How Personal Trainers Can Level Up Their Business - Featuring David Silva

In this episode, we dive deep into the world of personal training and explore how fitness professionals can take their business to the next level. Whether you're just starting out or looking to grow your existing fitness coaching venture, our experts share invaluable insights and strategies to help you succeed.

Check out David Silva: https://www.mindbodyempire.com/

Owning a business is a challenge. Knowing how to keep innovating in your business is an even bigger one. Join restaurant owner, motivational speaker, and innovation expert Sara Frasca each week as she guides fellow business owners in taking the next step to level up their business. If you've ever pondered hiring a business coach but want a sample first, come along for the adventure!

Send us a message to join the show for free business guidance: https://pointnortheast.com/contact-us/

Sara Frasca is the founder and owner of Trasca & Co Eatery in Ponte Vedra Beach, Florida, an experienced and engaging motivational speaker, and the CEO of global business coaching firm Point NorthEast.

Transcript

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You're listening to level up your business, the podcast where we talk to hardworking business owners and leaders and help them solve real issues in real time. I'm your host, Sara Frasca restaurant owner, keynote speaker and business coach. I've spent my career not only in corporate America, but also as an entrepreneur, carrying on my family's legacy through my restaurant, now a business coach and consultant. I'm helping other businesses to use creative problem solving and innovative thinking to drive lasting change. Stay tuned to hear some inspiring guidance that will help you to level up your business. All right, well, let's get going. David, thank you so much for being on our show today. Mike and I are super excited to chat with you. So thank you for taking time out of your day. Oh, yeah, absolutely. Thank you. Yeah. Mike, how are you today? I'm doing great. How are you? Well, I'm good. I'm always excited to see if we can't help another entrepreneur, another business leader. So let's dive in. David, I know you really well, because a few a couple or three times a week, thank you. I should do this as I saying that. People will know our relationship. So David is the founder of Mind Body empire and is my personal trainer. And, you know, we've been working together for quite a while now. I just admire your work so much, but tell everybody about your background. So my name is Davidson Silva. I'm originally from Brazil, and I have been out in the United States for about 22 years now. And back in 2015 2000, now 2013 I launched with the company, my body pie, it was always my passion. I grew up into mixed martial arts, being in the military for several years as well. And like growing to the fitness industry, as always play soccer, all kinds of sports did judo Did you know rapping to GG too late on in my life, I just felt okay, this is this is my path, you know, I have to do something about this passion that I have for for fitness and for sports. And that's when I started diving in putting my focus into you know, becoming a personal trainer did a did sport science in Brazil, that's my my background. As far as the school, the the sport science, I had a little bit of background in physical therapy as well. When I moved to the state, I just kind of continued diving into more researching and science and sports. And 22 years later, there we are, we're here with my writing prior and helping all kinds of, you know, level of athletes, clients intrapreneurs, working with elite athletes for competitions, just weight loss. And that is several areas, you know that I'm having clients right now. Mike didn't know I was training to be a bodybuilder. I did not only because I think this adds to the credibility, you know, you obviously famous, maybe TMI for everyone, but I had back surgery, I had a very kind of minor back surgery, because of my gymnastic stays and had an injury. And I was doing the surgery in the physical therapy at the Mayo Clinic here in Jacksonville. And I said, you know, I'd really like to take up with someone that can help me get stronger and stay fit and all of those sorts of things. But also is very attuned to keeping me safe, because I literally at the time, you and I started working together, I couldn't move without hurting and so anyway, fast forward, I feel stronger than ever fitter than ever. I feel like the number one thing that is like, the most important thing is that I am not in pain anymore. So that you know, I know, I know. So that is my kind of, you know, PSA to the world. Like, you will have done wonders for keeping me out of pain. Chronic Pain is no fun. So, all right, Mike and I both having kind of big, big corporate experience as well as kind of, you know, entrepreneurial startup experience. We are helping business owners and business leaders to transform their businesses simply by trying to give them some ideas of whatever is keeping them I told you and I can I don't know the answer of what you're gonna say so I'm excited. But what is keeping you up at night? What can we dive in and help you solve in the moment um, I mean, I mean, I could go over with that question. But mainly, I always think, every time every time every night, you know, one day, one day after the other, when I wake up in the morning, or even when I go to sleep, I always asked myself, How can I serve better? How can I expand the amount of services, not just for the growth of the company, but also to help more people, you know, and they ended the day when it comes to health, longevity, how we feel day by day, you know, example, you, you had your own experience, from the beginning until now, how you felt before. And now so I work with a lot of people that usually come from chronic pain that has been 24/7. And it's so grateful in the wording when you can actually work with somebody a few months down the line, and the person is a totally different, you know, scenario that you see, the person is happy, I can move, I can run, I can wake up, I know feel pain, I have good vitality, it's just, it's a joy to me to be able to one put my passion into practice every day, you know, everyday when I wake up in the morning, it's how many people will be able to serve today. The second thing is, it becomes most 98% If not 100% of my clients, it becomes family to me, because it's people that literally, they call me every day we talk every day, we chat every day, we go through, you know, what's what's bothering you to, okay, let's fix let's train, let's incorporate nutrition, let's incorporate the training techniques, and it's there is so much feedback, you know, that sometimes it's like, you're bound, you know, you bound completely with that person, because now, you're not just about, it's just not about the training anymore. It's about the lifestyle of the person. You know, and that's what motivated me so much to try to grow into trying to spend the business because I really have the feeling of I like to serve I like to help, but sometimes is, you know, I am just one person, as a one, one person, not the business and hire more people to do the same thing. Sometimes it's difficult, we have challenges trying to hire the same type of professionals to have in the same mindset that we have. And also to work at the same level. But mostly, like, you know, sometimes I think, okay, what can I do, that I will be able to achieve more people reach more help more people all at once? You know, that is a lot of system, sometimes applications and things that we can do. But even then, it's you have various you know, how to achieve, how to be able to, to pay for all those those tools and even WorkSource to be able to accomplish those goals, you know, mainly is that it's interesting, because I think your two topics are perhaps even in conflict with each other, like the first one is how do I serve more people? Possibly I know, there was like, How do I serve better? But if it's like this one to one relationship, where you're really, I mean, that makes the scalability very difficult, because that close connection? So I mean, my my first question would be like, you know, it sounds like this is a boutique model, right? Like you are high service, low volume, and there's a max to that. So I don't know if there's like a personal satisfaction in that in that model, or if you're hoping to grow and scale and have I guess that's my question. It's the two things right, I would like to be able to grow and scale but at the same time maintaining the great service that I like to have and, you know, sometimes that can that can be challenged that can be difficult to achieve both at the same time. Because you have to think because we have to think on quality, you know, Sometimes you grow so much. And quality sometimes goes down. And that's one thing that I try not to allow that to happen as far as quality, because you growing so much quality will deceive how much people you can serve, you know, to me, I think quality is the best, you know, the better quality, the better service you have. So it's not, but I can totally understand your point on, you know, it defeats a little bit of how to scale, you know, when you have too much quality, and you want it to stay concise, it fights again, the probability of growth sometimes, you know, I'm trying to accomplish, I'm trying to accomplish both. That's a challenge for you guys. I think you can accomplish both, I just, you know, it's just going to be maybe a different model to the first part is what you're doing. Part of it is science, part of it is art, right? So the science is easily replicatable. This is the the formula of you know, nutrition, or whatever else may be on the scientific side of what you're doing the art form, which is not scalable, is when you're looking at somebody saying Valier, you know, your your form is off, and all of those, you know, really insightful feedback that you can provide based on how somebody's performing, I think, you know, what I see for you as as a means of reaching more people is keeping your boutique business and then potentially having like a social media platform where you're reaching much broader audiences where you're talking about the benefits and nutrition because there's, there's so much noise in that space, that it's really hard to get that authentic feedback from someone like yourself that, you know, this is your lifestyle, I would much rather hear from you, what I should be doing what I should be eating, how I should be stretching in the morning, or what else, you know, rather than, you know, a random tick tock video. So I think there's a great opportunity for you to have a social media platform to be able to reach a much larger audience, and then keep it maintained. Because as Sarah pointed out, it's not possible you're you're limited by, you know, your scalability is limited to you, unless you can replicate yourself. That's different conversation. What do you think about like an app Mike, instead of? Or a website or something? Not just social media, but more like, individualized, but through a system? Yeah. And they exist, right? So yeah, he can certainly start, you know, doing training for people in California, or like all over the world, if if we're limited to, if your market locally, doesn't have the capacity to grow, but I think the highest and best use is going to be your local market. If you if you've absorbed every you know, all the clients, you can in your local market, then 100% Go into an app platform. But I think that, you know, I ended up from what I'm seeing, and again, I've only met a couple of minutes, is keep that core business really tight to the chest, because that's, that's at the heartbeat of what you're doing. But you have great information that should be shared with the world and, and there's no better platform than social media to be able to share them with. But the real solution you came up with was to clone him. I just want to Yeah, 100 sure that that was stated overtly. Okay. No, what do you want to say? Yeah, no kidding. My Kate's working out so you would do him? Yeah. Um, okay. So David, I have a question in trying to answer this. Where do you find your best clients? Like how do they get to you? How do they find you? 98% Word of mouth. Its clients, clients, referring new people, clients refer new customers. Sometimes, you know, a friend that has a great experience with me, refer me to the mom or to the sister to the husband. And it's a very, it's a it's a very unique way. And I love it because I have a family that I train the daughter, the husband, the mother and the kids. So technically, in one household, here I am working with five people in the house. You know, and now comes literally one person had an issue started working with me a few months later, everybody Oh, the friends are noticing. Wow, something's happened here because I can see your body changing. You're getting stronger. You're feeling better, you happier what's going on. And you know, well, I've been training with David for the past six, seven months and the best decision I did and not have a Sunday I get a phone call, Hey, I need to talk to you. And that becomes a consultation and evaluation and then all of a sudden I got a new client. So that has been pretty much my model of work through this years. A lot of referral. In You know, I work with some of the doctors, Mayo Clinic, Baptists out so I work with a lot of physical therapists. So usually, you know, whether I get clients from my clients and friends and family and also from you know, the medical field, physical therapy, orthopedic, I get a lot of referrals from those doctors as well sending me people from you know, post back surgery or have a neck issue or sometimes have a knee surgery. And I help them because what happens today the medical center, see what's happened on that is you have a surgery, then you have a physical therapy, and they stop that protocol right there. Oh, you good you Healy's from your six, eight weeks physical therapy, but they don't do the hang integration of getting somebody that you know, can be an athlete, or can be just somebody normal that had a fitness, a health fitness lifestyle, and they don't integrate teaching that person how to integrate back into fitness. And usually there's a little gap, somebody tries to go back to fitness too soon. And usually they Hey, injury, what they just went to a six, eight weeks for habilitation. You know, and that's the between gap that usually I come in, I get the person, I do all the protocols from getting from physical therapy to a health fitness back again, you know, and that's when we move the needle going up, getting better, feeling better, back to normal fitness levels, you know, that kind of stuff. So, I do that a lot in our work with a lot of people that way, as well. It seems like with the quality, you know, like, like, the quality is high, the quantity has to be low. So the price has to be high. I mean, I, I would just say like, you know, from a business perspective, except for me, I think you should raise your prices. I knew Mike would laugh. Um, but I but I am being serious, because I mean, there's like this, you know, there's a, there's a scarcity model that you have, and I do want to talk about bringing in and building a team, because I do have an idea for you there. But I would say, you know, I think obviously you can't price yourself out. So the market can't absorb it. But we live, you know, in in an area at this point of either beach area, and some of the surrounding areas. You know, there are a lot of folks that have disposable income they have the eye would say good wealth. I mean, a lot of folks, you know, they have their second homes here and things. So I'm just thinking, you know, it again, it makes me like your prices probably need to be high. And maybe picked up, you know, being able to pick up some of the other programs. I didn't know what certifications are for that. But there's certainly but what how much capacity do you have at the moment? So, you know, could you take on another 50 clients? Are you looking for one or two or what's what's your right now right now I'm changing a little b, adding some different services. And I'm gonna start doing it through an app. So I'm going to be launching my app, my fitness app, which is going to allow me to do more also the online coaching. So because right now I do have online clients, I have clients that leave Miami, New York City, Georgia, Atlanta, Tampa. That is some of the clients that I work with no bodybuilding competitions, I do those reps as well. So usually those clients, I do it remotely with that app, launching my new app is going to help me to be able to coach them on more real time in a more interaction one on one. The only thing is the physical part of it, you know, it's me coming to the person and training them. You know, I'm only able to do this locally here in Jacksonville. For the other people that I'm reaching on a higher scale. Those clients usually I'm doing online coaching and they love the service what I have to offer, you know, it comes down to strength training and nutrition weight loss program, I continue doing the same. It's only matter. Does can the person can the client do the things Just by receiving the tools, which is having that full loaded app with all the information and can they apply those those techniques and everything, some people love it. And some people that is not. So how can I say that is that is two different there is two different types of clients for that type of model. There is people that is more, no, I like you to push me, so I can do it. Now, the accountability of No, I like the trainer to push me. And I have all the people, they actually they love the model of online coaching, because I have all the information on my phone, I can go anytime of the day, I can just look everything's there, my program is there, my nutrition is there. If I need David, I can just message I can, you know, it's everything in real time. As far as communication, that is videos, you know, they can chat with me in the video, they can have a consultation, they can just ask me a question. So we have a great interaction as far as this. But that is two types of clients for that. That is clients that love though online. And that is clients that they don't do so well with online, they prefer the interaction one on one that's exciting that you've got the app going, I mean, that data leave will add some scalability and some accessibility. I mean, even I was thinking about, you know, the fact that I travel quite a bit, I mean, the able to do you know, things from the road, I mean, that that allows for a more allows you to continue exercising and following up the program everything. That's right. Just curious is what are your takes on the pizza the Tara and takes when she's traveling? Because there have been a couple of mentions and Mike, you're not supposed to tell David? He's not supposed to know. I'm gonna make all those notes. Dear know, Mike, and I actually both consume a lot of pizza. And we actually have kind of a pizza challenge going on where we go around to different cities, and we're testing different pizza. Nothing has beat traffic it yet but we're on the lookout, absolutely not. So. Okay, so what does your future vision look like? I'm expecting a good growth this upcoming years, especially like, interacting more, you know, with online coaching, being able to spend, but also creating different courses. I'm looking to implementing things like this as well. Great. So that's really great. One idea on the courses is just like, you know, things that are perhaps fit for different sections of life, right, like coming back from, I remember, I had to seek out a trainer and I shared this with you, after I had my kids. I was like, Alright, back to being an athletic person, like I would, you know, I'm done having children I want to, and that was a moment for me. But again, like most women who have children, that is a moment, so you could also focus on, you know, teens coming up on, you know, college, athletic careers or whatever. So I liked that a lot. You know, the online component as well. I mean, there are a lot of, you know, elderly folks that could really benefit from some really good online courses that, you know, were able to be done at home, whether they're in a, you know, independent living situation, or assisted living or whatever it is, but that seems like and I kind of remember my grandmother doing that at one point. And so that's great. Let's see, I had another question. Now. I forgot it. What about I mean, are you doing anything with the military component, your connection there? Like, are you training or two years two years ago? Right after? No, I'm sorry. Right before right before COVID? I was actually training. Feel FBI agents for the uprep. You know, I was I still work with some of them. I do also help the folks on the military with the power of their endurance, their strength, especially when they have to do PT every six months or so. Usually, if they don't pass they have one chance. And if they don't pass on that usually they pushed to the reserves or they get kicked out, sometimes depending on situation, they lose some of the benefits, you know, there is a little bit of a complication there. And because I know some of the people in town, I was able to actually work with some people in that situation of, okay, let's get your program here. Let's see what is the default what's going on that you're not able to, you know, to succeed in your tests. And we worked through that, you know, for like few months, and they were actually able to go back and retest it. And they were just fine. With special operations as well, people from FBI and things like this, usually, they have to be in the top level of endurance and strength training, because, you know, depending on operation and things like that, you have technically, you look this way, you have to be able to battle. You know, you have to be on top mentally and physically, you have to be sharp, you know, so I have I have a program for that as well. I think there's a couple of verticals for is focusing on different sports, you know, whether you're playing golf, there's certain muscles really, yes, I know motorcycle riding is, you know, is a big one, there's just, you know, focusing on people that are trying to do a specific, you know, whether it's tennis or this or that these are the these are the exercises in the muscle groups that are works with your sports background, having a specialized might also be an isolated to market. I was also thinking first responders, like I remember, a very close friend of mine, became a firefighter. And she had to go through immense amount of training and had to do, yes, you know, a lot of things. So I know she trained quite a bit. Okay. So let's see keeping you up at night better service. That's where I wanted to go back to. I'm just sort of curious, I know, Mike has studied a lot of some of the best service providers in the world, including Disney, Ritz Carlton Tresca. So I think, you know, on that front, one of the biggest components for me is empathy, right, and having empathy to know what someone will need before they even know that they need it. Yes. And, and so I feel like, as you grow as you continue to service, folks, I mean, it's, it's also teaching your team, what is going to be a possible, kind of anticipating those possible needs, anticipating kind of what someone may need. And I would say, serving that, you know, with the kind of heart that you're talking about, as if they were your family member. So I mean, I think that, to me, is best built through kind of defining your core values. So who what is, you know, the, what does mind body, Empire and body like, what are the components, and then as you find people, you are making sure that they match up to that, because then they will come with the same kind of ethos that you have, you know, brought as you built the business. So that was just one thought for you. We work with a lot of clients to make sure that they've got those pinpointed that they're accurate, that they know exactly what types of behaviors come to life when those are true. Yeah, I think I think what you find is it's usually something that we're you're fixing in a business, at least from my personal experience in running companies, if you're going backwards and reinventing instead of doing on the front end. So if you can, you know, start with your core values in lining up those people you'll you'll miss, I have to go back and fix it later step. Absolutely. Yeah. I know, You've brought on a bunch of coaches in the past and had trouble with that. So I think, you know, it's, it's like really having a good, thorough investigation process of there, kind of in the in the interviewing, kind of sections, are they doing the behaviors that match up with those core values so that you can make sure they're going to be a good fit for the long term? Not just the technical expertise, but the culture? Absolutely. How much of what you're doing again, I have limited experience in in your industry, but how much of what you're doing is really highly specific to your, you know, your eye, you're watching somebody's form, I know that there's like, Hey, this is the exercise. This is you know, what you should be eating. But as somebody's working out when you're watching them, like, Hey, I noticed that you're, you're leaning on your right foot a little bit more, and maybe we need to strengthen this muscle. And I feel like that's the area where scalability would really be tricky because you're Gotta pick up something that, you know, CRI. As trainers may not? Yeah, most, most of the times, usually, it comes a comes to that sometimes, you know, I am very truly when, you know, when I'm training somebody the techniques, the form, you know, I tried to go very, very specific to things. And unfortunately, if you, it depends, it really depends, when you're working with a group of other coaches and trainers, you can have a totally different situation happening in the same room, you know, this happens a lot. Like, if you go to a gym, if you observe how trainers work, you probably be able to notice that one or two trainers do really, really focus on the client, what they're doing, how they're moving, how they're lifting their posture, and something like this. And if you scare the room around, you're gonna see the other people they're looking at to the ceiling as the client is lifting. So they'll not really pay attention to the client, they'll just wondering what's happened in the room. And that is something that to me, it's a serious issue, because it only sometimes needs one mistake for you to injure yourself or do something wrong. And that's where sometimes the, when it comes when I mentioned the beginning, like, you know, that is some clients that you can apply online coaching that because they they have good form, they know how to work out and is easily to coach, and you have other clients that sometimes they have a good form, they know how to work out, but they prefer that really individual attention with them through the through the exercise, fixing stuff, motivating, talking, making sure you push them, you measure things you level up the training, you know, that's usually sometimes a little bit when it comes to definition of Okay, are you only doing online coaching? Because you only want to scale the business, you know, because I could just say, Okay, I just want to scale the business. And let's just do online coaching, you know, and you can get clients from coming from everywhere. Great. How much of those clients they're really getting the success that you want them to have? You know, and how to really make sure that they will not injury, they're feeling well, they're having good progression, you know, it's kind of like you mentioned, you can have a little bit of a little issue in the lower back or have some sort of low doors, we'll have one here that's a little bit on level. That is things that you can only measure through real time when the person is in front of you, you know, not through an app sometimes, you know. So, I mean, this is this is a great philosophical debate, because it's the quality versus quantity. And, you know, I just had an idea that I never thought about before, but have you ever thought to expand your business into coaching coaches? So it's basically like, if you're the gold standard for high quality care, or high quality coaching? Would you ever set up almost like a master class or a, a way to coach coaches, because I know there are certifications that you have. But I think if I'm if I'm understanding correctly, anybody who feels like they could train, someone else can just say like, oh, let's go to the gym, and I'm your personal trainer. So I would say you may have the ability to kind of like, get the cream of the crop students and then help to increase the quality of training for everybody, like coaching them. That is another that's another way to I never thought about. Well, I did talk about that in the past. But it's almost like, it's not so much of my real passion of teaching the coaches but actually having the work with the clients. Right? It makes sense, but it's more it's more like it's more like I enjoy it more working directly with the clients because the clients is the one that really needs me for their purpose, right what they wanted to get better. The coaches, the other trainers, it's more an aspect of okay, I'm already trainer, and I'm already doing this for five years or so. I'm coming to you to just almost like a mentoring, you know, like I want to, I want to get some tips a little bit more knowledge Learn from you. And I have done this like, even on like on the freeway, like not as a course, I have a lot of coaches and trainers that have come to me several times, to just kind of like, Hey, can Can I work with you through some sessions just to see picking up your brain to see your techniques, the things that you do, how you apply how you how you interact with clients, you know, because they see, wow, you have a lot of clients who are successful in what you do, do you mind me kind of hang with you for a little bit, because I would like to learn some. And I have done several like that, where I'm just like, Okay, let's go with me on the road for three days. And, you know, I'll introduce you to my clients, and you're gonna be like my assistant. So you're gonna help me through the training, and then you pick it up a little bit, and you can see how we train. And they love it, you know, but I never put that into, Oh, I'm gonna do a masterclass, or I'm actually gonna charge them to do that. I have never thought about that. Well, because I was thinking there could even be a certification, like a mind body Empire certification. And so, you know, if you get to a place where you are the gold standard, then people can say I've trained at my body empire, you know, I mean, it's like, it's like a chef training, again, like, you can go and be the chef at any restaurant, if you say you're the chef, but to have actual training from a great school under a great teacher and master who just a different caliber. I had another idea that that evolves, that involves a lot of license, you know, that's, that's, that's the only thing that I kind of, kind of stay away from a little bit just because of the aspect point, you have to go back, you have to change some license, you have to put processes in places got it formulate formulate classes and work hours certifications, it's a little bit more legwork on it. That's why I'm like, Okay, I don't want to do that, because I just kind of like, you know, it's a lot more work than it sounds. But it will be definitely a great opportunity to spend that way as well. But I think it's just like, I don't know how much I would enjoy doing that. Versus versus work versus working with the clients in general, you know, I don't want to miss the opportunity, Mike, if you want to jump in on this, but I have another idea that takes us on a different path. And I'll let you lead us down the path. Okay, so I was thinking about the inefficiency of you being in your car and coming to your clients, have you thought about having your clients come to you like at a gym or a centralized location? Well, back in 2015, it was supposed to happen where, you know, so between core, we had this plan, that we are creating a boutique service, where we're going to incorporate the medical field as far as you have in your, your primary care, and you have a place to do your blood work. And you can have your doctor right there. And we're going to have all this in house. So it will be a gym, like a boutique style, with medical facility connected to it a massage place complex to it, physical therapy, so it will be one stop shopping for the technically everything that you need for your body's to make you feel well, while COVID hit. And that's when the whole plan change at that time. You know, because it was some at the time we have some investors that were really interesting, they really liked the idea of what we were presenting. We had like five people that were really loving the ideas, we did like a plan, we did a business plan and everything. And unfortunately do the situation with COVID. And we own the lock downs with the gym, medical facilities, they had the big dip with, you know, COVID as well. The whole plan change and once things kind of get back to normal, everybody was already like Well, now we are kind of afraid of putting all the money to this, afraid that we might have a new wave of COVID or something and we're going to be locked into this investment. So some of the investment some of the investors they pull back and change their mind and invest their money in different things. And then we kind of left that there at the time. You know, but that was something that we would definitely with the idea of making like a nice concise gym with a All those services in house. And then after that, it kind of never got to the new opportunity to like, okay, let's make this happen. Let's make a new one. Got it? But I would love Yeah, I totally, I totally get what you say with the time, you know, because, you know, I go back and forth all over the place. So if I have to take all the hours that I drive through the day and just cut it off, then you just see people one place. Absolutely, there'll be a lot better. Mm hmm. Okay. Yeah, and I think you know, on that topic, if he you don't have to, sometimes people have a tendency to over over build something, I think for what you're doing, and you'd rather small, modest space, it could just be a, you know, 1000 square foot with your, your basic equipment. And obviously, if you could travel around with it, you can, you know, have a small spot to do it until it doesn't have to be this multimillion dollar gym build out. Yeah, that is another thing too, you know, because it requires depending on the size of the facility, it requires so much money, you know, you're talking money to rent equipment, maintenance employees, you know, it's, it's so much overhead, you know, and then it goes out to the other model, the brick and mortar where, you know, okay, now this is a gym with a membership, it's not a one on one coaching facility, it's now becomes a membership type of thing. So, again, you dropping the quality, you know, because now it's just a regular gym, you know, you just go get your membership. And the people that go there, they usually they just go for the regular workout routine. It won't be as much as that one on one attention and special service, you know, that's why we're trying not to go on that direction, because then you have all the other big dogs to compare with them, you know, you have so many gyms around town, we are trying to kind of pull away from there, make him more where it's like a boutique service, you have your personal training you have your doctor you have where you could get, you know, the fusions for your vitamins, you know, so it was very type of structure thing. I still think that's kind of smart. Yeah, the player, we did a plan, and it was really, really good that unfortunately, you know, it was a sad situation drew during COVID, that we have to all everybody had to pull back from that, right. I still think doing it even smaller than that, you know, where you just have a really, you know, a 500 square foot 1000 square foot space could be second floor of a strip Plaza somewhere. And, you know, you could really pick up the efficiency of being able to fill eight hours of your day, instead of driving to your clients, if you could find a centralized location and open a little small boutique spot, focus just on you. If the proof of concept works, then maybe we expand out and start bringing in, you know, the med spa or whatever else you're bringing into it. Okay. Thanks for the tip. Great. I hope this has been helpful to you. Absolutely. Absolutely. I got a lot of a lot of good questions in the information. So we need to take a little time to digest those things. And definitely make some some spreadsheet here to start figuring out some of those things. All the ideas. Yeah. It's not you know, the Terry, it's pizza when she's traveling. So you can you can adjust the workouts. Absolutely. Yeah, exactly. Exactly. I that was one of my first notes here. Yeah. Very funny. She did say something about her workouts being really easy. I don't know why she always I know. I know. That would come at some point. Actually, I was on stage doing a keynote not long ago. And I do q&a At the end for some of them. And the lady raised her hand and said, How do we get your arm workout? So that was cute. That's fantastic. That's all very well, thank you so much. Absolutely. Thank you guys. Appreciate it. Yeah, really? I'll see you tomorrow. But also, thank you. And really and truly, I mean, you have built an incredible, incredible system. For me. I know you do a lot of great work for a lot of people in our community. And I'm hopeful that some of these ideas will help you to serve more better, higher quality, but also make it meaningful for you. So absolutely. Thank you guys. I appreciate it. Very nice. Thank you so much. Appreciate it. Thank you guys. Thank you. Thanks. Thanks Thanks so much for tuning into this episode of level up your business with me, Sara Frasca. If you have a problem in your business that's keeping you up at night. Please join us in a future episode so we can help get you unstuck. Just click the link in the show notes and send us a message. Please remember, stay innovative friends