 If you want to pump your body and expand your mind, there's only one place to go Mind pump, mind pump with your hosts, Sal DeStefano, Adam Schaefer, and Justin Andrews Let's harmonize In this episode of Mind Pup P-p-pump you up. For the first 45 minutes we do our introductory conversation We start off by talking about Adam's Micro Penis Cosby Deal What a combo Doug's trying for some clickbait I'm glad you related that to Adam Very insightful part of the conversation What the fuck Doug? Yeah, throw him under the bus for once We talk about Trump's Space Force Space Force And the coming alien invasion We also talked about Finally a fun topic We also talked about Justin's Holy Pants Oh yeah Holy Pants I'm showing you my crotch He's a little heavy Now you can dance A little heavy in the seat Yeah, a little bit We talk about Yellowstone's Super Volcano It's like a volcano, but it's super We talk about meditation yoga and boosted egos That's right New study shows that meditation yoga may actually make your ego More ego Bigger In my Prius Yep, we talked about Mark Mastroff He's actually the godfather of the gym fitness industry And somebody we all learned from Paid some homage here And the future of gyms And we talked a lot about just the gym and fitness business About when we ran gyms What you need to do if you run gyms How to make them successful Listen up gym owners Yeah, we've got a lot of questions around people that are either getting ready to be DMs Or gyms or trainers trying to build their business This is a good one for you Very, very good one I also want to mention If you're listening to this episode on the day that it drops You only have three days left For one of the biggest promotions of the year I said three and a half days No, three days left Three days left We need a string of balloons to make this happen You've got three and a half days left Just three For 50% off maps anywhere Maps anywhere is the program that we designed without equipment So you could do this program All you need are bands and a stick You'd be stupid not to have it Yeah, don't be stupid It's half off More on Three days left It's at mindpumpmedia.com Also, we have bundles Maps bundles on our site This is where we take multiple programs Put them together for long-term goals For example, let's say you're somebody that is very serious About your fitness You just started listening to the show You're like, look, I want to get fit But I want to do it the right way I want to learn how to correct imbalances I want to learn how to build strength and muscle And mobility I want to sculpt my body like a bodybuilder I want to be able to move like an athlete Dude, I want it all You want to go through this entire process But you want to do it the right way Well, then you get the super bundle That's where we combine Most of our maps programs You put them together And we discount the entire price 30% off So you can find that bundle and other bundles And the 50% off maps anywhere At mindpumpmedia.com So you're not going to start that diet then, Justin? What diet, dude? Dude, are you literally going to sit across from me On this fucking podcast With crotchless fucking shorts? You like that? What the hell? How did that happen? Because I split them this morning And I was going to like This dude's waker is hanging out I'm trying to fucking podcast right now Bro, you might be I totally forgot about that Justin, you might be too heavy in the seat You know what I mean? In the seat I am We got to do something about that What do we got to do? Did they fit normal this morning? I mean, it's literally a big ass Wait a second Gash in the front I shred through half of my clothes Did you see my story? I did see your story Yeah, but that happened yesterday These are my other ones So I thought these were safe I need to put your headphones on You guys start without me I think you're fucking Bro, we need to have a little Big time in me Intervention We need to have a little intervention right here It's time to talk Yeah, we gotta talk a little bit You guys sit down and talk to you When you're eating habits Are starting to When you're starting to split your shorts, dude When you explode When you explode Jean shorts These aren't Jean shorts, dude I don't even know what this Yeah, what material that is Bro, it's the same material That my judo gi was made out of And let me tell you those things are strong It's definitely not Fishnet stockings though They're definitely thick enough I got powerful legs You know And this is what happens as a result With the power in your legs? Power legs and it's the friction I don't know, that or your ass is getting so fat They're fucking bursting out of the seams It's a big, firm, jiggly booty This all sounds like a whole lot of jealousy Yeah, this is the small thing He's right, Adam Let's take him down Let's pick on him Listen, I'm self-aware I'm gonna admit right now I hate myself I want to pick on I wish I had that much booty I like my little bubble butt, dude I like my little bubble butt It is squishy You actually have a girl butt Yeah, it is I've said it many times I want to put juicy on the back The reason why you have a girl butt though Is because you have an anti-republic tail So it looks like It's exaggerating Like an Instagram model Yeah, he's always posturing like a model Yeah Remember that Hey, girl, hey Dude, it was a while This must have been early in mind pump days Me and Adam mooned Justin Justin thought it would be funny to take a picture of it And we're looking at the picture And I'm looking at Adam's butt And it's just It's like a nice girl's butt Right You probably see it on the chive or something Yeah It wasn't even like It was just, it was smooth And it was like built Like a jiggly It looked like if you slapped it It'd be like I'm not sure if it's an insult yet or not It's not an insult It's nice I don't know You go to prison, you're good You're safe You're safe in the prison I don't think that's the opposite People are gonna look out for you Dude, this morning I gotta tell you guys My workout this morning Fuck me, dude Front squats with 475 pounds You're such a liar You know what's funny? I'm gonna start lying I'm gonna start Sandbags is numbers I'm gonna start making shit up on my workouts Like everybody else does You know what I mean? Just start throwing shit out there Yeah man How many people do you think actually Exaggerate what they're doing Everybody I think so too Nobody tells the truth I think they do Or even if they do They save all their like awesome PRs And then just like Put them out there I think everybody posts Like Joe Donnelly posts Fuckin' 57 sets of biceps Fuckin' 42 sets of chest And then I finish that with 36 squats They get inflatable weights like Brad Castleberry Even though he doesn't need to do that He still adds more on that You know what's funny about that People see you in the gym When you're working out So when they talk like that I get messages from people who are like Oh actually I work out with Joe And he doesn't do 57 sets Yeah He does something like 15 I don't understand why guys Would lie like that If you're gonna go work If you're gonna be in like your little Private like home gym And no one's ever gonna see you Then maybe you can get away with it But if you're gonna go out in a public gym I feel like it's because They want you to work out And feel bad about yourself It's because someone starts Someone starts lying So then you're like Fuck I need to like Bump my numbers up too And it just inflates the market The market for exaggerations increases Because everybody starts to exaggerate It's like the whole You know get super pumped up And always take your photos like that Because then people meet you in real life And you're like Dude you're like half the man That you are on Instagram I do that But that's real though But that's a real picture though I'm pumped up with my own blood Yeah you do look huge on Instagram On Instagram Yeah I know that's fine When people meet me They're like you look just like Sal Yeah Are you his younger brother? Who are you? But that's real though That's a real photo You know what I mean Just because I got the angles Well I think what's his face The kid you just mentioned too His are all real right Brad Castleberry his stuff is real Yeah No he's strong He's strong as fuck I'm impressed But the weight that he puts on It's been widely speculated his face I feel like he just does more Just to I don't know Like he's trying to get the viral video thing So it's like You know just lifting Really fucking heavy weight isn't enough Just talk about how The dude is impressive as fuck He's one of the most athletic people I've ever seen in my life Yeah I mean he's skateboards He back flips He runs faster than almost any And he freaking white boy I know He freaking jumps higher than almost Any white boy I know And he's a fucking huge meatball And then he's benching Squatting and dead lifting Fucking over 600 pounds Yeah that's not enough Yeah like what Did you see his video of him Do a kick flip on a skateboard Yes So angry when I saw that Right dude Like that too Yeah what can you not do This guy's That reminds me of Yeah our quarterback in college Like he was awesome He was the best at video games He's the best at bowling Like any fuck Like ping pong Just kicked the shit out Of all of us Like it just didn't even matter What it was He just had the physical abilities That were just way beyond everybody Else He probably had a small dick though Yes thank you See I can lean on that I feel like when you're Like you're getting ready to Like into your body God's like alright Here's your list of things Your attributes Yeah and if you take too much of one It takes you away from others Micro penis Yeah so he's like What would you Think about that That's a good thing that Okay if you had the option This is kind of like the Bill Cosby game we played the other day You know what Remember when we played the Bill Cosby game where it's Like if you would want to Live the life Have whatever you wanted For 80 years and then The rest of your life What if The Bill Cosby The last two years of your life Like it's like Remember the Bill Cosby game Remember that Bill Cosby game Oh me and Adam remember it Not you I forgot Of course you don't remember it If you had If you had Everything you wanted Attributes Money Women Everything you could Think of that a young Young boy wants And you could have it For the rest of your life The only thing The only caveat Is that you have a Micro penis Like not a small one But can you still enjoy Let's not even say Micro penis because I think That's so rare Let's just say a small Dick Like a three and a half Four incher Yeah No Beep beep beep beep Like I just imagined Bro there's a Come on really All the things you could Imagine you got You gots this Did you the past How fucked up is that That I said no You know what I mean Real quick Real quick you said no I gotta think about that For a second I mean I don't know man Because you I mean your shit still Works You still get love Girls that don't want More than about Four and a half five inch Really? Yeah Well you said three Yeah I mean he could Double socket You know what I'm saying I don't know I don't see those numbers I don't know about that Have you seen Have you You know Micro penises though Right I've never seen one So they're like I know what they are So I was A girl used to work For me Who we became Good friends And she said She actually started Dating this guy Because he knew Well he would do stuff to her But then they wouldn't have sex So she's like Something's not right So when they finally have sex Like she never saw it That whole time Well he finally pulls it out And it's I'm not exaggerating It's like the size of Like less than my thumb Less than a thumb Yeah Like yeah She said it looked like A little mushroom How cool is it when it grows Like six inches Interesting No it didn't That was it Yeah Like the mushroom on Mario No like Remember when you used to Take the You know off of a straw And you cringe it up real small Then you drop water on it And it goes Did you guys do that No I did Yeah dude Totally I know exactly what you're talking about You didn't do that as a kid No I never did that That's weird Next time we go out to eat What are you talking about That's weird I remember Dude you do that one trick Where you spin it like this And then you thorp it Yeah that's cool It explodes That's cool Yeah that's right It's a good trick I don't think kids nowadays Know what thorping means By the way It's like a flick They're missing out Yeah it's like a flick I said it was like that big dude And she told me She's like I couldn't I couldn't be with them She was like He was hella cool and everything But I just couldn't be with them Season that the thing Because then they You know exactly like They're gonna go talk about it To all their friends See now I feel like The guy who has that small of a dick May get as much as the guy With the huge dick Because every girl's gonna be like Really I've never seen one that small It's so exotic Right exactly Exactly And maybe I don't need eight inches Let's see what one One and a half feels like Let's take this for a test drive I don't know man Or die And a lot of times I would think That a guy like that Would have to make up in other departments Of course he's probably the best Foreplay The best I bet so in this scenario Are you giving this person Like all the confidence You know cause like Wouldn't that be the thing Like it's You have this little micro penis And it's like Listen I'm gonna come up Like a lot of confidence with You know yeah You know Just showing your friends I feel like it's like You know people who like Grow up overweight Sometimes develop a really Amazing personality To compensate for it Maybe something like that Oh my gosh I just remembered So there's this guy In college who just decided He was the guy that Had parties that would get naked You know all the time And I was like Fucking guy You know here he goes He gets like three drinks in And he gets naked And you know Dude he had that small stick And it wasn't like a micro penis It was small And I'm like Like he was like I don't know He was like creating this persona Around it to Like put it in everybody's face Like to deal with it Or something I don't know But it was like He would go and run through And streak all the time Through like girls locker rooms All the stuff and I'm like What are you doing dude No one felt threatened Yeah everybody's like Don't worry about him He ain't gonna do nothing Yeah Wow I'm gonna go out on a limb And say that I would do it dude For three inches For everything else I could do it You would do it I think so I think it can get like Let's be honest I think that the best part Okay so when you say Everything else It also means you have Amazing woman Like you're having a good time Sure Oh so you got the amazing Right It's not that important I mean you know it's not a disability You know what I mean It's just small It's a disability You know what I mean No it's not It's a shorter limb You don't need to walk with it It's a shorter limb It's like it's propping you up No man You might run faster Might actually be a benefit Oh that's true Whoa There's nothing in the way I can move Oh wow I don't get any of that Uncomfortableness Dude I got a conspiracy theory For you guys I wanna hear what you guys Have heard about how Trump made that announcement That they're going to create A space force Oh my god Can we talk about this Like a space military Space force Which to me is just Intergalactic walls To keep aliens out What's that movie With the Where they fight The bugs Oh Men in black No Star troopers Star troopers Makes me think of that But here's my theory Because everybody's like What are you doing Spending money on a New branch of the military Which is gonna Probably cost Tons and tons of money Like are we getting Lasers and death rays And stuff Here's what I think dude I think This may be actually brilliant I think Instead of us bombing Other countries And stuff like that We'll just make up aliens On other planets Make up an enemy If we're gonna waste money Anyways we may as well Hurt nobody And blow up weird Plans There's a treaty That was signed A long time ago That nobody can Build a base on the moon So I don't think He's gonna build a moon base Although that would be I think What happened is I think the government Has knowledge of Extra-terrestrials And they're like We need to prep We need to put some shit out there You sound like that Blink 1A2 guy I think they're thinking More like this Like hey we can We can make them believe That there's something else Out there And they might attack us And so we need this Huge defense How much do you think That he sold Kim Jong-il On this idea Right And he was just like You know what Fuck us fighting Let's fight aliens Yeah Let's fight Let's think bigger Let's think bigger Well nothing would We could still manipulate Our people To give us money So we could do this We can all win here This way nobody gets Bombs dropped on them here We're all gonna win here It's a pretty smart idea The reality is Nothing would unite The world better Than an alien invasion Think about that Like everybody would be like Black, white, Chinese I don't even care We're human Let's fight the bug people Or whatever I saw that It's called Make an Independence Day All these new avatar movies It's like We hire them to To make people look like aliens And you know And like shoot it Video it Scare the fuck out of everybody The reality is We get our asses kicked By aliens If they travel The light years to get to us They have the technology To destroy us Maybe Maybe they're just Really advanced there They suck at Maybe they don't war at all Maybe they don't fight You're right But they can just travel How far There's no purpose For war for them Throw it a rock at them Worst What'd you do War is not even You know what I'm saying They're just travelers When they show up You know what I'm saying We're all trying to kill them They're like hippie aliens Hey everybody What's going on You know you punch them So glad to connect Run Probably not They probably whoop our ass The reality is The aliens that would contact us Would probably not even be Organic beings They'd probably be Machines That's my theory too I honestly think Like if you're gonna Travel that far I know you've thought a lot About this Justin I'm glad we're finally Getting into my wheelhouse You know what I mean Like The shit that doesn't exist The shit that doesn't matter Yeah Like definitely They're gonna be Some kind of inorganic material Or maybe they have organic Like Like somewhat So that way They can kind of carry Their DNA with them But it's definitely Gonna be something That's the Maybe they're gonna be Like some kind of a robot Or you know They're gonna be able To travel a lot farther That way Because organic material You know good luck Unless they cryogenically Freeze it Unless they figure out How to bend space time That's bullshit You know what do you mean That's bullshit That's science Yes it's science They've actually said Theoretically You're gonna be able To go through wormholes No no no They said theoretically It's possible Rather than traveling Through space Because we know that The speed limit of space Is light Right Light You can't go faster Than light And light As fast as it is Isn't that fast If you look at the Size of the universe Like It would still take you Way too long to get to What you could do Is you could Contract space In front of a spaceship And expand space In between a spaceship So rather than move Through space You're moving Space itself You fold Like space on top That's right I just blew your mind high It just hurt my head Yeah It just hurt my brain Right Justin knows what I'm talking about I just want to know Like I know I just The wormhole thing To me It's like Okay if you can get them To perfectly align And like how Like I just don't Have to perfect them Just don't mesh That's what I would do Yeah Well I mean Well I'd rather Like let everyone know The lives are Just a circle And also like Traveling through You don't know What the fuck Is on the other side What if the aliens That came Were these Artificaly Intelligent Robots And they came And Just like Thanks Dr. Justin Be al To click than that before. Maybe, or maybe we just shot, what is a pan spermia? We just shot shit over here to grow on its own. I definitely, I'm a subscriber to pan spermia. Are you really? Pan spermia, yeah. Pan spermia? Explain that one to me. So pan spermia is, it's like, it would be like- It's like using organic material across the universe. Exactly. It's really what it is. So like, here's earth, no life on it whatsoever. Right. And there's meteors flying through and hitting earth all the time and some of them contain- Sperm. Basically, DNA or whatever, bombard the earth. Well, they've already proven it with comets. They've found organic material on comets. Did they? Have they not? I don't know. Yeah, I thought that was already something that they found. So here's the real definition of pan spermia, which sounds to me like a category of porn. I feel like if I look up pan spermia- Yeah, like you're gonna see like Peter Pan. Oh, oh, oh, oh, oh. That's gross, like just, yeah. So it says the theory that life on earth originated from microorganisms or chemical precursors of life present in outer space and able to initiate life on reaching a suitable environment. So it's like the universe gizzed on earth and made it, yeah, made it- That's why it's plausible. Made it alive. I don't know. I feel like either we know that there's evidence that there's extraterrestrials and they won't tell us because why would they tell us? If they told us, they'd freak everybody out, right? Right. So I think they know and they haven't told us or they're preparing for some crazy shit. I don't think they know and they haven't told us. I think, I don't think that that's too big of a secret to be kept for this. Well, think about it this way. If you- We have the internet now. Some asshole gets hella high or drunk one night and he's like, fuck this, I'm telling everybody the truth. Yeah, I don't know. Maybe, just think about it this way. What if the government is like, okay, we know that there's a meteor travel near earth in the next 50 years. How often- We have to invest a trillion dollars in some kind of a defense, but we can't tell everybody we're doing this because of the meteor. So why don't we just say it's a space force of the military or something like that? How often do we start these fake wars as it is? Yeah. Like we already start fake wars here on earth. And in my opinion, that's all we'd be doing there. It'd be like, let's scare everybody into thinking. It's all pageantry. Yeah, and now with the tech that we have now, dude, we'll be able to create some cool images that will really freak people out and make them really believe that there's something out there. Scare the fuck everybody. Then everybody's like, sure, more taxes. Let's fucking build this space military. Like that's another good idea. Meanwhile, we start to lay off all the bomb dropping that we're doing here in the fucking on our earth. You know what I'm saying? I'm all for it. Start blowing up planets. Yeah, there ain't nothing out there, dude. They're the enemy. You know, you're blowing up like planets now. It would start an arms race, that's for sure. We really start throwing shit out in space. You would see other countries start to do the same thing because that would give us an unfair advantage is what they would think. I just hope we don't hit something and then comes flying back and hits us back or throws us off our orbit or something crazy. Do you think the destruction of mankind will be self-inflicted? Absolutely. You think so? Absolutely. You think we'll kill ourselves. I feel like it's happened repeatedly. I feel like we get to a certain point and then we just, you know, something happens to where we manipulate the environment or we manipulate civilization somehow. We all just like self-destruct and then rebuild. As brilliant as we are, we're stupid too. You know what I'm saying? I think that as brilliant as we are, we're stupid too. I think it'll get to a point where we'll keep pressing boundaries and limits to eventually like it's like, oh fuck, whoops. We think we know how to do it best, which is arrogant as fuck. Yeah, I feel like that. Or it could be a natural disaster. Did you guys know that Yellowstone is a super volcano? Yeah. Did you know that? What's a super volcano? A super volcano is a volcano. It's under its Yellowstone. And by the way, it will at some point erupt. There's not a question. That'll be the end of North America. That could destroy most life on Earth. So it could erupt, explode so big that it throws so much. A cauldron or what's it called when it's underneath the ground? I have no idea. I have no idea. But it could, it could, it would explode. We can't put a giant plug in that? No, nope. Nope, we don't have a plug big enough. Bro, if the Earth itself can't plug it, what are we going to do? There's nothing we have that could do it. So just self-implode? It'll blow up. How deep does it go to go all the way to the core? It's a super volcano. It's literally covers. Covers like two states or something like that. If it erupted, it would create enough shit and debris in the atmosphere that we would go dark for months. See, could be, there you go. See, there's some stuff on the internet about it. So therefore it's true. It is true, it's on the internet. Yeah, if it's on the internet, dude, then forget it. Now if it erupts though, I feel like we over here have enough time to get on our private jet and get out of here. Where would you go? The moon? Oh, it's called a caldera. I'm going to get on a homeboys lunar cycle, bro. I'm going to get on a freaking Elon Musk's little lunar cycle. Yeah, it's a jump in a Tesla piece out to Venus. OK, so you guys remember when Mount St. Helens erupted in 1980? The Yellowstone one would be thousands of times more powerful than the one on Yellowstone. I mean, the one in Mount St. Helens. And Mount St. Helens was fucking big, dude. But thousands of times, it'd be like a bunch of nukes going off at the same time. I still feel like we got time to take off, though. Yellowstone? Yes. How would you go? What are you going to do? Where are you going to go, dude? We're going to fly somewhere else. Book a plane fly. Oh, everybody's trying to do that. Look at the roads are clogged. Well, somebody's getting away. We're going to survive. We need a crazy helicopter. We need to live underground is what we need to do. We might be able to survive in here. This thing's pretty bulletproof. We made it sound definitely soundproof. Did we make this lava proof? Was that on the? I'm not sure. I'll have to double check the warranty. Lava proof. Dude, I got an article I want to read you guys. I want to read you guys a title of this because you guys are going to love this. I actually posted about this on my Insta story. Here's the title of the article. People's egos. Oh, I know what you're talking about. Get bigger after meditation and yoga says a new study. This sounds like a JPC or a video. A psychological study, so what they did is they studied people while they went and meditated and did yoga over a period of 15 weeks and they evaluated their self, their sense of self enhancement. They asked them a few questions. One of the questions was, or rate certain questions, like one of them is I will be well known for the good deeds I have done. Another one is at the moment I have a high self-esteem in comparison to the average participant of the study, I am free from bias. So they asked questions like that where basically you think you're more awesome than you may really be. And they found that all this meditation and yoga actually made that worse. Well, made it worse or made it bigger? Made it worse in the sense that they're going in there to, because people will meditate and do yoga to kind of dissolve their ego or be like, okay, I want to be ego free, but then they become so bloated with, it actually bloated their ego, made their ego even bigger. And we see that, right? Don't we see that all the time? Well, yeah. I don't know if there, is it really to dissolve your ego, to meditate? Is that the idea? It's to, I don't know if I agree with that. It's to shrink your ego or become less of that, egotistical type person. I don't believe that. Why can't you meditate on something? Like, for example, you know. I'm awesome, I'm awesome. No, more like, like this other podcast has called me up and they want me to join their team and they're fucking, they're twice as big as Mind Pump. And I really liked it. Did this really happen? Whoa, is this what you're doing? And I really, I really like these guys and it's a huge opportunity for me, but then I would have to leave here and like, I'm just torn. So I'm going to meditate on it. I'm going to get in a dark room, cross my legs and sit there and meditate or pray or whatever you do to. Well, theoretically, wouldn't the goal be to make the right decision that's not based on this egotistical drive? Okay, so that's fair. So I can see where you're going there. Like, that would be dissolving the ego because I'm not like, the reason why I really want to go is because these people want me and therefore that feels good to be wanted. Right, right, right. So back in. Right, aren't you supposed to go in without an objective? No, you can go in. Well, I mean, I know that's both meditation wise, yes, but as far as yoga is concerned is what I'm hinting at. Well, yoga, we're not talking about yoga, we're talking about yoga. Yoga's in there, yoga's in there as part of the study. Look, I've had experience going to yoga studios and I went to a few of them that were the most egotistical places I've ever been to in my entire life. It was like, who is more yoga? Who is more Zen? Who is more whatever? Do you remember, do you remember? And it was so annoying. Do you remember how crazy the yoga chicks were at 24 Fitness? I remember like, I used to- I left before yoga got that good. Oh, really? This would happen to me every week, right? Just signed up some member, they just got a gym membership, they're all excited to get started. They're like, oh, what days, yoga days? Oh, it's Tuesdays and Thursdays at six and five PM or whatever like that. And they go to their first yoga class and then afterwards they're coming up to me, like freaked out, like, oh my God, I went to yoga and I got yelled at by these ladies because they go in there and they like reserve spots, right? Like, if you're a regular who goes to this yoga class, like there's no markings on the floor, but anybody who takes this yoga class that's been taking it for years knows that that's Susan's spot. That's Rachel's spot, that's Maria's spot. Don't you fucking dare get there 15 minutes early and take their spots or else they'll get pissed. And so a new member would just go in early to a yoga class and then sit wherever, right? And then you would always- That's just human beings. Oh, dude, I'm not getting rid of that. I felt that when I went to yoga, I took a class at, what's the place in Los Gatos? I'd love to give them a shout out. Yoga source. Fuck you guys. Wow, they're very specific. So I go in there and it's a big yoga studio. So if anyone's from the Bay Area, they know this place, it's big, right? And they're really popular and they've got good instructors and all that stuff. So I go in there to take the class and I don't look like a yogi, a yoga person. First off- Some days. I'm not the most flexible. And second off, I'm more built than the average yoga person. You smell like one. Yeah, and maybe just that, right? If you smell me with your eyes closed, then you're like, he's a yoga person. So anyway, so I'm in there and I'm setting up my mat and I've never done a structured yoga class. I've only done it one-on-one with people. And I'm taking the class and the looks I'm getting from the women in there was just snickers and like looking at me like, look at that guy, he's a big guy. He can't do this. Then the fucking instructor is laughing at me when I'm trying to do something. Like, oh, let me show you how to do this right. I'm like, you fucking bitch. I'm confident and I don't care and I'll laugh it off. But as a business owner in this class, I'm thinking, this is terrible. And the women in there was so clicky and so like, we're so zen with all their makeup and their perfect yoga clothes and like driving off in their Porsches and BMWs and stuff like that. It was ridiculous, didn't go back. Absolutely didn't go back. So I could see how, it's like spiritual righteousness. You know what I mean? I'm more spiritual than you are. I'm more evolved than you are. Woke, will you say? Yeah, Woke. I'm so woke. Hashtag woke. You know, speaking of articles, someone posted in the forum, I think I brought it up to you guys. Did you guys know about this? So we've talked about Mark Mastrop before. Mark Mastrop was the founder of 24 Hour Fitness, right? And sold it for... The godfather of the fitness industry. He's the fucking... The gym fitness industry. He's the man, dude. And then he's gone on to do yoga works. Then he went on to do UFC gyms. So he partnered with Dana White, started the UFC gyms up. He's got stuff up in Canada that he did with Steve Nash. He's got... I mean, he's everywhere, right? California gyms over in, I think China is where they... He's got the Madonna Hard Candy Gyms. Yeah, Madonna Hard Candy. I mean, the motherfucker is the... What's the name of his company that owns them all? Is it Fitness Holdings Worldwide? Oh, I don't know his actual... The Umbrella Company that... Yeah, that owns all these... Yeah, I don't know what that is. That's a good question. That'd be cool to Google that. Mark Mastrop's Umbrella Company. Yeah, I think it's Fitness Holdings Worldwide. Anyways, he has partnered up with the NFL now. But... Wait, with the NFL? Now he is... Doesn't he own some of the Sacramento Kings? No, I think he made a bid on them. I don't know if he actually got them. I don't know, though. You'd have to Google that shit. But he's now working with the NFL. He just opened up the Niners. I believe the Vikings are coming next. I forget who else. So there's like six of them. The Dallas Cowboys already... The Dallas Cowboys were the first one. The Cowboys did it. The Niners are doing now. The Vikings are doing it. I believe the Saints are doing it. I think they have like two or three other ones. I forgot that he... Now, was this an initiative from the NFL? And that was like... It started with them talking about how to kind of bring more ways for people to experience the NFL. Or was this his idea of bringing fitness into the NFL? I don't know everything for sure. What I was gonna surprise you guys with that not this week, but next week, I have my buddy who's coming in who will be the GM for the Niners one. Jason. And he talks with Mark on a daily basis, so I thought that would be a fun... We all work together back in the day, so it'll be a cool catch up. And then I wanna ask a lot of these questions because I don't know a lot of details, but I'm fascinated by this, just like I was fascinated with the move when he did the UFC. So what I'm speculating based off of... And he does, by the way, he has part ownership. He's part of the ownership team of the Sacramento Kings. Oh, okay. What it seems to me is that he is trying to create different niche fitness brands. Like he's not trying to go the way that 24 hour fitness went, where it became this large health club that was catering to the mainstream. It seems like he'll own chains of 15 or 20, and that's the goal. Like if you look at UFC gyms, I mean, they're big, but they're not like UFC, right? Or if you look at, or they're not 24, or if you look at Crunch, because didn't he own some of Crunch? Yeah, no, he owns Crunch, too. I don't know if I agree with it. Hard candy. We're only seeing the beginning, man. I mean, UFC gyms has barely been around for what? Less than 10 years? But it's so much more niche, you know what I'm saying, than the big box for our fitness. I think that it's... Yeah, it's fitness holdings worldwide. I think it's more like 24 than you think it is. I think he's actually literally taking a page out of the 24 model. He used, back then, he used the cluster theory, right? So he started a gym up, so before him, people weren't doing this. They used to start a gym. If you had a successful gym, then they would move to another big city, start a gym, and then move to another big city, start a gym, and then that's kind of how you built chains. He was the first one to kind of flip that on its head and be like, well, that doesn't make sense. It's more of a cluster. Let's dominate this city. Yeah, dominate an area, then cluster out. Like so, this is what I think he's doing even with like UFC. It's like, let's go find these UFC gyms. Let's put them in areas where you have big name UFC fighters, so we can leverage off of their community, their name, their following, and then build out. And that's exactly what we've seen. All these UFC gyms, one starts, and then he has one or two. Yeah, but so here's the thing. UFC gyms are more expensive. They're sick as hell, by the way. Some of the best gyms I've ever been in. Amazing gyms. But they're more niche in the sense that they offer, you know, Jiu-Jitsu, MMA classes. The membership itself is more expensive. But you say it's more niche or it's more broad because it's- It's not nearly as broad as like a 24-fitness. Sure it is. Not at all. They offer everything they offer and some. Yes, but it's the branding that's different. It's UFC. Well, okay. And you walk in and it's like- Well, they're catering to a fan base for sure. Like Mrs. Johnson, who's gonna work out, isn't gonna go there. They're using that. At the end of the day, it's literally, it is a 24-fitness, just skin differently, bro. Yeah, it is a re-skin. They're all about the same square footage. They're all open 24 hours. They all have Nautilus type of equipment. Well, because those classes there are watered down substantially. They have to be, right? To cater to like your general public. It's more expensive, so it's not in that. It's not even in that category. Sure it is, dude. It's not that much more expensive. It doesn't even go up to like your, it's not club sport prices. It's a little bit more expensive. It's a little bit more expensive because you have a boxing ring, or a MMA ring in the middle and you've got a bunch of bags and heavyweight stuff and platforms. Like, so it's a little bit nicer gym. Yeah, I don't- If you compare to- What it looks like to me is, like here's what it looks like. Let's evaluate all the companies or all the gyms that fitness holdings owns that we know, right? You have UFC gyms, then you have like hard candy gyms. Have you guys seen the hard candy ones, the Madonna ones? I've never seen the inside, no. So hard candy gyms in my- And what's his name? Mike, our good friend Mike was kind of running the show there, right? Apple. These facilities are in major cities around the world. So like Rome, Mexico City, Berlin, Tokyo, and these facilities are massive and exclusive. So that seems like another niche. Then you have 24, then you have, excuse me, UFC gyms, which are hardcore fitness, but MMA, they've got tires that you could flip. They've got all that functional stuff. They've got a cage. Then they've got great equipment in there. So that seems like it's another market. Then you have crunch, which may be closer to 24. Crunch is a little closer. Now back in the day, crunch used to offer off-the-wall group classes. That was their thing where they would have someone playing like live Jamaican instruments or doing silks classes. And I think some of them still do that, but it's a lot less expensive. Then he has yoga works, which is that category. Then you have the Steve Nash gyms, and I think Steve Nash might have sued them at some point, not that long ago for the name. But anyway, those gyms were basketball centric, if I'm not mistaken, right? Right, so here's the thing though. So I feel like he's doing that. I feel like he's looking at different areas. Of course, but I don't think the idea or the goal is to be a niche. It's no different than our formula. I mean, it's literally, we've taken a page out of what he's done, which is- Well, is it niche? Because these are huge fan bases. Right. It's like he's trying to capture the general public, but what their interests are. So UFC became mainstream, and so now let's make a gym because it's catering to fans in that general direction. Yeah, he did. Steve Nash did sue them. Look at that, sued Mark Mastroff. No, I don't know. It makes sense to me, because you see even with the UFC gyms, look how popular tap out was. It's no different than what we're doing right now, okay? The goal when we first started was to stay within a niche that we knew the most about, right? Like fitness, like we're not gonna come out and talk about something that we're not experts in. We're gonna come out and talk about a topic that we are experts in. From there though, the goal was always to branch out into mainstream media and to get out to the general population. The same thing goes for these gyms. He starts them off, of course, with a, you know there's a ton of people that love UFC. They're gonna come to it just because of it. There's a ton of people that love the NFL. There's a ton of people that love Madonna. There's a ton of people that love Steve Nash and basketball. So that's gonna draw the initial group of people, but then when you- But then when you get there, you find out like, oh shit, this is a normal gym with some cool amenities to it that make it- Well, I think too, like back in the day, like your LA fitnesses, your 24 hour fitnesses, like people lost the allure for just going to a gym. Like they need some kind of theme. You know, they need something to drive them there. That's my point. My point is like LA fitness, 24 hour fitness, planet fitness, these are places that the average person will go in and work out. Beginners will go in and work out who never worked out. When you see UFC gym and you're Mrs. Smith who's never worked out, you're gonna be like, no, no, no, I don't wanna go to that MMA gym. I wanna go to the 24 hour fitness over here. There's a lot of overweight people that wear tap out shirts that, you know, they're just fans of it and they think that they can fucking roundhouse kick. You're gonna get some of that, but my point is when you look at the- I think you can get more of this. When you look at the gym business, here's what happened. In the 80s and 90s, it was big boxes were starting to dominate because the gym industry was new. It was new. 24 hour fitness came out and created that fucking model. But now you have these big boxes that are dominating a lot of the growth in fitness. Isn't the big box gyms. A lot of the growth is in niche. Yeah, it's never been the big box gyms. That's never been the growth, bro. Well, that growth in the 90s. No, no. Oh, of course. No, no. How did 24 hour fitness become the biggest fitness organization in the world? Not through their triple A super sport clubs. They've never been the most profitable. No, no, no. I'm not talking about that. What I'm saying is it's the big box model. Yes, they have the small, medium, and big, but I'm not talking about the giant, just the giant super club type thing. What I mean is the gym business in the 90s especially, 24 hour fitness kind of paved the way. And the way was cardio, machines, you have a basketball court, maybe a pool and the bigger ones and not in the smaller ones. Well, I would argue that. And then they get way bigger. I would argue the big things that made the biggest difference around that was less of that and more of the EFT in open 24 hours. Oh yeah, the business aspect, of course. That was the biggest game changer. The types of machines that went in there, the groups of people that it was originally appealing to, I think that stuff is smaller details. Are the UFC ones open 24 hours? No. I think they are. No, I think they're... Are they closed like at midnight? Yeah, I think they're closed like at midnight. Doug, will you look at the UFC gym hours? I think that... There's some of the best gyms ever. I've actually seen that. I know, they're super clean. I would love to work out. I've seen that exact glacier before. Interesting. That's crazy. ADD. Sorry. No, that's, I had... Squirrel! The pictures of that exact glacier right there. Do you? Yeah, yeah. No, exactly. Oh, sorry. You're cruising. Yeah, yeah. No, that's exact Bay that we went into. I can tell by the... I think it's famous. Yeah, it is. Famous, yeah. The UFC gyms are some of the best gyms I've ever been in, though. I mean, I wish there was one near where I would go. Dude, wait till you see what this NFL one's gonna be like. The NFL ones are... So what are they gonna put in there? They're like 40, 50,000 square. I don't know for sure. Like everything, right? But I do know a little bit. And by the way, we will get a tour before it opens. Sweet. We'll go in. We'll tour the place. But it's supposed to have 33 yards of a football field. So it's almost a half of a football field in the center of it. So the UFC gyms had the octagon in the middle. They've got a football field in the middle. You know why this is so brilliant? Because they can run camps. They can have the pros just come do a weekend thing, run camps for kids. They do that anyways. Well, guess where all the goal rush cheerleaders are practicing upstairs. They have their own practice room. Maybe get discounts on certain games, whatever. Dude, tickets. Take me back to being a 16-year-old boy, getting a gym membership, and tell me that the goal rush girls are practicing every fucking... I'm there! Yeah. For sure I'm working out there. He's so brilliant. He's so brilliant because the thing that he understands that we know is that so much of a successful gym is the experience. It's the experience that you get in there. CrossFit proved that. They proved that 100%. CrossFit gyms were basic as fuck, dirty. A lot of them didn't have AC, but it was the experience. It was the camaraderie. It was the grid of it. Yeah, the camaraderie. Yeah, I mean, think about these 24-hour, excuse me, these 49er gyms. Why not open a fucking, you know, a Steelers gym? Why not open a Cowboys one? You know, why not start going through, and this may be a model that these clubs actually work with. They wouldn't have gym rewards, you know what I mean? And it's the experience, because you're probably going to walk in, and like you said, Adam, there's a football field. You get that experience that you're training. But then it's still, I mean, what's so smart about it is UFC, Madonna, you know. Madonna gyms also, those are all experience-based. Exactly, it's like there's a ton of people that need to get in shape or want to get in shape and also watch football. There's a ton of people that need to get in shape or want to get in shape and also watch UFC. It's like, it's a no-brainer. It's so smart to use that as an appeal, but really his, I think his, I really think his desired outcome is just to have the, like fucking own all the gyms. You know what I'm saying? Like Mark Mastrov is such a killer that he's just the way he's going about it is so brilliant. It's so funny too, because I think when he left 24, he had to sign something. Five years. Five years, no competition. Five years, no competition. You couldn't be within, I forgot the distance. He couldn't even open anything like it or anything around it. So you know it's interesting. And then as soon as that came up. So the day he, that day that came up, that's why he's so gangster. I love his, I look forward to the day we get him on the show. We will have him on the show one day. He, I think it was the day of, the week for sure of, was they announced on ESPN Dana White, Mark Mastrov. I remember I have watched that video, but Jillian Times where he comes out with Dana White and says they're starting this new chain called UFC gyms. Like he wasted no fucking time. Like as soon as that five year clause was up, it's like it's working on. Game on, game on. Yes. Wow, wow. Yeah, now imagine, so I start to speculate too and I've already know a little bit of insight information, but not like any details, but as far, like now imagine all these big tech companies giving a shit about gyms and fitness and all this. They're putting out wearables, they're putting out tracking devices, they're putting out all this stuff. Where's the gyms, you know? Where's the gyms for the general public? Well, what would that look like? Why not partner with them? What would that look exactly? Why not do that? But why not make it just like super high tech? You know, like for these people that are just like, oh, they care about, it's almost like back in the day, like you have your club ones that like seem super premium and like are equinox that kind of go in that tech, you know, they're catering to that kind of a crowd. Imagine an Apple gym that caters to that same crowd but now it's like, they get access, they just walk in, their watch is access to everything, keeps track of everything, like everything's automatic. I don't know what I feel about that. Yeah. I definitely think there's a lot of people. I just think, I know it's gonna happen. So that's why I'm bringing it up. Well, you know, club one did some stuff. Wait, I mean, I remember when that stuff first, you know that the club one like maybe 10 plus years ago had it to where you could program like what your workout was and then we went to each machine and then it logged your, what your weight was, kept track of everything. It was too complicated. It was. So this is the thing. Yeah, because you had to manually do it. Right. So imagine all that, you just walk in, it does all that shit for you. Yeah. Well, what do you mean how to do it all? Because all the sensors communicate to your device. Yeah, but this is one of the knocks that we had on Craig's Metron business was that the problem is you have human, there's too much human variables to ever have create a system that's. Oh yeah, no, us as fitness people, we know that. Right. I'm talking about like your average person that thinks they know everything because they have like metrics to follow. Well, that's why I think it dies. Like I don't think it goes anywhere. I think there's gonna be lots of people that do it. In my opinion, as far as the tech side of things, I think one of the companies that's doing the best in fitness is Orange Theory. I mean, I was very, I think it's simple enough. Yeah, I can agree with that. It's flawed by the science, because we're talking about epochs still, like that's fucking dead fucking 20 years ago. But we're still, so they're using old science, but they're keeping it so simple for people. And they're using it as like, motivated so like the lights and the music. Yes. They're emphasizing the experience. It's all about the experience. This is what people need to understand is like, you could have the fanciest equipment, the best looking gym, great location, all that shit, but it's about the people in the facility and it always has been. It's always been about the experience. This is why I think, that's why I think they're doing, if we're gonna see somebody, and they already have the momentum right now. Well, it depends who he has, it depends who the teams that Mark puts in these gyms. If he has really, really good teams, they'll do excellent. Cause you've got the, you've got this. We're talking on the tech side right now. This is different. I don't think a master off is even fucking with that. You don't even see him doing anything on those lines. Why would he? He's mastering the experience of it for sure. I'm speaking to what Justin's saying because I've thought about this a lot. Like I don't know, I don't know if the tech thing really takes off like we think. Here's the mistake I think they make with tech is that they make it a very, yes it's individualized, but they make it an isolated experience. Like I go into the. It's impersonal. Yes, I go into the gym, but the headphones on. That's a big loss. My watch, my machine, and yes there's people in there, but I'm very much alone. So the way that. The way they could salvage that is to have coaches and they have access to trainers that actually, they interpret all that at the end of your workout. They sit you down, they discuss or maybe once a week or it's like, they have some kind of personal element to it and or it's a social part of it. They have tech where you're able to communicate to your friend across the gym and it's this some kind of experience like that where they use it in a way where it's more social. Not isolated. The thing that will keep people motivated in gyms is if they're doing it with a lot of other people. That has been the most successful thing that we've ever seen. Well, this is again back to the keep plug and OTF here. That's what they're doing right now. So they're wearable now is now you don't just wear it inside their gym. You wear it all day long and then it's all, it's interactive with all their social media. So I get out and I go take a hike and I could ping Justin like, just knocked out. I'm eating here. Look at me. I'm so healthy. Five miles and I got my, I got up my heart rate up to the orange zone for 15 minutes or like that. And so they've created and it's just simple. I mean, the science behind it is weak. And it's, I don't think it's ideal for a lot of people. But I, That's how it has to be for your mass. That's what I'm saying. I think something really deep and like, I mean, look at what Craig created. Craig's idea is brilliant. The problem with it is that that's, and I think that what's flawed with it and that it's only, it's, it's not Craig's fault because he hasn't, he hasn't trained thousands of people before. We know people just won't do it. No. They won't do the work. It's over complicated. Yeah. They want things so simple and easy. And it's not about which one is closer or better to what's the most scientific or. That's good for the hardcore. Right. Fitness fanatics that you don't need to convince to use your gym. Exactly. They're going to be in your gym. Exactly. That's the one percenters. Like there's definitely a market for those people. And maybe, and this is what I always hope for my boy because I'll continue to watch and support what he's doing. I hope he finds his one percent across the world. You know what I'm saying? Because there is a one percenter. That's still millions of people. You just need to connect to more pro athletes. Like that, you know, you do that where hopefully that sort of trickles into mainstream at some point. Like they do that a lot. Like you'll start with NASA. We'll test out a lot of like fitness equipment and stuff that's really like out there first. And then it starts to trickle into, you know, pro athletes and then the college, you know, realm and then high school. And then finally, like, you know, there's some people that adopt it. Like for regular. Here's the bottom line. You know, we ran clubs for a long time. You could literally see, you could have a team go into a location and within the first month, no increase in spending and advertising, no increase in any type of exposure. Literally the same budget. Same everything. Double triple revenue. Put it in there. And you see it. You could see a 30 to 100% increase in revenue. Let's talk about that. We have a lot of people that are either gym owners or people that are district managers, GMs of facilities. I know we have a lot of people like that. You know, what are some of the things? I remember this. I remember coming into a new facility. This was kind of the MO for me is after, you know, I used to hate this about our company is after I crushed gold for about a year and a half. And put you in a shitty one. Yeah, then they put you in a shitty one. Right when you're making all kinds of money. It's like, oh, here you go. Here's a club that's been fucked up for the last four years. Fix this one now. So you would go in and then, and by the way, back then, I don't know what it is like now, but back then you had three months. You had three months to turn the facility around. If you did not perform, if you did not hit goal within those three months, you were out. That was your opportunity. So you had three months to turn this facility around, whichever club that you were at. So, you know, what are those things look like? For me, when I got to a facility the first week, I really did nothing. The first week that I went into a facility, I really did, I didn't do very much. I didn't say very much. I observed. I wanted to see what everybody did on their own. I wanted to see what happened when the new boss came in and he was in this facility and who were the people that still did their job? Who gives a fuck who I am? You know what I'm saying? They're gonna take it. Then who are the people that are a bunch of looky-loos that need to come over and find out who I am and what I'm doing and any excuse not to work, to talk to me and stuff like that? And so I'm engaging and having conversations. I'm not ignoring people, but I'm just paying attention to everyone's character and without me coming in and being a boss yet. As soon as you all of a sudden become boss guy, everybody's walls go up. They start acting all weird. I wanna see how everybody acts when I let get everyone's guard to come down. So I spend the first week observing. That was kind of what I would do. Yeah, one of the most impactful things I would do when I'd walk into a club was I always approached, you know the whole like customer comes first. Customers always right, customer comes first. The Burger King. Yeah, I would always fight that. I'd flip that on its head. And not because I think the customer doesn't come first, the customer's wrong, but I always believed that it was the staff. You wouldn't empower your staff. It was the staff that came first. It was the staff that was the people that needed to be focused on because if they were having a good time, if they were doing well, if they believed in the vision of the company or the vision of the club, then the members would feel it versus just focusing on the members. So the first things I would do is, and I was known for this, I would hang out with everybody in the gym. So I would go up and I'd hang out with the front desk people. I'd go in the kids club, hang out with the people watching the kids. I'd find the porter and I'd take them out to lunch. And I made sure that I knew everybody and everybody felt like they were a part of something bigger than themselves. And then that would just bleed into the members and everybody would feel that, feel that from the staff that was there. And it would reflect always, it would reflect with numbers, always, always, always. Then the other thing I would do that was really, really easy to do was, I would just write out the gates, I would sit down and make sure I introduced myself to every single person that's getting personal training and every single guest that's coming in to take a tour of the club. And for two reasons, one, I wanted to be the example, I wanted people to see that I cared. So especially as trainers, and I knew this because I was a personal trainer and a lot of managers weren't trainers so they didn't understand this, trainers or at least good ones value their clients quite a bit. In fact, they get very possessive of their clients. When you walk into a new gym, it's like the trainer will tell their clients, okay, we got a new manager and the clients say, well, what do you think about them? Well, I don't know yet or whatever. So I'd go in there and I'd talk to the clients and I'd be like, hey, what's going on? Thanks for how long you've been a member or whatever. We'd become friends and I'd win them over and it would just create this incredible environment in the facility where people wanted to do really, really well. And then from there, everything else was a lot, was easy. Well, I took like the prison approach where you find the biggest guy and you fucking fight him, right? And so, but not really. Like, so the idea of that with here is what I mean. Inevitably, I'd always have to fire. No, you go straight to the gorilla and you befriend him. Well, no, what I would do is I come in and while I'm observing, you also find out who like the top dog is. Like who's the person that's producing the most revenue for the facility because that person knows who the fuck they are to and typically they have that kind of massive ego and I'm not doing anything. Again, I'm just observing, paying attention to their work. There is always revenue left on the board. There's tons of revenue to be made that that's why the club is underperforming. Either they're not getting enough new business by pulling people off the floor or they're letting hot leads slip through or their new guests are coming. There's a lot. And so I'm looking for all these backlogs and papers and people that aren't being serviced. Right, people that have bought memberships. So much opportunity. So I'm looking for all the opportunities. I'm looking for who the biggest baddest dude is inside or the girl. So a lot of times too it's a chick that's badass. Who it doesn't matter, right? I find who they are. And then I wolf their ass the first month and I outperform them. I outright them in revenue without using any of the resources that they probably do, which is getting a new client from the front or getting a new client who bought personal training already or a re-signed client. I go find business as if I didn't have help from anybody else, which means I'm ripping it off the floor. I'm getting out the front desk. I'm calling backlogs, like Justin said. And I put it down. And I put it down enough that everybody in the gym knows that I can do their job. They're still leading from the front. Right. And there's nothing more. I mean, that's a very effective way to do it. Because now you're gonna drive the conversation your way without having to kind of present it to them like an arrogant asshole. They're coming to you already. What are you doing? There's nothing like leading from the front and showing that, you know, what you demand is something that you yourself can do. And then automatically you get respect. Real easy to say that shit though. Real easy to say that shit. And motherfuckers. Real tough to do it, yeah. Very few people would do it. I mean, I don't know how many times I taught my peers and those that I developed up into leadership roles that you got to do this. Like, you know how talented you are. You know you're capable. Yes, it's gonna be some work. It's not gonna be easy. Yes, you're not above that just because you're now into leadership and management. You need to go do that. These guys and girls that are working for you now, they don't know what you're capable of. Get out there and fucking show them. Don't talk about it. Don't do anything. Just do it. And then watch what happens from there. I remember one of my first sales meetings in, I think it was Hillsdale. And I demanded from all my sales guys that they get 40 leads a day. 40 new names of people who aren't members. And they all looked at me like I was crazy. Cause I believe, and I can't quite remember what the, the goal was, but I think it was 10. It was 10. Like you were supposed to get 10 leads a day. It was 10. And they looked at me like I was, like I was insane, like 40. How am I gonna possibly get 40? Like there's no way I can get 40. And in the meeting I said, I'll get 40 leads in 30 minutes. And everybody looked at me like, yeah, right, I bet you, I said, you guys wait here and I'll be right back. And I, they all sat in my office and watched the window. I went up to the front desk, made an announcement, collected some there, walked the floor, came back and I had 40 new leads. And from that day forward, nobody ever questioned when I would say you got to do something because I would do it. I was also, I would also clean the bathrooms. So, you know, because here's the thing, you lose respect for someone when they're barking at you to do something. If they themselves wouldn't be willing to do it. And that's just, that's just the reality of human nature. You know, it's like the general yelling at you to run across the line, but they're behind safe, you know, from, from enemy fire. Imagine if it, if your general's like, let's go and he runs. You're like, I'm gonna follow that motherfucker. So many people lead that way or they lead and they try and talk about back when they were, they did the things like. The good old days. Back when I was a soldier, I did this or back when I was a trainer, I used to sell all this. Like, no motherfucker, I ain't seen it yet. You know what I'm saying? Like, if I haven't seen it, I don't believe it. And that's just, no matter who you are, I guarantee that's how they're going to treat you. So, if you're starting in a facility, it's a brand new place. The first thing you, in my opinion, the first thing you do is you go find the biggest motherfucker and you fucking beat him down. You squash him. And you beat him down. And you do it. And you don't, you do it in a humble way. You're not flaunting. You're not talking about shit. But you embarrass them. You just gotta make sure that they know why you're in the position that you're in because you are so good at just doing their job that you're now in a position to teach others how to do their job, right? So, you gotta be able to show that first. So, I did that a couple of times where my first all staff meetings were always a good time. Cause that's when people really, that's when they get to hear officially what you're gonna do and whatever. And there were a couple of times I actually did that where I, you know, do the all staff meeting. And then as everybody kind of got loose, I would say, who's the number one producer in this club? And I'd let everybody else point to who the person was. They'd be like, that guy, you know, John or whatever, he's the, he's the top guy. I'd be like, all right, John, I'm gonna beat you this month. And then I'd go on my meeting. So everybody knew what was about to happen. I'd make it funny. The person would get competitive, but inevitably they would, you know, I'd give them a run for the money or I'd beat them. And you would, you would gain respect from your staff. And that's, that's just a leadership thing across the board. I don't even think that's a gym thing. I just think that's a, you know, across the board the way. And the other thing too is like treat people with respect. And what I mean by respect is, you know, when you respect someone, you're also honest and you're not, you know, trying to sugarcoat or pussyfoot. Respecting someone is also respecting enough to be honest with them and to sit down with them and say, you sucked today or you didn't do something today or your performance could be a lot better. And when you show people that like that level of respect where you also will tell them when they're doing something good or where you give them the ability or the, where your door is open to where they can come and tell you things as well. Then when you tell them that they're doing terrible, it's not, they don't get offended by it. They almost feel like they want to, they want to show you like, okay, I don't want to disappoint you because you respect me. That was something that actually changed for me, right? So for the first half of my career, I kind of led like that. And I've talked about it on the show at least two or three times. I've talked about one of the most impactful, easy reads for me was One Minute Manager and I highly, highly recommend it anyway. And this isn't just for fitness. This is just in leadership period. And I think this is for any type of job that you're in and if you're in management or any sort of a leadership role, this is valuable information in my opinion. And I had read a couple of books around that same time. And basically the message behind it was that I just, you cannot tell people enough what a good job they're doing. Even if you think you do it all the time you'll always fall short of what people need as far as affirmation. So I took it upon myself to, okay, I'm gonna really go out of my way and try and lead this way. Like if I stopped looking at what my employees weren't doing and trying to coach them up because that's how we were taught. I was taught, you find the underperformers see what they're not doing well, coach them up to get better. And that's how you develop your team. And for the most part it worked pretty well for me. I was successful, but it did get tiring and I remember reading this book and it kind of changed my attitude. And then I started to stop looking at all the things that they weren't doing well. And I started looking at the things that they did well. And I started to point them out to the point where I would have reminders on my phone of all their names. And when that alarm would go off I would go find Sal working across the gym and I'd be like, hey man, I just wanna let you know that I just saw you with your client the hour before. And the way you were communicating that whole nutrition thing, like dude that was so on point, that was so good. That's respect. Well, that's respect because if you really respect somebody you're gonna tell them all that. It's like you can tell how good you're doing. My point of sharing this is that I was already doing this but I wasn't doing it to the level like I was now. Like where I was organized about it to where I couldn't do it enough, right? Every day I had to be going over and touching multiple trainers this way and constantly doing that. And what it started to do is it led me to where I did not have to point out what they were doing wrong. Because I was so focused on pointing out all the things that I could find that they did right whenever they did something that was wrong. They knew, whenever you get hired for a job if you take on a position you've been working there long enough you know what the fuck you're doing and what you're not supposed to be doing. That's simple. It's a matter of you doing it, right? And so what would happen is these trainers would start to come to me because they felt bad that they weren't doing something. And I was complimenting other parts of their job or if I hadn't come back around to them in two days and they're like freaking out like oh shit Adam's gonna come tell me something today. They would come over to me and they tell me something that they're falling short in their business. Then that led to a coaching opportunity for me. And what was beautiful about it was it was them coming to me versus me going over to them to point out what they did wrong, you know what I'm saying? So I think that was probably one of the most powerful shifts that I had in leadership was when I began to lead this way versus looking at the things that people needed to develop and then trying to coach them. One of the best things that was implemented actually was 24 Fitness that implemented this that I thought was so brilliant and did such a good job of organizing the direction of the day in the club was the two production meetings a day. I thought that was absolutely brilliant. I did it for a long time but it became company policy. I wanna say probably early 2000s if I'm not mistaken where you would have a production meeting in the morning and a production meeting at night and just that touching base, let's sit down let's talk about what the day's gonna look like and then the production meeting in the evening was before prime time where, okay, here's what happened during the day here's what we need to achieve the rest of the day here's, you know, let's talk about what you did let's talk about what you did, what you need to do. It was brilliant and a lot of gyms don't do that. Oh, the DPR and just knowing where you stand. I think that was so important especially for somebody like me, I don't need somebody to come tell me like this or that like, you know what I'm doing, what I'm not doing if I can see it, you know, the other thing is like with micromanaging, you know, a lot of times like leaders like to get into this where they wanna control like their environment all the time and so they wanna reiterate what they're trying to get across like way too much and they're not giving their employees the freedom to, you know, make some stumbles here and there but really figure it out for themselves feel empowered by the process a little bit more but like, I just loved that they had analytics and they had things that were very visible on a daily basis where I could be like, oh, fuck, here's where I am, I need to get better. And then every now and then get somebody to tell me like, well, here's what you might wanna consider doing instead or this or that. Till this day, there's a lot of gyms that don't even track basic things. That's crazy to me. That don't even track like. Justin had me. So I feel like he's a little bit tainted in this situation because or this scenario because that was what was very unique about how I led versus any of our peers. So I found that what was very common in district fitness managers and divisional fitness guys is we spoke a lot about what's just important to the nutrition and making sure, you know, understanding biomechanics and programming and a lot of the education around trainers was all centered around that piece where, you know, at the end of the day, a lot of people that are doing this or doing it for a profession and a living, I thought there was not enough education around how the fuck to make money. You're right. And how to be very mathematical about it. Well, you don't have, a lot of times you don't have to push a trainer or motivate them to learn how to become a better trainer. At least if they're not looking at it as a career. That's natural. Like they wanna learn more about fitness and stuff like that. The side about building a business, that was the side that you needed to focus time on. Yeah. And a lot of these trainers just didn't know how. So like I would sit down in these like early meetings and say, hey, you know, how much money do you wanna make a month? You know, how much do you wanna make? Cause we were in, we were working a profession that you really can control your paycheck. I mean, if you wanna make two grand a month as a trainer, it's very normal for someone to do that. You could make 10 to $15,000 a month as a personal trainer. Also, you just tell me. So I would sit down with them and say, you know, what would you like to make? And say, okay, well, let's, let's mathematically together break this down. We know right now you just started and you've been here for six months or however many months you've had X amount of fits, you know, fits are like a new assessment, right, an assessment, a new appointment where someone has an opportunity to sell them personal training. You've had X amount of them, X amount of those people bought personal training from you. So this is now your, this is what we can figure as your closing percentage. So you're making, you're closing at, let's just say hypothetically 20%. At the 20% that you close, you sell on average, you know, $500 worth of personal training. So we now know that you need to see X amount of fits in order for you to make $500. So now let's put that in a month. Now we know how many you need to actually see them. And now I would teach this to trainers and then I would hold them accountable to the smaller things. I wouldn't harp them about, oh, you're not producing enough revenue. Oh, you're not working enough hours. I would hold them to their personal goals. You have to know what screws the term. That they committed to me. You told me you want to make seven grand. I showed you how to do it. I'm just simply holding you accountable to the work. I can't control whether you close someone or not, whatever. But I can control if you get on the phone and you make sure you put five new people in front of you or three new people. And if our goal for the month is for you to get in front of a total of 76 new people and it's halfway through the month and you've only done 15, what the fuck is going on? It's because you're making the mysterious not mysterious. That's what it is. When you talk to especially a new trainer and you say, okay, you can make 10 grand a month. It sounds mysterious to them because they don't know how. Like, how am I gonna do that? You know what I look like. What does that look like? And so what you're doing is, and this is why analytics are so important. And I think, and I'm surprised, it's still surprising that a lot of gyms don't even have these analytics. Yeah, that's crazy. Because it is mysterious until you know that. Like if I'm telling you, I want 20 appointments today and that's it. I don't know what's going on. I don't know if you are getting 100, you know, TIs, which is a telephone inquiry. You may be getting a shitload of them. You just don't know how to get them to commit to an appointment. So you may be getting the least or maybe you're getting no leads and that's the problem. Or maybe you're just not going out and talking to people like, these analytics are so important to being able to twist the screws on each one to give you the desired result rather than just looking at this big total thing that seems so absolutely mysterious. You would be surprised how many gyms don't even track how many walk-ins they get. They don't track how many telephone inquiries they get. They don't track their closing percentage. All that stuff. You should, here's another one. This is a big one, by the way. This is a massive one and it's a stupid and easy one. Every single person that walks in your gym needs to leave with a membership, either a free one or one they buy. So either they leave and they buy a membership or they leave and they get a free pass for two weeks, but nobody should ever leave without having access to your gym, especially if they don't buy one. And that's a silly one, but you would be fucking surprised how many times I've walked into gyms for fun just to see what they would do and they'd let me walk out and nobody would offer me a free pass to the gym. It's cost you nothing, Mr. Sales Guy, like to give me a free gym, a free access, but if you give me free access, well, now you have more of an opportunity to potentially get me to buy it. Chances go up. Absolutely, and it always blew me away and it still blows me away. There's a lot of gyms that don't do that. There's a lot of gyms that don't do that. Even 24 didn't do it to the level that we took it to because I would get a number, which is a collection of all of my trainers and all of us, those stats aren't accurate to each person. So I would have to have still that. Break it down into the gym. Yeah, I'd still have to break this down with Justin because I would see as a club that my club is closing at 25% of fits at the average dollar of $430 or whatever like that, but that wasn't Justin's closing percentage. Justin was closing at three times that and for double the amount. So my conversation with him is different. Right, so, but so I don't think you, and I don't think I need, I don't need the analytics from the gym. I think this is the responsibility of the trainer. You're an entrepreneur, man. Whether you work for a company or not, like you have control of your business. Yeah, that isn't getting conveyed enough. Yeah. And then I think that, I mean, there's really like only two people, like Beidros and somebody else like out there that are addressing that massive need for this profession. And it's to get people to understand that like you are your own business. You are your own business. A good manager, a good leader will help you foster that within the club instead of trying to just get their own agenda across. Like they're going to spend that extra time to like have them understand, like here's those little screws, like you said, to tweak and here's what you're going to do to be successful. Cause if they're not creating success themselves, you know, the retention rate, like how long are you going to have this employee, you know, at a certain point? Absolutely. Well, not long at all. Well, it also gives you places as a leader and a manager to tweak these screws. For example, let's say I've got Justin and Sal that are both working for me, both of them, you know, close at 50% and close at $500 per unit. So they're the same there. But for some reason, Justin can only get 25% of his people to show up. Sal gets 85% of his people show up. So there's obviously some- So what's Sal doing? Yeah, Sal is obviously doing something really good. What he's saying to the people to get them in the door, right, to convince them to show up to their appointment. He's saying something that Justin isn't. So Justin is having some sort of a problem over the phone. Like he's not conveying the message, he's not getting them excited, or maybe he's not following up. Maybe Sal takes an extra step that Justin doesn't do. Maybe Sal gets them excited three days before about their appointment, and then Sal also calls them the first morning of their appointment. Yeah, the reminder call, no less than, no matter. And so if I can squeeze out 30 more percent out of Justin, that could produce an extra $3,000. It's easy to look at the numbers that way. Right. But you first have got to do the work. So if you're in management, or you're leading, or you're starting a facility, like you've got to know these numbers, and you've got to pay attention to this stuff, that's where you lead from. Otherwise, you end up being like one of these terrible fucking managers that just bitch and gripe at people when they're not performing. Or just motivates. Yeah, yeah, right. Just go, yes, sir. Let's do this, let's do this, guys, right? I know you've worked with managers like that a lot. A ton, that's what most of them, that's why I was telling Justin, like he's, you know, you don't understand how different I was than everybody else in our space. Nobody talked to this. Nobody talked about breaking down it all the way to a, like, the person that I had to get. And the reason why I started doing that was I realized that a lot of trainers weren't, they didn't like sales. They didn't like selling, and they weren't motivated to try and close deals and overcome objections. Most people don't become trainers because they like sales. They become trainers because they like fitness. Right. Yeah, it's very different. And they're purists about what they're doing. I used to love doing sales training for trainers because I would re, I would have to re, I'd have to change the lens for them. I would talk about it as effective communication, which I still do to this day because the word sales has such a negative connotation. And sales really is, in the purest sense, is just being able to communicate effectively, being able to transfer and transmit information feelings to another person. And the most effective sales people in the world are also effective communicators and also have integrity. Cause there's also a huge myth out there that the best sales people or the people who sell the most are sleazy. That is false. The sleazy people are never the best sales people. They're never the best sales people. They may get away with it for a little while, but when you put them up against another good person who can sell well and communicate well, who's also has integrity, they get their asses kicked. And that's a simple fact, especially in the long term. So I would have these sales trainings with my trainers and I would call them communication trainings. And we would talk about how to communicate effectively. And one of the things that I would tell trainers that you still always typically would get through to them is I'd say, look, if you could take all the knowledge that you have around fitness and around what you can provide someone, like things you know for sure, like you know for sure, if a client does what you tell them, follows your lead, that they will for sure get fit, get healthy, lose weight, increase their mobility, feel better, improve their health, all those things. You know that for sure. If you could take that knowing and understanding and if we could just magically just take that and transmit it into that other person's brain, do you think they would hire you? And every single trainer that I would talk to you like that, they would say, well, absolutely, like I'd never have a problem with people hiring me. And I'd say, that sales, that is sales. We gotta get you to the point where you could do that, where you could take that information that you know to be true and get that person to understand it. And the problem is right now, you're just not doing that effectively. They don't believe you or they don't understand you, which is why you're having trouble getting people to hire you. And then inevitably they'd say, well, teach me and then we'd be able to have a good sales training. But it all starts from there. There's three real general components that you can look at when you're running a club. And those components are broken down into many components. But generally speaking, it's how many people are put in front of you or how many opportunities do you have? How many of them can you close? So how many of them actually decide to buy training or buy a membership or buy whatever? And then how much dollars are they spending per sale? So those are the three main things. And if you can manipulate just one of those, like if I just, if I kept my closing percentage the same and the dollar per sale the same, but I increased the amount of people that I put in front of you by 10%, you're gonna sell X amount more and I can do the math. I can literally calculate out and tell you exactly how much more. If I don't do that, let's say you see the same amount of people, but I have you close more people, I can show you that. If you do nothing else but just sell more per sale and you don't close more and you don't see more people, then you're going to also see this much increase. Well, and then you can also focus on that too when the economy shifts. That's right. You know, when you're not seen a lot of volume anymore, you know, how do you shift that mindset and how do you squeeze more money and build more value within the members that you have? That's right. And so one of the things that I would do a lot when I would run gyms is when you look at those three things, the most difficult one to impact, not that it's not impactful, you can impact this one, but the one that's the most difficult is literally getting more new people into the gym. Not saying that you shouldn't focus on that, you definitely should, but when I'm looking at all the things that I can impact right now, I know I can immediately impact closing percentage and dollar per sale. Like I know right away, I could train, work with people for a few days and those will go up a lot. Getting more people in the gym, it requires more footwork, requires more people getting out of their comfort zone. It takes a little bit longer to change the culture in the gym. So people want to bring more members into the gym because that tends to bring in more guests. So the first two that I would always focus on was, how can we close more people and can we get more per sale? And that's why immediately I'd walk into gym in first month. First month we would break records and then because the culture would shift and change, then we would see more people coming to the door and then we would do the hard stuff or what I would call the hard stuff, which is getting out there and getting new people into the gym. But other than that, man, especially when you're working in a big box gym, how many opportunities are in there? Oh, there's such, there's a lot. That's interesting that you go that route first because I always did this, just go find the leads first and then I would go and then I'd come back and I'd tweak the numbers. Cause I found that, I was just gonna ask you guys. Well, as a train, I think as for trainers, it might be a little different because a lot of what you guys are doing to get more opportunities, your opportunities are in the gym. As a general manager, a lot of the opportunities that I would have to get are new people outside the gym. Like how can we get new non-members in the gym? But yeah, you're right, as a trainer, like you could literally sit in a gym and you're exposed to how many thousands of workouts a day? Average gym's getting a thousand to 2,000 workouts a day. Yeah, and most of them don't have any personal training. So one of the things that was going on when I was leaving 24 back in the days, so I'm assuming that it's still like this, especially with where the economy's been since then, is they started to really cut back on the manager's budget to allow trainers back in the heydays when we first started, and I know you remember this, Sal, you had whatever, fit hours, and you could have four, five, eight. You could do as many free appointments as you want when they paid you minimum wage or whatever, right? And then if you closed it. It was, for me, it was, I would have done it for free, but yes, I get it. Right, so that's my question to you guys, is that I know that a lot of these guys, I've had questions asked to me regarding this, that they've cut my budget. I've only got 200 or 100 hours total for the month of free hours, and I have to do X amount of meetings, and I have this or that, and so that only leaves me with 50 hours. How do I distribute that, or how do you use that, or how would you manage these free appointments that we encourage trainers to do? Like how would you deal with them? The way I would do it, and the way I wish 24 Fitness did it, because the reason why they cut those is they were punishing, they did that because there were a lot of managers that didn't use them, right? And so it was a waste. It was a waste of money. Like here we are paying out all these hours for trainers to work the floor. We're giving all these, you know, paying all these hours. And they ended up just cleaning machines. Bullshit, or doing nothing, or they just clock them in and make money for nothing, or double, sometimes people would do, they get their training, you know, done at the same. So there was a lot of people taking advantage. What I would have done is I would have looked at it on a club by club basis and said, you'll get more hours as we see that you're using them and they're more useful. Because I think they're valuable, they're very valuable. I used to love those, are you kidding me? When I had opportunities to get people in front of me and on top of it, I'm making something to do that. Just for talking to people, that was amazing to me. I would have done that shit for free, by the way. Like put people in front of me, or let me get people and put them in front of me. And I know it's an opportunity to get a new client, like you don't need to pay me anything. So I think you have to look at that and manage it on a club by club basis because there were some clubs that I would look at and go, oh, okay, you guys have 200 hours a month and you're not generating shit from that. We're gonna have a conversation because I may have to cut that or whatever. Well, I'm also looking at it, I don't know, from an individual kind of basis of somebody that's really actively trying to grow their business. They don't really have a business established yet. You know, one of the newer type trainers, you know, you would want to load up as many hours as they could just to pay them enough to sort of get them ramped up, you know, instead of just giving them clients, like have them really, and I know Adam did this with me and a couple of guys, you know, that were starting out was just like, it wasn't about like feeding, you know, feeding you clients and getting you, you know, up and running, like you really had to go out there and pursue it. And I think that those hours were great for that because you could get like this minimum wage, but at the same time, like to increase that and build your business, you had to like show effort. You had to get out there, talk to people, be uncomfortable, you know, pull off the floor. And I feel like, yeah, there was probably a lot of people that just used the clean machines and did bullshit, but you know, if you were able to, as a manager, like decipher, you know, who was abusing, who wasn't abusing these hours, who I could give more to and to really help to foster that. It became valuable in my clubs. I know they tried it. People would want them. You know, I know they tried to mandate it to everybody, which I think that was stupid. Personally, what I always did, even when they did say that we were supposed to mandate it to everybody was, I would divide it up by like this and Justin, for example, of you know, I had one or two new guys or girls that were starting and I would say, okay, like I need to help them build their business. If they're hungry, they're just starting. And so they would get a bulk of these hours. And then the rest of those hours would only go to my top, like two or three performers. If you fell in the middle and stuff like that, that sucks for you, man. I was rewarding my coasting. Yeah, exactly. You're coasting, you're not hustling, you're not working hard. So I'm gonna reward my top dogs by giving them the flexibility to have these hours because I knew they were gonna use them, right? They're like, hey, I'm not trying to make, they're not trying to make $7 an hour. They're already a trainer who's established. They have lots of hours. They're getting paid, you know, $50, $60 an hour, whatever the going rate is. And so making minimum wage, you know, for two or three hours, they know they wanna put a good lead in there. And so they're gonna try and close as hard as they can. And so I wanna take care of them. And then I also wanna give my hungry new trainers some hours so they can work. And that's how I would distribute it. And if you can get your closing percentage up to where those hours are producing X amount of revenue, again, back to the tracking why this is so important as a club leader, like then I can go to my district lead, or my district boss, or go to the owner of the facility if you work for a private company. And I could say, hey, listen, you know, we're producing this much off these hours. Could I get more? Can I get 10 more hours a month? So I can then start to delegate those out to some of my other trainers that are hungry for it. But you create that. You show what it's doing. You create a culture around it that it's something that you want. That's something that started to get lost was the culture. Yeah. That was a big one. It became like a daunting thing. We're like, oh, I got fit hours right now. Oh, I gotta do this. Well, not just that, but it became, and here's a big mistake. Again, remember it's about the experience. You know, we keep saying that. It's about the experience in gym. I'll give you guys a good example. And I know you were there long enough, Adam, you remember this. You know, early on, I could do things as a manager and I could say something like, all right, Thursday is gonna be disco day. Everybody's gonna wear disco clothes. I'm gonna have a DJ in the club and it's gonna be great and it's gonna be fun. Now, people might think, well, what the hell does that have to do with production in a gym? A lot. When the staff is all having a good time, everybody's dressed the particular way. Members are gonna ask about it. Everyone wants to show up. Everyone wants to be there all day long. And when you go to a gym, when you're a member and you go to a gym and once a month or once every the month or twice a month, there's some weird shit going on. That seems like a lot of fun. You feel like you're a part of something. And people used to say that. Members would say that to me like, oh, what are you guys gonna do this month? You know, last month you guys all dressed like this or it's superhero theme or what's going on. And that would generate revenue and excitement in the club. And then they told us to stop doing that. They said, you can't do that anymore. You have to stay in uniform. You can't. They told me I couldn't bring DJs in the club, which really pissed me off. Numer casual Fridays. I would always have a DJ in the gym, spinning live music probably once a month, usually end of month clothes out. That's the Italian in you. Yeah. But it was great. And I'd get complaints that it was too loud and all that. And I think that's why they stopped it because you got the few loud members, the few members that don't like it. So those old people coming in. Something simple you can do too that I think that a lot of managers neglect is simply going out and making it a goal that anybody who comes into my facility knows that I'm the man here. This is my gym. I'm here to help out. Like this is mine. And so whenever I get to a new facility, like part of the observing for a week would also be walking around and just talking to all my members. Introducing everybody. Introducing myself. And you'd be amazed by how many people just don't do that. Like how many people get a membership, they get clothes, they get sold, and they get thrown into the gauntlet. I always thought it was crazy that members that were regulars didn't even know who the manager was. I'd go up to people and introduce myself. You know, hi, I'm Sal. I'm the new manager here. And they'd be like, I've been working out for years. I don't even. Let's take that into another business. Like, have you ever been to a nice restaurant where the owner or, you know, the manager just comes up, hey, how are you guys doing? Makes a big difference. You know, how many times have you been here before? Are you enjoying things? Is this like, makes a fucking massive impact and you always come back? Well, look at, we created that culture within our forum. So when we first started the private forum, there was three fucking people in there. And we didn't have a lot of time. Three other people. Hey, what's going on? Sal, what's going on? Dude, yeah. Literally, though, it was a handful of people that started in there. And you better believe those people definitely knew Sal, Adam and Justin were and we communicated with them on a regular basis. And we continued to do that as it went from three to 10 to 20 to 30 to 100 to a thousand and so on. And because we created this, it's now just snowballed into this incredible community where everyone's helping and sharing and you're trying to emulate that same thing within your club and your facility. And it starts with you as the leaders of your facility of going out there and touching all these people and just making contact with them. It's such an interesting business. We did that all without ayahuasca. Yeah, exactly. Yeah, it's crazy. It's such an interesting business because on the one hand, you have gyms that are beautiful and whatever fail, fail miserably, make no money from day one in the red and tank and it happens a lot. And then on the other hand, I managed clubs that were profiting. Okay, this is profit after they expend everything and expend millions of dollars, one location for a year would profit millions of dollars. The difference between those two is incredible that you can find a business like that and some of these clubs that were doing these huge profits were not the best looking ones that I had ran. The club in Sunnyvale that I ran, now they grand opened that one or they remodeled that one finally. But when I ran that motherfucker, the ceiling caved in in the offices twice. The pool was broken consistently. The water would turn green. In fact, we would joke about it and say it was the only Emerald Green pool in the world. That's so messed up. That guy that got red eyes. Oh, dude, dude. The weights didn't match. I'd have these iron plates over here, these hexagon plates over here and shit didn't match, dumbbells. But the environment that we created, the culture, and it was very successful and it profited quite a bit. No such thing as bad clubs, just bad leaders, man. That's for sure. I mean, I ran arguably the shittiest club in the company. 505, dude. That's fucking Capital McKee. It was one of the old ones, one of the first ones. Yes, it was the first one. Yeah, I ran 506, so they literally opened those two like way back in the day. Yes, those are some of the original gyms. It's in the east side San Jose, which is in the heart of the ghetto of San Jose. It's definitely not your prime low rough. Not your prime location if you're going in as a manager trying to win and trying to make a lot of money. But we killed it. We broke all kinds of records out of that facility. I'm in a ton of money out of that place. And it was, it's because we created an incredible culture. Come on, bro, I ran Salinas. That was a good time. Yeah, that might be arguably the worst. You know, one of the biggest objections. One of the biggest objections I would get. No banking checking account. They'd have no bank account. That was my too. We used to drive. No bank account. You cannot do this anymore. We used to drive them over across the street to Wells Fargo. Open up an account. Yeah, we had this deal with Wells Fargo and I'd say, listen, I must get at least two or three guests every single day that do not have a bank account. I need to set up a relationship where I can just drive these people over there. I used to have, hey, Wells Fargo, let's set up, you know, a kickback. I used to have a guy that would come to my gym. I used to tell him to come in, set up a table, and I'd make sure when people signed up you're gonna go over here and John, and he would love it because he worked for Wells Fargo. So he's getting new accounts and these people, but that was my biggest objection was that they didn't have, so they'd have to, you know, try and get a prepaid membership or whatever. But you know, that club, consider this, like just so people understand how big of a difference the culture makes in your gym. And if your gym is not succeeding, look at the culture, look at the staff, don't look at your equipment, don't look at the, you know, how flashy it is. Those are the last places you should look. I walked into a club. This was a small club. It was the first club they gave me. I was 19 years old, so they gave me a difficult small one just in case I fucked up because I was so young. I walked in and that club was the Trouble Gym and it was, they were doing $60,000 a month in revenue. My first month, they hit over $100,000. That's a massive difference in the first month that went in there. And it wasn't, they didn't spend a dime extra. In fact, I don't even think they marketed that gym at all. I had the same exact staff. I didn't change it. I think I fired one guy. And yet we were able to produce, you know, 80% more revenue. How did we not touch on that? That's a really good point right there. So that was a lesson I learned later on, too, was, you know, and it's so hard for people to do this, but I highly recommend when you come into a facility that you get rid of most everybody that's in there. That's really fucking tough to say and it's really tough to swallow, but it takes. Inevitably, I would fire two people at least. And the sales side's maybe a little bit easier because it's a smaller amount of people. The job is different. But like with the training staff and you, I had always come in and when I first started, like the first five years or so, I would try and, you know, get these guys and girls bought into my vision and how I do things. And it was inevitable. Not if they've been there for a year, too. Right. If they'd been there for years and they had somebody before who they were attached to and my style was different, it was just this uphill battle for so long that it took so much energy to try and get them on board with my vision. It would have been easier had I just let them go and moved on from the relationship and had someone else. And so... Dude, my first day as the fitness manager, so I was a trainer for four months, then they made me the fitness manager. So here I am, the young kid, 18-year-old kid. There was this juiced up, like bodybuilder trainer who had been there for a couple of years. I think his name was Eric. I hope he's listening because he's an asshole. Anyway, this guy right away when he's... I'm Eric. Yeah, and he was, you know, he was, he's the kind of, you know those guys that take a lot of steroids and you know if they weren't juicing, they would look like nothing. But he was on so much gear, he was kind of big. He's like a big balloon animal. But still like, you know, still not that impressive. He's just on shit tons of gear, shaved his head. He thought he would do the whole, the work, right? So this guy started hating on me right out the gates as a trainer because here I was producing all the stuff and everybody was like, oh, this kid's so great. Right away he was a dickhead to me. So as soon as I become manager, I call him in for a meeting because he was, he wasn't, I knew him and he didn't do well. I sat him down, first words out of his mouth as we sit down, he goes, oh, you think you're a badass now? And I said, I said, actually, I do think I'm a badass. And he said, well, what are you gonna do? What are you gonna do about it? And he's, he stands up. So I'm sitting at my desk, he stands up and says, what are you gonna do about it? And puts his hands on the desk. So I stood up and I looked at his face and I said, you're fired. And I waited to fight him. I was like, we're gonna fight right now. And he was a bigger guy than I was. And he walked out the gym, but from that day, like everybody knew like, okay, he's not, you can't walk on this kid. You can't walk on him because, you know, just cause he's a young kid or whatever, you can't walk on him. That was like going to prison. Bro. That's you, I'm telling you right now. That's exactly the move right there. You gotta get out there, establish yourself. It'll be dominant. That you can do their job better than they can do their job and inevitable, a couple of people are gonna buck you, the ones that buck you. You cannot fucking put up with it. You cut them right away because you have to set that precedence right from the gate, otherwise you're going, otherwise you let, you can let one sour apple. Did you ever have anybody get in your face like that? Cause you fired him? Have I ever had someone get in? No, I don't think I had anybody get in my face like that. I was, I tend to be the crazy one. You know what I'm saying? I'm the one that, I'm the one that, you don't want to do that. In Salinas, dude, they don't really have anybody. In Salinas, the guy, and I think his name was Curtis, he needs a shout out too. He was the AGM that was in the club and he'd been there for three years. I walk in as the new general manager, his first weekend, he was supposed to run the club cause that's what the assistant manager does right there run the weekend. I call at nine a.m., 10 a.m., 11 a.m., he's not there. I drive my ass from San Jose down to Salinas. He walks in after I do. I told him, you can leave now and not come back. He's like, I've been with the company, big, big black dude, gets in my face and I flip the desk on top of him and he walked out. This is true story, dude. This is a true story back in the day. Yeah, I don't, I'm trying to think if I hope he's listening, I'd love to hear from him right now. I don't think I had any real altercations like that. This was, you know, this was in the, this was in the late 90s when it was the wild west. Well, no, I mean, I was definitely around. I've seen desks flipped over. I've seen guys put fists through walls. I've seen a lot of crazy stuff like that. And I've seen other guys getting each other's face. I really didn't have, you know, I was kind of like, I was young and like when I was there, I was 19, 20 when we first started. And so, and I've always been a self-aware type of a person. So, you know, I'm coming into this scene. I don't, I don't, I'm not cocky over confident yet, you know, like that late comes later, you know, after. What was your first club? Was it the club you were working in? Yeah, which was probably one of the greatest challenge I ever had, which was so good that I had to deal with that young 21 year old self, right? So I was 21 when I got promoted. And I got promoted within the same facility that started. So picture this. So you passed up all these old dogs? Yeah, so I, yeah, no, I come into this facility. I'm already the new guy, right? So I'm new at 20 and for a year. And it took me about six months before I started to dominate everybody. Six months to build my business. Once my business was built, then I was forever the top performer. And then six to eight months after that I was promoted and they wanted to promote me within the facility, which that was a, now I'm 21 years old. I'm, I'm only a year, a little over a year and a half or so of being a trainer. And now I'm all of a sudden telling trainers what to do. And I'm the youngest one. So all of my trainers that are taking, taking my advice are all older than I am. So that was, and then I was also friends with a lot of them when, because they were my peers. So we, they, we went out drinking together. We hung out together on the weekends and now on the boss. So that was a crazy. That's a hard transition. Very hard transition. And I learned the hard way with the, then this is why I'm so big on getting rid of the staff because these are all people that I considered friends. We all liked each other. So in my mind, it was not a big deal. I'm just the boss now, you know what I'm saying? I was already leading us. I just wasn't doing it like from a manager point. I wasn't making more money. Yeah, but they're probably thinking like, oh, he thinks he's cool. Oh, totally. So it became jealousy and hatred. And no one ever said anything to my face because I wasn't somebody that would do that. Wasn't an asshole to people. The asshole side of me came later in life. Like that was early on, I think I was a really nice guy to be around. But I think that was actually kind of what made me become more of an asshole later on was because I realized like these people, some people will walk all over you. So you got to have this. It's just like, it's just like when you're a kid in school, like you be cool, you have to also assert yourself when somebody's trying, because if you let people push you around, then you're gonna get more of that. And I should use that word instead of saying asshole. I say that just kind of teasing and stuff because I think it can be perceived as an asshole, but it really is assertiveness. That's what it is. Yeah, just you have to assert yourself because you can't let people, if you start letting people push you around, then more of that will happen. That'll keep happening. It just keeps happening. Yeah, what is it what you let happen? Or what you allow? Yeah, what you allow, you encourage. So if you allow people to walk all over you or talk behind your back or do these things in your facility, then you encourage it. So I was known to, I was known as like super cool. I was always super cool with everybody, whatever, but if you pushed it or crossed the line, you knew. Like there's an assertive side of me that's not gonna allow you to do that. And it was usually tested early on when I'd walk into a club. That was always tested at first and then never tested again. It was always like, at one time I locked the sales guys on the roof because they were out there smoking pot or whatever and left them up there all day long. From that point forward, do you think anybody ever tested Sal again? No, never. They just wanted to see the cool side, which was the side that was always out. That's the prison mentality, that's what I'm saying. You're both very funny. The biggest baddest dude in whoop his ass, man, and then everybody gets in. Right in front of everybody. And what's great, we're talking about the gym industry and that's obviously our expertise and most of our experience, even though we've done a lot of the things. But I really think it applies across the board in almost anything, any type of profession that you're doing. I think that even if you weren't even in a sales environment, let's just say you're in just a leadership role. If you're in a leadership role, there was a position before that that you're probably now leading those type of people, whatever that may be. And think of whatever job you want. I still think it's important that you come into that role even though it's no longer probably your duty to do the job of the people you're managing. I think it's important for them to see that. And for you to assert yourself that way as this dominant leader. So people see that and then they will give you that first respect and now they'll come to you and then it's much easier to lead when people are coming to you asking you questions versus you coming in and start pointing and telling them what to do. You know what used to crack me up that I try to figure out why this works and I have a few theories, but it definitely works and it's the stupidest, dumbest, silliest thing of all time. And that is putting up balloons in the gym. For whatever, am I wrong or am I right? The final day thing? No, you don't even have to say that. For whatever reason, if we put up a bunch of balloons in the front or outside the gym, you would inevitably see more excitement, more guests, more traffic and more sales. And my theories are either A, it attracts more people or B, it just gets the staff excited. Well, I think it goes. But it was hilarious, like anytime you put them up, oh, we're slow right now, put up the balloons. It's so weird. Well, when we talk about neurological pathways and stuff like that, I think that you could relate it to this, right? I think most of us in our lives- It's association. Yes, if you see balloons and cake, does it, do you think happy times or do you think sad times? Right. You think happy times, right? I mean, it's- You gotta be careful with clowns. Right, yeah, that's a gray area, right? Yeah, yeah, yeah. There's some- I want balloons in my funeral. Like, nobody, yeah. Exactly. Nobody has balloons. It's the final day. And nobody has balloons at a funeral, right? Everywhere you see balloons, it's tied to someone's mailbox so you can find the party. Bro, it's for someone's birthday. It's one of the most ridiculous skills I learned from managing gyms, was how to fucking make balloon arches and blow balloons hella fast. What do we do here? Do you think you still got it in you? Bro, we did it, you and I did it. Oh, yeah, we were tying quick. What was it that we were doing here? For the kettlebell competition. Yes, there was a kettle, we had the kettlebell competition. You guys are crazy with both balloons. We rented a big helium tank and then Adam and I were up there and we were blowing them up and we started getting in our rhythm and I'm like, oh my God, I still got it. I still got the balloon. You still got it. We're tying them up. But yeah, we used to make- Balloon man, lock together with my hand. I learned how to make like crazy arches and like big old canopies and stuff. And it's just the stupidest skill I learned from- The next time we have an event here, what do we have coming up? We have something coming up real soon here. I think it's when Jordan Shallow comes and talks here. Maybe we should do like a balloon. We'll do a balloon arch in the front. We'll do a balloon arch for him when he comes in. Let's just do a shit ton of them. Did I ever tell you guys about the time I got? The city of Sunnyvale gave us a fat ticket for balloons. Did I ever tell you about this? No. So it was end of month close-out. There's non-balloon days, like non-fire days? No, no, no, no. This is a non-balloon day, sir. That's a $500 fine. Once I tell you, you'll understand. So it was end of month close-out and I forgot who we were- Oh, we were competing against Sam Mateo. Now, Sam Mateo, 24, is back then, was like one of the nicest, coolest, best ones. Like, there was, Sam Mateo and Mountain View were like- Oh yeah, Mountain View was huge. Like, yes, you had to be good, but you also, let's be honest, if you ran those clubs, people walked in and bought memberships when you compared it to some of the other clubs. I ran Sunnyvale, which was- Fish and a barrel. Oldest, good location. Oldest fuck, like I said, ceiling falling and whatever. And here I am fucking, you know, competing with these guys and beating them. So this month, it was like head to head against Sam Mateo, which I think Todd was running at the time, which I used to love beating him. So anyway, he's running that club. I'm running Sunnyvale. Shout out to Todd. Shout out to Todd. Check that out, Todd. Yeah, not a good closer. Good manner, you know, decent discipline. I think Todd listens to the show. I know he does, what's up, Todd? He knows it. He knows it. He used to send me people to close. He knows he's number one. So anyway, what I did is I got all my sales guys and we came to the club at four o'clock in the morning. So everybody got in at 4 a.m. and I got extra helium tanks. Like four helium tanks. And what we did is we blew up balloons and we drove up and down. What was that? DeAnne's a boulevard and what road was that? Sunnyvale, Saratoga Road, I think. And what we did is we tied up these long strings of balloons with this loose knot that we would put on the lamppost. It would flow all the way up to the top of the lamppost and then you'd have this long string of balloons at the top of the lamppost. It looks like an airplane fucking thing. Right. And we did that up and down the road. So you'd be driving and you'd see these really, I mean, there's no... I've heard these balloons come up. And there's no way to get them down. Did you have any searchlights and shit? Yes, I would do that sometimes. But there was no way to get these balloons down because it would float up. The string would float up to the top of the lamppost and that's where it would catch. And then it was super high. Like go ahead and you can't get it down. There's no way you can get it down. So we did this up and down the road. We emptied four helium tanks. It was crazy, right? Whoa. And so we're in the gym and we're crushing. We had all these appointments. People are actually walking in from the balloons because it led them to the gym. But it got windy. It got windy and the long strings of balloons were floating into the street. Oh, yes. Oh, shit. So the fire department comes to the club and they paged me at the front, sal the front desk or whatever, I walk up there and it's the fire department. And they're like, hey, we need you guys to take down the balloons up and down the road. And I'm like, I don't know how to, I can't do that shit. I don't got a ladder that tall. I can't get up there. I said, they're up there, bro. And he goes, if you don't take them down, you're gonna get, we're gonna have to find you. And I'm like, well, that sucks. Apparently we're on a win. Yeah, we'll get fine. That's fine with me. So we booted them out and we got fined. The president called me, was so angry with the fine. I don't remember how much it cost. It was, I don't know, a thousand bucks or something like that. And I just, he yelled at me over the phone for it. And I said, oh really? Take it off the total, you know, 60 something thousand dollars we did today. And I'm still your first club. And I hung up a phone. We had an interesting relationship. But that was a, that was, that was a funny time I got. What a great idea. That's a good start. See, I know that. I kind of want to do it. Isn't it sound brilliant? It is, I like that. I like that. Every once in a while you get a little gym, man. That's a good one. It sounds so brilliant. It's like flagging in like the airplanes, you know. Well dude, it was floating in the street. I know, I was just, that's dangerous. That's dangerous. Yeah, I can picture that. That's not good. You're trying to drive a blaster flying in front of your windshield. Anyway. Yeah. Hey, check it out. We have a bunch of free guides. Free. That teach you everything from like, how to train your chest properly, train your calves properly. Just for you. How to do hit training properly. Lots of different guides. They're absolutely free. Go to mindpumpfree.com. You can get all of them. Doesn't matter how many you get, they're all free. Go check them out. Thank you for listening to Mind Pump. If your goal is to build and shape your body, dramatically improve your health and energy, and maximize your overall performance, check out our discounted RGB Superbundle at mindpumpmedia.com. The RGB Superbundle includes Maps Anabolic, Maps Performance, and Maps Aesthetic. Nine months of phased expert exercise programming designed by Sal Adam and Justin to systematically transform the way your body looks, feels, and performs. With detailed workout blueprints and over 200 videos, the RGB Superbundle is like having Sal Adam and Justin as your own personal trainers, but at a fraction of the price. The RGB Superbundle has a full 30-day money-back guarantee, and you can get it now plus other valuable free resources at mindpumpmedia.com. 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