1 All right, so we've got, Eddie and Simone here, even though this is only 50% of the ownership group. I'm so excited. If we had too many of you guys yet, all four of you would have been way too much. But we've got Eddie, and we've got Simone from EGF outdoor Group fitness out in Saint Pete's, Florida.
1 And
1 I've known you guys for a couple years now. You just opened your gym like, two years ago. You just celebrated your two year anniversary September 1st, and you opened up the gym. Doing how much? What was your guys revenue when you opened?
2 25 K.
1 25 K, which is incredible. A lot of people don't do that. But then on top of that, here you are, a two year anniversary and you're already doing 83 K per month, right? And you've been throughout the year numbers in that like 78 to 80 4k mark. And I'm just so impressed with what you guys have been
1 able to do in the time that you've been able to do it.
1 With babies being made on top of it, like there's just things that are happening, constantly with you guys. And
1 I wanted to talk a lot about the things
1 that you do to be able to reach levels that most businesses don't reach.
1 Because as I've learned more and more from you guys and you, you spoke on stage at GSD con and you guys are kind of like influencers within the mastermind because of your effort and because of Eddie's quads.
1 You guys just have a lot of people knowing who you are and so
1 what I like to do first is, identify what it is that makes outdoor, group fitness different. And
1 for everyone listening, by the way, I already know the answer to this. I know the
1 answer. Some questions. If you think parallel, you're going to miss the point.
1 Meaning well, we don't have that. So this episode is probably not gonna be good for us. No, you got to think conceptually. Meaning? Okay, so what is our X? What is it for us or how can we make an X? Okay. Because whatever makes you different or whatever will make you different probably won't make other people different. But it doesn't matter.
1 The goal is what can we do
1 to make us different? So what is it that makes outdoor fitness different than other gyms? Other options that people might find when they're looking for a space to workout?
1 Where I want to stop to that real quick.
1 So people are driving
1 by, they can see you guys actually active working out as a group. Is their music blasting? They even hear it as you're driving by.
2 They do everything. They see everything. We do have a metal fence that you can see through sort of, you know, obviously to protect everything. But we hear it all the time. If people drive by. I always see you guys outside a bunch of crazies. Or are you guys at a gym that's outside? We hear that almost multiple times a day.
1 day and is in a high walking traffic area too, where people will walk by and just kind of look over and see what you guys are up to.
1 Yeah, you'll get some walking, people, but mostly just drive by. It's a very.
2 Busy road next to an.
1 Interstate, so we're getting all the traffic.
3 traffic.
1 Wow. It's funny, I remember when, when I was just starting to learn chess, which is only, like, two years ago. Same deal. I was I was walking down, down this road carrying a bunch of birthday gifts. It was my daughter's birthday, and I had to bring the gifts to the car. You know, like, that's the job of the dad, right?
1 Is to carry all the gifts in the birthday party to the car. And as
1 I'm walking, I noticed that there were, like, 15 people playing chess on the patio of this coffee shop, and I couldn't help but look at like, what were they were doing? Put the gifts in the car, went right back. I'm like, what are you guys doing here?
1 And they're like, oh yeah, we gather every Sunday. And so I started going
1 after that. And it's crazy because when something that's supposed to be inside is outside, or when something that's supposed to be a certain way is not yet catches you, people know there's gyms, they drive by gyms, but you guys found a way to create some uniqueness around your gym.
1 So when they drive by, there's something off about it. And I got to look and see and pay attention to it. So that's really cool. Okay. So
1 I want to dive into that in a bit here for everyone listening. Again, it's about what is your outdoor thing. What what is it that makes other people go, wow, that's different.
1 Well that's that's what they do. All right. What else is it, guys?
1 One more thing I want to add.
2 And Nina.
1 Simone's going to have hers.
2 Too. But we focus on making.
1 Sure that each person feels.
2 As if they're the most important person in the world. And we.
1 We're in the gym space. Every gym might say that.
2 We know we care. But, Mike,
2 when you walk dogs, as soon as you park your car, if we know you were yelling your name from the parking lot, it's outside, right? You know your name? We're running up to you, shaking your hand or giving you a high five right away, welcoming you in when you're here. We're
2 not only, you know, just saying, like, what's your name?
2 We're knowing what your key is. Your job, your career, your challenges, what goals you crush. Last workout. We are coming in for today.
1 And you're getting that whole.
2 Experience about the entire workout. What's cool about what we do is we have two coaches every session. So the fact that you're getting it from multiple angles, regardless of you know, where you're at. But
2 we carry that all the way through to the very end. No one leaves OTF without, you know. Hey, I'll see you later. Mike. Mike.
2 Have a great day. Mike. What? Am I going to see you again? Everyone's getting noticed. From the moment they walked in to the
2 moment they walk out.
1 And that's like.
2 Our driving to our North Star we talk about, is that every single person. This needs to be their third place. They have work, they have home. A lot of people are lacking that third place, and we want to be that third place so that that's tied into everything we do.
1 part of their life. It's not like a workout that they inserted into their life. It's part of their life. So you guys I think know this. I'm a franchisee of a franchise called Alloy Personal Training. They just had their first annual franchise event over the weekend. I just
1 got back from Atlanta and I didn't care about what everyone was doing.
1 I was a heat seeking missile for the top, like five, six people. So I'm asking, who's the guy, who's
1 the guy? And I'm like looking for him and I'm talking to him. And it's funny because every conversation I've had with all the people that were, you know, hitting the top numbers, it was top five, six people. They all said what you said, which is we focus more on the customer than anything else in our business.
1 We focus on their
1 goals. We make sure their, their, one guy articulated very well, which is
1 if they signed up to workout with us, they already decided to pay more to get this goal than they would have anywhere else that they decided to pay more to work out with us if they decided to pay more. That's because of two things.
1 One, they want this goal bad enough, right? That's why they paid so much. They it's that important to them. And number two, because they trust us more than everybody else, they believe that we can do it more than everyone else. So
1 they want this thing bad enough, and they trusted us with it. It is our responsibility to care about that goal as much or more than they do.
1 So that means I got to know what it is. I've got to think about it. I've got to track it. I got to make sure we're doing it right, because if I'm not and I'm just hoping they like the workouts so much, they pay that much money, we're going to lose them.
1 And we're not in the business of losing members.
1 We're the business of gaining them. And so I just thought it was really, really interesting that you guys articulated that as your because it is
1 your marketing strategy. A lot of people would think, like we talked about that a little off line. A lot of people would think marketing strategy is all around generating leads, but it's really around increasing revenue.
1 And what better way to increase revenue than to keep the members that you've got and continue caring about them so they can bring more people in and upgrade your best levels and all that. I love that, you guys have a really solid team
1 and it starts, with any company. It starts at the leadership level and you have four owners, right?
1 Four owners. And so we've got Eddie and Simone here. Who? The other two?
2 My husband Mike and. And his wife, Jen.
1 Okay. Your husband Mike, and then his wife Jen. And so I've gotten to meet all of you several times. You all come to GSD con, which is great. But how do you guys make your partnership work? I mean, a lot of people have a hard time with two,
1 and the few I've seen with three have a very difficult time and you guys do it with for.
1 And at least
1 from my perspective, when I see you guys interact and I see you guys, you know, as you on, it seems like a very healthy dynamic. So why does it work so well? How do you figure out how to make partnership work?
2 Yeah. You know, we come from different backgrounds of just careers or life in general. And I think that one thing that really brought us together is just the inspiration that started from the parties, you know, Eddie would train. I actually was
2 one of his clients from a previous gym. And he started the park workouts and I brought my husband along.
2 I met Jen there, and we were just inspired from the growth
2 that started at just park workouts. A couple dumbbells, couple of bands, nothing crazy, nothing fancy, and it just grew within a couple of months. And really, that's what brought us together to start obviously throughout the whole journey, I think now three years since we just came up with concepts and got to work on it.
2 We we definitely had tough conversations. And I think
2 coming to the
2 table with genuine interests in mind for each other was the first thing. No one was out there for me. It's for us. It's for the greater good of what we're trying to build.
1 That's really cool. And,
1 so what are some of the things that you guys have, like, sound friction on typically? Like what's one topic that's come up?
2 Eddie, you got one?
1 Now when there's like equal voting,
1 is it
1 usually husbands against wives or family versus family.
2 It's actually husbands against wives. I.
1 Is that the most common?
2 I, I'd say so I think I was just thinking about it too. We our personalities are very different. Our strengths are very much different than our weaknesses. And or each other's strengths. And I think over time we've really I've always recognized that
2 we very much complement each other. You've mentioned this before, the creator versus builder type of characteristics.
2 And, sometimes
2 we if we don't see each other's perspectives, it'll just drive us nuts. Like, how can you not see this? Or how can she not see this? But over time, we recognize, okay, you know, Eddie's perspective is very much vision, creativity. And I have to understand that we need that that component in order to
2 launch an idea.
2 I'm very much the builder, so I, I look at the details, I find the holes or and so we need both in order to
2 make something great. And it may have started where how can you not see it type of attitude. But it definitely very much right now at this stage we come to each other with these ideas like, I need to bring this to Eddie so he can pick at it and vice versa.
1 I love that. All right. Great. So the other thing that's the leadership level. Now below that, one of the things that you have done very well is you've built out a really good team. So for everyone watching, listening to these guys have heard this before because I said it too many times. But
1 in order to grow business,
1 you've got to make
1 sure you get the right people in the right seats doing the right things.
1 Right and so right people means culture fit, you know, in the right seats, meaning skill fit, doing the right things, meaning like the actual activities that we've chosen as our
1 priorities and the things that we're going to be working on. And. Right, which refers to the process, like, are we doing it in the way that it needs to be done and so it really does start with making sure you got the right people in the right seats.
1 And man, you've got an incredible team. So I'd like to know, how do you view the selection process for the people that you bring on the team? And also how do you view the
1 selection process, like when it's time to you, maybe they're not a good fit. We just need to move on because it's not the right fit for the culture and what we're looking to build here.
1 So let's start with the first the building part. And then I'd like to learn more about the selection process.
2 honestly, our the best people we've had on the team and still do really come from within. They they started as members. I think right now of our leaders, our studio manager and head coach,
2 they start as members who came coaches, and then we promoted them because they really see the vision and see the mission of, of the business and, and want to continue to be a part of it.
2 You know, at first it was all about skill, focus on finding the skill. And we've definitely, over time, through growing pains, recognize that, characteristics with core values in mind are the most important thing. So whenever we do any interviews, or vetting
2 process, it's all about core values first. Skill and and being able to be coached and trained is is second.
2 So I think that's the biggest thing for me.
1 So you hire for, for their values first and who they are as a person, make sure they fit with the company. And then after that then we'll see. Okay. Now what have you already done that we know you could add to the current system? Yeah.
1 Yeah.
1 Any anything to
1 add to that. If not we're good.
1 We.
1 Yeah, I've learned to add one to that actually. Skill will and capacity. Because some people may not have the skill, but they've got the will to learn the skill. But they don't have the capacity to learn the skill, like the way they were wired by God. It just they're not going to be that extrovert or they're not going
1 to be that analytical or they're not going to be fill in the blank on what you need out of that position.
1 So I think I've come across enough people now where I'm like, man, they really
1 do want it. They do. They just that's not them. That's not how God made them, you know? And, and, so I've learned that we gotta add capacity. Skill, willing capacity is another one. I love that,
1 So, guys, next up, I want to dive into what you've done to grow because you've got 380 members, which is a lot for a, boutique style. Right? Not the big box gym.
1 But not only do you have 380 members, but you have 380 members paying you $220 a month.
1 Or at least that's your average price point. So I'm assuming there's ancillary sales on top of that as well.
1 So
1 I love to dive into what are some of the things that, you've done in order to get to 380 members? That's not easy. That's a hard thing to do, especially at two. It's easy to get to 380 if you're price points under 200 bucks.
1 But once you're above
1 200 and you're at 220, it's even harder. So. So what? What are some of the things that you do to really draw in more people?
2 Yeah. Before really giving you guys, the, like, tactical play that we've been implementing. The three major things I think that we all need to focus on in this course for growing a business.
1 Changing your body.
2 Image. Yeah. Whatever it may be. Is time, effort and consistency. So before we even mention
2 all the fun things that we do, I think a lot of people like, you know, they might have the consistency or the patience, but they're not giving effort, or they might have effort and consistency, but not enough time. So for us, like.
1 Like I said,
1 it's been.
2 Two years, but two very long, challenging, consistent effort years. So, whether it be working events or going out there promoting in the streets and walking around knocking on doors or doing referrals to campaigns, we've been very consistent with our effort to do those things and didn't happen overnight. Breaking the barrier to different like
1 quick hold air when you say referring receive campaigns just for the audience that may not know. I know our mastermind knows what's a referred receipt campaign.
2 It was 41 sign ups and it was a ninja. Creamy.
1 Wow. That's crazy. Okay.
2 Yeah. I think the biggest thing that Eddie mentioned earlier was consistency. And I think that was the key of everything that we were doing, whether it was refer, you know, refer and receives or different tactics of B2B, sales to,
1 What about when it comes to the tracking of the things that need to happen. In order for the outcome to be achieved? Whether it be leads generated, you know, follow up, contact rate, book show, clothes, dollar per clothes, referral per
1 sale, retention. Like, what does that look like? Who owns that? How is the reporting done and how are you making adjustments based on what the numbers are telling you?
2 Yeah. The whole team owns it, and everyone sees it. It's on the scoreboard. We have individual scorecards, too, for you know, we have a lead coordinator now, that's just, her full time focus is, booking people, booking leads, and,
2 so we we have separate scorecards, but the scoreboard that everyone owns. So everyone sees how many leads, how many referrals, how many books show closed
2 if there's, constraint one week, that's going to be the focus when we have our, our weekly team meetings.
2 So if it's, show rate, let's think of some ideas of how we can drive that, whether it's a record, a video recording, text message or a picture of their welcome board. To really drive that.
2 And we just never let I think that's that's key is if anything dips,
2 that's what we're focusing on. We're going to continue to focus on until we get it better.
1 I guess that's what I'm kind of wondering, too, when they say who owns it, who's in charge of making sure that it's accurate? And then who's also in charge of saying, like, hey, our show rates
1 down. We got to fix
1 this.
2 Now our studio manager. Yeah. Used to be, you know, us as owners, but it was. Now it's our studio manager
1 Okay. So before I go into that, because I do want to dive into how you chose a really good studio manager because sounds like you've got a really good one. I actually want to dive also more into, deeply. I want to dive into the things that you're doing to bring people in. Obviously you've got the outdoor business, which is a driver,
1 and you're blasting music and you're waving to people and you're doing all that stuff, which is great,
1 but you guys create a lot of content as well.
1 So I guess who who's in charge of the content to make sure
1 that it's going out in the way that it needs to, and it follows brand and, who's in charge of it? And then what are some of the the targets that you have for your content, meaning like how many pieces per week or whatever desired outcome?
1 And then I think you do, you do DMing. So I just love to learn a little bit about your content strategy.
1 So my wife is the one who spears this on. And it's her alongside our. Our newest position. Her name is Brittany. She's now our marketing manager. This is a new role that we've been working with for the last two months. But as far as, like, understanding our brand, you know, just like Simon said earlier, Brittany started off, out as a, she started out as a, someone interested in a role at the gym, like one of our sales roles early on.
1 And we turned
1 her down, but she not sticking around and becoming a member, so she was just working out consistently. So she actually ended up really understanding our brand from a member side. She was attracted to it. Then we eventually like, okay, this girl's hanging around so much like, let's just be on the team. Like, let's just find a position for her.
1 And then she
1 then moved her way up the ranks. So I think understanding our branding is, is huge because she was bought in from day one and she knew what we were targeting, who the people were, who came to our gym. So she was able to understand content wise what she needed to build to attract more of those people.
1 And once again, that's interesting. Our avatar, not only from just a demographic number wise, but understanding just by talking to them. What are you into? What do you love to do? Where are you going? Where are you hanging out at? Who are your friends? If you're not here,
1 where are you at? And then from there, as far as, like content wise, it's multiple content per day, whether it's stories from every single session that we're doing.
1 Because now stories on Instagram, we're like very engaging. Everyone's always looking at stories. So every session we're doing stories as far as Instagram goes at minimum
1 two posts per day. Right. And this goes from either events that we're talking about or current trending things. We're constantly putting out content twice per day. And then from there is, we're doing things that are going to get people excited, whether you're you're a member or nonmember.
1 I know a lot of people, preach community for us. We're doing consistent events at the gym. I think October, we have like five events happening. But for example, this past.
2 One, we just had paint night at.
1 The gym.
1 I got
1 to stop here for a second, because I think I found the main thing for you. This is very, very unique. So I think I've heard, like, ten gym owners at some point say we're more than a gym. We're more than just a gym. But there's like a how, though? Like, I couldn't identify how. So you guys have,
1 like, five events happening just in October.
1 And so to understand this better, you guys are including your member base by doing something community or like where you're building community within that. That's
1 that business.
1 And you do something like painting, like you said, right, or whatever. And I want to dive into a few other examples. But not only do you have now something that allows your people to connect in another way with each other, but you also have something to create unique content to be able to attract more
1 people to it.
1 Because what what you guys, you guys know and I hope other people are starting to learn this too, is there's a different reason why people join and there's that. Then it is why they stay. They might join to lose some pounds or
1 they might join to get stronger, but they stay because this is my family, right? Like this.
1 These are my people. But I think everyone's yearning for that group, especially as we get older, it becomes very difficult to make friends, right? For especially for a lot of people, it becomes different. And definitely what you cross over into. Like a parent now or married now, like your friends start to shift a bit. So
1 I want to know what are some other examples of events you guys do that not only is fun and unique for your members, but also just makes a really cool piece of content to be able to share online.
1 Was.
1 The coolest thing is that you guys are finding ways to get people to do a free trial without doing a free trial,
1 because a free trial is
1 getting old, right? Like everyone should come in and do a free week. Do a free session, which
1 still works at A level. But you guys are insane coming to do a free week.
1 Hey, we do the sprints, come in and join us for free 100% right? If you guys want to do this, you're in the community.
1 How cool is that? To be able
1 to come and experience the community and the culture, not necessarily the gym and the workout. And even though it's a lot of guests, you're going to meet a lot of members as
1 well, and that's going to help sell because you're not the one that has to sell it.
1 They're selling because I'm sure there's a lot of camaraderie
1 building between members and guests. Right.
1 This is one of the coolest things. I had no idea you guys were doing this. In fact, I want you guys to be on a power call for the mastermind talking about that one thing. So, Skye, just make a note of that. But this is the cool to
1 me.
1 This is the coolest thing that you guys have done, and you've done a lot of cool stuff. Okay, so I want to know. So you did the sprints. What are what are some other examples that people have really enjoyed?
2 I think too, like, we do a ton of events and, but one thing that's really coming to mind right now is we do have an Instagram DM group page, which sounds like we really wasn't much involved in planning. I think it started with you, Eddie, just to get gather some traction for doing some runs here and
2 there, some extra workouts here and there, and I think now we have like over 200 people in that group chat and we have a majority members, but there's actually a lot of nonmembers in there too.
2 And it's
2 it's a constant. It's I mean, we're getting like 40 messages a day. It's constantly moving. And, you know, just this week we have a hurricane that we're expecting today. And everyone's just constantly on their hey, if you if you're looking for water, this is where you can find it or. Hey, if you're in even like, zone A, like you're more than welcome to
2 come, you know, stay with us.
2 And it's just a such an amazing community. And even someone mentioned it today or the other day of saying like, well, this this channel alone is just the most valuable piece right here.
2 Because you have a community that can help you with anything. People have businesses and they're saying they're looking for, new job opportunity or they're they're opening positions with their business.
2 And it's just it's constant, constant, constant. I think that's that's a huge component there.
1 Really quick. What tool are you using for the chat?
2 It's.
1 But when they say like this, chat is the most valid. This group chat is the most like some of the most valuable things here. It's Instagram, group chat.
2 Yeah. Just called OGS.
1 I want you guys to help me with something I'm struggling with in my mind, because I. What I'm not going to say is it won't work. Because it is working for you. My brain needs to understand how. And so you said we use a chat is just Instagram chat. You
1 just label it OGs. You had all your members to it, right?
1 Somebody becomes a member, you just add them to the chat, right? If somebody
1 doesn't become a member, you take them out of the chat. Right? If they quit you, oh, you leave them in. So how big is that chat right now?
2 We're 200.
1 And so now the question I've got is because with Facebook groups you make a post and everyone can comment on that post. And so it's easy to keep things organized in my brain. I'm seeing like just constant stuff. You have to scroll up. So in my brain, the way I'm like ignorantly thinking is I say ignorant because
1 I've never been a part of a group chat that big before.
1 I'm thinking like, this is chaos,
1 but it works for you. And so why does it work? Like I feel like it would be chaos.
1 They were doing at the time of this podcast.
2 So,
1 Things like that. There's just constant things that are being there. And you may not want to see every message, but there might be that one that stands out to you. So.
1 And
1 I don't know if you guys would be cool with this or not. I would love to be added to that chat for, like, a week, just to kind of experience it. It's so foreign to me to do it that way.
1 So is that okay? Is that a if I don't want to mess with the culture, I won't, I won't say anything, I'll send back.
1 But is that cool or is that I don't want to mess up the culture?
3 Oh yeah, I must do that.
1 I would love to be at it for a week.
1 I'd be. Yeah, yeah, yeah.
1 I mean, I'll probably jump out after a week, but I want to just see it. I want to understand it. That's amazing. Okay. I love the idea that you guys are doing, can you just give me a few more event types? I've heard the painting, I heard the sprints.
1 What are some other examples that are unique of of types of events? Because you do so many of them.
3 Were from.
1 Now I know the one that has the sprints. You. You invite guests, but do the paintings in the salsa nights. Are they all like that to you? Like we're just free to come. Just enjoy.
1 No. We have some events that are free, and we have some events that we charge. Well, no matter if you're a member or not, because we're obviously paying on a pocket for certain things, and we will charge. But all of our events are open to members and nonmembers.
1 Wow.
1 And because you know your day,
1 you know the area that you're in. Saint Peter's is pretty nice area.
1 You're not worried about bringing in a lot of the wrong demographic. You probably don't get too much of that right.
1 I mean, we've had one offer scenarios, but also to like. And I don't want to say we were for everybody because the riches are in the niches, but we're going to give everyone an opportunity to come work out at OG's. It doesn't matter like who you are, you. Everyone gets a free trial in that first day, so we may.
1 I don't want to
1 assume I know this person, but I'm going to give em a chance. And who knows, they may end up signing up and being our best member, but we're giving everyone the equal opportunity to give us a chance, and for us to give them a chance.
1 I love
1 that,
1 last thing. Simon, you and I were talking off camera, and you mentioned about DMing, your followers, I believe. Correct.
1 Can you can
1 you just dive into the strategy behind that?
2 I think we, we learned this one very quick early on. One of the GSD cons but essentially whenever we get the alert of we have a new follower, it will immediately go ahead and DM the, a list of saved, messages that we have for our
2 team to just quickly toggle in and send.
2 Actually, Jen set that up, but essentially is saying, hey, I am X position right now. It's lead coordinator at Ojai. F
2 thank you for the invite. I'd love to, get you set up for a free session. What are you currently doing for fitness? We're always ending with a question to get some, answer back. And from there, we're we're narrowing down time frame, and the last thing that we do is.
2 Okay, we we'll get you all set up for this session. Just need your name, full name and phone number. We'll call you to to
2 finalize the reservation. And from there,
2 they'll get, Ahold of them on the phone to complete that, reservation. Because we we do do, we do card on file for every first free session.
1 And what are some numbers around that? Like some metrics that you guys can share? That helps, I guess. Paint a better picture of. Of what? Somebody can expect from efforts like that.
2 Well, I will say Instagram is our biggest and second largest lead source that we, successfully turn over into memberships. So it first is always referrals.
2 Second always is Instagram. I think with Instagram at this day and age too, whenever we do want to, I want
2 to find a nail salon. The first thing I'm doing is searching on Instagram, looking at their, page, hair salon.
2 Even doctors. Now, at this point, you're going to look for their office page. I think it's.
1 Isn't that crazy? How it's switch like it used to be? Yelp. And then it went to, like, Google reviews. And now it's like, I kind of want to feel what the experience is going to be like. And the easiest way to do that is to check their social. And if they don't have much of the page, it kind of makes you a little nervous,
1 right?
1 Like, I don't know what I'm getting
1 myself into, but go ahead, keep going.
2 Yeah, 100%. I mean, that's it. There's Instagram. We it does so well in in painting a picture of feeling of, you know, this is more than just a gym. This is a community. It's you're we're able to show
2 people having fun and giving each other high fives. It's a friendly place. And so they've already vetted us.
2 Whether they've seen us driving by, they've heard about us
2 word of mouth. And then they finally get to our Instagram and they're like, all right, I'm going to I'm going to shoot my shot and follow. At that point, they probably seen us are enough. But Instagram is where I feel you build the most trust with a lead before you even get a hold of them.
1 But as far as, like, metrics go, like, is there anything like, you know, if we reach out to this many people or we generate this many leads, on average per month or per per attempt or whatever it is, any anything to kind of help create a more color to the story.
2 Not for Instagram separately, but I will say will on at will on average do a book of 65 to 75% of our leads generated, and we'll probably at least get 35% of our leads generated from, from Instagram.
1 And how many leads you generate per month and total, whether it's from that or total. Just like to do the math and figure out what that looks like.
2 Right now, we're probably sitting on an average of 145.
1 145 so about 40 to 50 leads a month. You come from Instagram
1 and you mentioned
1 referrals is your number one. I know you mentioned referred receive that you did earlier. What other avenues are you using in order to drive in referrals?
2 Point of sale referrals is the first, thing there. The second thing, sometimes we we're we're always talking about this whenever we see, like, maybe a slowdown in bookings slowdown and in lead generation, we're always, bringing up. Well,
2 to our member, experience team is essentially our front desk that manages and takes care of all of our members, needs throughout the sessions.
2 And then we have our lead coordinator. We're always
2 communicating to them when whenever you're talking and chatting with a member. Ask them who they want to bring in next time they come in. And just even simple as that, we'll we'll bring in a referral at that point. They're they're coming in so we don't even have to, you know, reach out to them at that stage.
1 I love that, okay, so. And for everyone listening for point of sale referral. If you guys want, I'm going to give away some free stuff now. So if you go to Loud room or com forward slash pos, you can get the, training on point of sale referrals. And so a lot of what these guys are probably doing, also earlier in the episode, we alluded to marketing
1 being a lot bigger than just generating leads.
1 If you go to loud rumor.com/for P, as in, Peter or Saint Pete's for p s, you'll be able to get that. So Lauren McCombs
1 for p s. And then last thing, we talked about, the, the team and the importance of having a really good team. And so if you go to loud room com forward slash five dysfunctions, you'll learn about the Five dysfunctions of a team.
1 And if you can eliminate those, you have a really,
1 really good, solid team. And the way that they operate would be fantastic. So,
1 guys, I I'm even more impressed than I was before it. I didn't think I could get more impressed. I didn't know you guys were doing the events in the way that you're doing it, and you're using social in the way that you're doing it.
1 I we're going to finish this interview here. When it's done, I'd like to hang on and see if we can do some power calls for the mastermind group. But, for everybody watching and listening, if you're still watching, listening. I know exactly why you're still watching. Listen, it is a fantastic episode. You know, you guys are
1 very smart.
1 You work very well together, and you're very, very hard working, so it's really not a
1 surprise that you figured out some really cool stuff that's working very well. But it's it's still always so cool to hear and impressive. So thank you guys so much for coming on the show and sharing so much with the audience. Thank you.
1 All right. And for everybody watching everybody listening. Thanks so much for tuning in. And we'll see you next time.