,560 --> 00:33:05,080
I know that I'm not disputing that.

694
00:33:05,080 --> 00:33:10,040
So then why would somebody come work for me versus lifetime?

695
00:33:10,040 --> 00:33:13,080
What can I offer that they cannot offer?

696
00:33:13,080 --> 00:33:16,840
Well, I can offer education.

697
00:33:16,840 --> 00:33:21,840
I can offer an environment unlike anything they'll ever get over there.

698
00:33:21,840 --> 00:33:29,720
I can offer them an opportunity to be like, we can grow as much as you want.

699
00:33:29,720 --> 00:33:32,600
And then your vision can fit in here.

700
00:33:32,600 --> 00:33:37,160
And that's why I said, I take it personal if somebody leaves, because that means I wasn't

701
00:33:37,160 --> 00:33:38,160
right.

702
00:33:38,160 --> 00:33:41,040
That means I didn't own up to my part and I got to do better.

703
00:33:41,040 --> 00:33:42,480
So for me, you know what I mean?

704
00:33:42,480 --> 00:33:47,680
I look at it from the standpoint of that's how you help people.

705
00:33:47,680 --> 00:33:50,840
You got to pour back into them constantly.

706
00:33:50,840 --> 00:33:52,720
You got to be straightforward with them.

707
00:33:52,720 --> 00:33:58,280
If you're not meeting, like I read this book, you know, deaf by meeting, I used to hate

708
00:33:58,280 --> 00:33:59,280
meetings.

709
00:33:59,280 --> 00:34:01,120
I used to hate them with a passion.

710
00:34:01,120 --> 00:34:03,640
That's because I did crappy meetings.

711
00:34:03,640 --> 00:34:06,280
I didn't go to a meeting with a purpose.

712
00:34:06,280 --> 00:34:07,760
I didn't go to a meeting with a plan.

713
00:34:07,760 --> 00:34:10,240
It was just, okay, here's our numbers.

714
00:34:10,240 --> 00:34:11,240
Here's where we're at.

715
00:34:11,240 --> 00:34:12,680
Here's what we're doing.

716
00:34:12,680 --> 00:34:15,160
And that was my body language and my attitude.

717
00:34:15,160 --> 00:34:16,880
But I flipped the script on that.

718
00:34:16,880 --> 00:34:18,880
So my team, they know we're meeting.

719
00:34:18,880 --> 00:34:20,640
They know we have a meeting once a month.

720
00:34:20,640 --> 00:34:25,760
They know we have individual meetings once a month because number one, I want to help

721
00:34:25,760 --> 00:34:26,760
them grow.

722
00:34:26,760 --> 00:34:28,200
I need to know where they're at.

723
00:34:28,200 --> 00:34:29,760
They need to know what's going on with the company.

724
00:34:29,760 --> 00:34:34,120
And then two, we need to be aligned together and be able to say, Hey, this is where we

725
00:34:34,120 --> 00:34:35,360
are as a team.

726
00:34:35,360 --> 00:34:36,360
What can we do better?

727
00:34:36,360 --> 00:34:40,160
Matter of fact, I'll tell you this real quick story because I know you got another question.

728
00:34:40,160 --> 00:34:46,800
The first quarter of the year, the first quarter of the year, I said, Hey, here's our vision.

729
00:34:46,800 --> 00:34:47,920
Here's our goal.

730
00:34:47,920 --> 00:34:49,840
Let's do it.

731
00:34:49,840 --> 00:34:54,520
In three months, it didn't work.

732
00:34:54,520 --> 00:34:55,520
We met in April.

733
00:34:55,520 --> 00:35:00,440
I said, Okay, we did it the way that I thought we should do it.

734
00:35:00,440 --> 00:35:03,280
And it failed miserably.

735
00:35:03,280 --> 00:35:07,640
So now we're going to sit here to you guys tell us what's the way because I thought my

736
00:35:07,640 --> 00:35:10,800
way was the best way you guys have told me otherwise.

737
00:35:10,800 --> 00:35:14,240
What's the way we're going to do it exactly the way you guys want to do it?

738
00:35:14,240 --> 00:35:15,600
And we sat there.

739
00:35:15,600 --> 00:35:16,600
Was it painful?

740
00:35:16,600 --> 00:35:17,600
Absolutely.

741
00:35:17,600 --> 00:35:20,040
Everybody was like, I'm that awkward moment of silence.

742
00:35:20,040 --> 00:35:23,320
So we're like, well, I don't want to say something.

743
00:35:23,320 --> 00:35:27,880
I was like, we're not leaving until everybody starts talking.

744
00:35:27,880 --> 00:35:31,480
And then we got to resolution and dammit RJ.

745
00:35:31,480 --> 00:35:33,920
They have destroyed it April and May.

746
00:35:33,920 --> 00:35:35,520
They have destroyed it.

747
00:35:35,520 --> 00:35:38,160
They've taken leadership because it was their ideas.

748
00:35:38,160 --> 00:35:40,640
What my idea?

749
00:35:40,640 --> 00:35:41,640
Their ideas.

750
00:35:41,640 --> 00:35:44,520
We're doing their ideas so they're bought in more.

751
00:35:44,520 --> 00:35:48,480
And then they've been incentivized with their ideas because now guess what?

752
00:35:48,480 --> 00:35:49,480
Everything's doing better.

753
00:35:49,480 --> 00:35:50,480
So guess what?

754
00:35:50,480 --> 00:35:52,880
It all comes back, circle back to them.

755
00:35:52,880 --> 00:35:55,760
But originally in the past, I wouldn't have done that.

756
00:35:55,760 --> 00:35:58,120
I would have been like, it's my way.

757
00:35:58,120 --> 00:35:59,120
It's my way.

758
00:35:59,120 --> 00:36:00,800
I know, I know, I know.

759
00:36:00,800 --> 00:36:06,720
That's like, dude, titles are titles just because you're the owner.

760
00:36:06,720 --> 00:36:09,920
And just because that's how you would do something.

761
00:36:09,920 --> 00:36:10,920
It's still a team.

762
00:36:10,920 --> 00:36:11,920
Yeah, it's a team.

763
00:36:11,920 --> 00:36:14,480
It doesn't mean that that's how you would do it.

764
00:36:14,480 --> 00:36:16,720
That's how Terrence would do it.

765
00:36:16,720 --> 00:36:18,560
That's how some of the other people we know would do it.

766
00:36:18,560 --> 00:36:21,400
But that doesn't mean that's how that person would do it.

767
00:36:21,400 --> 00:36:26,000
So it sounds to me like I can write my workouts and give them to you in the morning.

768
00:36:26,000 --> 00:36:30,440
You know, you can write them and you could definitely give them to me and we'll do the

769
00:36:30,440 --> 00:36:33,000
best we can to implement them.

770
00:36:33,000 --> 00:36:38,080
Even if we only implement like three seconds of it, that's still implementing it.

771
00:36:38,080 --> 00:36:40,080
That's great.

772
00:36:40,080 --> 00:36:46,000
So, you know, leadership is so hard.

773
00:36:46,000 --> 00:36:48,200
And I've been reading, so I know you read a lot of books.

774
00:36:48,200 --> 00:36:49,200
I do.

775
00:36:49,200 --> 00:36:51,600
And we read a lot of books too in our company.

776
00:36:51,600 --> 00:36:56,960
And I told you I was reading one of the 12 Irrefutable Laws of Leadership by John Maxwell.

777
00:36:56,960 --> 00:36:58,960
I don't know if it's 12.

778
00:36:58,960 --> 00:37:02,320
But leadership has always been a little hard for me because that's how I was too.

779
00:37:02,320 --> 00:37:03,320
Like my way, my way.

780
00:37:03,320 --> 00:37:05,640
And all these guys can tell you, it's like, dude, I know what's best.

781
00:37:05,640 --> 00:37:07,080
You guys don't know what you're talking about.

782
00:37:07,080 --> 00:37:11,800
And then as we've kind of like flipped the script like you're saying, like our team

783
00:37:11,800 --> 00:37:15,320
has excelled and I realized, frickin' hey, I'm the problem.

784
00:37:15,320 --> 00:37:16,600
I've always been the problem.

785
00:37:16,600 --> 00:37:18,560
You're the bottleneck.

786
00:37:18,560 --> 00:37:21,960
It hasn't been my team, the people I love, it's been me.

787
00:37:21,960 --> 00:37:23,640
And that has created it.

788
00:37:23,640 --> 00:37:26,840
And I'm still, I still struggle with certain stuff that we all do, right?

789
00:37:26,840 --> 00:37:29,720
It's hard because at some point you're still, you're still the owner, you still have to

790
00:37:29,720 --> 00:37:31,520
make those tough decisions.

791
00:37:31,520 --> 00:37:36,560
But when you give a little bit of that reign to these people that are highly creative,

792
00:37:36,560 --> 00:37:41,720
they're intelligent and you see yourself as an eagle and not as, oh, I'm the boss.

793
00:37:41,720 --> 00:37:42,720
Everything changes.

794
00:37:42,720 --> 00:37:46,920
You know, in our company, you know, speaking of Grant Cardone, when I did, I did a 10x360

795
00:37:46,920 --> 00:37:48,040
with him.

796
00:37:48,040 --> 00:37:49,040
It was good.

797
00:37:49,040 --> 00:37:50,040
I got a lot out of it.

798
00:37:50,040 --> 00:37:53,720
One of the favorite things I did get out of it was they had the R3 assessment.

799
00:37:53,720 --> 00:37:58,960
If you've ever heard of that, what it is, it's like, it puts everybody in four categories.

800
00:37:58,960 --> 00:38:02,760
Like a driver, influencer, stabilizer and a...

801
00:38:02,760 --> 00:38:03,760
Analyst.

802
00:38:03,760 --> 00:38:04,760
Yeah, analyst.

803
00:38:04,760 --> 00:38:05,760
Yes.

804
00:38:05,760 --> 00:38:11,200
And it just basically told us a whole bunch of stuff off this questionnaire about everybody

805
00:38:11,200 --> 00:38:12,200
and it was like so spot on.

806
00:38:12,200 --> 00:38:13,480
It was honestly a little creepy.

807
00:38:13,480 --> 00:38:15,200
Our whole team did it.

808
00:38:15,200 --> 00:38:19,880
But one of the things I learned about understanding like the people who you're working with in

809
00:38:19,880 --> 00:38:23,240
that vision that we're talking about is like, Kyle here, I'm going to use you as an example.

810
00:38:23,240 --> 00:38:24,600
You know, I love you is sweet.

811
00:38:24,600 --> 00:38:28,920
He was an electrician for us for like two years, a year and a half.

812
00:38:28,920 --> 00:38:30,600
Literally in addicts, electrician.

813
00:38:30,600 --> 00:38:34,360
And he was excited in the very beginning, but hot addicts and stuff.

814
00:38:34,360 --> 00:38:37,160
It's just, it's never kind of been his thing.

815
00:38:37,160 --> 00:38:42,600
And so towards the end, things got a little rough and you weren't enjoying it and it showed.

816
00:38:42,600 --> 00:38:47,800
And now we realize understanding to look at him and who he is and his personality drives

817
00:38:47,800 --> 00:38:48,800
him.

818
00:38:48,800 --> 00:38:49,800
He's a huge influencer.

819
00:38:49,800 --> 00:38:50,800
He always has been here.

820
00:38:50,800 --> 00:38:54,160
Like in high school, you knew all the freshmen, they knew you, you knew all the seniors, they

821
00:38:54,160 --> 00:38:55,160
knew you.

822
00:38:55,160 --> 00:38:57,320
It didn't matter what grade you were in, everybody knew him.

823
00:38:57,320 --> 00:38:59,760
And I'm like, okay, well, let's, let's switch the role real quick.

824
00:38:59,760 --> 00:39:03,520
And now he's been our media producer, our event coordinator and he's been succeeding.

825
00:39:03,520 --> 00:39:05,960
He's, I mean, everything in his life has gone up.

826
00:39:05,960 --> 00:39:06,960
It's changed.

827
00:39:06,960 --> 00:39:09,640
And it's like, again, it was the leader.

828
00:39:09,640 --> 00:39:13,520
It was me not realizing the potential of these people and trying to put them in the place

829
00:39:13,520 --> 00:39:15,160
I thought was best.

830
00:39:15,160 --> 00:39:18,560
And I think that's actually one of the hardest lessons I've learned because it's, you have

831
00:39:18,560 --> 00:39:20,280
to bite your pride, you know what I mean?

832
00:39:20,280 --> 00:39:22,480
And it's, it's interesting.

833
00:39:22,480 --> 00:39:28,600
It is a real big, hard thing when, like you said, we talked about at the beginning, it's,

834
00:39:28,600 --> 00:39:35,880
you know, when you're the owner at the end of the day, if the business fails, it is all

835
00:39:35,880 --> 00:39:38,160
100% on you.

836
00:39:38,160 --> 00:39:43,680
But the part that you got to remember, and I said, and that's what I tell myself is when

837
00:39:43,680 --> 00:39:47,920
the business succeeds, it is now no longer 100% me.

838
00:39:47,920 --> 00:39:53,160
It is everybody who was there, everybody who's putting into it.

839
00:39:53,160 --> 00:40:00,600
And so the hardest part is recognizing, well, when you said you did that test and you have

840
00:40:00,600 --> 00:40:06,160
to realize everybody has a strength and everybody has a weakness.

841
00:40:06,160 --> 00:40:11,000
Once you can identify strengths and weaknesses in people, then guess what?

842
00:40:11,000 --> 00:40:12,720
Everybody gets to shine.

843
00:40:12,720 --> 00:40:16,680
You know, yeah, at the end of the day, yeah, somebody's the MVP of a team.

844
00:40:16,680 --> 00:40:20,720
Somebody's like the main voice.

845
00:40:20,720 --> 00:40:24,120
And you know, and I like to use sports because sports makes sense.

846
00:40:24,120 --> 00:40:27,800
You know, unless it's an individual event, like track and field where it's like, hey,

847
00:40:27,800 --> 00:40:31,040
you win the gold man, the 400, dude, that was you.

848
00:40:31,040 --> 00:40:34,960
But you still had a team because there was a coach, those other stuff behind the scenes.

849
00:40:34,960 --> 00:40:41,960
But when you win as a team in a sport, you can visibly see basketball.

850
00:40:41,960 --> 00:40:44,280
You can see every player on that team that contributed.

851
00:40:44,280 --> 00:40:45,280
Yeah.

852
00:40:45,280 --> 00:40:50,200
Whether it was three minutes, five minutes, past all the rounds, everything, football.

853
00:40:50,200 --> 00:40:55,320
It was one of the greatest ones because everybody goes like, it's an entire team.

854
00:40:55,320 --> 00:40:57,760
You can put up all the points you want to on offense.

855
00:40:57,760 --> 00:41:01,600
If your defense is giving up more points than you put up, you lose.

856
00:41:01,600 --> 00:41:06,040
So the hardest part is a business owner is recognizing that, you know what?

857
00:41:06,040 --> 00:41:10,360
Yeah, you started the vision because you saw it.

858
00:41:10,360 --> 00:41:16,960
But now to get to the next stages you want to, you have to bring people on who at one

859
00:41:16,960 --> 00:41:18,360
point they might be this.

860
00:41:18,360 --> 00:41:24,000
And like you said, I know you mentioned your boy Kyle, but then their strengths start to

861
00:41:24,000 --> 00:41:25,000
show a little bit more.

862
00:41:25,000 --> 00:41:27,840
You go, you know what?

863
00:41:27,840 --> 00:41:28,840
Let's give them an opportunity.

864
00:41:28,840 --> 00:41:32,240
Let's let them just take that over.

865
00:41:32,240 --> 00:41:38,280
Let me step aside because just because I do it, and that's the thing I think as an owner,

866
00:41:38,280 --> 00:41:43,800
you have to realize just because you do it doesn't mean you're the best.

867
00:41:43,800 --> 00:41:46,600
So if you have someone in the team who's better, let them do it.

868
00:41:46,600 --> 00:41:51,400
If you have 100%, why wouldn't you want to?

869
00:41:51,400 --> 00:41:57,480
So man, well one, obviously we're free flowing this and I just have a million questions,

870
00:41:57,480 --> 00:41:59,440
but we won't be able to get through them all.

871
00:41:59,440 --> 00:42:00,440
Sometimes that's the best man.

872
00:42:00,440 --> 00:42:05,000
He always says some of the best rap songs that come from just free flowing.

873
00:42:05,000 --> 00:42:07,240
This one's just minus weed, but you know what I mean?

874
00:42:07,240 --> 00:42:09,600
They come, they flow.

875
00:42:09,600 --> 00:42:10,600
Yes.

876
00:42:10,600 --> 00:42:16,600
That's why I think this rap battle between Kendrick and Drake kind of was throwing that

877
00:42:16,600 --> 00:42:17,600
out there.

878
00:42:17,600 --> 00:42:19,600
Who you got on there?

879
00:42:19,600 --> 00:42:20,600
Kendrick.

880
00:42:20,600 --> 00:42:21,600
That's just my opinion.

881
00:42:21,600 --> 00:42:22,600
You know what I mean?

882
00:42:22,600 --> 00:42:24,000
I mean, I haven't heard it.

883
00:42:24,000 --> 00:42:25,400
I just heard it from other people, man.

884
00:42:25,400 --> 00:42:26,400
They're both good.

885
00:42:26,400 --> 00:42:27,880
I mean, when someone throws out, you know what I mean?

886
00:42:27,880 --> 00:42:30,160
Some lines about, you know what I mean?

887
00:42:30,160 --> 00:42:33,080
Was it Kendrick, Q's Drake, or Petafile and things like that?

888
00:42:33,080 --> 00:42:36,560
I mean, you know, it's, you know, not to kind of take away from that kind of stuff, man,

889
00:42:36,560 --> 00:42:39,320
but you start going like, well there's some smoke behind those mirrors, man.

890
00:42:39,320 --> 00:42:40,680
I mean, we've seen that happen.

891
00:42:40,680 --> 00:42:43,840
We're on PDD, Bill Cosby, and I throw up everybody in that same situation.

892
00:42:43,840 --> 00:42:45,520
There's a ton of stuff.

893
00:42:45,520 --> 00:42:50,460
But there's like, you know, so, I mean, I could say, you know what I mean?

894
00:42:50,460 --> 00:42:54,160
Prior to all that, one of them I listened to when I worked out from time to time.

895
00:42:54,160 --> 00:42:55,720
One of them I listened to when I ran.

896
00:42:55,720 --> 00:42:56,720
Yeah.

897
00:42:56,720 --> 00:42:57,720
So.

898
00:42:57,720 --> 00:42:58,720
Due to the beat.

899
00:42:58,720 --> 00:42:59,720
Yeah.

900
00:42:59,720 --> 00:43:00,720
I mean, I liked them both.

901
00:43:00,720 --> 00:43:05,200
I, Drake's just more melodious, in my opinion, and more of that rapper, you know what I mean?

902
00:43:05,200 --> 00:43:06,200
Yeah.

903
00:43:06,200 --> 00:43:07,600
But I listen to them when I work out, and it doesn't matter.

904
00:43:07,600 --> 00:43:10,560
On the way to your gym, I'll pump one of their songs real quick, you know, kind of

905
00:43:10,560 --> 00:43:11,560
give me in the mood or...

906
00:43:11,560 --> 00:43:12,560
Yeah, it helps.

907
00:43:12,560 --> 00:43:14,560
I mean, you need all you need.

908
00:43:14,560 --> 00:43:16,000
You need me dealing with me sometimes.

909
00:43:16,000 --> 00:43:17,000
You need all you can get.

910
00:43:17,000 --> 00:43:18,000
That is true.

911
00:43:18,000 --> 00:43:19,000
I mean.

912
00:43:19,000 --> 00:43:21,520
I'm not a breakfast guy that early in the morning, but you got me eating bananas before

913
00:43:21,520 --> 00:43:22,520
the workout.

914
00:43:22,520 --> 00:43:23,520
That's all I gotta say.

915
00:43:23,520 --> 00:43:24,520
So.

916
00:43:24,520 --> 00:43:25,520
Excellent.

917
00:43:25,520 --> 00:43:30,560
Well, well, I think one of the last questions I have, I kind of want to pick your brain about

918
00:43:30,560 --> 00:43:37,560
is a lot of people online right now in social media, there's a mask on on YouTube.

919
00:43:37,560 --> 00:43:38,560
It's true entrepreneurship.

920
00:43:38,560 --> 00:43:39,560
That's how I put it.

921
00:43:39,560 --> 00:43:42,080
It's like, you go online, oh, look at my bank account.

922
00:43:42,080 --> 00:43:46,240
Here's how you can make 100K in a week, you know, doing all this blah, blah, blah.

923
00:43:46,240 --> 00:43:48,160
And I sit there and I just laugh at these things.

924
00:43:48,160 --> 00:43:50,400
I'm like, how great would that be?

925
00:43:50,400 --> 00:43:54,080
You know, I kind of look at it as like stocks, you know, it's like a gambling on some stuff

926
00:43:54,080 --> 00:43:56,760
and on some people who don't really know what the heck they're talking about because

927
00:43:56,760 --> 00:43:59,600
true entrepreneurship, it's not that easy.

928
00:43:59,600 --> 00:44:03,280
And so I feel like a lot of people I've had friends have gone into it and not really like

929
00:44:03,280 --> 00:44:05,880
thinking it was that simple and then come to find out.

930
00:44:05,880 --> 00:44:08,520
Yeah, I failed and they never pick it back up again.

931
00:44:08,520 --> 00:44:12,200
And I feel like if they had the right expectation that they were going to fail, they would have

932
00:44:12,200 --> 00:44:13,200
kept going.

933
00:44:13,200 --> 00:44:16,160
But because they thought they were going to succeed the first time with a bulletproof

934
00:44:16,160 --> 00:44:19,560
plan because I see all these other people do online and it happened.

935
00:44:19,560 --> 00:44:24,320
So with all the downs that happened, you know, all those mistakes you made and all those

936
00:44:24,320 --> 00:44:27,280
times where it's like, hey, dude, you couldn't afford your building all of a sudden, you

937
00:44:27,280 --> 00:44:28,360
had to get out of the lease.

938
00:44:28,360 --> 00:44:31,800
Like, what kept you going?

939
00:44:31,800 --> 00:44:38,560
Like was it your, whether it's your faith, your wife, the money itself, the belief, the

940
00:44:38,560 --> 00:44:44,360
confidence, like what was your main drive to say, you know what, no matter how bad this

941
00:44:44,360 --> 00:44:48,400
gets, I can do this and I'm going to push, I'm going to get it done.

942
00:44:48,400 --> 00:44:51,120
Wow, that's a great question.

943
00:44:51,120 --> 00:45:05,200
You know what, if I had to be real with you, is honestly, I just don't believe in quitting.

944
00:45:05,200 --> 00:45:06,440
I just don't.

945
00:45:06,440 --> 00:45:14,760
I, you know, I've been married now almost 15 years and I've always come to learn it

946
00:45:14,760 --> 00:45:18,120
ain't supposed to be easy.

947
00:45:18,120 --> 00:45:23,040
Nothing is, and if it's easy, it ain't real.

948
00:45:23,040 --> 00:45:24,560
It's not true.

949
00:45:24,560 --> 00:45:28,160
It was just one fleeting moment that happened.

950
00:45:28,160 --> 00:45:32,960
So for me, nothing in my life has come easy.

951
00:45:32,960 --> 00:45:33,960
Nothing.

952
00:45:33,960 --> 00:45:37,200
Now, I'm not about to see him be that guy that goes like, oh, you know, man, I grew up

953
00:45:37,200 --> 00:45:43,240
in this cardboard box and, you know, in Vegas and, you know, and the worst side of town.

954
00:45:43,240 --> 00:45:45,360
No, no, no, it wasn't nothing like that.

955
00:45:45,360 --> 00:45:48,920
My parents had, we were in a house, things like that, so I'm not saying something like

956
00:45:48,920 --> 00:45:55,280
that, but you know, I wanted to be great at track.

957
00:45:55,280 --> 00:45:57,880
I had to work my ass off.

958
00:45:57,880 --> 00:45:59,760
Nothing was given to me.

959
00:45:59,760 --> 00:46:04,000
I had to literally put in those hours behind the scene things.

960
00:46:04,000 --> 00:46:08,720
There'd be times I finished track practice, do a workout, get home.

961
00:46:08,720 --> 00:46:11,120
I would do lunges.

962
00:46:11,120 --> 00:46:17,640
I would do 400 meters worth of lunges up and down my street because for me it was, everybody

963
00:46:17,640 --> 00:46:21,000
else is doing that same work that I just did.

964
00:46:21,000 --> 00:46:25,840
That means that everybody else is the same as me and I cannot have that.

965
00:46:25,840 --> 00:46:30,800
I have to do more because there has to be a difference and I had to believe in it.

966
00:46:30,800 --> 00:46:39,760
So what kept me going was I just knew if I was willing to just keep working, to just

967
00:46:39,760 --> 00:46:43,840
get better, that it would get better.

968
00:46:43,840 --> 00:46:49,120
Now I do know that, yeah, there are some people I do know that are in my industry that they

969
00:46:49,120 --> 00:46:53,160
have, you know what, some people consider wealth, right?

970
00:46:53,160 --> 00:46:58,400
And I feel like wealth is a loaded answer because one person might consider wealth money,

971
00:46:58,400 --> 00:47:01,320
another person's family, another person's spirituality.

972
00:47:01,320 --> 00:47:03,720
So there's a massive amount of difference, right?

973
00:47:03,720 --> 00:47:05,600
So just throwing that out there.

974
00:47:05,600 --> 00:47:12,280
I've yet to meet a person that has more wealth than I have in my space.

975
00:47:12,280 --> 00:47:21,000
I had been doing what I've been doing for over 25 years and I didn't do it because I couldn't

976
00:47:21,000 --> 00:47:22,560
do something else.

977
00:47:22,560 --> 00:47:28,960
I did it because I enjoyed it and I enjoyed what it could do for anybody who I came across

978
00:47:28,960 --> 00:47:29,960
it.

979
00:47:29,960 --> 00:47:33,680
So the reason why I could go through all those failures, I could sit there and go through

980
00:47:33,680 --> 00:47:37,480
all them sleepless nights and you know, there's plenty of nights, plenty of nights where I

981
00:47:37,480 --> 00:47:44,000
sit there and be like, okay, oh freak, just dreading my phone because it's like there's

982
00:47:44,000 --> 00:47:46,240
another person that's about to quit the gym.

983
00:47:46,240 --> 00:47:48,000
There's another person canceling their membership.

984
00:47:48,000 --> 00:47:49,000
Great.

985
00:47:49,000 --> 00:47:52,840
That's another trainer that's about to leave because they got another opportunity that's

986
00:47:52,840 --> 00:47:55,920
better than what I can provide them.

987
00:47:55,920 --> 00:48:01,240
So that fear was always there was real and my wife would tell you there was many nights,

988
00:48:01,240 --> 00:48:02,760
I just didn't sleep.

989
00:48:02,760 --> 00:48:09,360
I'd get home, pass out from exhaustion, wake up in an hour because I just literally had

990
00:48:09,360 --> 00:48:13,000
a dream of someone's about to cancel.

991
00:48:13,000 --> 00:48:17,040
So it was just because I don't want to quit.

992
00:48:17,040 --> 00:48:20,880
It's because I know if I keep working at it and just getting, and not just like, like

993
00:48:20,880 --> 00:48:22,480
there's two different types of work, right?

994
00:48:22,480 --> 00:48:24,280
There's, you keep doing something.

995
00:48:24,280 --> 00:48:26,960
It doesn't mean it makes it better.

996
00:48:26,960 --> 00:48:29,560
Meaning like, okay, I had to work at what I didn't know.

997
00:48:29,560 --> 00:48:31,160
What was I feeling?

998
00:48:31,160 --> 00:48:34,040
So for me, it was like, okay, Jim's not doing well.

999
00:48:34,040 --> 00:48:35,120
Why?

1000
00:48:35,120 --> 00:48:40,360
Take a higher evaluation yourself versus the whole, well, you know, it's, it's the economy.

1001
00:48:40,360 --> 00:48:42,400
It's, no, no, no, no.

1002
00:48:42,400 --> 00:48:45,840
People spend money the way they want to spend it.

1003
00:48:45,840 --> 00:48:49,040
So don't blame the economy for your issues.

1004
00:48:49,040 --> 00:48:53,040
Like take a deeper evaluation and be like, does your product suck?

1005
00:48:53,040 --> 00:48:55,320
Is your service crappy?

1006
00:48:55,320 --> 00:48:58,720
Are you doing all you can for your customer?

1007
00:48:58,720 --> 00:49:02,640
Are you, are you owning up to the things that you said you would do?

1008
00:49:02,640 --> 00:49:03,640
Right?

1009
00:49:03,640 --> 00:49:06,560
And so for me, that's why I was able to do it.

1010
00:49:06,560 --> 00:49:09,720
Cause yeah, I wasn't just, it just wasn't going to impact me.

1011
00:49:09,720 --> 00:49:13,280
It was going to impact my family, my wife, all my kids.

1012
00:49:13,280 --> 00:49:15,800
I wanted them to have everything they wanted.

1013
00:49:15,800 --> 00:49:17,320
And I wanted to hold my end of the deal.

1014
00:49:17,320 --> 00:49:20,120
When we got married, I said, Hey, I will provide.

1015
00:49:20,120 --> 00:49:24,160
I will make sure that we have what we need always.

1016
00:49:24,160 --> 00:49:25,160
That's my role.

1017
00:49:25,160 --> 00:49:26,160
That's my responsibility.

1018
00:49:26,160 --> 00:49:27,160
And I will do that.

1019
00:49:27,160 --> 00:49:28,840
And I'm willing to work.

1020
00:49:28,840 --> 00:49:30,400
I'm willing to grind.

1021
00:49:30,400 --> 00:49:35,200
But then it got to a point where I was like, okay, why am I failing?

1022
00:49:35,200 --> 00:49:39,600
And then that's where I started realizing, and that's why, you know, we mentioned books

1023
00:49:39,600 --> 00:49:40,600
at the beginning.

1024
00:49:40,600 --> 00:49:41,760
I wasn't reading books.

1025
00:49:41,760 --> 00:49:47,480
I had one of my clients who told me, I mean, books were stupid because, you know, you

1026
00:49:47,480 --> 00:49:48,840
just keep reading and reading.

1027
00:49:48,840 --> 00:49:52,360
And you know, if you don't institute anything that you're reading, it's pointless.

1028
00:49:52,360 --> 00:49:54,160
And I agree with them.

1029
00:49:54,160 --> 00:49:58,320
If you read and you don't institute any of what you're reading, it's just pointless to

1030
00:49:58,320 --> 00:49:59,520
be reading.

1031
00:49:59,520 --> 00:50:05,320
So I made sure I got books where it's like, okay, this book, maybe I've heard that 100

1032
00:50:05,320 --> 00:50:09,640
times, but this 101 time I hear it, it clicked.

1033
00:50:09,640 --> 00:50:12,480
Because I was in the right headspace to hear it.

1034
00:50:12,480 --> 00:50:17,640
And they go, but wait a minute, that's me.

1035
00:50:17,640 --> 00:50:18,640
That's exactly what I'm doing.

1036
00:50:18,640 --> 00:50:24,480
So that's why for me, I was able to keep going because I don't want to quit.

1037
00:50:24,480 --> 00:50:30,440
And I was willing to take and accept failure, realizing that failure was happening and then

1038
00:50:30,440 --> 00:50:34,640
I needed to take ownership of it and then get better at the things I was failing at.

1039
00:50:34,640 --> 00:50:39,440
Because there were some things I wasn't failing at, but the things I was failing at, I needed

1040
00:50:39,440 --> 00:50:40,440
to evaluate it.

1041
00:50:40,440 --> 00:50:44,840
So that's kind of what happened for me was it wasn't a all because, you know, my bank

1042
00:50:44,840 --> 00:50:46,400
account needs to be X, Y, Z.

1043
00:50:46,400 --> 00:50:52,440
It was a, if I'm willing to keep going down this line to find out why I'm failing, I will

1044
00:50:52,440 --> 00:50:53,440
succeed.

1045
00:50:53,440 --> 00:50:56,040
It's no different than Jordan.

1046
00:50:56,040 --> 00:50:57,040
You know what I mean?

1047
00:50:57,040 --> 00:50:58,400
There's that adage out there.

1048
00:50:58,400 --> 00:51:02,960
No one talks about how many game winning shots he missed.

1049
00:51:02,960 --> 00:51:06,320
They only talk about how many he made.

1050
00:51:06,320 --> 00:51:07,320
Same with Kobe.

1051
00:51:07,320 --> 00:51:10,480
Now LeBron a little different because he don't take the game winning shots.

1052
00:51:10,480 --> 00:51:13,360
That's a whole nother different situation, right?

1053
00:51:13,360 --> 00:51:14,360
You know what I mean?

1054
00:51:14,360 --> 00:51:16,080
But that's what winning is.

1055
00:51:16,080 --> 00:51:18,960
You talk about the winning.

1056
00:51:18,960 --> 00:51:22,520
No one talks about who got second place in the soup bowl.

1057
00:51:22,520 --> 00:51:23,960
You can't ever remember that.

1058
00:51:23,960 --> 00:51:31,200
People go, um, um, hey Siri, you know, they talk about the winning.

1059
00:51:31,200 --> 00:51:32,520
And so that's what business is.

1060
00:51:32,520 --> 00:51:38,640
It's you can win as long as you're willing to realize why you're failing, take ownership

1061
00:51:38,640 --> 00:51:42,720
of why you're failing, not blame everybody or blame circumstances.

1062
00:51:42,720 --> 00:51:48,360
Like it's not winning because I'm not improving here, here and here.

1063
00:51:48,360 --> 00:51:51,400
I'm not taking accountability here, here and here.

1064
00:51:51,400 --> 00:51:54,280
I'm not willing to admit that I'm failing.

1065
00:51:54,280 --> 00:51:59,720
And I think that's the hardest thing as an owner is admit that you're failing.

1066
00:51:59,720 --> 00:52:04,000
Admit that you are failing, not just yourself, but to your circle.

1067
00:52:04,000 --> 00:52:05,320
Whatever your circle of influence is.

1068
00:52:05,320 --> 00:52:07,280
And don't be afraid to admit it to your employees.

1069
00:52:07,280 --> 00:52:09,200
I have told my employees dead in the face.

1070
00:52:09,200 --> 00:52:13,800
Like I told you at the very beginning where I said, we tried it my way and it's not working.

1071
00:52:13,800 --> 00:52:16,120
I'm failing.

1072
00:52:16,120 --> 00:52:18,040
I don't want us to fail.

1073
00:52:18,040 --> 00:52:19,680
What do we need to do different?

1074
00:52:19,680 --> 00:52:25,640
And then they instituted it and it's already a hundred percent better because I was willing

1075
00:52:25,640 --> 00:52:27,760
to admit it's not working.

1076
00:52:27,760 --> 00:52:33,520
So that's what kind of got me through it was don't quit, realize why you're failing and

1077
00:52:33,520 --> 00:52:35,000
go work at it.

1078
00:52:35,000 --> 00:52:38,640
Go put some freaking work to it.

1079
00:52:38,640 --> 00:52:43,640
There the difference between the people who actually take the risk to, of course, I'm

1080
00:52:43,640 --> 00:52:48,800
talking about entrepreneurship to actually start a business versus the people who have

1081
00:52:48,800 --> 00:52:53,160
the idea, great idea, but just can't take the next step.

1082
00:52:53,160 --> 00:52:55,960
All comes down to the understanding of failure.

1083
00:52:55,960 --> 00:53:00,920
If you understand, like, and I'm so basically I'm just summarizing what you're saying out

1084
00:53:00,920 --> 00:53:01,920
loud.

1085
00:53:01,920 --> 00:53:05,560
If you understand that failure is progress.

1086
00:53:05,560 --> 00:53:06,680
Yes.

1087
00:53:06,680 --> 00:53:11,680
You will, you can do anything you want to do and you will succeed at everything you want

1088
00:53:11,680 --> 00:53:12,680
to do.

1089
00:53:12,680 --> 00:53:16,880
But if you don't understand that and you fear failure, you'll never try.

1090
00:53:16,880 --> 00:53:17,880
Right.

1091
00:53:17,880 --> 00:53:18,880
Right.

1092
00:53:18,880 --> 00:53:22,280
So it's like, you know, failure, every, yeah, it's interesting.

1093
00:53:22,280 --> 00:53:27,160
I mean, we, we make mistakes and stuff on jobs like we're, we're trying to change the

1094
00:53:27,160 --> 00:53:28,680
game in our industry and stuff.

1095
00:53:28,680 --> 00:53:30,560
And there's a lot of crappy contractors out in the world.

1096
00:53:30,560 --> 00:53:31,560
A lot of people.

1097
00:53:31,560 --> 00:53:32,560
Oh, there's a bus.

1098
00:53:32,560 --> 00:53:33,560
I mean, it's a time.

1099
00:53:33,560 --> 00:53:34,560
Yeah.

1100
00:53:34,560 --> 00:53:36,640
And it creates great opportunity for us because like, Hey, okay, we'll be better than

1101
00:53:36,640 --> 00:53:38,200
everybody, but that doesn't mean we're perfect.

1102
00:53:38,200 --> 00:53:39,200
Right.

1103
00:53:39,200 --> 00:53:43,600
And we fell, but, but if we were like every time I'm scared to take a newer job, a job

1104
00:53:43,600 --> 00:53:49,080
that we've never done before because of we were scared to fail, we would never, ever

1105
00:53:49,080 --> 00:53:50,080
be able to grow.

1106
00:53:50,080 --> 00:53:51,080
You know what I mean?

1107
00:53:51,080 --> 00:53:53,640
And anyway, so it's just a huge lesson.

1108
00:53:53,640 --> 00:53:55,640
There's a lot of golden nuggets in this whole podcast.

1109
00:53:55,640 --> 00:53:56,880
I'm absolutely loving it.

1110
00:53:56,880 --> 00:53:58,520
I mean, there's that.

1111
00:53:58,520 --> 00:54:03,000
And then the, I think the main topic of this whole thing was assume responsibility.

1112
00:54:03,000 --> 00:54:05,080
There's a lot of books I've read that talk about that.

1113
00:54:05,080 --> 00:54:11,040
Like if you have to assume full responsibility for everything, I was reading a book by Ed

1114
00:54:11,040 --> 00:54:12,040
Milet.

1115
00:54:12,040 --> 00:54:13,040
Yeah.

1116
00:54:13,040 --> 00:54:16,040
He's like one or something.

1117
00:54:16,040 --> 00:54:17,040
Yeah.

1118
00:54:17,040 --> 00:54:20,400
And he was talking about, he's like, Hey, if you know, you have to assume all responsibility.

1119
00:54:20,400 --> 00:54:24,160
If you're driving on the street and you're part in your out of red light and someone

1120
00:54:24,160 --> 00:54:26,440
crashes behind you, who's fault is it?

1121
00:54:26,440 --> 00:54:28,960
He's like, of course there are shared fault.

1122
00:54:28,960 --> 00:54:30,920
He goes, but a lot of people be like, this person crashed into me.

1123
00:54:30,920 --> 00:54:31,920
It's their fault.

1124
00:54:31,920 --> 00:54:35,440
If you look at yourself, maybe you left late, maybe you didn't leave on time.

1125
00:54:35,440 --> 00:54:37,400
Maybe you went down a different road.

1126
00:54:37,400 --> 00:54:40,840
Like you, your decisions also put you in that position.

1127
00:54:40,840 --> 00:54:46,880
And so if you assume all responsibility, you all of a sudden unlock this power that, that

1128
00:54:46,880 --> 00:54:52,200
allows you to really dictate how your life is actually going to turn out differently.

1129
00:54:52,200 --> 00:54:53,200
You know what I mean?

1130
00:54:53,200 --> 00:54:54,200
Absolutely.

1131
00:54:54,200 --> 00:54:58,760
So, I mean, I mean, and to add to that, I know some people will turn around and be like,

1132
00:54:58,760 --> 00:55:00,320
Oh, well, I'm just starting off in my business.

1133
00:55:00,320 --> 00:55:07,080
I, you know, I may not have the resources to dedicate to getting, you know, this coaching

1134
00:55:07,080 --> 00:55:09,840
education, a mentor, things like that.

1135
00:55:09,840 --> 00:55:11,760
Well, I'll tell people this.

1136
00:55:11,760 --> 00:55:15,040
How much TV you watch?

1137
00:55:15,040 --> 00:55:20,480
You know, Grant Card don't say this and it's really, it's a really simple adage.

1138
00:55:20,480 --> 00:55:25,240
Everybody out there, you're not the only one in your space doing what you do.

1139
00:55:25,240 --> 00:55:27,240
So why not create advantage?

1140
00:55:27,240 --> 00:55:34,000
You can create a 52 to one advantage by reading a book every week.

1141
00:55:34,000 --> 00:55:37,120
The average person reads one book a year.

1142
00:55:37,120 --> 00:55:41,520
One, if you've got a car and you're lucky and fortunate enough to have a freaking car,

1143
00:55:41,520 --> 00:55:45,240
why are you just listening to music constantly?

1144
00:55:45,240 --> 00:55:49,520
Like if you're drive, like my drive is 15, 20 minutes.

1145
00:55:49,520 --> 00:55:52,240
That's 40 minutes worth of education I can get while I'm driving.

1146
00:55:52,240 --> 00:55:53,240
Oh, easy.

1147
00:55:53,240 --> 00:55:54,240
Easy.

1148
00:55:54,240 --> 00:55:55,240
I'm not saying you can't have some music.

1149
00:55:55,240 --> 00:55:59,440
I'm not saying nothing like that, but it's like when people tell me they don't have time

1150
00:55:59,440 --> 00:56:01,600
to read, I'm like, you're full of it.

1151
00:56:01,600 --> 00:56:03,040
I don't have time to get to education.

1152
00:56:03,040 --> 00:56:04,360
This is a podcast.

1153
00:56:04,360 --> 00:56:08,640
You can literally turn around, listen to this and you're going to get so much more education.

1154
00:56:08,640 --> 00:56:09,640
100%.

1155
00:56:09,640 --> 00:56:14,520
That you can just level up to a different level, but people are so like people are just so

1156
00:56:14,520 --> 00:56:18,640
on a point where it's like, dude, do something different.

1157
00:56:18,640 --> 00:56:22,560
Like you're doing the same freaking thing, expecting the same response.

1158
00:56:22,560 --> 00:56:23,560
And that's a quote.

1159
00:56:23,560 --> 00:56:24,560
Sanity.

1160
00:56:24,560 --> 00:56:27,280
Sanity is the definition of stupidity.

1161
00:56:27,280 --> 00:56:31,280
And people are afraid to like, you know, like, you know, and we talk about this, right?

1162
00:56:31,280 --> 00:56:37,720
Somebody really real quick, if you're broke, people will call you out super fast for that.

1163
00:56:37,720 --> 00:56:38,720
They'll call you out.

1164
00:56:38,720 --> 00:56:42,320
You know, if you see someone who's homeless, they'll call you out really quick, right?

1165
00:56:42,320 --> 00:56:43,960
Or somebody says, oh, you know what?

1166
00:56:43,960 --> 00:56:46,040
Oh, you know, college wasn't for me.

1167
00:56:46,040 --> 00:56:49,720
Well, who said learning stops?

1168
00:56:49,720 --> 00:56:51,200
Who said that stops?

1169
00:56:51,200 --> 00:56:52,880
Like that was just the time.

1170
00:56:52,880 --> 00:56:59,440
That means school is just a situation to teach you some basic skills on how to get some education.

1171
00:56:59,440 --> 00:57:01,680
It's up to you, the individual, to take responsibility on it.

1172
00:57:01,680 --> 00:57:02,680
So, you know what I mean?

1173
00:57:02,680 --> 00:57:06,600
So yeah, like you said, man, there's so much people could do that they can get better.

1174
00:57:06,600 --> 00:57:09,080
They can level up and then next thing you know, it's like, boom, you're there, you're

1175
00:57:09,080 --> 00:57:10,160
there, you're there, you're there.

1176
00:57:10,160 --> 00:57:14,520
But at some point at the end of the day, it's like, dude, take a magic marker, write down

1177
00:57:14,520 --> 00:57:16,320
how much time you're wasting doing stupid stuff.

1178
00:57:16,320 --> 00:57:17,960
I was one of those people.

1179
00:57:17,960 --> 00:57:20,200
That's why I got rid of the ESPN app on my phone.

1180
00:57:20,200 --> 00:57:21,960
I love sports.

1181
00:57:21,960 --> 00:57:25,480
But I realized it was costing me two hours.

1182
00:57:25,480 --> 00:57:26,680
And that's when I started diving into it.

1183
00:57:26,680 --> 00:57:28,640
I'm like, let me do something else.

1184
00:57:28,640 --> 00:57:31,160
And then that's why I've been like crushing through books.

1185
00:57:31,160 --> 00:57:36,280
And each book gets me a little better, just a little better.

1186
00:57:36,280 --> 00:57:38,880
You threw that statistic out there on average.

1187
00:57:38,880 --> 00:57:40,280
A person reads one book here.

1188
00:57:40,280 --> 00:57:41,280
One book.

1189
00:57:41,280 --> 00:57:43,120
I read a statistic while back.

1190
00:57:43,120 --> 00:57:44,120
It stuck with me.

1191
00:57:44,120 --> 00:57:47,960
Do you know how many books the average CEO reads in a year?

1192
00:57:47,960 --> 00:57:49,960
I think it's 20.

1193
00:57:49,960 --> 00:57:51,920
No, no, no, no.

1194
00:57:51,920 --> 00:57:56,760
It's the average CEO reads, I think it's what, 36?

1195
00:57:56,760 --> 00:57:59,040
Double 60 a year.

1196
00:57:59,040 --> 00:58:01,080
60 books a year.

1197
00:58:01,080 --> 00:58:02,680
And that's insane.

1198
00:58:02,680 --> 00:58:04,000
That's insane, dude.

1199
00:58:04,000 --> 00:58:05,120
That's like a book a week.

1200
00:58:05,120 --> 00:58:06,120
It's more than a book a week.

1201
00:58:06,120 --> 00:58:07,120
More than a book a week.

1202
00:58:07,120 --> 00:58:08,120
It's like 1.5%.

1203
00:58:08,120 --> 00:58:11,160
Like it's insane.

1204
00:58:11,160 --> 00:58:13,440
But that is that advantage, right?

1205
00:58:13,440 --> 00:58:15,480
They're there where they are and it doesn't stop.

1206
00:58:15,480 --> 00:58:16,480
They got there.

1207
00:58:16,480 --> 00:58:17,480
They're still learning.

1208
00:58:17,480 --> 00:58:23,200
All this knowledge that we can gain from the podcast and the books, it's awesome.

1209
00:58:23,200 --> 00:58:28,000
So, well, I'll let my other questions go.

1210
00:58:28,000 --> 00:58:30,120
So I'm sure you got some training to do.

1211
00:58:30,120 --> 00:58:31,320
This has been absolutely phenomenal.

1212
00:58:31,320 --> 00:58:38,400
Guys, we are going to have links to his social media and his website down below.

1213
00:58:38,400 --> 00:58:39,720
So go check it out.

1214
00:58:39,720 --> 00:58:42,600
If you are local, he is taking on more clients, right?

1215
00:58:42,600 --> 00:58:43,600
Yep, we are.

1216
00:58:43,600 --> 00:58:45,120
So we talked about your goal the other day a little bit.

1217
00:58:45,120 --> 00:58:46,280
He's taking on more clients.

1218
00:58:46,280 --> 00:58:51,720
And from personal experience, it's been absolutely phenomenal and he definitely knows what he's

1219
00:58:51,720 --> 00:58:52,720
doing.

1220
00:58:52,720 --> 00:58:54,720
So, and everybody inside the gym is great.

1221
00:58:54,720 --> 00:58:58,160
The camaraderie, he has good music.

1222
00:58:58,160 --> 00:58:59,160
It's awesome.

1223
00:58:59,160 --> 00:59:00,160
So I absolutely love it.

1224
00:59:00,160 --> 00:59:01,360
So definitely go check him out.

1225
00:59:01,360 --> 00:59:02,360
Please follow him.

1226
00:59:02,360 --> 00:59:04,320
You can check out our stuff as well.

1227
00:59:04,320 --> 00:59:08,800
Keep track of our podcast as well as what our construction company is doing here at

1228
00:59:08,800 --> 00:59:10,880
Elder and kind of how we're changing the game.

1229
00:59:10,880 --> 00:59:12,960
And as always, we appreciate you guys.

1230
00:59:12,960 --> 00:59:16,360
And we ask that you drop any questions in the comments, anything that you guys are wondering

1231
00:59:16,360 --> 00:59:18,520
about any of the topics of life.

1232
00:59:18,520 --> 00:59:23,240
It doesn't matter whether it's marriage or business, et cetera.

1233
00:59:23,240 --> 00:59:24,520
Drop your questions below.

1234
00:59:24,520 --> 00:59:28,880
We want to tackle real life situations here and really get down to where everybody is

1235
00:59:28,880 --> 00:59:33,040
individually in their lives and be able to kind of brainstorm as a team and figure out

1236
00:59:33,040 --> 00:59:36,480
what we've done that's helped us or what you guys are doing that's helped us.

1237
00:59:36,480 --> 00:59:38,720
So please don't be afraid to share.

1238
00:59:38,720 --> 00:59:43,600
And we thank you so much for joining the podcast.

1239
00:59:43,600 --> 00:59:44,600
Cool.

1240
00:59:44,600 --> 00:59:45,600
Thanks, guys.

1241
00:59:45,600 --> 00:59:46,600
Cool.

1242
00:59:46,600 --> 00:59:47,600
Killed it.

1243
00:59:47,600 --> 00:59:48,600
Thanks, guys.

1244
00:59:48,600 --> 00:59:49,600
Cool.

1245
00:59:49,600 --> 01:00:09,600
Thanks.