 I mean, I could tell you guys stories of me quitting, you know There's one time I came back from UCLA track and I was working on a bunch of US track guys And I left there from being there from six in the morning till noon with $20 in my hand And I'd done that a dozen times and I'm thought What kind of idiot am I like why am I doing this and I think entrepreneurs you're gonna have those conversations with yourself and you have to find something that pushes you through those and Luckily for me the thing that pushed me through is every time I use this on someone they were so gracious like oh my god That feels so good. When can I have it again? And I thought I can't quit This is started the storefront Today's guests is Dr. Jason Worson founder of TheraBody the journey in creating TheraBody has been a very personal one for Dr. J In 2007 he was cruising around LA on his motorcycle when the car cut him off and sent him flying The recovery from that crash was long and frustrating Prompting Dr. J to invent the first iteration of TheraGun an instrument which helped his body heal through progressive therapy TheraGun was far from an overnight success though and Dr. J spent years trying to convince anyone who would listen about the benefits of using one But over time as TheraGun found its way into the hands of more and more people The feeling was undeniable Now with the launch of a new line of CBD products the company formerly known as TheraGun has become TheraBody So listen in as we cover everything from how a faithful knock on his door from a famous stranger convinced him not to give up Why innovation leads science and why Dr. J believes the three most important attributes in an entrepreneur are persistence consistency and delusion Now back to the episode Welcome to the podcast on today's show We have the founder of a lot of people know as TheraGun now moving to TheraBody Dr. J. Thanks so much for joining. I wanted to start with a bit of your story And so what what made you want to start the company? We know was an accident But if you could just walk us through the the genesis of the idea Well, it wasn't it's it sort of happened It wasn't something that I sat in my house and Consciously thought about how to create a business You know, I'd had businesses in the past in my younger years and I had just started a practice So in my mind I had a business that was what I was going to do a chiropractor and I opened a business So I think there's a few things and I can tell a real quick story But it I think the idea that this thing evolved over time. It wasn't something that I I Didn't have this aha moment where I'm like, oh my gosh, I'm going to sell, you know hundreds of these or whatever in 2007 I was in a I had a practice here in Los Angeles. I had just started I was on my on the freeway on the 10 freeway splitting traffic on a motorcycle Which is what you do in LA and a car cut me off and I hit the side of this car going 55 miles an hour And I sustained a lot of soft tissue damage from it. I That was October 17th of 2007. I just a little backstory My parents when I grew up had a farm my my father's from Norway my mother's Distant families from London and so I had you know, I Regrew up we didn't have a lot of money and we grew up just being resourceful and having fun The farm taught me a lot of things it taught me how to use my hands how to work with things And then you know as I got older we started using power tools And I actually had a business where I was installing flooring and I did stairways and custom railings And I used my hands a lot and designing things that you kind of would picture and then using your hands to create those I've always enjoyed that. I didn't realize that it was gonna pay back later on so with this kind of resourcefulness idea, I'm I got injured my motorcycle accident now It's December and now January of 2008 and all of these things are full-blown meaning every injury I had was at its worst the inflammation was bad. I had total atrophy on my right side I couldn't feel these three fingers and as a chiropractor. Those are my tools and The pain was was the worst part of it I have a brother who's a chiropractor and he'd been in a water skiing accident about two years before me and He lives in Utah. Our kids are the same age I would fly home and stay with him at his house and I remembered him treating himself He had this harness he was hanging himself with and using his vibration and I just assumed he knew what he was doing It didn't register for me until I had my injury and I called him up and I'm like, bro What were you doing so he explained to me about this product? He called a vibracusser that he used this vibration tool to put on his body and it made the pain subside And I was like, huh, that's what I need. So I called my business partner I'm like, dude, we have one of these. He said, yeah, it's in the closet. I never use it It's old drove over there grabbed it didn't my brother told me to do with it It was about the size of a coke can and I had a variable speed on the bottom I'd turn that on find the speed that felt good and I just lodged underneath my armpit and that vibration immediately would make the pain go away But I learned later on because it was vibration my body accommodated to that So I see, you know, you have headphones on and earbuds and a watch or socks or a bracelet or a wedding ring What happens after you put those on is the body accommodates that information It means it takes it and puts it in your subconscious Your body doesn't need to be aware of that. It's not threatening. Well, this vibration fit in that category It only worked for a certain period of time and it was like a couple of minutes And I started to get irritated by that because it would work and then it would not work and then it worked And I'm not worried. I'd have to keep taking it out of my body now it's January early January of 2008 and I'm You get to know me a little bit. I'm turning green now I'm pissed because it's things not working But I knew it could work and I'm taking my thumb and I'm shoving my thumb underneath my scapula I can feel where the pain is sort of residing and I thought I need something that just punches that area And I thought where can I buy one of those? I looked and there wasn't anything and I wasn't making money at the time. So I thought well shit I'll just make one I'm not to my garage brought in a couple of tools. I'm sitting in my apartment in Culver City I have to put my hand on my head like this to take the pressure off my nerve and my neck So I'm using one hand to kind of mess around this Thing and I make something and I use it and it's amazing And I was and it immediately gave me relief And I was expecting it to do the same thing the vibration tool did but it didn't I never it my body never got used to it And I was fascinated by that So long story short from 2008 to 2015 I created five different versions And I would make a cup make one and sell it and get feedback And I'd tweak some things and make it sell it and feedback and then I finally got to one that I felt really comfortable with 2014 nfl season I'm working on one of their players. They connect me with the trainer Joe Joe says hey, why don't you come out to our first preseason game and bring as many theragons as you can bring So I show up with 22 of these in these big sample canvas bags and I flop it down in the hotel lobby and These guys are paying cash for the product and think about who was on the team in 2014 Everyone all the players got one. Yeah, so I leave I'm thinking that was amazing I'm gonna at the time guys. I was trying to use this on my clinic in my in my on my patients in my clinic I was talking to other kairos and other physios But that was a hard sale because they're like how much is it? What can I bill for it? Who do I use it on? What's the protocols? I handed it to an athlete didn't give a shit about any of that They're just like I love that. I'm using it. Thank you very much So that that trajectory Took us I wouldn't don't think I'd be on the phone with you guys had it not been in these athletes hands So from 2008 to 2015 I made those different versions. I met my business partner in 2015 But more importantly, I think it's really important. I I want to share this When I started doing this I would get laughed out of rooms I would as asked to leave golf ranges. I was asked to leave tennis matches like get out of here That's too loud. What the hell is that anyway? And and I didn't realize it, but I was creating this massage gun space Every day my goal was to treat someone I wasn't making a goal every day to create this space. It was a byproduct And so now you look on the market. There's hundreds of these everywhere A lot of them is still our attachments They pay us royalties because they still are attachments and we have a good legal team that takes care of that stuff But when I met my business partner in 2015, we launched the g1 in 2016 The minute we launched the g1 we started working on g2. We launched g2 in august of 17 Worked on g3 before we launched g2 and launched g3 in 2018 And now we're under generation for products and we've evolved into Thera body with cbd and all this other stuff and it's It's been an amazing ride, but I have to say We just started I think with Thera body our new motors and cbd like we're now ready to do what we can do as a company I love what you I mean, that's amazing And I really want entrepreneurs to understand that you really took a a cultivation approach, right? We're so focused today on growth metrics on users on whatever the vanity metric might be And what you did is you took this, you know, what what a lot of entrepreneurs would view as immense patience, right? But like a cultivation almost like a farmer you're you're farming you're checking out your crops I don't like it this year. I'm coming back next year to improve it and that type of cadence I think is really important and not not told enough In terms of the community And so it's beautiful. I appreciate that. I didn't have anyone to follow And and I didn't I had a gut feeling that this was going to do something There was some power this thing had every time I touched it. I mean, I could tell you guys stories of me quitting You know, there's one time I came back from the UCLA track And I was working on a bunch of us track guys and I left there from being there from 6 in the morning till noon With 20 dollars in my hand and I'd done that a dozen times and I'm thought What kind of idiot am I like why am I doing this? And I think entrepreneurs you're gonna have those conversations with yourself And you have to find something that pushes you through those And luckily for me the thing that pushed me through is every time I use this on someone They were so gracious like oh my god, that feels so good. When can I have it again? And I thought I can't quit I come home I I was pissed off because I'd only made 20 dollars and I thought I can't pay my bills rent kids all that And I swore at this thing and I put it in a box and I put it in my closet in my kitchen and I'm like F you I'm done. I'm gonna go back to being a chiropractor two days later A guy who's now a really good friend of mine Knocks on my door. I live in Manhattan Beach to get to my door. You have to know where I live I mean you have to walk behind a house and down this path and I'm in the bathroom and my daughter comes and says dad, there's a guy at the door. Who who what guy? I don't know. He's asking for you. I come out and there's this guy standing there. I'm like, hey, he goes Dr. Jay. I was like, yeah He said I'm down on the Beach training Alex Rodriguez And we lost somehow one of the batteries in the sand and we can't find it And I googled you and your house happened to be right here You happen to have a battery and I was like Kidding me I just swore this thing away and now Alex Rodriguez wants a battery That's amazing I could tell you little stories like that where the universe sort of nudged me like Hey, you can't drop this And I'm being real about that there there were many times where there was another power that just said you can't leave this And so I thought here we go again I had so many opportunities to treat different people but It happens all the time it happened two days ago. I Where I'm like, is this really going to happen? Can I do this and You just have to stay committed. I learned a long time ago when I was young character Character is the ability to follow through with the decision After the emotion of making the decision is gone And I just held myself to that standard Like I committed to do this I'm going to do this So I don't think anyone that starts any business is expecting it to be easy But I also didn't understand how hard it was going to be Oh man, I really love that. I really I love this is exactly why we started this podcast For these conversations and I think very few people are They don't want to talk about imposter syndrome They don't want to talk about the times they almost walked away and and they had someone important nudge them Whether it's you know, someone showing up at your door or a parent or an investor or just someone At the very last day of you closing down Is a such a fan of your product and calls you and says, hey, are you looking for investors? I'm willing to put in 50,000, you know, and at that time it's everything It's everything that you need to say. I knew I wasn't delusional. I knew it. I knew it I had this feeling and now I have to continue I think that is there's two things when people ask me how I was able to get through this it was persistence Consistency and delusion Yeah, I believe that this was going to be everywhere in the world. How would you rank those out of all three of those? I honestly it's a rotating list You know in the morning sometimes it's just consistency. I I I have to do this routine You know when i'm standing at a nhl one of the first nhl summer conferences I went to and i'm the only person with with standing there with cutter one of my good friends and and our the vp The company and we're standing there at the nhl conference summer meetings with this and a brand new tool and people are laughing at us You have to be delusional You have to kick in that's what's got to be the first so I'll be honest with you guys. I didn't think of those things consciously I did think of consistency and persistence. I knew those two things would happen I just realized later on I was delusional How did you take the step to at some point? I imagine you have enough of these market signals right enough with this going where you have to mass produce Did it happen? Did that happen gradually or did a bunch of people just you kept getting the signals Or maybe a lot of the professional athletes and and you were just like I got to make a million of these I got to make 500 000 of these it was uh, that's a great question. So in 2000 In 2014 that the the ones that I'd sold to the patriots The manufacturer that was making those products for me. It's kind of funny I didn't dictate how many I was making neither did anyone else. It was the manufacturer I was like, what's the minimum amount I can buy Because I don't have any money. What's the minimum I can buy and they said you have to buy a thousand And I said can I put a deposit down on 500? Ship me the 500 and I'll commit to the extra of the 500 So I had 500 and guys And I could tell you stories about having to rent a u-haul and I had to buy out one of my partners because she was being dishonest And I had to take a sheriff with me to go with a u-haul to get the rest of my inventory I mean to get to where I was when I met my business partner Um, the number of units that a manufacturer could make wasn't on my mind. It was just how I knew I could sell everyone I got So when I met my business partner in 2015 The first part of 2016 is when we started putting numbers together Okay, how many can we really make and how many can this manufacturer that I've communicated really make And so one of the first times we placed an order. I think their minimum quantity order was Like 10,000 or something and I was like what I can't commit to that many. How many that's so many people That's a byproduct of kind of the not meaning that the number that you have to order is a byproduct of kind of what we were doing And who we were working with So when we created the g2 pro Obviously we created tooling and You know our own motor and a bunch of different things that we created with that product and at that time We were just banking on the fact that our marketing could sell the numbers that we're rolling in as we brought them in Did you ever think so one thing I always think about like the human condition is Just like a mouse who will always find the cheese, right? I think a human for the most part will always get to their destination And and if we assume that to be true Which I certainly do then it's a function of like, where do you choose as your destination? And so sometimes I'm like, maybe if that first round was 20 million I probably would have hit it. It would have been a maybe more hard But you would have at least found a way, right? Yeah At least that's that's how I always think about it. I like that mentality. It makes a lot of sense I I certainly think so but at the same time so I just got the product myself The elite which I I I didn't have any former ones, but everyone says it's it's super. It's been the quietest one I don't have anything to compare it to but it seems quiet for me. I play a lot of tennis a tremendous amount of tennis and typically it's like I'm stretching for hours after in order to keep playing we're doing like two hours every single day Yeah, and it's pretty intense But when I got there again, it was the first time that I felt at least the next day Great. It was like I woke up. I wasn't sore my feet didn't hurt stepping on, you know getting off the bed stepping on the ground Which was shocking to me And I don't know if you can tell us like some of the science or at least some uh So I read tom brady's pliability book, right? And I was like, okay, that make this is starting to make some sense to me I don't know if pliability plays a role here But any anything you can just share with us about why it works I've certainly felt the effects, but I can't explain it to anybody well Just a little background on that when I first started doing this I had buckets full of anecdotal experiences, you know, I could go down the list of I worked on slone stevens and I went to the to indian wells and and I The one of the trainers I was in there working on her and one of the trainers slid the the curtain back You got to get out of here. That thing's too damn noisy But I it was those experiences that that kind of led to these different opportunities if that makes sense and watching this happen with An athlete and then taking that same thing and watching it happen in my clinic I started realizing like there's something happening here But I couldn't google it And and if you googled percussive therapy, you know, four or five years ago, there wasn't anything on the market So I didn't really have a lot of science to lean on I was watching what happened and because I was a chiropractor and I got to work in these fields I felt like I kind of had a mobile lab You know, I'd go from my clinic and I'd work in my clinic on everyday people and then in 2013 and 14 I was working with nascar richard petty's race team and I would fly to the race work on the team Work on the driver and they're saying the same thing that my clinic patients are saying that aren't really active And I'm thinking what is this So, you know innovation always leads science Because you're always innovating and then you have to validate it later on Yeah, I didn't know that concept But I that's what was happening and I just sort of proved tesla did it Benjamin franklin did it. They just make these things and then you have to come back and validate it So that's what we did we we made this stuff and now I have this collection of of theories And so when I first started doing this in 2016 We launched our first study with usc and usc compared us to some of the other products on the market And they said we were significantly better at increasing blood flow Which increases oxygenation And increasing the body's ability to move or stretch or range of motion Man, that was so valuable to me at the time Fast forward now. We have 22 studies with different academic institutions around the world Validating the science. So now with that understanding I'm super proud to say that we've created more science than a lot of other companies any other company in this space And we lead our products are scientifically validated And I can say that whether I'm talking to Johnny p code who's the head trainer for man you or the head trainer for arsenal or gunner peterson or the guy that's in charge of the patriots They ask what's the science? So what it does basically when you say that is Our bodies break down Lactic acid is toxins that sit inside your body and those toxins will will eat away I'm just making this really simple. They'll eat away at the tissue So when you wake up in the morning, you have to get the blood flowing to get rid of that lactic acid or that first second Third day burn you have When you work out you break down tissue the toxins are left in your body What ferrigan does is three things It's hitting your body at a speed that actually overrides the pain signals to your brain. So it's not painful You're hitting the tissue It's going deep enough into the tissue that it's causing something that's called mechanical transduction Which is mechanical heat. So now it that heat draws blood there and when you bring blood to that area You're bringing oxygen oxygen and lactic acid for lack of a better term Oxygen and lactic acid cannot be in the same space So when you bring oxygen in with new blood flow, it pushes the lactic acid out They they can't live together. So now you have clean pure oxygen to that area Now your body can heal the last thing in one of the most important components Our body cannot recover unless we are in parasympathetic state Parasympathetic state is rest and digest And when you're using this on your body It's calming the nervous system and telling your brain go to rest and digest and let's heal now so the very best I remember I had an NFL guy I won't say his name because I don't like kissing and telling but I worked on an NFL guy And he was getting ready for camp And the first day I worked on him really deep after a workout He came back the next day with his eyes like this. He's like dude I don't even feel sore And that's one of the best sales techniques I've had is just let me do this to you and tell me how you feel tomorrow Yeah, 100% from your perspective too. I mean An amazing milestone. You guys just hit you're endorsing athletes now How does that feel? I mean as an entrepreneur, right? You this is your baby. How how does that feel? It doesn't Doesn't register like it doesn't make sense. I just had a really really great conversation with Maria Sherpova and we're talking about you know recovery and I'm telling you guys I pinch myself all the time, you know, we have some some really cool athletes and and you know when we worked with Antonio Brown He made some concessions financially so that he could work with us And and that's not something you expect, you know, these guys have a brand and they have a name but It really says a lot about what our product does that they just want to get behind it. And so I'm humbled. I sometimes don't know what to do with it I've worked with, you know, some of the best athletes in the world and I don't they're a body, you know laying face down on a chiropractic table. It's a body I treat them the same way I do anyone else and the really good thing about it is hysteria doesn't care if the science works whether you're Cristiano Ronaldo or my mom it just works. And so I think seeing these athletes come on I'm excited because it just allows us to share the message with more people and that really is what it boils down to for me For sure. And and as we just talked about how you view these as you know, it's just bodies the new company recently rebranded to Thera body You're releasing CBD oils, topical oils, ointments. Give us a sense of Is TheraGun TheraBody just trying to own the recovery space? Is that how you view, you know, the next five years? of the company? Yeah, I think I don't know that we're arrogant enough to say we want to own anything We know what we have and we feel like this has a place in everyone's life But we also understand that it's not the do all be all fix all and in 2018 as we grew rapidly in 2016 we got to 45 countries or 2018 I traveled around to I had a world tour and I went to 42 cities and 17 countries. It was nuts. And I started understanding This the concept I tell you just second ago about That this science works on anyone. It doesn't care what country you live in what language you speak what color your skin is What food you eat what god you believe in it? I realized it didn't matter And so I was having this conversation one business partner and and we had these goals of being Bigger and having a broader reach and we realized TheraGun was a device It's not a culture. It's not a thought process And so we recognized as we we started adding different Services that they were all natural wellness solutions that we could offer people But TheraGun didn't represent what we did as a company. It was a device and so we thought You know, let's look for a better name and guys It's one of the things we talk about some of these angels that are watching over us When we landed on the name TheraBody First thing you do is search. Is that available? It was available TheraBody.com is available. What? Then TheraBody on instagram was available. What and then TheraBody had never been registered in the state of california. What? So we were like, okay, that that's what it is So TheraBody really represents Our goal of providing wellness natural solutions for you to be able to use on yourself We are not so reliant on Our medical system. I mean, especially now with COVID people have the opportunity to treat themselves So we offer TheraGun is still our percussive therapy devices and that will always be that We just launched Thera1 our CBD line. I can tell you more about that So with percussive therapy in the TheraGun division Thera1 CBD We felt like TheraBody representing those is a much more applicable concept So I I know like if we were to create like a triangle of Peak athletic performance it would be at one point you'd have training and at the other point you'd have nutrition And at the other point you'd have recovery and with recovery. It's such a It's almost outsized, you know, because we always think about training as a way to get better get faster Stronger whatever it might be, but if you don't have the other two and especially if you don't have Recovery working in conjunction with the other two you have nothing you you won't be able to Increase your training, but I did see that you had to push your release of Thera1 Because of COVID, you know, what was that decision like and was that something that you had to just make quickly? as in terms of decision-making and How did that affect any release that that you just did now? It affected it in a big way. I mean we had Man, you guys if I could we could take another this could be in a whole other podcast If you think about this as a company, we knew we were going to launch on March 15th That's the same day. New York shut down. That's the same day. Everyone said, okay, the world's on shutdown My business partner and I were with our pr firm and some other employees in New York And New York started it started creeping up on New York. And I remember I woke up Friday morning the 12th or 13th Having breakfast with my business partner. He's like we we got we got to shut this down. Like what are you talking about? I was leaving for Europe to go on this eight city tour France Paris London Frankfurt and we'd all we'd been setting up for weeks this pr tour So I'm like, wait, what are you talking about? It can't possibly be that bad He flew back to la. I went to did a qvc on saturday. I flew back to la on sunday We started talking we're like we got to shut this down. We got to start working from home So when you ask how that was it was stunning It stunned us like we'd put in all this work and literally the same day or the same weekend It's like this hits So we thought okay. Well, you know what I'm not joking when I say this I always say where there's resistance. There's blessings Where there's resistance. There's positive and I say go towards resistance And that really had to put my money where my mouth was Okay. Well, this means something And so I we thought okay. Well, let's take a step back And we were going to reposition and figure this out. Well at the same time Suddenly now we had an opportunity to donate a bunch of our inventory to hospitals Because of the kovat and how much they were working So that started to take off and then we started working with other hospitals and and it was a really cool experience So we just we had a chance to kind of catch our breath and realize, okay Let's launch later. But la man. Let's crush that launch And so we just geared up it affected us in a in a much different ways From inventory to shipping our manufacturing was shut down at certain points because of kovat It's been scary guys. I'll be honest with you. It's been really scary, but we've been able to make it through You know back to what you were saying a minute ago Diego about Relationships and the long run That's really what held up for us at that time is the relationships we had and we had such strong relationships It allowed us to cultivate those even more One of the things we do at Therragon is we we kind of go through this process We build a relationship of trust we support and then we educate and that could apply to a company An influencer it could apply to you guys We build a relationship of trust from that relationship of trust you can build on top of that So the launch was going to be march 15th and we realized that wasn't going to happen and we had to pivot And I think one of the things we've been able to do because my business partner and a lot of the people that are in Managerial positions We're involved in a daily basis and we made a commitment on monday the 15th That in order for us to be nimble and and and successful we had to over communicate So my business partner and I immediately started planning. When are we gonna have company meetings? We need to have them repetitively enough so that people are sharing the information We got on and had a big company meeting a zoom call where we said, okay guys, these are the new rules We just did our best, you know, I don't know if it was the right way for anyone else, but it was definitely the right way for us Um, we were able to kind of get through that and and now we launched, you know With all our products we're getting ready to launch the the cbd line Has there been like a silver lining because I know at least from my perspective I now I had to work out at home now i'm stretching at home now I can't order a foam roller because amazon's telling me it'll be here by november And i'm like all of a sudden it just intensified my need for recovery, right? And it's like the gyms are closed So I don't know if there's been a silver lining where now that people have been forced to to figure out their workout routine in a different way Recovery all of a sudden naturally emerges as an option, right? Totally and I think this goes back to what nick was asking the we kind of went through this transition of Oh, shit. What now? And then we realized wow, we've got something that could really support these hospital workers So we donated to over a hundred hospitals around the world Wow, and then that sort of led into the idea of these hospital workers were discovering. Oh, this isn't just for patients This is for me And then we started recognizing people had different new habits I was on an interview with someone and I said think about the best lacrosse player in the world If I took him and I now put him on a golf course He's using different muscles. It doesn't matter. He's an amazing athlete. He's a lacrosse player These different muscles are now going to be sore Well, let's scale that down now and you have just the everyday joe who doesn't work out sitting at his desk all day Now he's got to work from home He's probably not showering at the same time. He's not eating at the same time He's not sitting in the same chair He's not the movements are different his his head position is different and now suddenly two or three weeks into this You have people are in pain And pain is an amazing motivator So that's when we had this dip and then it came back up people started searching I need something that I can treat myself. I can't go see my physio massage therapists can't work anymore I can't even have someone come to my house And now where do what do you do with your pain? Where do you go? our reference or our Our difference was oh, I'll just go to massage therapists. I'll order a soothe or I'll order a I'll go to hand and stone wherever you're going to get this treatment It's not available anymore. So to your point Diego. It was people started Reaching out like hey, I got to get one of these like they started understanding the math It's it's 500 bucks. Well, I would spend more than that right now to have someone treat me And by the way, this is gonna be in your life forever. It's not a massage therapist that leaves your house So it was this trickle sort of process that got down and You know, I I think a buddy of mine said He's a sales rep for weights and stuff And he said there's not a dumbbell in the world right now. That's not in a home If you wanted to buy a 25 pound dumbbell, you're not getting it So I think this that also tells us that people are doing different movements different workouts You know people that are running that hadn't run before people that are riding their bikes that that wasn't their source of exercise So suddenly now on a mass scale People are sore And pain's a good motivator and suddenly our seo's search was crazy So we just needed to you know, it was it was like That whole thing you build it they will come, you know, we just it just sort of happened and then I think one another thing too is the messaging of who we were and what we are as a company Just resonated with people once covid hit Because we have education We have a sincere desire to help you do more of what you love and that comes through in our brand You know, I run Theragun University. We have at our at our company. I'm I can't wait to hand that off to someone else because it's a big chore, but it actually covers sports science and we have Three different levels like a university have 100 level 200 level and 300 level courses. They're online You can get online and take the course So we we actually spent a lot of time creating these digital assets through through covet, you know, we One guy and myself it's in the front of a camera And I'd record some things and we realized that the gyms needed it You know gold started teaching online berries boot camp started teaching online Well, what are these people doing at their house for recovery? They needed something So I'm getting me on my cell box, man. Now. Now. I love it. I'm curious to see if you have any data to Put a correlation between your customers and how they Move through the Thera body system. So like do do you know if they there's a correlation between them buying the Theragun And then moving to Thera one or any order? Well, first of all, they feel it, you know, they get it They feel it they understand what it is and It's a discovery. It's like a light switch guys They feel it and then immediately they they want more I was just with my buddy at his gym and I walked in and there was an end One of the NBA players for the Lakers was standing there and he's like, dude, I love your thing And it's they they see that and they recognize it. It's something you've never felt before And when you feel it it opens up a paradigm And now you know that's there you have to have more of it So when they when people process through a system, it's usually just like a lot of other things You know, if you don't know who we are and you saw us on instagram By the second or third time, you're like, what is this and finally you click And once they kind of get in we want them to understand this isn't about selling We don't sell we share we share information. We share science. We share success stories And honestly, it feels kind of like if you look at all we have to offer You're kind of an idiot if you don't buy one I mean, so it's like, oh wow that where it helps with this and it helps with that and I should probably get one of these One of the things we felt obligated with too is is making the different versions because You know, it's not some people don't need all the accessories that comes with our pro model You know, you don't need the two batteries and you don't need all the attachments and stuff and we recognize that so We we made different levels that were affordable But it's like an ipad or a bmw. They just had different versions of five series of three series and seven series Well, we just needed to offer these to different people Young kids playing in little leagues like they're not going to buy the pro their mom's parents are going to spend 500 bucks on that but to be able to offer that so We probably do have some data on that on on how people Are channeled through our system, but it's one of the things I got to say we've noticed is We have really really supportive Customers, you know that will someone will say something dirty on nasty or ugly on instagram and Bam, there's like 15 other people that answer the question. We don't even have to do be the ones doing it So I think it's I think people What we've tried to do and I'm being so honest when I say this is we've tried to Meet or exceed with our packaging to our messaging And our experience in the app We've tried to match all of that to the way you feel when you feel ethereum One of the things that you know, you've said you've said so many things that I just resonate with me when we first started this podcast We really just wanted to solve A few things one we wanted to inspire entrepreneurship through truth as we as we mentioned to you and then the second thing was Just being on a podcast of any following as a founder Like if let's pretend you just started your company it gives you a sense of oh i'm on my way Right, even if we had two listeners and so the the thing I saw with entrepreneurs like oh, wow This is amazing and then for me personally it made me want to how can we help more? How can we grow this podcast to be able to get this company? Way more attention because what I think they're doing is amazing And one of the things that we're doing is we're closing on a building on Santa Monica Boulevard And in the front will be a coffee shop. We're literally putting a food truck inside That food truck was on our podcast and then behind it So there's going to be a menu that door will open you'll enter a room that room is going to be products that are on a rotating basis from this podcast And it's and it's just exactly what you said. It's a way like the reset center. It's pure education It's this almond milk is amazing because it has four ingredients this theragun is amazing because feel it Don't let me tell you feel it right and we'll just go through the line this product this product this product And to us it's exact. It's not it's not about making money It's just about being able to help a community that we're all a part of And how cool right and like how cool is that? And so just from this little seed of let's start a podcast to where we're going It's so it's so cool man. And you know what you're sharing. It just it's exciting And I hear what you're saying. It's not about the economics Economics will come you just have to be able to build a structure. I I I hear you Yeah, yeah, man and everything that what you've been saying it just resonates and it's like I believe you and you know And that sounds crazy, but we talked to a lot of entrepreneurs and you don't always believe them You don't always realize why they're in it Everyone's on their personal journey. It doesn't always happen naturally, but it does take I think at a point a certain person to realize Maybe this is bigger than me. Maybe this has nothing to do with capitalism Maybe we just need to make people happy and the way I do that is by bringing x to them And and that's it and it's like yeah, anyway, you said something That actually has been pretty profound for me I learned early on, you know in in like 2010 or 11 that this isn't about me You know those times that I wanted to quit it was there was something else pushing me And I learned really quickly that I was a conduit and I had to honor that It was more about What am I supposed to do? and honoring that That thing that was pushing me it wasn't about me making money or building this business. It was like Okay, I have to do this to make this grow. Okay. I need to do this to make it grow I can I appreciate what you're saying because it It isn't about me and I think you'll you'll hear people that are around me understand that it I'm shocked. I'm humbled. I'm amazed at what this does because this is way beyond me And I and I'm reminded of that this is there's some power behind this and it's not me I love it. Well, look, I know we're almost at time We'll end with two questions one tell everyone obviously where they can find you where they can get the product all that good stuff Yep, therabody.com Used to be theraguns but therabody.com our instagram is therabody And we have several of those in different countries that are also on there. I'm Dr. Jason Worsland on instagram Someone told me that I need to start a tiktok and I haven't done that yet Yeah, you might have a good a good tool for it. The theragun might be might be ready. It could do some dancing. I would have managed The the last question and I'm really excited to ask you this Because I just I just love this conversation. But but dr. J. How is it that you want to be remembered? I Hope that people remember me as someone that wanted to help That I was my resourcefulness and my experiences in life Put me in a situation where I could help as many people as I could and This theragun started out as the language of that I don't necessarily want them to I don't want to be remembered by theragun. I'm sure I will be at some point but I want them to be I want to be remembered for the reason Not not the product Yeah, I love it. I love it. Ah, yeah chills. Thanks so much for coming on the podcast doctor. Thank you very much Thanks, you guys. This is fun. And I'm serious. It's You know as a chiropractor I didn't I wasn't ever Thinking in the business mind, you know, you are a business as a chiropractor You have to generate your own patience and the system doesn't send them to you So there is a little bit of an aspect of that. So that's probably not completely true but I don't I hadn't really thought about podcasts or all those things but I realized the power of these And I realized you guys have a hundred people you could talk to and to take your time and Coordinating and setting this up. I really appreciate it because we don't have a voice Our voice is just magnified with yours and I I think that's a We appreciate it a lot. I look forward to these And and I love the fact that you guys have the the sort of this concept that you have It allows us to need to talk about these things that really are what put me where I'm at And it it's It's real to me and I appreciate you guys doing this It's our pleasure This was a podcast that we were really looking forward to because Diego and I are both very Into athletics and and former athletes at a very high level And so this is something near and dear to our hearts as well. I appreciate it you guys. Thanks so much