WEBVTT - EYL #37 The Boss 0:00:04.040 --> 0:00:06.760 Hey, I'm Tatiana Manning. I support our Voice of a 0:00:06.840 --> 0:00:10.400 Customer team at Pgenie. If you're a small business customer, 0:00:10.560 --> 0:00:12.800 we're here to support you. That's why I want to 0:00:12.840 --> 0:00:16.280 tell you about our new podcast, Real Talk with PGENI. 0:00:16.880 --> 0:00:19.720 We know small businesses are dealing with rising costs and 0:00:19.760 --> 0:00:22.400 looking for ways to boost their bottom line. On our show, 0:00:22.600 --> 0:00:25.040 you'll hear from our customer experts with our small Business 0:00:25.079 --> 0:00:27.520 Engagement team, who will show you effective ways to improve 0:00:27.560 --> 0:00:31.680 your operations, find important resources, and most of all, save money. 0:00:32.360 --> 0:00:35.960 I ride the RAND analysis for the Emergency Food Bank 0:00:36.080 --> 0:00:40.120 and based on their usage history, by just making a 0:00:40.159 --> 0:00:43.800 simple rate change at no costs, it was a twenty 0:00:43.840 --> 0:00:46.000 five dollars annual savings. 0:00:46.520 --> 0:00:49.319 So listen to Real Talk with Pgenie and find more 0:00:49.360 --> 0:00:52.440 resources for your business by visiting pge dot com for 0:00:52.720 --> 0:00:53.640 slash real Talk. 0:01:00.720 --> 0:01:05.240 All right, guys, welcome back to EYL episode thirty seven. 0:01:05.040 --> 0:01:06.399 Thirty seven in the books. 0:01:06.520 --> 0:01:08.800 Yes, yes, So before we start, we have some very 0:01:08.800 --> 0:01:12.240 exciting news. You know that we are on tour right 0:01:12.319 --> 0:01:15.240 now and we go into all of our major markets 0:01:15.280 --> 0:01:18.560 all over the country. So we started in lahout out 0:01:18.600 --> 0:01:21.360 to La then we went to Brooklyn and then we 0:01:21.400 --> 0:01:22.160 went to Atlanta. 0:01:22.400 --> 0:01:25.000 That was our most recent stop was Houston. 0:01:24.680 --> 0:01:26.920 The craziest of them out to Houston. 0:01:26.640 --> 0:01:30.240 Texas for sure. So next up we are headed to 0:01:30.319 --> 0:01:33.800 the windy city town Chicago going on. Now we coming, 0:01:33.840 --> 0:01:36.440 We're coming, so yeah, nine twenty six. We are coming 0:01:37.080 --> 0:01:41.000 very shortly, nine twenty six. So go to our website, 0:01:41.080 --> 0:01:44.240 go to the events tab and register. It's a free 0:01:44.319 --> 0:01:46.280 network meet and greet. Once again, the purpose of the 0:01:46.319 --> 0:01:48.720 network in meet and Greek is not a seminar, it's 0:01:48.760 --> 0:01:52.720 not a workshop. It is an opportunity for you to 0:01:53.000 --> 0:01:54.800 build with us, but more importantly, build with each other. 0:01:54.880 --> 0:01:58.360 We're gonna bring the whole city out and yeah, you're 0:01:58.360 --> 0:02:00.800 gonna be able to network and you know, pitch your 0:02:00.840 --> 0:02:03.280 business ideas and meets your real estate partner. 0:02:03.240 --> 0:02:04.960 All forms of business come. Yeah. 0:02:05.160 --> 0:02:07.840 It's really for you to network with people who live 0:02:07.880 --> 0:02:09.840 in the same place as you, right, there really is 0:02:09.880 --> 0:02:12.760 no platform for that. So network and when we leave, 0:02:12.800 --> 0:02:14.600 you still have those connections. 0:02:14.720 --> 0:02:17.240 It's a vibe, it's a whole it's a whole, entire vibe. 0:02:17.320 --> 0:02:21.480 But okay, so yeah, Chicago, come out. We have a 0:02:21.639 --> 0:02:25.520 very exciting episode. Something I'm actually exciting about. I'm always 0:02:25.560 --> 0:02:27.720 excited about episodes, but this is something that I'm actually 0:02:28.320 --> 0:02:29.120 looking forward to. 0:02:29.200 --> 0:02:32.079 Because it's very rare. We get somebody that's the first. 0:02:31.760 --> 0:02:35.280 Of something or the biggest as something. 0:02:35.360 --> 0:02:36.960 This is this is this is tough. 0:02:37.080 --> 0:02:41.040 Yeah, for sure, for sure, sure sure. So we got 0:02:41.160 --> 0:02:45.880 Kika Wise and she is a legend in her own 0:02:46.000 --> 0:02:53.040 right because she is the youngest female franchise or in America. 0:02:53.600 --> 0:02:55.200 Right, don't let that go over your head. 0:02:56.000 --> 0:02:58.079 So if you don't know what a franchise or is 0:02:59.200 --> 0:03:03.079 a franchise as a franchise owner but not a franchise e. 0:03:03.560 --> 0:03:05.799 This is what most people think about franchise business. I 0:03:05.800 --> 0:03:08.320 think about a franchise e. Franchise e is to say, okay, 0:03:08.560 --> 0:03:11.680 Subways is a chain. I buy a Subway. Now I'm 0:03:11.680 --> 0:03:16.080 a franchise e Subway, I'm an owner. But off of subway, 0:03:16.240 --> 0:03:20.079 Subway is the larger company, right, So the flip side 0:03:20.080 --> 0:03:23.400 of that coin is to be a franchise or pronounce 0:03:23.440 --> 0:03:27.520 it correctly. And that's when you actually own the subway 0:03:27.800 --> 0:03:32.840 and then people are coming under your umbrella and they're 0:03:32.840 --> 0:03:35.760 buying their franchises from you. You've created the print and 0:03:35.800 --> 0:03:40.640 now they're right we people have been asking for the franchise, 0:03:40.680 --> 0:03:42.200 and he was like, okay, we can get like a 0:03:42.320 --> 0:03:43.600 subway owner or something like that. 0:03:43.680 --> 0:03:48.000 But we figured why not just get the apple sauce from. 0:03:47.880 --> 0:03:51.120 The apple orchard and go straight to the sauce, cut 0:03:51.120 --> 0:03:57.440 out all the middle man, and you should too. So 0:03:57.440 --> 0:03:59.800 so yes, so, first and foremost. 0:03:59.480 --> 0:04:01.840 Thank you, thank you, thank you for having me. 0:04:02.160 --> 0:04:06.200 Yes, so, I'll give a quick rundown. So, yes, Kika 0:04:06.240 --> 0:04:09.560 has her own studio. It's it's called it's a stretch studio, 0:04:09.800 --> 0:04:12.040 which is different. We'll talk about. It's not yoga, it's 0:04:12.040 --> 0:04:15.480 not pilates. It's something completely different. And she started in 0:04:15.480 --> 0:04:19.200 New Jersey and it became massively successful. So when she 0:04:19.360 --> 0:04:23.359 was thinking about expanding, she thought about, you know, different 0:04:23.400 --> 0:04:26.520 ways to expand, and she settled on the idea of 0:04:26.680 --> 0:04:31.080 just opening different franchises. And where she's at now is 0:04:31.120 --> 0:04:34.680 to have twelve franchises all over America and the goal 0:04:34.800 --> 0:04:36.640 is to have sixty five in a very short period 0:04:36.640 --> 0:04:39.920 of time. So okay, now we got that out the way, 0:04:40.120 --> 0:04:44.440 So can you give us the backstory on how the studio, 0:04:44.560 --> 0:04:46.919 how the stretch studio got started. 0:04:47.200 --> 0:04:51.320 Yes, so thank you again. Basically, I. 0:04:52.920 --> 0:04:54.840 Was going to go back to school to get a 0:04:54.839 --> 0:04:58.720 master's or open up my own business because I had 0:04:58.760 --> 0:05:01.479 a young son at the time. So I took a 0:05:01.520 --> 0:05:04.320 poll with friends and family should I go back to 0:05:04.320 --> 0:05:07.839 school or should I open a business? And everyone said, 0:05:08.080 --> 0:05:11.960 you'll fail. Don't open a business. Most businesses fail, you know. 0:05:12.680 --> 0:05:13.200 Three five. 0:05:13.440 --> 0:05:14.840 I've never listened to this, So I. 0:05:14.760 --> 0:05:17.440 Was like, great, then that's the direction I'm going in 0:05:17.720 --> 0:05:21.560 because nobody else they're all afraid to. So I decided 0:05:21.600 --> 0:05:25.000 to go with that. So I took my last literally 0:05:25.120 --> 0:05:29.080 five hundred dollars, and I rented a small room and 0:05:29.120 --> 0:05:33.000 I printed out some brochures and I just ran with 0:05:33.040 --> 0:05:34.600 the idea of stretching people. 0:05:35.760 --> 0:05:37.200 Can we talk about the five hundred dollars? 0:05:37.400 --> 0:05:37.679 Sure? 0:05:37.800 --> 0:05:40.680 Yeah, because like it wasn't just five hundred, and especially 0:05:40.720 --> 0:05:43.400 in our community, like we get a tax return and 0:05:43.440 --> 0:05:46.600 the first thing we think is like, what can we buy? 0:05:46.680 --> 0:05:48.479 What trip are we going on off this? You got 0:05:48.520 --> 0:05:50.640 your tax return was the five hundred dollars? 0:05:51.040 --> 0:05:53.719 Yes, and you decided I'm start a business, right, this is. 0:05:53.720 --> 0:05:57.400 The only chance I have. So yeah, I took it, 0:05:57.880 --> 0:06:02.240 and I started the business from there, one client at 0:06:02.279 --> 0:06:06.000 a time. I built my clientele, and it slowly became 0:06:06.200 --> 0:06:10.920 a business before my eyes. I studied guerrilla marketing for 0:06:10.960 --> 0:06:14.240 the first year in business. I read several books on 0:06:14.279 --> 0:06:19.320 how to market with no dollars, creative ways to get clients, 0:06:19.440 --> 0:06:22.359 and then it started working and I just grew my clientele. 0:06:22.760 --> 0:06:24.600 So where did you start? So you had the five 0:06:24.680 --> 0:06:27.520 hundred dollars? You had the idea for stretching first of all, 0:06:27.520 --> 0:06:28.599 before we even how did so? 0:06:28.839 --> 0:06:28.919 All? 0:06:29.000 --> 0:06:31.080 Right, what's your background. 0:06:30.680 --> 0:06:33.160 As far as to stretch like people? 0:06:33.400 --> 0:06:35.360 How did that? I? 0:06:35.640 --> 0:06:35.800 So? 0:06:35.839 --> 0:06:39.560 I studied at Montclair State University as a dance major. 0:06:40.120 --> 0:06:42.440 So I was a professional dancer. I danced in the 0:06:42.480 --> 0:06:48.200 city television film for years. Being an undergrad, we had 0:06:48.200 --> 0:06:52.800 to take several anatomy courses that were extremely boring, but 0:06:52.880 --> 0:06:55.560 I took them anyway had to, And so I took 0:06:55.600 --> 0:06:58.320 the knowledge that I gained as an undergrad to put 0:06:58.440 --> 0:07:00.719 towards this concept so it would be a real thing. 0:07:01.360 --> 0:07:05.520 So okay, what makes okay? So what is your process 0:07:05.520 --> 0:07:06.680 as far as stretching. 0:07:07.960 --> 0:07:10.680 It's typical stretching, passive stretching. 0:07:10.800 --> 0:07:13.680 Right, So, as a dancer, we all know that dancers 0:07:13.680 --> 0:07:19.760 are the most flexible people. Dancers use gravity to gain flexibility. 0:07:19.800 --> 0:07:23.960 So essentially I replaced gravity with a stretch coach, which 0:07:24.040 --> 0:07:26.560 is the coach that you have that gives you the session. 0:07:27.080 --> 0:07:30.760 So it's based on the dancers approach to stretching the movements, 0:07:31.200 --> 0:07:34.400 and the coach gently follows the breath pattern of the 0:07:34.480 --> 0:07:39.600 client to add the stretch. The client's completely limp, they're 0:07:39.640 --> 0:07:43.640 not holding any muscle groups, so they the endorphins flow 0:07:43.720 --> 0:07:46.560 through the body differently, so it's a whole experience. We're 0:07:46.600 --> 0:07:49.120 the only studio that follows this process. 0:07:49.160 --> 0:07:51.600 And that's the biggest difference between yoga and pilates, right, 0:07:51.640 --> 0:07:52.720 that's when muscles are. 0:07:52.680 --> 0:07:56.320 Being you're in your muscles are engaged in yoga and pilates, 0:07:56.360 --> 0:07:59.640 they're disengaged when you come to our studio. Most people 0:07:59.720 --> 0:08:03.679 never truly relax and let go, not even in bed. 0:08:04.200 --> 0:08:06.440 Some of my clients tell me they sleep like this 0:08:07.040 --> 0:08:10.160 balled up, and I'm like, really, can I just applaud you? 0:08:10.360 --> 0:08:15.560 Like I studied physical education and health science major to 0:08:15.640 --> 0:08:18.560 go through anatomy and to go through advanced anatomy and 0:08:18.600 --> 0:08:23.600 to go through physics and still pursue applaud. 0:08:25.440 --> 0:08:28.320 It's a real thing. As far as a lot of 0:08:28.360 --> 0:08:30.800 times people, especially men, especially if you lift weights and 0:08:30.800 --> 0:08:33.680 stuff like, you're very unflexible and that could lead to 0:08:33.679 --> 0:08:35.959 a lot of problems. Like I used to I used 0:08:35.960 --> 0:08:38.480 to play basketball and I went to prep school and 0:08:38.520 --> 0:08:40.880 that's the first time I got introduced to yoga. Okay, 0:08:40.920 --> 0:08:43.040 and it was one of the best things that I 0:08:43.080 --> 0:08:45.920 ever did. Because so I was in a yoga class 0:08:46.320 --> 0:08:48.720 and I was like the only male. It's like two males, 0:08:48.960 --> 0:08:50.920 and it was everybody else was like tennis players. I 0:08:50.960 --> 0:08:53.600 was in there with Maria Shavapova. That's a different story, 0:08:53.720 --> 0:08:58.160 but anything, yeah, but anything, So you know, it's it's 0:08:58.240 --> 0:09:00.000 kind of like a little weird. I'm like eighteen years 0:09:00.080 --> 0:09:02.880 is all in a yoga class. But I realized that 0:09:02.960 --> 0:09:06.679 once I started to really become more flexible, everything became better. 0:09:07.520 --> 0:09:10.320 People don't think people fully understand how the body works. 0:09:10.440 --> 0:09:15.600 But when you actually are more flexible, you can move better, 0:09:15.679 --> 0:09:17.600 you can rent better, you're quicker, you're on your feet, 0:09:17.760 --> 0:09:18.360 you lose weight. 0:09:18.400 --> 0:09:20.439 Also, it's a whole it's a whole vibe. 0:09:20.520 --> 0:09:22.079 Yes, it is all right. 0:09:21.960 --> 0:09:24.920 So you have the five hundred and you have the 0:09:24.960 --> 0:09:28.920 background in dancing and stretching and all that, So what 0:09:28.920 --> 0:09:31.480 what's the first step that you take for the five hundred, 0:09:31.480 --> 0:09:33.040 you're in a room out or so. 0:09:33.120 --> 0:09:38.880 I went on craigs List. Great when craigs List was 0:09:39.280 --> 0:09:44.520 you know, a different qriigs List, and I found someone 0:09:44.679 --> 0:09:48.560 renting a room. It was actually a real estate agent 0:09:48.600 --> 0:09:51.280 who wanted to share his space. So my rent was 0:09:51.320 --> 0:09:55.360 three hundred dollars. He paid the other half or two hundred, 0:09:56.360 --> 0:09:58.840 and I took the rest of the money and I 0:09:58.840 --> 0:10:02.240 printed out Bruce Sure those brochures. 0:10:01.600 --> 0:10:02.959 I passed out in the street. 0:10:03.080 --> 0:10:05.120 I used to stand outside this space and just pass 0:10:05.160 --> 0:10:07.640 out brochures like stretching mont clear. 0:10:08.400 --> 0:10:09.840 Right, you have is this? 0:10:10.520 --> 0:10:13.079 I read this right, so you know what's coming? 0:10:13.200 --> 0:10:16.120 Yes, because we're eighties babies, right, And we grew up 0:10:16.160 --> 0:10:19.400 with this character, this green character called Gumby. Yes, And 0:10:19.920 --> 0:10:23.280 I read that you had a Gumby characters standing outside 0:10:23.480 --> 0:10:24.040 yes with you. 0:10:24.240 --> 0:10:29.200 I went on Amazon. I ordered a Gumby costume. Oh no, 0:10:29.320 --> 0:10:32.880 oh no, I was never the gun Yeah. I had 0:10:32.920 --> 0:10:36.160 to maintain some far so I hired someone to wear 0:10:36.160 --> 0:10:41.440 the Gumby costume and pass out brochures while stretching down 0:10:41.480 --> 0:10:44.160 the street marketing. 0:10:44.280 --> 0:10:46.400 So how quick did it grow? 0:10:47.400 --> 0:10:51.600 So as far as so when I sold my first package, 0:10:51.600 --> 0:10:55.200 I made my money back page. No, it was I 0:10:55.200 --> 0:10:57.200 think it was like six fifty at the time. Yeah, 0:10:57.360 --> 0:11:01.760 of ten ten sessions. So in the beginning it took 0:11:01.800 --> 0:11:07.439 about a year to develop a baseline of clientele. At 0:11:07.480 --> 0:11:09.240 the time, I had a part time job. I was 0:11:09.280 --> 0:11:13.800 selling furniture, and once I started making more than my paychecks, 0:11:13.800 --> 0:11:15.080 that's when I completely quit. 0:11:15.160 --> 0:11:16.959 So it took about a year for that to happen. 0:11:17.280 --> 0:11:18.959 So all right, so at what point do you move 0:11:18.960 --> 0:11:21.360 out of the room, And at one point you had 0:11:21.360 --> 0:11:22.640 the studio, right, yes. 0:11:22.559 --> 0:11:26.640 So the real estate agent would not renew my lease 0:11:26.800 --> 0:11:29.040 because he said I was using the space too much. 0:11:29.480 --> 0:11:32.079 I guess he thought, here's this crazy girl with an idea. 0:11:32.720 --> 0:11:34.640 I just want somebody to help me pay my rent. 0:11:35.360 --> 0:11:37.000 But I actually built a business. 0:11:36.760 --> 0:11:37.800 Out of it. 0:11:38.559 --> 0:11:41.280 No, it was in an office like an office suite, 0:11:41.720 --> 0:11:46.920 and so I was forced to find another space. The 0:11:46.960 --> 0:11:51.120 next space was in the basement of a Turkish restaurant, 0:11:52.160 --> 0:11:55.160 which I thought was dope because it's bigger, like I 0:11:55.200 --> 0:11:57.760 have my own space. But in the summer you would 0:11:57.800 --> 0:12:02.000 smell curry and onions coming through the event. That's right, 0:12:03.600 --> 0:12:06.320 But it was paradise for me. So that's that's actually 0:12:06.320 --> 0:12:08.800 where I built the business into a six figure business 0:12:08.840 --> 0:12:11.079 in the basement of a restaurant. So that's when I 0:12:11.120 --> 0:12:12.280 knew I was onto something. 0:12:12.520 --> 0:12:15.080 I mean, this, the health and wellness space is a 0:12:15.120 --> 0:12:17.360 trillion dollar business. I think they were reporting four point 0:12:17.400 --> 0:12:19.679 seven billion trillion, not billion. 0:12:19.440 --> 0:12:21.760 It's trillion now trillion dollar business. 0:12:22.360 --> 0:12:24.240 Did you know that going into it? And we just 0:12:24.240 --> 0:12:25.840 said I'm just doing something. 0:12:25.880 --> 0:12:28.600 You followed your passion past. 0:12:28.080 --> 0:12:30.760 It, and so my passion was always people and making 0:12:30.760 --> 0:12:35.920 people feel good through conversation, you know, just vibes, right, 0:12:36.200 --> 0:12:38.920 But my passion was never My passion was stretching, but 0:12:38.960 --> 0:12:42.679 my passion was never business. I never wanted to be 0:12:42.800 --> 0:12:45.480 an entrepreneur because I didn't want to fail. 0:12:45.840 --> 0:12:49.760 I equated failing with entrepreneurship, so I avoided it. 0:12:50.120 --> 0:12:54.080 But my son was the reason I got into it, 0:12:54.160 --> 0:12:56.080 so that I could spend time with him and be 0:12:56.200 --> 0:12:59.040 there for his work life balance, right, So then I 0:12:59.080 --> 0:13:00.480 started to fall in love with it. 0:13:00.679 --> 0:13:01.959 So all right, so then at what point do you 0:13:01.960 --> 0:13:02.720 get your own studio? 0:13:03.559 --> 0:13:06.120 So after I built the business in the basement of 0:13:06.240 --> 0:13:10.760 the rest turns restaurant, right, and I saw people were 0:13:10.800 --> 0:13:14.520 still coming even though it smelled like curry. I knew 0:13:14.559 --> 0:13:18.320 that I could potentially gain more clientele and cover the 0:13:18.360 --> 0:13:21.680 costs of a storefront. So I took another leap of 0:13:21.679 --> 0:13:24.040 faith and I rented the store for how much was 0:13:24.080 --> 0:13:25.800 your store front rent at. 0:13:25.640 --> 0:13:28.760 The time, it was twenty four hundred month. 0:13:30.040 --> 0:13:32.520 A little off topic is that courage is something that 0:13:32.559 --> 0:13:35.320 every everybody uses, like Jamaicans, Indians. 0:13:35.400 --> 0:13:36.080 Why are you doing that? 0:13:36.880 --> 0:13:40.000 I know I'm getting hungry choice you. 0:13:39.960 --> 0:13:42.360 Know, yeah, is an Indian. 0:13:42.440 --> 0:13:45.720 It's like a universal spice in West. 0:13:45.480 --> 0:13:47.000 Indian and Indian cultures for sure. 0:13:47.600 --> 0:13:52.120 Okay, yo, my curry goal, you don't at all. 0:13:52.720 --> 0:13:55.840 So those yeah, I don't know which is a member 0:13:55.880 --> 0:13:57.360 of the family. So he gets to play. 0:13:57.200 --> 0:13:57.640 At my house. 0:13:57.679 --> 0:13:59.880 I'm a pescatarian and now I want my way to 0:13:59.880 --> 0:14:02.800 be coming vegan nice, So we putting all the animals down. 0:14:02.840 --> 0:14:04.439 But I don't judge. 0:14:04.440 --> 0:14:07.080 I don't judge, all right, Okay, so you have the 0:14:07.080 --> 0:14:10.240 studio and then business starts to just really take off 0:14:10.240 --> 0:14:13.360 for you at that point, right, yes, And then okay, 0:14:13.480 --> 0:14:15.679 so when you hit your stride, at what point did 0:14:15.679 --> 0:14:17.400 you really start to hit your stride where it's like, okay, 0:14:17.400 --> 0:14:19.000 this is this is something else. 0:14:19.600 --> 0:14:23.880 Right, So after a few years I was able to 0:14:23.880 --> 0:14:25.800 get a New York Times article. 0:14:26.080 --> 0:14:29.440 Future story through Google. 0:14:31.240 --> 0:14:36.600 One of the reporters found me online and decided to 0:14:36.640 --> 0:14:37.240 do a story. 0:14:38.160 --> 0:14:40.120 You said you had the s c O se O. 0:14:40.280 --> 0:14:42.440 You mastered that, right? Can you explain? 0:14:44.080 --> 0:14:49.360 The SEO stands for Search engine optimization, So you find 0:14:49.440 --> 0:14:53.280 keywords that you highlight, you pay for so that your 0:14:53.280 --> 0:14:57.440 results show up fast on Google. So, being that no 0:14:57.480 --> 0:14:59.920 one was looking for stretching at the time, I had 0:15:00.120 --> 0:15:05.240 to pay for words like gem yoga, massage, and so 0:15:05.280 --> 0:15:08.040 when people would look for that, we would pop up 0:15:08.040 --> 0:15:10.480 and they're like, oh, what's this. So that's kind of 0:15:10.520 --> 0:15:12.640 how we started to develop a following. 0:15:13.000 --> 0:15:13.840 How did you find? 0:15:14.640 --> 0:15:15.680 Like how much did that cost? 0:15:16.840 --> 0:15:22.120 It was three hundred dollars like a company, a company company, 0:15:22.840 --> 0:15:24.240 town Square Interactive. 0:15:24.480 --> 0:15:27.520 So that so that's really that really works because I've 0:15:27.520 --> 0:15:28.800 seen that before and people. 0:15:28.600 --> 0:15:31.000 I still do it? You still do it? It? Really? 0:15:31.440 --> 0:15:34.160 I'll never say yeah, same price. 0:15:34.320 --> 0:15:36.840 So what's the what what I'm just thinking, like, what's 0:15:36.840 --> 0:15:39.600 the key, Like, what's the key to find words that 0:15:39.800 --> 0:15:43.440 it's not because obviously it's like very popular words is 0:15:43.480 --> 0:15:45.760 like you know, it's probably a million people using that 0:15:45.800 --> 0:15:49.440 same word, right, is it to find words that aren't 0:15:49.480 --> 0:15:52.120 really so. 0:15:51.480 --> 0:15:55.640 Believe it or not, most small business owners don't use 0:15:55.800 --> 0:15:59.080 SEO as a tool, So even though you may be 0:15:59.200 --> 0:16:02.280 looking using the gym, most gyms are not using it. 0:16:02.720 --> 0:16:04.560 So it will highlight in your area. 0:16:06.120 --> 0:16:10.240 And being that we essentially started the assisted stretching movement, 0:16:10.960 --> 0:16:13.960 we were able to build our SEO campaign for years 0:16:14.000 --> 0:16:16.880 before anyone else tried to start using it. So we're 0:16:16.920 --> 0:16:17.880 like on the top. 0:16:17.840 --> 0:16:20.320 Like, oh, you already ahead of the race, right ahead 0:16:20.360 --> 0:16:20.800 of the race. 0:16:20.840 --> 0:16:24.280 But anyone can still benefit from it. You just have 0:16:24.360 --> 0:16:27.160 to incorporate those words throughout your entire website. 0:16:27.200 --> 0:16:29.640 You'll still show up marketing. 0:16:30.400 --> 0:16:32.680 Yeah, all right, So you have the studio in business 0:16:32.680 --> 0:16:35.080 is booming, but then you have a fire, right, yes, 0:16:35.400 --> 0:16:39.280 all right, the studio burns down and you have to 0:16:39.320 --> 0:16:40.680 go into the basement of a church. 0:16:40.880 --> 0:16:44.640 Yes, but that was a moment for you where you realize, 0:16:44.800 --> 0:16:46.600 you know what this isn't about me? Right, there was 0:16:46.600 --> 0:16:48.040 a gentleman that was sitting next to you. 0:16:49.080 --> 0:16:52.840 There was a gentleman standing next to me. And as 0:16:52.920 --> 0:16:55.640 the well, the flames were gone, as the smoke is 0:16:55.680 --> 0:16:59.200 subsiding He's like, I just bought a ten pack of 0:16:59.240 --> 0:17:02.960 stretching sash and all he cared about was his investment. 0:17:03.680 --> 0:17:05.560 But at that because in my head, I was like, 0:17:05.680 --> 0:17:06.680 oh it burnt down. 0:17:06.720 --> 0:17:07.200 I'm done. 0:17:07.400 --> 0:17:11.040 I'm just gonna, you know, chill, forget being an entrepreneur. 0:17:11.160 --> 0:17:14.359 I'm done, you know, move to Hawaii, do something else. 0:17:14.840 --> 0:17:16.840 And at that moment, I was like, Wow, I have 0:17:16.960 --> 0:17:20.560 clients and I have employees. I can't just shut down. 0:17:20.880 --> 0:17:23.400 So at that moment, I knew this was bigger than 0:17:23.440 --> 0:17:25.960 just me. So it motivated me on a different level. 0:17:26.280 --> 0:17:28.640 And that's actually when The New York Times reached out 0:17:28.680 --> 0:17:31.800 to us when we were in the basement of the church. 0:17:31.840 --> 0:17:34.040 It's funny how life happened. 0:17:35.680 --> 0:17:38.400 God's work, all right. 0:17:38.480 --> 0:17:41.639 So okay, so you told us off cam about a 0:17:41.680 --> 0:17:44.159 book that changed your life, and then you fired yourself. 0:17:44.160 --> 0:17:46.840 The best thing you did was fire yes, yes, all right? 0:17:46.920 --> 0:17:48.719 What does that mean to fire yourself? And how did 0:17:48.760 --> 0:17:51.000 that help you see the bigger picture? 0:17:51.640 --> 0:17:55.440 So it's called the E myth revisited like the letter E, 0:17:55.920 --> 0:17:58.320 and it teaches you how to fire yourself from the 0:17:58.400 --> 0:18:01.120 things that you do not enjoy doing in your business 0:18:01.520 --> 0:18:04.800 so that you can be the creative force behind it 0:18:04.920 --> 0:18:07.960 and not lose you know, your light. Essentially, a lot 0:18:07.960 --> 0:18:11.000 of entrepreneurs get burned out because they try to do 0:18:11.040 --> 0:18:14.600 everything themselves and they're afraid to delegate because they don't 0:18:14.640 --> 0:18:19.720 trust people. So I basically read the book and I 0:18:19.840 --> 0:18:23.760 forced myself to do everything that is said chapter by chapter, 0:18:24.359 --> 0:18:28.000 and my business started making more money as I fired 0:18:28.040 --> 0:18:32.240 myself because I would be stretching people, answering the phones, 0:18:32.560 --> 0:18:36.240 opening the door all at the same time, stretching people. 0:18:36.280 --> 0:18:38.760 And I see an email comes in, I would love 0:18:38.800 --> 0:18:40.600 to open it, but I can't because I'm stretching some 0:18:41.080 --> 0:18:44.199 So I just did it and it worked. 0:18:44.320 --> 0:18:46.639 But it had dual benefits, right because as you fired 0:18:46.640 --> 0:18:49.399 yourself right and had to hire someone new, you had 0:18:49.400 --> 0:18:50.080 to write down. 0:18:49.960 --> 0:18:51.400 The task procedures. 0:18:51.800 --> 0:18:53.760 Exactly, you're the measure. This is what you should be do, 0:18:53.880 --> 0:18:55.399 this is what you should do right. This is what 0:18:55.440 --> 0:18:56.400 I did long term. 0:18:56.440 --> 0:18:58.119 That helps you out because now when it's time to 0:18:58.200 --> 0:19:00.560 create your own franchise. 0:19:00.160 --> 0:19:02.000 Exactly, it's already there. 0:19:02.240 --> 0:19:04.840 But everything you said with me just really resonates. Like you, 0:19:05.160 --> 0:19:07.159 it's hard. It'll be hard for anybody to understand that 0:19:07.160 --> 0:19:09.600 if they're not an entrepreneur, but you you don't trust 0:19:09.680 --> 0:19:11.480 people and not know you don't trust people in a 0:19:11.480 --> 0:19:13.800 bad way. But it feels like you this is your baby, 0:19:13.960 --> 0:19:15.960 and it's like you you know what you're doing, and 0:19:16.000 --> 0:19:18.080 you mastered it, at least you think you mastered it. 0:19:18.480 --> 0:19:22.840 And it's like you don't really fully feel that somebody 0:19:22.880 --> 0:19:26.640 else can fulfill that role because they're not you. And 0:19:26.680 --> 0:19:28.560 then even if it's going to take you a long 0:19:28.640 --> 0:19:31.240 time to kind of teach them, so you don't really 0:19:31.240 --> 0:19:34.440 trust them in that process. But like you said, I mean, 0:19:34.600 --> 0:19:36.560 the problem with that is that now you're trying to 0:19:36.560 --> 0:19:38.360 do every single thing yourself, and it gets a point 0:19:38.359 --> 0:19:40.359 in time where you just can't. It's too much for 0:19:40.400 --> 0:19:44.119 you to do. And somebody said in my business early on, 0:19:44.200 --> 0:19:46.600 I heard they said, never do anything, never do anything 0:19:46.640 --> 0:19:49.040 that you can pay somebody else to do, because there's 0:19:49.040 --> 0:19:53.160 only there's some things that you can only do. Everything 0:19:53.200 --> 0:19:57.399 else can be delegated, absolutely right. So it's like, even 0:19:57.520 --> 0:19:59.919 with us growing as a podcast, that's something that we 0:20:00.040 --> 0:20:01.760 even have to put in place as far as like 0:20:02.320 --> 0:20:05.120 we are we do this as far as like interviews 0:20:05.119 --> 0:20:07.080 and stuff like that, but a lot of the other 0:20:07.080 --> 0:20:09.640 stuff we don't we shouldn't be doing like we shouldn't 0:20:09.640 --> 0:20:12.159 be editing videos like that's the stuff that we can 0:20:12.200 --> 0:20:15.280 do somebody everybody else can do. But as I said that, 0:20:15.280 --> 0:20:17.840