Barbell Shrugged - Real Chalk  — The Entrepreneur Path w/ Dave Driskell  — 39

Episode Date: September 4, 2018

This weeks episode is with Dave Driskell Owner of CrossFit Wanderlust in Bali, international man of mystery, male model, fittest old man in asia, and a laundry list of other unique traits and talents that have gained almost 80k followers on the GRAM.   Dave and I go way back to when CrossFit was originally booming, and Instagram had just started. It was an incredible time for both the sport and social media. Although Dave and I walked 2 very different paths over the years (He was the social media guy and I was the young competitor), we still wound up doing the same thing later on in life. We opened gyms! Super successful ones! On completely different ends of the world!   In this episode, we talk about every single step that we took to get our gyms to where they are. We talk about the contracts we signed, the problems we encountered, things we would have changed if we could do it all over, and so much more. Did I mention it’s super funny? Well, it wouldn’t be a Real Chalk episode if it wasn’t funny ;)   If you have ever thought about opening a gym, a business, or ever just wondered exactly what it all entails, then this episode is for you. This is not your typical bullet point style talk however. We get super in depth and it’s truly an amazing listen with tons of valuable knowledge on decision making and business.   Enjoy! - Ryan ------------------------------------------------------------------- Show notes: http://www.shruggedcollective.com/rc_driskell ------------------------------------------------------------------- Please Support our Sponsor Use code  REALCHALK for 20% off at organifishop.com   ► Subscribe to Shrugged Collective's Channel Here http://bit.ly/BarbellShruggedSubscribe 📲 🎧 Listen to the audio version on the Apple Podcast App or Stitcher for Android Here- http://bit.ly/BarbellShruggedApple http://bit.ly/BarbellShruggedStitcher Shrugged Collective is a network of fitness, health and performance shows that help people achieve their physical and mental health goals.  Usually in the gym, but outside as well. In 2012 they posted their first Barbell Shrugged podcast and have been putting out weekly free videos and podcasts ever since. Along the way we've created successful online coaching programs including The Shrugged Strength Challenge, The Muscle Gain Challenge, FLIGHT, Barbell Shredded, and Barbell Bikini. We're also dedicated to helping affiliate gym owners grow their businesses and better serve their members by providing owners tools and resources like the Barbell Business Podcast. Find Shrugged Collective and their flagship show Barbell Shrugged here: SUBSCRIBE ON ITUNES ► http://bit.ly/ShruggedCollectiveiTunes WEBSITE ► https://www.ShruggedCollective.com INSTAGRAM ► https://instagram.com/shruggedcollective FACEBOOK ► https://facebook.com/ barbellshruggedpodcast TWITTER ► http://twitter.com/barbellshrugged  

I am so excited to air this week's episode with Mr. Dave Driscoll, an old-time friend of mine. He used to drop into a gym that I used to work at in Orange County before I owned my own gym. Lo and behold, years later, we both own our own gyms now. They're both super successful. And we talk about how our gyms became successful and how did we get to where we are at right now. So whether you want to be a gym owner or you want to do something in the fitness industry, maybe you want to be a personal trainer,

maybe you want to start some sort of small business that is not a CrossFit gym, but it is some sort of a training facility. You're going to get some crazy inside information in this episode that no one really talks about. When you're talking to an investor and they want to do something with you, what are your options that you choose from before you start signing some serious paperwork and some life changes? We talk about what that

process looked like for Dave, what that process looked like for me, what would we have done differently if we could do it again, all the little headaches that happen along the way, ways to talk to your coaches, ways to do some different management stuff, ways to make more money in your gym. The way that Dave's gym makes money is way different than mine makes money.

He's in a destination spot in Bali and he gets a lot of drop-ins, whereas mine is more, I'm trying to keep my members there for as long as I can. And my everyday members are my main income. But what's amazing about this episode is just the interaction that we share between each other. It's very fun. It's very very entertaining and we just go on and on about what we have going on. And I just think it's an amazing listen for just so many people out there that are in this space. And can I just say that Dave was one of the first cool people on Instagram ever. He was doing stuff

for the gram before the gram was a thing. Like I remember him taking photos of himself that he was posting that I thought was like super weird and ridiculous to this Instagram thing. And lo and behold, it wound up being the biggest thing ever. And because he was on there so much and he did put himself out there, he had these opportunities that, you know, people loved him and people came to him and he created this amazing opportunity for himself. Whereas for myself, I competed and earned my own opportunities in different ways. So that's another thing that we're going to talk about on this podcast.

And I am so excited to get this baby rolling. Before we get into the show, I would love to talk to you guys about some mushrooms. And I'm not talking about the ones that get you high. I'm talking about the ones that come from Four Sigmatic and all the amazing products that they have at the moment. A couple of my favorite things, the mushroom hot cocoa mix before you go to bed. It literally tastes like a hot cocoa. That is not good for you. But you have the mushrooms in there and you have the cordyceps in there and there's just like all these amazing things that are like body healing vitamins and minerals that we don't really get from actual coffee. And you're getting the same

ritual as coffee without getting any of those jitters or any of those restless nights. So you have a whole variety of different things to choose from. That's just my favorite one, the hot cocoa one. And then during the day, they have this thing called mushroom lemonade. And I put it in my water like all the time. It's got charcoal in it. It makes your water black. So it looks really cool. People are always asking me like, what's in your water? And I just think it makes my water just taste amazing. There's electrolytes in there. There's a bunch of chaga in there as well, which is the main premise behind a lot of these mushroom products that Four Sigmatic has. But it really, really just makes me drink more water than I normally would, especially when I'm working out. I think it's amazing, amazing stuff. The mushroom coffee that they have as well has 50 milligrams of caffeine in it. It's more than enough to keep you alert.

I have it every morning now. I usually mix it with the Lion's Mane. The Lion's Mane definitely keeps you on track, gives you that focus point, and you don't get the jitter effect that you would when you're drinking the coffee. So I'm a huge fan of this stuff right now. It's amazing stuff that no one else has really been doing. So I think it's really cool to try out new things. If you guys have never tried the Four Sigmatic products, I highly, highly recommend it.

It's something I've been doing for a few months and it's a game changer for me. I don't see myself or feel myself like missing coffee as much as I used to since I started drinking these products. And I've been putting them on my Instagram. You guys can see me always tagging them all the time. And people ask me questions. And some of them have been switching over. And they're like, dude, I really love this stuff. I'm so happy about it. And I get excited for them. So if you guys are ready to make the switch from coffee to some mushroom coffee and try out some of these different products that they have, I definitely

recommend that lemonade one for your everyday water supply. You can go over and head over to foursigmatic.com. That's F-O-U-R-S-I-G-M-A-T-I-C, foursigmatic.com. You can use code CHALK, C-H-A-L-K, in all capital letters and get you 15% off everything on the website. And there's a lot of stuff to choose from. If you guys have any questions about what you might want to try and get my opinion on it, just go ahead and shoot me a message on my Instagram, Ryan Fish. Or, yeah, you can email me, Ryan, R-Y-N, at CrossFitChalk.com, and I'll hook you guys up.

All right, boys and girls, Chalk Nation, I am coming at you right now with a brand new hotness. Sitting down with Dave Driscoll. He happens to own CrossFit Wanderlust in Bali. Is that right? I do. It is CrossFit Wanderlust. CrossFit Wanderlust in Bali. I've known Dave for seven years.

Too long. Yeah, he was coming in and dropping in at a gym that I used to coach at in Orange County, which is where I'm still at. And now he's living the dream in Bali, which is, I'm not jealous at all. And then he happened to own his own gym right around the same time I opened my gym, yeah? I think you beat me to the punch. I opened two and a half years ago. Okay.

Three and a half. And I've been open four and a half now. Four and a half. Oh, you got me good. But what I think is really cool about his story and what I'd like to go into today with you guys is when you get confronted to open a gym, there's a lot of things that go into play. Like how much ownership are you going to get? How much work do I really have to do? Like there's the perceived amount of work that you think you need to do and then there's the perceived amount of work that you think you need to do,

and then there's the actual amount of work that you need to do. And then that usually doubles whatever you think it is. Don't you agree? Absolutely. There's a lot of little things you forget that might add to your hourly time to do things, and then it keeps compiling on that. And bills as well. Absolutely.

So we'll get into all that stuff, guys. So I know there's a lot of you guys out there right now maybe you are a personal trainer at a facility and you're thinking i can do better and i would like to do better and i'd like to go somewhere else and do my own thing um or maybe you coach at a gym right now this is like very very um uh practical like i mean i think there's a lot of people coaching at a gym right now and they're like this gym sucks and i can do a better job. And there's probably someone in the gym who believes that you can do a better job. And they're like, Hey Dave, why don't you come over here and let's talk about this gym thing and let's open your own gym. And which is what happened to me as well. Um, for those of you who are listening for the first time on my episode on the barbell

shrugged collective here, I opened my gym off of a personal training client. He believed in me and opening the gym was not necessarily something I really wanted at the time, but he really made me believe that it was something that I was meant for and I'm very happy that I did it and it branched into a bunch of other things like this podcast, which is amazing.

So let's talk about the first conversation that we had with our investors and how that went and then what made us pull the trigger. So I'll go first and then you can go. For those of you guys listening, I do not know Dave's predicament right now. So that's good. So we're going to talk about it and talk about the negatives and certain things and going to get into it. And for those of you guys who are interested in this thing, then this is going to be great for you. This is like gold. Absolutely.

So for me, I was offered you could borrow this money, which I borrowed $250,000, and you can pay me back all that plus like 20%. Okay. But now I'd have to guarantee that I pay him back and at the time there was more gyms in orange county than right there's people in china and there's so many crossfit gyms in orange county we were like the mecca i mean so i think that i think i remember looking back in the day like a 14 or a 10 mile radius yeah there was like 16 or something it was insane

and the guy that owned my old gym that I was working at, he remember making a post about it. And he was like, this is insane. Like, this is not what I ever imagined. And Greg Glassman recently says that he expects to see 150,000 affiliates, which is insane. And I don't think that that would actually happen in a profitable way. Were we at like 16,000, 17,000 worldwide?

They say like 15,000. Yeah. Which is still impressive. Very impressive. That's a lot of growth. $3,000 a year times all those gyms. If I can interject there real quick, I do see though, this was kind of the heyday where you would have a, even in my own circumstance, you're like, oh, fucking CrossFit.

This is cool. This is something totally new. I want to learn about it. For me, I just went and got my level one eight months into crossfit barely could do a power clean probably still but i was so enamored with the sport that i wanted to learn more about it so like there's no youtube i'm just going to go to california take this course you know pay a grand still i'm not the smartest tool in the shed but i wanted to learn more of what this crossfit stuff was and they and uh and they taught you air squats. Yep. Yeah.

And I still couldn't clean. But it was, you kind of, you kind of saw that. I think before I did it, my coaches had only been doing CrossFit for maybe eight months as well. So there was that, everyone was new and it was kind of exciting about it. And I think now you can kind of see the way gyms are going that all these gyms that had opened a lot of them have closed down uh one is because people are opening a gym going fuck yeah i'm gonna open a gym it's gonna be the best life ever i'm gonna make so much money and i don't have to do much stuff and as opposed to i want to open a gym because i want to train someone to make them better blah blah blah uh you can still make some money but a lot of those people kind of went in

the wrong the wrong time or without the the knowledge or without the actual like know how to do anything there's a lot of gyms a lot of closed down yeah so we had 16 in my area and now we have four wow yeah so divide it by four good i think me being in the area probably did not help that situation because my gym is much, much nicer than everybody else's. And we'll talk about what I think about that. Sure. So now we're in the phase where we're trying to make this work. We're trying to find out what is going to be the best scenario for us, right?

Because we're the one grinding. We're really trying to make this thing work. A lot of the stress is on us. So when I was offered the $250,000 to redo this space, first off, I was very, very, very lucky that I got a space that was not on the market. My investor basically knew the owner and was like, hey, you guys don't do well. How about I just give you some money and you leave? And so we actually got a space that had a $750,000 build out. Jeez.

So we put another $250,000 into it and I tell everybody all the time we have a million dollar space. Sure. And it feels like a million dollar space when you walk in. It's nice, yeah. So. It blows,

if you look at it, it's like nothing, I've been to hundreds and hundreds of games and you go into that and you're in shock and you go, oh, this feels different

and it looks. It has a very different feel to it for sure. So, here you go Ryan., this feels different. It has a very different feel to it for sure. So here you go, Ryan. We give you this. You pay us this back. Or you give us 20%. So I have two clients that were pitching the money in. So they originally gave me 60%.

They both got 20%. And then if I paid them back, they still get 20 forever. Sure. However, they sign a lease for my $11,000 a month rent, which is out of control. That's nuts. For five years. So I had to prove to them that I had an account with a million dollars in the bank. So even if somebody wants to open a chalk like mine and they don't want to have investors

or whatever, they really want to try to do something like that, you need to show to that building owner that you have a million dollars in the account to open a space similar to mine. So that's hard to do like on your own, which is why bringing in an investor I think is great. So even if you had that much money, it's really not advantageous for you to put all that risk on yourself when you don't need to. So like for me, for instance, I all that risk on yourself when you don't need to. So like for me, for instance, I took that 20% for each of them. I told them you could have this and I'll hopefully pay you back. But if I don't, I'm still getting the salary that we agreed upon. And I have nothing to worry about. There's no bills that I need to worry about. They're on the chopping block for that for

five years. So I could even start to design my own escape plan at the end if I really wanted to. But that's their investors. That's their risk. And that's their risk. And for them, it's probably not even a big risk. And I do happen to know for a fact that it wasn't because they're very, very rich people. Wouldn't that be nice? So that was the route that I took. And I think that I would do it all over again. And then from there, I'll talk about what's happened after that. But let's talk about what your predicament was.

Sure. Well, first off, congratulations. I do remember when you first told me about you doing this. And I'm like, fuck, that's a lot of money. That is a lot of money that I don't have. And it's cool. You rolled't have and uh yeah and it's it's cool like you rolled the dice and you went for it and like and you had a vision that was completely different than the gym we were training at and the other things that you've been doing so it's it's cool to see

where i want to talk about the vision as well like what your vision is what my vision was but let's talk about your so for mine mine obviously i live in bali indonesia so it's a bit of a different i was the second gym on the island to open. I'd been working at the other gym. And then I was like, yeah, I think I can do this better. You know, I have a bigger vision for it. The gym was tiny, the one that was open first. So I always had this kind of idea of saying, you know, I want to, I mean, I truly do love the sport. I want to teach as many people CrossFit and fitness. And it changed my life so much that I figured if I can, you know, that's, this is all I can do. Not not all i can do i've done so many things but this is what i'm passionate about doing and if i can teach someone to lift better or get faster and stronger like

that's rewarding to me it's a very selfish job because i want to make someone better and like that makes me happy when you told me you're opening a gym i was like blown away i was like how many people are going to join a gym in bali that's gnarly facilitate you know and then i went to this really small gym in hawaii a year ago and they told me that they averaged like like hundreds of drop-ins like a month and then i was like huh i never even thought about that yeah so like for you like how many i'll get into it it's pretty interesting the uh so we opened two and a half years ago, almost three years ago, I should say. And I guess I'll give you the way I kind of got into it. Yeah.

There had been rumblings on the island that Dave was going to open a gym. I was looking in a different location about 15 minutes south. And I kind of wanted to do it myself. I found a friend that was kind of going to invest. And we found some property. We were going to have to build the place. I found a friend that was kind of going to invest. We found some property. We were going to have to build the place. I'm still involved. Oh, you built the building.

We were. Originally, we were going to do that because I found a very touristy area. That's the good spot. Not knowing at all how to do this, I'm living in a different country, just trying to figure it out, know like the visas and like getting the permits and sometimes you just slide some people some money and it kind of works it's weird like it's wild wild west a bit not what happens here not at all like yeah you should see the building we built like there's no codes no standards i mean i did it off the best recollection of me and my construction days.

But anyway, so that kind of didn't come to fruition. We were still kind of figuring this out. And there was another gym. It wasn't a CrossFit gym, but it was quite large. And they had a rig that was horribly designed. It didn't make sense. You could barely put on plates when you had your barbell on the rig. It was just strange. But it had a pull-up bar, and it had eight barbells, and it had some wall balls. And they said, hey, you know, we heard you're opening a CrossFit gym. And I said, yeah, yeah, I'm going to do it somewhere else. And they're like, would you be interested in doing it in this location? And at first, because I went in there, I'm like, absolutely not. This is disgusting.

If they're listening to this, no offense. But, like, it was just not at all what I envisioned, not my style, not my thing. So we talked a few times and I said, you know, I said, okay, I'll do it, but I want this, you know, I want X, Y, and Z. I want to have a majority ownership. I want a salary, like you said, off the bat. And I want profit share as soon as we're

in the profitable stage. We also had like an initial investment, what they had purchased before, about 60 grand worth of equipment. So I said, all right, well, we'll pay that off in three years. Like say, I want to, we'll pay you off in three years, no interest. And they said, yeah, that's fine.

So, you know, I did have, I kind of had the smarts enough to say, well, I want this, I want this. And, you know, in hindsight, I'm very happy with it. I love to own more of it. So I own 38%, I in hindsight, I'm very happy with it. I like it. I'd love to own more of it.

So I own 38%, I should say, I guess, of the business. I have two business owners or two partners. Do they do anything? No. So I mean, yes, they help out. But I do all the programming. I'm the front of house. I'm the face of it.

Are they in to CrossFit? They're doing it a little bit. They're not I'm the face of it. Are they into CrossFit? They're doing it a little bit. They weren't into it. My business partner comes, works out every day at 7 a.m., and he's gone. That's great. And that's it. That's it. Okay.

We don't really talk about it very much. I do everything. Sure. Yeah. Which I wish I had someone to help me out, but it's kind of nice. I almost feel like I am my own boss. Sure. Yeah.

So there's that. That's great. They give me the full reins, and that's what I said, too. I want feel like I am my own boss. And sure. Yeah. So there's that. That's great. They've given, um, I have, they give me the full reins and that's what I said too. I want full control. It's my, it was my name. It was my vision. It was my everything down to like the logo is I've done. So like, um, yeah, it's, it's, it's gone mental too. Like I was, I was happy. Like, Hey, in my head, I was like, Hey, if I had 30 people come in, cool. I'm living in Bali. I'm coaching, working out. The beach is nice. The sun is there. It's great.

And then two and a half years later, we're hitting numbers that are close to 240 people a day that are just coming through the door. And I'd venture to say that's about 70% of that is transient. So people aren't actually living there all year round. We probably have 80 members. And then, you know, the other 140 people that come in per day are there for a day, three days, one week pass. We sell two week pass and then monthly. So it's bonkers. It's drove me mad. Like it's fun. Did you even realize that that was an option? Like all these drop-ins? No, because I kind of, I saw what the other gym was doing and I, I knew, I think I can do this better. I have a different vision. I want to go bigger. I want to have all the equipment I want

to have, you know, actually James Newberry told me once he said, I want, I'd come over, but if you need, could you have a few more things of equipment or you could have this, could you have this? I said, yeah, sure. I'll get that because I want to have all this stuff that you can do to train anyone, anything. And that's kind of been my focus since we've opened. So since we've opened, we've expanded. We're almost 10,000 square feet. We have a cafe with food and coffee. It's just bonkers, man.

So people are coming in. We have little kids' gymnastic classes. I don't run that, obviously, but we kind of outsource that. And it's just a fun little hub where people are on vacation and they're coming in to work out. And it was at first going, Hey, I'm in Bali. There's a CrossFit gym. We can go to CrossFit. Now I'm actually hearing from people saying, let's go to Bali to go do CrossFit. And then, yeah, we'll surf in the afternoon. And like that, that's bonkers, man. That that's how cool that it's a very nice honor to hear that because someone's saying that they flew out here

to come train at my gym and that's cool like you know same with you you get people that are like i'm in newport beach i want to go visit this gym i've heard about and yeah it's it's it's insane i'm so happy like it's it's the best thing ever has any of that stuff changed since you started so like now we're almost three years in or whatever whatever as far as like ownership or the... Yeah, you paid off the bills and stuff? Yeah, so that initial loan, I set it out there like three years because I knew that's quite a bit of time

to pay off 60 grand. I wasn't sure where the gym would be or how it was going. So that's nice because that was interest-free. Don't have to worry about that. That'll get paid off. And then, yeah, so now it's all done. Since then, we've put $200,000 into the gym because we've

bought, you know, we had crap. Yeah. At least. I mean, with the expansion, the remodeling, adding an office, a physio room. I mean, my first order had 60 barbells in it, you know, like you've done this, like 60 barbells, you know, I think our whole, it was 15,000 kilograms of weight that came in with kettlebells, weights, plates. Which is expensive to ship to Bali. Yeah.

And so that's the other thing. I bought it all from China and had to figure out. So I'm like, all right, how do I import stuff into Bali? So that was a fun few months to learn out. And then a fun longer few months to wait for it. And then you got to pay a guy to get it through and this and that. And so even right now we have, uh, we have about 20 machines waiting in the Harbor of Jakarta right now that just shipped in from Taiwan. So I'll be going home in about five days and hopefully get that out.

Right on. Yeah. That's so awesome. Um, for mine, um, it's, it took me four years and now I officially did pay off my loans. And then also I dropped one of my investors. Okay. So... How'd you do that? This is an amazing story. I don't know if I'm allowed to talk about it. Yeah, see, I'm a little flush right now,

if you can see, because I was like, I'm starting to talk some business shit and I don't know if they should... Are they going to listen to this? I mean, yours wasn't too bad. It's not in malice anyway, too. Like, it's all... I'm pretty open about it.

This one's going to blow some people's minds. So, I'm, fuck. I mean, this is gnarly. So, all right. I'm coaching one day. And the FBI comes in. Oh, my God. And says, are you Ryan Fisher?

And I'm like, yeah. And they're like, oh, we need to talk to you. And I'm like, one of my coaches for sure just hired a fucking stripper. And like this chick is going to just like go nuts or something. Right. So I'm like laughing. I'm like laughing, you know. We go in the room and she starts telling me about one of my investors and how he's like under investigation and all these things.

And I'm like, holy fucking shit. This is insane. It's basically more of his father did some really sketchy things um and basically they're saying a lot of the money that he has he has hundreds of millions of dollars i mean he's actually he's a billionaire with a b okay um he still works out every day in the gym um but he was under investigation for all these things and they're saying a lot of his money that came from his parents that were you know the money is not okay money in certain ways um he's able to invest in certain things and do this and this and this and this

and basically this is one of the things that he invested in with money that wasn't okay okay so um he gave me you know 125 000 He gave me half of what I originally used. And then basically the FBI tells me, they're like, all right, well, we're going to see some of his assets. So we need you to give us $50,000 and you'll just own the rest of his ownership. Or basically we have to shut you down. And I was like, all right, well, here's the deal. 50,000 is one hell of a deal. This is only a year in.

I'm one year in. I haven't made any money yet. And I'm like, oh my God, like $50,000 is like all I have in my business account right now. And I can't give that to you. As amazing of a deal this that this sure that this is basically what I have to do is ask my other business partner for more money which will take equity away from me or ownership away from me and then to pay you guys off so I

hope you guys understand my story I don't have anything and this is something that was a life changing experience and now you guys are going to ruin it for me. And I didn't even know who he was. Sure. So how about I give you $20,000 and you give me the ownership and then I pay his tab and we're good to go. And they wrote back and they're like, 25. Really? And I'm like, no.

Like I literally cannot do this. And I gave like, no, like I literally cannot do this and I gave them my whole life story and they wrote back and they're like, 15,000 and I was like,

done. Really? So, Is it kind of like they wouldn't get anything at all or? I mean, it didn't really matter

because when they seize people's assets, they always, Sure, yeah. They're taking a percentage. Yeah, it's always going to be a percentage and they just figured I was a good kid and they looked into my record and stuff and they were people's assets, they always... Sure, yeah. They're taking a percentage of it. Yeah, it's always going to be a percentage. And they just figured I was a good kid.

They looked into my record and stuff, and they were like, okay, he's a good kid and whatever. I told them, you look me up, I'm a straight shooter. I mean, this has been a life-changing thing for me. I'm really hoping this changes my life, and I'm just trying to be on a good path. And I just gave them a sob story. So basically, I had purchased $125,000 for 15 grand.

And I got an extra 10%. So I went from 60, 20, 20 to now me and my other partner are 70, 30. Yeah, that's great. So that happened. And then at this point now, we're four and a half years later. But four years later, I paid off all my bills and now we split the profit sharing, which I haven't actually got any of the profit sharing yet just because we're not really sure what we want to do with the money. Right.

So in California, for those of you who don't know, you get pretty waxed on taxes. So if you talk to other rich people, usually their strategy is, all right, well, when you make the money, take that and put it into something else and keep investing into something else and something else. And you're always taking a loss at first. So basically, you either give that money to California or you invest in something else, lose a little bit in the beginning, but it almost balances out. Sure. Because you would be spending that – you'd be giving the government that money. money yep or you can pay some of it and take a loss on something else and it almost evens out it's crazy which i never even knew yeah and which is why i love my business partner and i will never buy him out yeah for sure because he's he helps me out with great things

like that yeah my one of mine is the same he does all the kind of finance financial things i do a bit of it but uh he's really good at that stuff. Yeah, exactly. And like, I could spend way too many hours trying to figure that out or just let him do that part of it. So that's one thing I want all of you guys to know out there is basically when you bring somebody in, you have to think of that as like a marriage.

Like, you're going to have this person for a very, very long time. And sure, you can get divorced, but like, that's going to be super messy. It's almost worse than having a wife. I mean, you have this... You can either have a silent partner that doesn't do anything, or you can have someone that brings a little bit to the table.

Or for you and me, you have a guy that can handle that more business-y, not business-y, but the financial stuff that we don't have time to learn about yet or know yet. And that way, you can focus on the stuff you're doing programming. And I think there's only two people you bring in. You bring in someone who has a lot of cash, who's not worried about the amount of money they're giving you. And worst case scenario, they need to give you more because things aren't going very well. Or two, you bring in someone who's going to put in a lot of hours. Like they're going to work just as much as you. They're going to make sure that everything is nice all the time. They're going to pick up that piece of toilet paper in the bathroom.

They're just putting in that serious, serious sweat equity. Sure. Those are the only two people that I believe that you should bring in. And then for those of you, another reason to bring in that person with all that cash is so you can sign a lease for a really nice place. One, or have someone to back you up when you need it right it's like you and your other buddy who love crossfit and the two of you guys together have sixty thousand dollars and you're gonna get a hundred thousand dollar loan from the bank or whatever it's gonna be and then you guys are stressing all the time that is not the way to do

it right i do not condone it and then at this point in the game i also don't condone anyone opening a gym that is not like you walk in and you're like fuck if you walk in anywhere and don't say fuck like it's not gonna work sure i mean i don't care how good your trainers are there's just too many options nowadays like people walk in my gym every time and they're like how much is it like 200 bucks a month and they're like okay yeah and every gym i've ever worked at in my life 200 hours a month why like every single time and i was embarrassed as a coach constantly embarrassed i was talking about this uh i was just in houston and yeah you can't the the gone are the days of just having like rolling up a garage door

and then like you walk in you're looking for the coach or like hey excuse me how does this work or what do i where do i how much is it 200 bucks what what so it took you 15 minutes yeah i want to talk to you yeah so like you can't you can see the differences and i think you you are we're trying to like as much as it's a garage feel whatever you want to be presentable i like i'm the same like we charge 160 and i'm saying uh yeah look at look at the place there's 60 barbells there's new things here everything's clean you have a towel like we're giving them a service like and i don't want it just to be uh you can work out while you're here i want them to go fuck i want to go there to work out because they provide x y and z you have

towel service yeah i mean like i spend 600 a month washing towels it's stupid but then i go yeah but 230 people come per day sure i gotta give a towel you know like i can tell you right now there's people in my gym who would sign up just for the towel yeah 100 it's little things like that like it costs but like if you amortize that over like the amount of people are coming per day like that goes a long way someone's like especially in bali you're sweaty as fuck you're like i want a towel like it's just nice to have, you know, something else. Like, and I don't know. I want, I, I, my biggest thing is I, for me, I have one chance to impress the person that's

coming in because they might do a daily drop in their pen. $20 drop in. I want them to have good coaching. I want to have ample equipment, good barbells. Uh, you know, the place is clean. And a good review. And a good review. Exactly. Because that comes back to me. Yeah. And I think that would be something to tell

a new owner, like, and new coach, like I tell my coaches, like, you guys need to be 100% on all the time. And even though we tell our coaches, you know, don't grab your phone, don't do this, don't do that. Every gym owner has those kind of rules even with mine i'm like this person's gonna come in for one day they don't know who you are they don't know if you had a bad day or uh you hurt your ankle the other day so that's why you're kind of moping around you have to be 100 happy on it like love coaching putting people in positions like you need to be fucking the best person in the world like you have to do that because what if they come in and go eh the coach was like yeah i'm gonna go home and i'm gonna write a trip advisor

review or whatever and that's scary for me because so much of our business is reliant on transient people you know we have great reviews but like if i get like a four star i'm like what the fuck like you know yeah why isn't that person happy? Like, they should, we do everything to make you happy. Like, I want them to be happy. I have one four-star review in all of time. Like, all my Facebook is five-star. Yeah. All of this is five-star. All that's five-star.

Everything on Yelp is five-star. And then there's one person who put four. And it's the most ridiculous review ever. She basically says, I cannot believe they wanted um an extra 75 for a nutrition consultation i'm like you want us to give free nutrition consultations that's what you're mad about that's why you gave me four stars that's ridiculous i was like blown away by that i wish i could take that off but ours was something about like you know we've been to so many gyms and usually they're so welcoming and uh we didn't see much of a community at my, at Wanderlust. And I'm like, what?

I only know your gym as a community. Yeah. Every other fucking comment is like, man, what a cool community. Everyone's there and you meet people and you go out for a beer and whatever. Like, and I was just like, I want to like reach out and be like, can I buy you, can I buy you a beer? Like, why, why did you feel not welcome? But you know, and I actually pose this to my coaches, like, and I hate to be like, I don't want to be the owner. That's like, you did welcome but you know and i actually pose this to my coaches like and i hate to be like i don't want to be the owner that's like you did bad you know but you you kind of

as much as i praise them you also you want to look at the stuff going hey why did we get a four-star review uh and one coach did tell me like well you can't please everybody and i said fuck that you can try to please everybody yes you should try is can. And you should try all the time. And I mean, we're owners, so like I'm always turned on. I'm all ready. It's so much different. It is. When I coach versus owning now,

it's like that person that I literally wanted to just fucking smash their face because they're just so ridiculous. I'm like, oh, well, maybe we can do this instead. Of course. You know, like you don't even care. Like somebody would say like, I don't want to snatch today.

And I'd be like, well, you're fucking snatching today. You know, like whatever. Now they'll be like, I don't want to snatch today. And I'd be like, well, you're fucking snatching today. Whatever. Now they'll be like, I don't want to snatch today. I'm like, oh, you can totally clean, bro. It's totally fine. It's just completely different. Yeah, you do that because you want to. I mean, at the end of the day, they're paying you.

And they're paying us good money to teach them. But you also want to. Yeah, I don't know. You can't be a hard ass. I think we should get into the coaching part of it um i think that's a great topic right now so oh i mean when when i get a new coach i sit them down every time and i tell them my story i don't tell them my story in terms of like i'm a fucking badass and this is what i did i tell them my story because i tell them that every single class that I coached when I didn't own a gym, I was personally terrified to not be everyone's favorite coach. It was embarrassing to me to not

be the best coach because I didn't think the other coaches were better than me. And when I coached, I wanted everyone to know like how good of a coach I was. And I wanted to get personal training clients from being so good, you know, like from that attitude. Um, cause I didn't have any money. So I tell all of them all the time, I said, because I coached the way that I did, people saw something in me and they helped me out. And I'm not telling you that I want you to open a gym down the street for me anytime soon, but I'm saying that nothing great will happen to you with a mediocre attitude for the rest of your life in anything.

Like my mom always raised me and said, even if you're going to work at McDonald's, you better fucking crush working at McDonald's because you'd be the manager of McDonald's and maybe you own Burger King after. You know what I mean? Like there's crazy things that happen when people understand how passionate you are.

Absolutely. Like that passion is the only how passionate you are. Like that passion is the only thing that you have. It's not how much money did you grow up with? How much athletic ability do you have? Like there's a lot of people out there making a lot of money in CrossFit who didn't even go to the games. Sure. There's a lot of people out there who got 30th of the games that are making probably more money than first place at the games.

You know, I mean, there's because there's passion and then there's people respect that like i almost feel like matt frazier doesn't really have passion for the sport he's just so fucking good at it and people are just like damn but i don't think there's a lot of people googling like what's matt frazier's workout and stuff i think there's more people googling like what's brooke entz's workout yeah you know or like i mean i mean sadly yeah i can see you know what i mean or like who's like super ripped i think they're probably looking more like brent fukowski's workouts or something like that because it's a body that they that they want it's not and then or maybe like a fun personality like who's a fun personality to follow that's in the games um gotta be somebody that i can think of right now con porter

no he's fun i mean is he though yeah i guess he is like he puts funny stuff up sure um god i feel like there's somebody i mean i'm fun you're fun yeah for sure um but anyway i don't know i was thinking just like some of the bigger names that are like – that post funny shit and stuff all the time. I mean, that's kind of like I have followers. I am a mediocre old CrossFitter guy. You for sure have followers in some CrossFit games. Yeah, yeah, absolutely.

And so do I. And there's a reason for that. You're athletic and strong and have abs, so. I mean, the ab heart definitely helps. If you want to increase your Instagram game. Yeah. I mean, I just get tan.

I get really tan. Yeah. But, uh, my mom was Irish and fucked me. Yeah. But my dad was Colombian. So there you go.

I mean, I should have get a little more tan. Not, you're not too pasty. That's because I've been in the sun for a lot recently. So, well, anyway,

going into this coaching thing. So I tell them all of that and I tell them how important it is to coach the best you can every single day and how important it is for the rest of your life. And they really do like connect with me on a certain level. They're like, oh, wow, that is a really good point. And when I first opened the gym, I actually would pull a coach aside and say that was an 80 percent effort. Really? Like I was the guy who was like a fucking dick yeah that's not a dick really i mean it's not dick but when you need coaches and for those of

you out there who either own a gym currently or you're you know you're gonna you're gonna open one on your own it's hard to put that class in someone else's hands like when i when i first opened the gym i didn't have any coaches for two months, zero. And then I got one and I watched her coach for like two months. So I was still working just as much. And then letting her go on her own and like even go in my office and make workouts was like hard.

And then I get to the point where I would like leave and like go do something. And I was like, Holy fuck. Like I hope everything's okay. Same. And then. You're still, I'm still waking up and texting him. you sure you're gonna make it on time yeah i did the same

thing so then oh every single morning like are you guys ready are you sure you got 5 a.m yeah and then uh can you imagine there's no one it's happened to me twice oh really i've never got it once where the text like there's people at the gym and no one's here like oh Something I definitely recommend for you guys is you're super og people that are always there at 5 a.m Give one of them a key for sure. Give one of them a key just in case. Yeah Um, i've had it happen in four and a half years happened two times. That's not too bad. One of them was my fault Because I was a lack of communication the coach told me to cover and I didn't remember. And it was my fault, but someone called me and I woke up and got there.

I was like 10 minutes late. Well, that's good. I was wearing literally nothing. Um, at least you answer your phone. Mine's done. When I'm,

if I'm sleeping, it's off. Yeah. I just get up early enough. I have to. So I, I would pull this one coach aside. Tell her it was 80% effort.

I also would get to the point aside tell her it's 80 effort I also would get to the point where she would show up to classes at the time she was gonna coach yeah and I was like hey if you do this again I'm not paying you straight up you're gonna coach the class and I'm not gonna pay you so she got her check like because I pay every two weeks and she's like my check is weird I'm like yeah I didn't pay you for every two weeks. And she's like, my check is weird. I'm like, yeah, I didn't pay you for two of those classes. And she's like, damn, you're really serious. And I was like, I'm fucking dead serious.

Like, you coached a great class, but you weren't there on time. And if I wasn't there, the gym wouldn't be open. People wouldn't be ready to sign a waiver. They'd have to sign a waiver after class, and God forbid they got hurt before. There's so many things that go into it. That same person would be like making out with their boyfriend right as class started. And I'd be like, no one wants to see that either. Like these are things that you guys would never really think happen. And they're so tedious and draining and time consuming.

And people are always like, you know, when you get to the stage where your gym is cruising and people don't think you do that much anymore, and it's like, I'm there all day. I'm putting up with these little stresses. The toilet exploded and I spent $700 fixing it. Or like, I'm trying to give you guys better things, like a towel service.

Or I'm trying to get better equipment. And like, these things take a lot of time. True, yeah there's a lot of minutiae you have to go through it's insane yeah it's not like i yeah i have a good life and i love owning and i still teach 10 12 classes a week but i you know we talked about this earlier we put the hustle in before like and even now some days i'm, I would love to walk in, coach for two hours, and then go home. That's pretty cool. That will never happen ever again. No, no. There's a lot of time where I get up and I still go to the gym. I'm not coaching in the morning, but I just walk around for four hours, greeting and saying hi to people or making sure

the toilets aren't exploding. And every day there's something to do. You know, there's, you can always, and that's a, that's a good point to say to someone, if you, if you're not doing that, you might not be running the best gym. If you're not finding those little things to, to improve, to fix, to clean, or even if you have, like, I'm very blessed. We have cleaners, but I still walk around and go through that could be clean more. That could be, we can do this. We can fix this. Like, Hey, let's put another, uh, planner box there. Let's add some more seating. Let's do, you know, like, clean more that could be good we can do this we can fix this like hey let's put another uh planter box there let's add some more seating let's do you know like i i don't i mean i'm anal and picky my cleaning bill maybe you're more you are yeah plus supplies there you go that's insane yeah my gym gets cleaned six days a week yeah i'm very blessed we have we have

cleaners that clean after every class because we's so much sweat and tronc and stuff everywhere. It's hot as fuck. Yeah. So it's good. That helps. But there still needs to be that driving force. I'm gone for 29 days. I'm sure I'm going to go home in two days and find some things that I need to fix

or clean or do stuff. But that should be a lesson, I guess, that saying, if you're just like walking in high five, your coaches, you know, have a coffee and kind of don't even care, watch them coach. Are you, are you evaluating your coaches? I just started doing it. I do it here and there, but I literally took a clipboard around and walked around and did an evaluation of my coaches and kind of threw them a bit, you know, maybe I should have given a little more, I gave him a little heads up, but I also had like, this is only going to make you better. It's going to make me better. And most of the evaluation was like, Hey, I liked the way you

did some tactile coaching here. I liked the way you did the warmup, you know, maybe next time let's focus on this. Um, and like constructive criticism. And we had like a five minute meeting after a little breakdown. And some of them were like, Oh'm offended i'm like no it's just like this will make you better like and it'll make me better as an owner because like i want you to be the best coach possible um i want to be the best coach possible i'm still learning too but why why are we afraid of that stuff or why do we get offended we should be like yeah okay cool i didn't realize i say um um um um or you know you have those go go-to words. Mine is nice guys.

Like, nice guys, keep going. I say nice guys 100 times a day. So why aren't we trying to better ourselves over and over and over? So I actually have a coaches meeting tab in my phone right now, and I want to bring up some things that i actually wanted to go over with them so for us we have wadify and we do have a shit ton of members and we used to be able to put everyone's scores in right and now we just can't because you'll go into the next class you'll be over and whatever you would put them in for them or the coach would okay you'd be like hey dave

what'd you get on this and that and blah blah and write it all up um and we have that huge screen when you walk in so my one of my things i want to talk to my coaches about is i basically want to say i want you guys to sign everyone in or tell them to sign in as they come in and make sure there's a photo of them so you guys get better with the names yeah And that's like a very, very basic thing. And then another thing is I always want them to talk about things besides CrossFit during the warm-up. How many guys just saw that new movie? Sure, yeah. Engagement. You need to have that engagement or you're really not making yourself

a very community-driven gym. And it's another thing is a lot of these people who follow my online programming for my gym. Cause I, I try to tell people I have these two different programs and I tell them it helps their gym and a lot of people sign up and then they'll say, Hey, there's no warmup.

And I'm like, if I give you a warmup, all of your coaches are robots. Yeah. In my opinion, they're, they're a robot. I don't like prescribing a warmup. I don't either. I don't like, all of your coaches are robots. In my opinion, they're a robot.

I don't like prescribing a warm-up. I don't either. I don't like even really – I mean, every once in a while, if I see a bad warm-up, I'll tell the coach it was bad. It didn't make any sense. But I think for a gym owner to give a warm-up for his coaches is really bad. I've never done it. I hire going, I assume you can look at a board and say, if we're doing snatches, muscle-ups, this and this,

you will know what to break down as far as a warm-up goes. And I've been to gyms, too, where every morning is like, do three rounds of run 210 pull-ups and this. And I'm like, how's that a warm-up? Are we educating anymore? That's the thing. I don't want a clock starter. i don't want a guy to point at the board and be like all right see you in an hour like no way what the fuck you're paying 200

bucks a day a month you should have someone telling you and fixing you and changing you and stretching you and helping you out so that's insane to me so i think the warm-up for those of you out there if you're a gym owner or you're about to have a gym that's ridiculous ridiculous. If they can't figure out their own warm-up, they don't deserve being a coach. Like, don't even hire them right now. Sure. If you don't know how to do your own warm-up, don't open a gym. I mean, that is the single only time that you get to win over the members and say that that is my favorite coach. Because you give a very informative warm-up.

Like, sometimes I'll do stretches that no one's ever even seen. Sometimes I'll do cues, like on snatch and and clean like with the hip crease and such where people are like oh my god i never even knew that sure and that's embarrassing to me that you could go to another cross gym for two years come to mine and tell me that you didn't even know that there was a hip crease on a snatch like i want to go back and do bad things to that person. Just to add on, I agree. I don't ride a warm-up, but if there's certain things like today I wrote, hey guys, I want you to warm up. What was it?

I wanted you to go over the beat swing of the kipping foundational movement. Something like that. I'll throw it in. That should be part of the warm-up, but just don't forget that part. Or I do want an 800-meter run in this warm-up, but just don't forget that part. Or like, I do want an 800 meter run in this warmup, but anything else you guys can do yourself.

Like, so I, certain things that, you know, you want in your program that you're kind of trying to make sure their students are getting in, but like for the most part, yeah. Like if you're going to run, you should run for the warmup. Sure. Yeah. And, and yeah, as much as we all kind of go through those standard, let's do some high knees. Let's do some, you let's do some you know movement movement things mine are still different every day like there's there's a lot of similar

similarities to kind of because i want to put a good movement pattern into someone but yeah it's not sometimes mine's different every class like i have some classes like i don't have advanced classes but people the more advanced people tend to go to a certain class. So that one, I'm not breaking down any of the movements. I'm just going to get them aerobically warmed up. I'm going to get them mobily warmed up with some mobility stuff. We're going to go over some barbell warm-up stuff that they already know. I'll add in muscle snatches and things that are a little bit more complex, and they're fine.

And I have other classes where I'll look around, and there's like three or four new people, and I'm like, all right, I'm breaking stuff down. That's so good so like yeah that's the quality you care and hopefully all your coaches will that's instilled in them as well because for me it's a different story because every day there's 10 or 15 people that have never done CrossFit so about four months into opening the gym I made a decision saying that it's, it's harder, but we demonstrate every single movement that's in the workout every day. There'll be, sometimes we'll be focusing more, like I say, on the kipping beat swing, uh, if we're going to pull ups or toes to bar,

or we'll really break down toes to bar. Like, and people go, fuck, I've been doing CrossFit for two years. I never really thought about that way. And I'm like, good. Then I did something right. You know, like, and it's only because we have to do that every day that it's kind of ingrained now and even though like people might say oh fuck here we go learning toes to bar again but they're getting better and i can see that they're getting better so it's all right but that would be something i tell a coach like not you don't have to focus on every single detail every single day, but if your owner, your coach has this overall, uh,

program they're doing that you're like, yeah, I might work on some pull up technique today and Thursday we're doing, uh, toes to bar. So I don't really have to get into that beat swing again on that, but then we'll, you know,

so you kind of roll through it throughout the week, hitting those things you should teach. You can't, but you're right. If you had all advanced people every time, you don't have to break down everything. But you might just throw in one snippet and they go, oh, cool. No one's going to learn 100% of everything in one day anyway.

So little bits over your program, your eight-week program or whatever. But I do think the coaches should tackle that moment and just crush it. And it might change every class. It just kind of depends another thing i like to go over um is putting the right music on because when i work out personally i don't really hear the music that that well i feel like i completely tune it out but some people i couldn't tell you whatever we listened to at all today. No. But that was hurting. That workout hurt. That was so hard. That was hard.

Anyway, the people can remember every song. And they know what genre is on. And sometimes the coach is just like not really feeling it. And they have slow hip-hop on. And I'll come over and be like, I'll change it. And they'll look at me like they're going to kill me. And I'm like, I don't give a fuck. No one's here to listen to that.

There's a lot of people that tell me all the time, this is their favorite hour of the day. And you're going to have that fucking downer music on. I try to get like either hard, fun hip hop, like party hip hop that you'd have on in a club or we just have EDM on. And then if you do have rock on, it's got to be like super bad-ass classic stuff like ACDC or something like

that. I agree. I struggle that a little bit with some of my coaches because some of it's just – I don't know if I just hate the genre that she puts on. I'm like, oh, my God. I'm like, we need it going. We need to be moving, guys. So hip-hop really gets into it a lot of times.

Especially max lifts. So another thing that I even have written down here is like when someone's going for a big lift, you should be like behind them, spotting them, getting them super amped up, not just like looking over and being like, I wonder if they're going to get it.

Like the, the lean, just looking at them. I like to like throw my arms up, be like, everybody just fucking yell at so-and-so and whatever. And like, that makes a huge difference.

People will be like, dude, like that helps so much. And then also the power of a high five. I tell everyone the power of the high five. It's right here. It's got the little blue mark. The power of the high five.

So like written notes. There is so many people that get off on getting a high five. Like there is girls that like are in the gym. I can tell they're like a CPA or like someone who's behind a desk all day built up and like they probably just pr'd something by five pounds and aren't even gonna say it because it's such a small amount of weight or something and i'll come over and be like hey that was awesome i'll give them a high five and they're like they put their hand up and they they they literally cannot stop smiling that's so good they're so pumped on it and then like

i'll be walking around the gym like when the workout's going on and I'll give like casual little like low fives to people. Just like give them a little smack and stuff. So not just at the end of the workout. Yeah. That's good. I give them around all the time and I feel I can feel the energy like go through them. For sure. Like into me and they're just fucking amped on it.

Yeah. Especially when I'm working out like the owners there working out and you get a high five in the middle of the workout. Like I'm not so consumed in my workout that like I don't even care what's going on. Yeah. Get people like a little bit of encouragement. Fucking freak out over that stuff, dude. It's huge.

Do you think that's like for me, it's kind of ingrained like every class I coach and any of my coaches, after the workout, we walk around and pretty much fist bump every single person. Oh, that's right. There's a lot of fisting going on. Yeah, I like that. It's just like we do it like it's just and that's just how it is every no matter what there's 40 people in a class sometimes you're just boom boom boom boom like but like it's

just kind of like a little like bones it out we just fucking died for an hour and like i was your coach you're my student but like it just kind of connects a little bit and i'd be surprised i wonder how many people do that like those little interactions because for these bigger classes that come into mind yeah people are scared that might come in and go i just did that workout and then you know it's it's over and you put your score in and then you don't know what do you do now and that was like my experience when i first got across it i was so excited to go to invictus and it was probably like my least favorite gym still to this day really just no the music wasn't super loud there wasn't like

that fun vibe it was more like we're really fucking good yeah and like we just are and then like it just kind of like i i i hated it and i really wanted to work out with cj martin like more than anything and work out with his people and i was so excited to be there and i worked out there for like a month because i wanted and this is like when I was competing and he was excited to have me there. And I just was like one day, I just right in the middle, in the middle of the workout, I left.

Really? And like, I saw him at regionals that year and the next year. And like, we just always had like this weird vibe when we walked by each other. And I used to, and I went to cross at PB. Um,

for those of you who listened to, you know, barbell shrug, Anders, the cohost on there, he took me in and they didn't have the best athletes, but the vibe was so fun. I couldn't even, I literally,

there was like never a time where I wasn't thinking about being there. It was so fun to me. And it made all the difference, like even without all the fame of all that stuff. Going back to music though, real quick. I also have a rule in the gym that we're never allowed to not play music. Ever.

Okay. Even after the workout, in between workouts, open gym, everything. Yep. Like, it's got to, not loud, but, like, it has to be on a little bit. Yeah. Because I'll never forget, like, the feeling when I walk into a gym and there's no music on and no one talking. Ooh, I don't like it at all.

Like, you want people. You want to put on good vibes. Like, you walk in and be like, oh, it's boring and dead in here. Yeah. That's no fun. i don't like it at all like because you want to put out good vibes like you walk in and be like oh it's boring and dead in here like yeah that's no fun i don't like it yeah we're the same we got stuff blazing i do turn it down during the educational part of it and then we crank it back up you know it's kind of like you become like a dj a dj slash coach yeah um i know one of the last things that i like to say is everyone gets two points of contact so like a coach might have a competitor style person in class who doesn't need any help on anything and you just walk by and you're like okay and you just go to the next person you start

helping that person and it's not okay to not say something in my opinion like even if they crushed their snatch you should be like dude that was really good absolutely and be like man you're positive feedback yeah like your point of contact your feet like your foot movement was great like your hip crease was good like your eyes were you know forward the whole time like great job or whatever like i like them to say something because i've had people cancel their membership at some point and i would ask like is there any feedback you'd like to give me and they'll say you know i was there for a while and like no one ever even really talked to me and i was like dude i didn't even know you wanted to get talked to like this is like someone

who's like really good and i mean they moved they didn't even they didn't even cancel because of that like they moved to go somewhere else but they did tell me like no one ever really gave me any feedback and i thought that was kind of i was kind of bummed out on that. And, like, for you, I'd just like you to know that. And I was like, huh, that's, like, super interesting to me. Yeah, I think that's – I thought this person didn't even want feedback. So even when I coached, I didn't even say anything to him.

But this is, like, a little bit newer. And I wasn't sure. Like, I was still learning how to coach and run my gym. And, you know, I probably had a lot of other things on my mind. And I was just like, oh, he's good. And I'll help this person over here who literally looks like they're gonna die doing a snatch yeah that is such a good point like i have it differently because we have so many visitors we don't know if they're brand new or they've been doing for four years and you have to look at them the same same way and go you know the same like okay i think you could you know pull under your

hips a little bit more or hey i love the way you you punch the bar you know like so same, like, okay, I think you could, you know, pull into your hips a little bit more, or, hey, I love the way you, you know, you punch the bar, you know, like, so why aren't we doing that? Like, that is another point of a good coach, you know, like, is seeing something, you don't have to fix it. Like, I remember that when I was a first coach, I was like, they're like, what did you, what did they do wrong there? I'm like, I don't know, it looked like a squat to me. But now you obviously can see the differences. But, you know, you could even say, look, I really like the way you extended your hips. Oh, this is a good example. I had my level two a couple years ago. And with Rob Forte was in my class.

Which is just a more embellished version of level one. Yes, it is. Which is amazing. But it was pretty funny. They were kind of hitting on that, like, positive feedback. And so I'm partnered with Rob. And he's a good friend of mine now. But, you know, they're like, all right right uh now we're looking at rob's push trick now what

how could you make that a little better i'm like well let me just tell the fittest guy in australia how to push trick a little better and i was like rob i'd love to see if you can extend your hips a bit more you know like but you can find those little things that like or i really like the way you you know catch caught the bar at the apex or whatever like you know like there's so many things you can do and if you're not doing that like you said these are your notes for your coaches then they're not coaching yeah yeah and then and you're right like you get you don't want someone to walk away going i go in there for every day for 30 days and i smash it but i don't even feel like they said hi to me or talk to me yeah Yeah. Yeah. I would feel kind of weird even just going to another gym and like smashing the workout and just being like, oh, interesting.

Yeah. You know, like even like a jealous vibe would be kind of weird to me. I remember I went to Annie Thor's daughter's gym in Iceland. Yeah. I've been there. It's nice. It's big. It's so good.

So I assume like most of the time I go to a gym and somebody there knows who I am and then it kind of like ruins it for me. Cause I usually like to go in and act like I'm a newbie. Yeah. I like to do like muscle ups and shit and be like, Oh, is this how you do one? And then like,

I like love acting, take a shirt off. You're like, I don't know how I got these abs. It just, dude, I have some stories of things that I've done in gyms where I'm like, Oh,

this is my first time. But like I played, you know, college football or like, I'll tell them like, you know my first time, but I played college football or I'll tell them I did something and I make up a whole different story every time. That's so good, really. Dude, it's the fucking best thing ever.

It literally is my favorite way to drop into a gym. I'm like, yeah, just show me and I learn fast. We'll be good. And then this one time I did it and someone at the end of class was, when we were done, someone was coming in for the next class and they were freaking out that

I was there. Nice. And the coach was like, you motherfucker. I knew it. I knew you were somebody really good. Um, I just catch on real good. Yeah. It's so funny.

But anyway, I was at her gym and her, we, the, the workout was a bunch of running wall balls and toes to our, i'm like okay cool and like it wasn't a lot of wall balls so i went to grab the 30 pound wall ball and her coach was or the coach that she had was like no you can't do that and i was like oh i can like i'm able to it's not a lot of wall balls i think i'm gonna be good and he's like no like he was like but any reasoning or no he just basically looked at me like i was nothing oh man and like i couldn't do it and i was like huh like i you've you've challenged me now you know so i put the wall ball back and i did like everything in the workout unbroken and it was like a 30 minute workout for everybody and i finished it in like 13 minutes and like i was flying on purpose and as soon as i was done

i like tried as hard as i could to not act like it like i was tired i was like i just walked over and i was like hey man it was good uh is it cool if i go over here and do another workout yeah this like other thing that i I was, like, planning on doing. And I wasn't even planning on doing it at all. I literally – I was dead. I just wanted to do it just to show him. And I did, like, 21-15-9 muscle-ups and dumbbell snatches with 100. Oh, my God.

And he was like, holy shit. And I remember, like, everybody was, like, kind of looking at me like, who the fuck is that guy? But it really, really bothered me. The point of the story is that this coach gave me that vibe like, fuck you. And I was like, what? Especially because that's a pretty big drop-in gym as well. Yeah, it's a big drop-in gym for sure.

That's such an interesting area, by the way. It's in a very interesting shopping center and it's underground. It's weird. Underground and it keeps going forever. I want to say my t-shirt and my drop-in was like close to a hundred dollars really or like a hundred dollars like i think the shirt was like forty dollars and the drop-in was like forty dollars and i was and like with taxes and shit i was like wow they said something in like icelandic and i was like oh cool and then i looked at swipe the card and you look at the bill later yeah it like came up on my screen on my

phone i was like oh that was like $87. I was like, holy crap. But Iceland's an expensive place. It is. It's awesome. I was about to go this month and then I came here. There's some amazing outdoor stuff you can do there. There is.

Like unbelievable. But anyway. I was going to touch on that too. On the other side of it. Yeah, I have a lot to touch on that too. Like on the other side of it. Um, yeah, no, like I, I have a lot of people like that too, where I, I kind of want, you know, I don't know them from anyone. I was like, well, just, you know, can you demonstrate that you, you can really, you know, clean and jerk 150 or whatever, you know, not that, but like,

I want to know you're actually not just going for it just because you're visiting and you think it's okay. Like I want to make sure you're okay. Okay, cool. You've demonstrated that you can do that now go for it just because you're visiting and you think it's okay like i want to make sure you're okay okay cool you've demonstrated that you can do that now go for it uh but also then you want to like i think i would see you and be like hey man why don't you go for the heavier ball like yeah put a little effort in bro yeah i mean sometimes you can just tell kind of like in the warm-up like you just kind of tell they move around really well i don't know yeah but that's just you know one good coach to another true instead of maybe another, maybe he was a new coach. I have no idea. Uh, let me ask you what was, what are your, do you have any like, uh, definite rules or I guess for your coaching? Like what are

they allowed to do? Like as soon as they come in, is there like a protocol? Like so all of my coffee shakes, things like that. All of my coaches have to be there at least 15 minutes early, no matter what. If the gym is already open and I have someone working the desk or I'm there or whatever, I'll take 10 minutes. If you're there 10 minutes early, that's cool. I was at 12 with mine. It was a weird number, but I was like, 12 minutes you have to be there. But if you're opening the gym, for sure, it's got to be at least 15 minutes especially 5 a.m i need you

there at 4 45 i know that's hard but like some of the older guys come in and they really want to like do some of their own stuff for warming up and like they're just pretty sure and you've been there at five like my wonder my wonder at back squat at 5 a.m is 225 at 4 p.m is 500 yeah exactly like literally like it's just such an interesting time to work out. Oh, who does that? So I tell them that, right? And you got to be there at that time. I look for the two points of contact

for every single person no matter what. At 4.45 in the morning when you walk in the gym, I need pretty good music on like right away. Like I have this one girl coach right now which you just had an experience with i mean no it wasn't like that but it was a nice hour i mean she's very pretty if you didn't have an experience i wouldn't be mad i mean i'd be a little jealous but um so she likes to play a lot of thrusting there was thrusting j Jesus. Good for her.

She likes to play girly music. Yeah. And I'm like, fuck, like at 5 a.m. sometimes it just puts me to bed. Yeah. Or sometimes she's got like her own little like vibe going where she's just feeling like the chill music. And I'm like, well, no one else is feeling that. They're here to smash it up. Yeah, they're here to smash. So there's that.

A lot of those things that I go over about the high five and all that yeah and that's pretty much it really the only thing that i struggle with sometimes is even right now that particular girl she was supposed to be ready 10 minutes early for the next class because we had one at 7 a.m and the next one's not until 9 15 okay so you're a little're a little – So at 8, she starts to work out. I'd like her to be done by 9.05 because class starts at 9.15, and she'll work out all the way to 9.15. That's my point of it too, yeah. I had a –

And it's like, well, that person who just came in, they didn't get greeted like I'd like them to. Like maybe you still went over and said, hi, I'm your coach, and I'll be back in like a few minutes. I'm just finishing this up, and then we'll get you going, which is amazing. I need at least that. But now they haven't't signed a waiver and they're going to be late for class now it holds everything up it holds everything up or you start class without them

or maybe you tell them you know let's just do it at the end and then god forbid they get hit hurt before they already know they didn't sign they're like oh i'm fucking suing the shit out of them right so things like that that that's like kind of a bothersome thing right now and it's you have to kind of pick your battles on that yeah it's like should i really make their life a living hell because they're doing this because they love fitness and they're you know being yeah being great at what they do like in because i would like you to be you know physically fit and love this you know as much as possible too. I'd like you to go enjoy your day with the other six hours you have left of daylight

before it's nighttime or vice versa. I don't want them to just be there all the time and be stressed out. I have to be down 10 minutes before, but I'm not asking for that much. It's not a huge thing. I struggled with this exact same thing, even to the point where I had a little kickback and some of the coaches said,

well, you're not paying us for that 10 out 10 minutes and I'm like all right well so that's something I focus on I don't say you're getting paid per hour yeah I say you're getting paid for class so class is like an hour yeah so I've also have rewritten contracts and things like this but um and I even broke it down and say like hey if you're getting 30 bucks an hour or whatever, and you are, you have to come in 10 minutes before it's like, what was it?

Three, $4 or something, you know? So yeah, you guys want, do you want me to give you $3 or I also have that yearly bonus that I give you as a, as just a gift because I appreciate you working hard and I appreciate you coming

in those extra few minutes. I appreciate that. Sometimes Saturday goes, you know, 75 minutes or 90 minutes if it's a long crazy smasher you know or so there's that thing where you want to be a fair owner you want to be also like I think I'm a little old school you are too where you're like I used to hustle and coach coach coach I do anything that I could to get some money and like sadly they don't ever they don't ever feel that sure you can tell them how much until you're blue in the face how much you work and this and I could get some money. Sadly, they don't ever feel that. Sure. You can tell them how much until you're blue in the face,

how much you worked and this and that, and they're like, yeah, yeah, yeah. It doesn't matter, yeah. So there's that thing where you want to be a gracious owner and you want to pay out correctly and you want to give them that as well, but you also expect something back. And I would hate to get back. Yeah, it's smarter you saying paying by class as opposed to paying per hour. That's one thing that you do have to kind of focus on.

Also, I was going to touch on it. I'm the same. I got to the point where I was even saying people are paying this much money to come visit us, use our facility, get excellent coaching. You know, I don't want you bringing in a protein shake that you shook up in a water bottle and it just looks like gunk and you're placing it right by the you know the the music board and stuff like that where you were talking so like i'm down to the point where i'm like you can have coffee you you can have your phone there but your phone has to have your notifications turned off because i don't want any any if you have the phone on the floor yeah yeah i mean i just have it if they walk in they put their stuff down so say like i even for me i turn mine off now because if i see something pop up let's say a

text or a notification it pulls me out of that hour and then i'm not giving that customer the 100 you know well i have this big front desk which you've seen yep and like it's kind of raised and you can't really see any of your shit yeah so i make all the coaches put their phone all their stuff behind there it's perfect and then it's not allowed on the floor at all good i'm just kind of raised and you can't really see any of your shit. Yep. So I make all the coaches put their phone, all their stuff behind there. It's perfect. And then it's not allowed on the floor at all. Good. I'm just kind of the way it is.

That's so smart. Yeah. I ruined it one day. Cause I told my coaches, this is like two years ago. I was like, I want all of you guys to do a few Instagram videos. At the time it was Snapchat.

Actually we were big on two. I was like, I want you guys to do a few Snapchats and whatever. And then it wound up being them like trying to make a good Snapchat and it looks like they're texting. Yeah, sure. And they're like putting little things here

and there and like filters and like they're literally just staring at their phone. And I was like, fuck, I have to get rid of this. Yep. And they would for sure get like a little text message

here and there and answer it. Like I was like, oh, this is not good. I don't like it. Yep. So now it's like, all right. I'm the same when I'm home. I'm the only one doing the instagram stories same so and it kind of

people know it because you know i'm always kind of in their faces or like you know tagging them people so like i want it to be because that's such a big part of it the stories are so important i watch yours i'm sure you watch some of ours like it's it's fun to see another a gym going kind of wild and doing cool stuff yeah for sure and uh but yeah you don't want your customer to go like why is he just looking at his phone right now isn't he can i just pay him 20 it's really gnarly like people that's like one thing that people will not stand for it's like smoking a cigarette in a gym yeah that's horrible if you're looking at your phone you're basically smoking a cigarette in the gym everyone is looking at you like you're a fucking idiot like if you're a coach on your phone like people are not okay with that yeah um i think this is a great time for us right

now to ask each other questions about our own gyms that's pretty cool um so that was something about my coaches so you have a cafe and food yeah how does that work it's great like i always kind of thought hey wouldn't it be cool to be able to buy a coffee? Like, cause we're, we're not far from the main area. I wanted a coffee shop so bad. Yeah.

Fancy one open right across the street. Yeah. That's what I was like. Damn it. Yeah. Um, it's great. Like we come in, we have a good amount of space.

Like I said, the gym is about 10,000 square feet and we have a small section of it as a little air conditioned cafe with great food and coffees. And, uh, I always thought, well, that'd be cool if it,

that just pays for itself. You know, that'd be rad. And now it's actually profitable, profitable. It's me. It's actually paying for part of the rent of the whole building as well, which is great. So for me, I'm always like, well, that's being paid for. Now I can go spend money on other stuff. You know, like my, that's the one thing I was going to tell you before my business partners are great are great. When I first expanded from 5,000 square feet to 10,000 square feet, they go, well, why are we doing that? I'm like, well, I think it's going to get busier. And we could put another rig in, we could put in a sled track, we can do this and this and this, and it'll be a better experience for the customer. Now we're maxed out again, and we're trying to expand another 5,000 square feet just because it's getting so busy.

But if we hadn't had the foresight to do that, and I, and I, you've touched this, I've seen this on your, your post a year ago or something. If you're not reinvesting in your gym, as far as equipment, programming value, like the towel thing, like if you're not doing that, like the customer will see it eventually. And they kind of go, why of go, why am I still paying $200? Especially if they know that you're doing well. Exactly. That's the worst. And my gym, you look at it, it could look like we're doing pretty well.

We're doing all right. But I'm also like, I want those 60 new barbells. Because our barbells got rusty, so we have to buy brand new ones again. And I just bought 20 machines, air bikes, rowers, and skiers. I have a fancy trick for everybody out there for buying new equipment as well. Oh, really? Yeah, I don't know if it'll work for you or not,

but I'll talk about it. But that is a point that I've been to gyms that have been around for five years and I'm like, why is this barbell still even on the floor? Why is it being used? I understand if you can't afford it. Like, I understand.

Like, not like you can't afford it, but like like you're not bringing in the income where it makes sense but here's what i don't understand this is what people kind of fuck up when it comes to business like you need to have some sort of business skills so here's what i'm saying when it comes to new equipment i say you buy the comp plates you buy the nicest shit you can because they have higher resale value and they're highly sought after there's not a lot of people on craigslist looking for high temp plates sure but there is a lot of people looking for like they're typing in like comp plates olympic lifting plates or this or that or it's more sought after and because it's such a rare thing to find i mean i i have people all the time they'd be like oh man i got this ollie eliko bar for like you know on craigslist that like whatever i'm like dude that was like 100 less than you could have got

a brand new they're like oh but it was on there and i was like blah blah blah yeah so i i hope this is not like bad to say but okay whatever um well you posted something i don't know it might have been six months six months ago and you're like i just bought all this new shit for my crew for sure because i want to put it back in it's the same i'm doing like that's harder to get shit in bali like but i flew to jakarta like a month ago and bought like everything this guy had because it was there was only a couple distributors in the country and i was like how many barbells he's got 12 i'm like i'll take them all and i'll take all your plates and now i'm still pulling stuff in from china and taiwan but we we could be okay

and just keep going where we are but i'd want to reinvest because it'll make the gym better it makes the product better for me like i want someone like i said to have the best experience possible so i i don't want to just get by ever i want to be great there's nothing broken in my gym for more than like 24 hours that's me like i literally like oh that battery isn't that that road isn't that batteries i'm gonna literally go myself right now go get batteries at the grocery store come back and fix that now or like oh like the clock broke oh i'm buying a new. Oh, I'm buying a new clock right now. I'm going to go on Rogue and buy it. As far as that equipment goes, the

thing that I was going to say is I'll have a $25,000 plate order on Rogue or somewhere else. Right now, my last order was from Rogue, but before them, I went through another company called Pendlay that's out of business now. And basically I was going back and forth with them on price. And I was like, Hey, listen, I'm going to give you X amount of dollars for this. And then I tell the other website, I'm going to give you X amount of dollars for this. And we go back and forth. I'm like, well, they are going to give me this. Well, then they're going to give me this. And then at the end, I was like, you know what? They're going to do this and they'll give me free shipping. So I'd go like back and forth and back and forth and there's no reason in not trying it yep it's like the super hot chick like if you don't ask her you're not

going to know if she's going to say yes so like i started a bidding war basically i would start a bidding war and i would get the best deal i could i sold all of those plates three years later only plates that do not really wear but i wanted the new rogue ones because they just look sick yeah they do so i got 25 000 worth of plates for 18 000 i bought that on my american express card and got however many points for that right and it's a tax write-off because it's equipment and it's accelerated depreciation value for your gym. Sold all that equipment for $16,000. Wow. I lost $2,000.

Put all that towards the new stuff on my credit card again. Got the write-off, accelerated depreciation value, and so on and so on. The cash that I got from the plates, because I sold them all on Craigslist or to members, is cash. My partner and I split that 70-30. It has, you know, it's not accounted for in any way.

It's not really getting taxed on. And we agree that that's our split. And I think after the tax write-off that I get for the year for buying new equipment, I think that it will be an even trade. I feel like I got new plates for absolutely nothing. And I did the exact same thing with my assault bikes. I went to assault and I talked to Rogue and I'm like, I went to assault and I talked to Rogue and I'm like, I wound up getting them through assault for like $200 less a bike than I was going to get them from through Rogue. That pays to ask and start that. Yeah. So then I sold

all the assault. i got all this assault bikes maintenance i like did the right thing they're fucking super pimp sold them for like a hundred bucks less than the new bikes were got the new bikes it cost me like i have 10 bikes so it cost me a thousand dollars got brand new bikes after you split the costs get the tax write-off again, I got free bikes. That's brilliant. I swapped them out. Yeah.

But here's what you can't do. You can't wait until your equipment's fucking dead. Right. And then be like, fuck, now I need new equipment. That's what doesn't work. Sure.

So I think there's a lot of people out there right now, they could use new equipment, but they don't know how to do it. And that's one way you can do it. Sure. And I think that's like a really fancy way

that people don't realize. Sure. You have to put a little bit of legwork in and get on Craigslist and kind of hustle a little bit. Sure. And I think that's like really fancy way that people don't realize you have to put a little bit of legwork in and get on Craigslist and kind of hustle a little bit, but you put everything on there for a little bit more than you think you're going to get for it.

They do you down a little bit. Can I say you down? Damn, that's really bad. Probably they, they chip you down a little bit and then, and then you wind up getting what you want. Yeah.

But coming back to that, you said, well, you know, some gyms can't do that. Then that you have to kind of do a little hard look in your face say like i know not every gym's going to crush it but if you don't have enough even at the end of the month to put a little bit into your gym there's other things

you're not doing yeah yeah exactly so that's the reason why you can't do it because there's something else you're not willing to do right yeah maybe it's not maybe it's your off day walking around for four hours like you're talking about. Sure. Maybe that's why you're not doing well. Exactly. So those things will eventually translate into a better growing gym and so on. Even myself, like I said, I didn't take any dividends for a long time because we put everything back in the gym. We started with eight barbells.

I still haven't been paid yet. Yeah. Four and a half years. See, that's the kind of, and you're going there, though, and you're crushing it, and you're putting yourself in the right position

to be able to do that. I could have been like, cool, the first four months we made some money. I'm going to take money out, but no, we just went and ordered 50 grand worth of equipment again,

and so on, and keep going. Then we expanded and spent 100 grand on this, and I'm like, Jesus. My investor, he gets mad at me all the time for stuff like that. I'm like, Hey, I'm going to go buy like all this stuff. And he's like, we don't even need it. I'm like, I'm going to pull it off in a

way where it's cool. I promise. I got this, you know? And then when it's over, like, cause you have to kind of, I guess, dream a little bit bigger, but like, you know, I did that certainly because I don't want to be just okay. I mean, yeah, sure. Some of our barbells have got rusty a bit, but I just, you know, bought another 60 of them, but I want it to be a world-class facility in Bali where people can go, that was fucking cool, man. Like I had really good coaching. I had good equipment. It was clean. Like I felt welcome there. I was part of a community, even though I'm only there for a week. And if you can't touch on all those points in every gym, really, then maybe you're not doing the right job.

And I implore every coach and owner to do that. And I think most coaches and owners are great and they want to go, but some got into it because they thought, oh, that's easy money. I'll do that as opposed to going, I really want to. I can't stand when people think that way. I never even actually thought that way. Even when I had all that money up front and like all these things i was like fuck i hope i can break even on this you know like well you've been hustling since why

no yeah i just like was never thinking like this is going to be easy money i was like man i hope this is the right route i was making like 70 grand a year personal training and because take a step back i took a step to this day it doesn't bother me right now i tell everybody i i pay myself four thousand dollars a month for my gym that's what i get and in no way is that worth more than five dollars an hour you know yeah if you break it to break it down or how much you're doing exactly yeah and i still pay myself like 35 a class like everybody else um but that's like yeah you're because you're doing exactly yeah and i still pay myself like 35 a class like everybody else um but that's like yeah you're because you're doing it the right way yeah you know and you're like

said you're right there on that tipping point you've put a lot back into the gym so like you're there's so many things i've done now that i never even would have ever dreamed of doing and didn't even know even existed like even a i didn't think i even knew what a podcast was when i started the gym um who would have thought like we met six years ago uh for those who don't know i just am this older crossfit guy that i got into cross about 2010 i think it was uh i didn't have enough money to go in 2009 that was 2011 yeah so 2011 i got in texas i went on this long backpacker trip six months and came back i was that's where i was in southeast asia and thailand cambodia i knew you as the traveling guy yeah they're the bearded guy who came back and then so i came over and was at the gym you're at and i would just follow you guys around and i i because i had no

job yeah i would drive up my old van and i would i would just pull up super yeah super ravey van and i and i had some equipment in it so it was kind of legit it was boot camp van right yeah and then i would just like hang out with y'all for four hours and i would just chase you on a workout and be like fuck i suck you know like but i want to get better and like then i just then i would stick around for like the 4 30 5 30 class and just watch you coach yeah and then i remember a couple times you're like all right just uh you want to leave the warm-up and i'm like fuck yeah you know like and but i loved it so much like i want to be a good coach i want to be a good athlete you know i'm never going to be top tier like you guys but

i want to i want to just i love it i fucking love this sport it's so cool and i want to be a really good coach and i want to just help someone, you know, like, and you know, I don't know. Can we talk about that, that gym just like real quick. OCCF. That was the gym that we used to meet up at. And that was what I coached at.

And the sound system was a fucking boom box. Yeah. And like the equipment was completely old and needed to be redone so bad. And everyone knew that the gym was doing really well. It was super crowded. Everybody knew the owner. And the gym literally fell apart because people knew that he was making money,

the owner at the time. I won't say his name, but they knew he was making money. He wasn't putting it back into the gym. And he was traveling all over the world and he was making money. He wasn't putting it back into the gym and he was traveling all over the world and he was never there. And then it wound up just imploding the gym and it was really, really sad. So like I do say that if you were not there all the time,

it's, it's very, very hard to be successful inside the gym. I mean, you're not going to be able to give anyone a business with enough incentives for them to be like, okay, I need to run this like it's mine. Because there's never enough money for that. And even if there was enough money, they would think they needed even more. And if that person is running your gym and knows how much money you're making, then they are always going to feel like they deserve more.

True. And then it's just like it's one of those things where if you don't plan on being there all the time, don't do it. Yeah. Don't do it. It's not a quick money thing. No, it's not. There's a lot. And don't pay someone else to do it

because they're not going to do it if you still want a percentage. And definitely not up to the standards that you are trying to do, if you will. Yeah, it's just, it's insane. So I'm in a fortunate area where I can, I do leave a bit more for things here and there,

but I am able to, but I'm already like, this is the longest trip I've ever done. And I told you this morning, I am getting, I want to get back. Yeah. I'm ready to go back just because like, you know, it's my gym. Like I like being there. I want to meet the people that are coming in or flying and they might not be flying in for me, but they're flying in to see my gym and I'm really honored. And because I want to meet everybody that wants to come in there so yeah i'm excited to get

back like it's nice to have a little break but it's it's it's fun i like to go to my gym and i like to meet the people and i have to see them so let's end the podcast with these last couple questions let's let's talk about what would you do differently if you could do it again i guess people are really going to want to listen to yeah i know you said you'd want to do something different right would it be ownership stuff would it be like the way that you would you rather just open the gym with 10 000 feet right out the gate no i mean for me i think i was scared to death like you know i was like how like the gym was big i'm like how am i going to fill this up like from what i saw in the beginning to where it is now it's completely different but i'm like fuck i hope i hope people come in let's go for it and then so you're happy i'm happy with

this where it was and i put what i was very happy i was like i did have the foresight to invest in more into the gym right away like as soon as we made some money buy more barbells soon i made money i'm gonna redo the rig then i've opened a new spot like i didn't see i i didn't know it would go to 230 people a day coming in uh but i did want to provide a good environment so i was like it's okay to spend more money to go to make it bigger now it's okay to spend money to like i read just repave the whole parking lot because we have to pay for it unfortunately so like i want people to run so i want to i just made a whole like you know 100 meter track out front like because i don't know.

I don't want to get caught with my pants down. I don't want to get, like, not ready to have enough people in there. And I want to just give the best product. So, like, I'm not – I don't think I would redo it any differently. And I think I was very lucky to kind of reinvest in putting it into it. Like, I would never – I don't want to get stuck, you know, I don't want to get like,

Oh, well we don't have enough stuff now and now we're fucked, you know? Yeah. So that side of things went okay. Cool. You, what about,

would you change any? I would say I am super lucky with my, you know, ownership, ownership part, ownership part, especially because that one guy got in trouble yeah and i absorbed some more uh ownership there i do kind of wish i had a bigger space or at least a space

that i could have grown into like maybe i was renting a space that had another space available that i could have like eventually started to rent but i was only renting like a piece of it sure sure however my space is in such a clutch location and it's such a nice space that i got that i just there's no spaces around there that are any bigger than that yeah and i'm just like lucky with what i have so because of that because i can't grow bigger um i do wish that right out the gate i made everyone have to sign in, and I capped classes at like 20 people. Okay. It's impossible to do now.

Even if I super enforced it, it's impossible. I mean, people would still come in, and they would get pissed because they can't work out if I turn them away. But do you get people getting pissed because there's not enough room? No. I mean, right now like it's like once every

couple months someone would be like bro you need a bigger gym like this is nuts but when it's crazy even when i'm in class because like i'll take classes all the time and i love it when it's nuts even if it slows me down i just like walk around some people or whatever i'm like this is awesome and i love it and i think most people to get off on it i think most people really dig it it's like one person every now and again that'll say something. But the gym would be much more profitable. I wish I hired a desk person a little bit earlier on. And God, I just.

That's something. Have a desk. Have a fucking sign on the wall that says how much your prices are. Yeah. Show some professionalism. I think that's what we were going to talk about earlier. You come in. You go, this is a gym. that says how much your prices are. Yeah. Show some professionalism. I think that's what we were going to talk about earlier. Like, you come in, you go, this is a gym.

This is like a functioning gym. There's like, there's someone at the front desk. I mean, not everyone can do a front desk, but at least have something that, like a check-in or, you know, your pricing or what you're offering. You're not just a, I mean, even if you're a roll-up garage door thing, you should have a little professionalism. It doesn't cost much to make a nice sign. I get people messaging me all the time. They're like, I want you're a roll-up garage door thing, you should have a little professionalism. It doesn't cost much to make a nice sign.

I get people messaging me all the time. They're like, I want to open a chalk. Really? They'll be like, I would love to take your workouts and take the style of your gym and this and that. I'm like, all right, well, how much money do you have? And we'll talk about it. And who are you? First off, what is your work ethic?

Show me why you deserve to represent my brand. Sure. And I'll be like, one, you don't have i'll be like one you don't have enough money two you don't have enough experience and no matter how much money you pay me i don't want it sure and i've had this happen to me like at least seven or eight times like it's having a lot or i'll have some other young kid tell me they'll be like hey man i really want to open a gym i have like 60 000 bucks and whatever and i'm like you're not ready i'm like unless i don't i don't care where you are in the world, maybe not in the world, but in the States,

it's going to be really hard to pull off like a jaw-dropping gym without like at least like 150 grand. And the thing is, it's not even the 150 grand. It's like, that's how much it's going to cost you to open the space,

make it look the way it is, have 75 to 100,000 dollars worth of equipment in there, depending on how big it is. And then also have money to pay you that $4,000 a month or whatever you need for a year at least. You have to have that on standby. What if you don't make it

or you're losing money or something like that? You better have at least an investor who's willing to absorb that or you better have a different plan or some other call of action because there's a lot of things that can happen and not everyone's as lucky as you and I, like I consider both of us like very, very lucky.

We got like such a great opportunity. I think we deserve it. I hate to say that like I deserve this or I deserve that, but like, I do. I, I, you grinded hard as fuck for like ever. You were like the first person I knew who was cool on Instagram and like, and the same, like for me, like I grinded hard as fuck forever. And I'm sure you can remember the classes I coached at OCCF. Like you used to always be like, dude, you're fucking on it.

That's the thing. Like you, you, you grew into it. We both did into this thing and you didn't let, I mean, I just kept following the passion of it. Like I really, really like it. And I figured there, there's a way to do it. I didn't also like, so we did differently. I didn't have a huge investor, but also like I had enough where I said, Hey man, I need to buy 40 grand with our equipment. Like we have to do

that. Like, and well, why? Because we have to, because, because I know this is what we need. And you know, and then it was the right move. Yeah. Yeah. You have to kind of, I guess have the balls to do it too, but you're right. Like you can't just kind of get away. I feel depending where you are, you can't really have this grassroots opening. You used to be able to, but then there's also now, like again, what if there's 16 gyms in a 10-mile radius? And they're going to look at, one, geographically where you are. But they also, like if they walk into your gym, walk into a different gym, they're going to go, Ryan's gym is the same price. I want that one, Jim. It looks way better. I get way more. But when they say Ryan's gym, they into a different gym, they're going to go, Ryan's gym is the same price. I want that one, Jim.

It looks way better. I get way more. But when they say Ryan's gym, they don't know who the fuck Ryan is. Right. You know what I'm saying? Yeah, yeah, yeah. True. Sometimes they do.

Sometimes they don't for sure. I'll be right. Okay. Well, they look at chalk. And they go, well, I just want the chalk. I went to this other one. And they're pretty much the same price. And this one looks way better.

And I'm getting more out of it. There's this. The coach is all professional. And that's what people don't understand is they're like, oh, I'm a great athlete or, you know, this or that and it's like,

dude, the amount of people coming into a gym now who know who you are is very, very small. True. Like, it's very, very small. Like, for you,

you're, you know, a destination type of gym. It's a lot different but when you own a gym where there's a bunch of other gyms in a place where the median age is 35 and everybody's making millions of dollars and they don't even care about your $200 freaking month membership like out here in Orange County, they don't know who the hell you are. They just want to get a good workout and they want to go home.

And that's really it. You know? Like, what are you programming for them? That will be an entire different podcast. But, like, there's a way to program for those people. And I don't have a ton of overhead squats and handstand pushups, my workouts, even though,

even though I know they could do them. I know there's a lot who can't. I've, I've never programmed snatch in my general population programming. It's only in our Olympic lifting sessions. That's one, because we have a drastic amount of dropping with 15 new people a day that never done a barbell movement.

Yeah. So that, you know, but, but also like you can do great programming without having to do the snatch, of dropping with 15 new people a day that never done a barbell movement yeah so that you know but but also like you can do great programming without having to do the snatch even though it's it's rad but like i could have great programming with just kettlebells and dumbbells yeah exactly so like and you should look at those that that your clientele you know you can't you can't not one shoe fits all so but like for me with the sign-in system, like, I know Orange Theory, who is absolutely crushing right now.

Really? I just went to an F45. I should tell you about my experience with that. Yeah, we'll talk about that after. It's a good warm-up. You know they actually attack CrossFit? They say, like, when you're done getting hurt, come here. Really?

They actually, in articles, have said that. That's crazy. It's not okay. You know what? I don't know if i should say this but like i asked the owner or the people running it i said what is your attrition rate like how long do you have members for like oh about a year i'm like that's horrible yeah i have members that are for four years you know three years like you should

i mean it's a stepping stone perhaps but like if that's your business model for a geographical area, if you get a hundred people a year or that are dropping off after 10 years, didn't you just soak up like all the people in that area? And then now they're in, now they're into CrossFit or something. I don't know. Yeah. Not to talk shit on it, but yeah,

it's different. It's just different. It's good that people are working out. They don't have the same community, but I mean they have, they're, they're expensive too. They're like a hundred dollars a month more than crossfit like they're 300 a month jeez but um orange theory uh you have to sign in the class and if you don't go

you get a ten dollar um penalty or something yep so every class you have to be signed in when you sign in i think the class is 20 bucks if you sign if you reserve and you don't show up you get a ten dollar ding and then someone on the wait list gets in there's people literally sitting there just hoping they get in that's crazy because they're so crowded how big is the class so they have like 16 rowers 16 um bikes or treadmills treadmills and then 16 like exercise stations, depending on the location. But the one that I was in had 16 of everything. So it's 16 times 3 was their max allowable amount of people.

And I've been to another one where it was 12. So they had 36 people max. Okay. And there is just no other way to accommodate. Yep. So at 36 people for them, it's done. Yeah. Like, oh, yeah, you can hop in.

You just can't. Everything is full. Everyone's on each station., it's done. Oh, yeah, you can hop in. You just can't. Everything is full. Everyone's on each station. Every station is full. It's amazing to me because they literally do a very similar workout daily. It's all three of those things. It's just different things, different intensities and such, and hills or flat running or whatever.

But they have that reserve process and a sign-in process, and it's genius as far as making money because you're not seeing a crazy amount of people. You're not getting that crowd that you're stressed out about and trying to figure out how to get the warm-up in and this and that. And anybody who didn't show up, you're still making bank. So, I mean, that's a really, really cool model for someone like me who has all these members, and sometimes it's a little bit sketchy and sometimes it's not. It'd be nice to give people a little bit better quality product as far as saying, like, hey, we can only have 20 people. It'd be better coaching.

It also makes programming for me easier. Yeah. Like, if I know for sure my cap is 20 and not, like, maybe 25, 20, 30, or whatever. Get a little more into the programming. Yeah, we're stuck on that, too. We can have 25 people in a class, and then we had 45 on a 9 a.m. Yeah. And so you got to kind of get clever.

I've had 50 something, like 50 something. I don't remember what it was at a team workout on a Saturday. And you've seen my space. It's way smaller than yours. Way. Yeah. We haven't,

we've hit, we've hit 85 on a Saturday and that was fun. It's always a partner workout, but yeah, but yeah, that's, that's the thing. Like I want to,

I don't, for me, I don't want to turn anyone away because they're on holiday they just drove out or whatever they flew out and then they're driving over and they go fuck that's too busy but like so far we haven't like spilt over too much like yeah i'm trying to expand again and i might even do like the crossfit recovic thing where they do a half an hour like we'll do at 8 a.m 8 30 9 9 30 yeah that's pretty sweet yeah but we need more coach you need more equipment more that's the thing when you have a good solid crew of coaches

and you want to add classes it's like who wants to coach it and like no one really does yeah it's like amazing i'm like you guys want money or what but last last tip or pet peeve on coaches what do you do you have like, I personally say like, I can't stand if someone coaches barefoot, I've been to gyms or coaches like, and I'm like, I have this one professional. Like I make all my coaches wear coaching shirts. Like that's a, it's a different shirt actually than this, this ones we sell just to kind of stand out just because people are new. They're coming in. They're like, Oh, who's the coach? You know?

So they could find that shirt on. Okay. that's the coach shirt and um you know presentable shorts and whatever they got i'm i'm a bit of stickler but i'm like yeah they're they're professionals they're coaches they should i try i've tried to do that now i'm just at the point where it's like just wear a chalk shirt okay and i'm happy that's good i do have one coach who likes to wear flip-flops. And I'm like, dude, you just look dumb. I've told him it's just bad. And his excuse is it's fucking hot. I'm like, I've never been so hot where I felt like I needed flip-flops. I wear flip-flops because I want the easiness of putting them on and off.

But I can't ever tell you that my feet are sweating. I've never even thought about that. What if you're going to run over to someone that's about to smash themselves in a snatch and you trip on your flip-fl sweating. I've never even thought about that. What if you're going to run over to someone that's about to smash himself in a snatch and you trip on your flip-flop? I've never even thought about it. It just looks so unprofessional. And he's like, I agree, whatever. Oh, mark my words.

Your rules will change this week. He doesn't do it as much as he used to, but he still does it every once in a while. Yeah, I think that's pretty much it on that. I think the shirt thing is good. If you have a lot of those new people, I think that's pretty much it on that. I think the shirt thing is good. If you have a lot of those new people, I think that's definitely necessary. I'm trying to think of what else. I think that's pretty much it. I mean, the evolution of coaching has changed so much too.

You can't be a clock starter. You can't be a guy that's just standing there. You got to like actually do something. Maybe in the day, like everyone was kind of like, oh, this is CrossFit is crossfit like oh yeah you you do a clean now and like you just kind of figure it out but now it's like you have to give top top quality stuff and there's still a lot of shit coaches out there do all of your coaches get paid the same uh there's a few variances there's a few variances do the other coaches know that there's a variance yes because one has more responsibility.

Like they're there earlier and they have to kind of check on things. What about people who do the same thing? There was some variances because I was like, well, I think one's more skilled. Yeah. And not to be a dick, but I also like – Does the other person know that person was getting paid that? Yeah. Oh, they do?

They didn't know the number. Because I only have one coach who makes more than other people. Yeah. But I think it's worth it. Yeah. But also, like, bonuses last year. I gave all my coaches $1,000 for Christmas as a bonus. They were all there for a year plus.

Yeah. So it made sense. Yeah. And I thought they were all great. But I do think I probably could have gave some people a little bit more. Mm-hmm. But I'm like, should I let... I don't know if I should let them know that someone makes more.

Probably not. Hopefully they don't listen to this podcast. No, well, it could make them... I mean, they all got the same. It didn't matter. But what if I had all the checks on the table and I brought everyone in? I'm like, oh, this is why you're getting this. This is why you're getting this. I don't know if that would make them work harder or they'd just be jealous of the other person and be like, motherfucker.

You know what I mean? Yeah. That's a hard thing to decide because you want to be fair, but you also want to pay fair. You want to pay fair to the person's ability. But you also want them to know why they didn't get as much as so-and-so, which I think would be cool. But I don't know. That's a rough one for me. That's one I've always struggled with. It's hard because you can also say,

I have individual contracts with each of my coaches. You guys are all different coaches. You're doing the job, but I've had different agreements or different arrangements. I can get paid differently if I guest coach somewhere here, guest coach somewhere there. It's a difference. That's hard, though. Yeah, It's a difference. It's not going to be a thing.

That's hard, though. Yeah, it's a tough one for sure. That's the only one that I really struggle with at the moment. And then I have one coach who likes to leave all the time. But I just tell her, as long as you get your classes covered, it's okay. I don't want to have to deal with the classes being covered. As long as you get other coaches to cover it, you're good to go. Doesn't always work out that way, but she's a good coach.

And I don't know, it's just one of those things you kind of have to absorb after a while being an owner. There's like little things that are going to bother you and you kind of have to let some of them go. Like having a girlfriend is always going to be that one little thing that bothers the hell out of you. But you're like, is it worth it? So you do have to pick your battles i think that there is an element to owning a gym where you have to really start to schedule your day out a little bit better because sometimes you can just you feel yeah you can get stuck doing like the same thing all day every day and then realize you're not really you're kind of spinning your wheels you're not really getting any ground so i like to do is i have this little like notepad on my phone and i just put all of my things I have

to do um it's such a cool freaking app it's called agenda and basically it looks like a notebook oh cool and it gives me every day instead of like a little calendar and I could flip it like a book it's the coolest thing so it tells me like all my personal clients what I'd like to get done in like a certain amount of window and then like you know stuff that i like to do that's good that's what stuff i like to do for myself yeah i'm trying to get organized this socal california laid-back kind of lifestyle that moves to bali is great but uh yeah i feel like i'm sometimes falling behind us it's not really it's a perpetual catch-up i should say do you feel like you'll live there forever? I like it a lot, to be honest.

It's great, and it's a good jumping-off place. So I can be there. I want to be there for the gym because I love it. I foresee in the next few years that I can kind of leave a little more often if I'd like to, if I'm looking at other spots or kind of live all around. Would you want to open another gym? I've thought about it, yeah. I kind of thought about looking down more of the wanderlust kind of style and tropical but touristy kind of places.

I've had a lot of people offer and ask if I'd open a gym with them somewhere else just because of the vibe and the style and the community we kind of built there. And it's very flattering. It's nice. I like the touristy the community we kind of built there. And it's very flattering. You know, like it's nice. I like the touristy idea. I think it's cool. Yeah. Opening another gym like mine?

100% no. Really? No fucking way. I work so much. It's insane. But I'm very interested in other things like this podcast or some other things that I do. Like I write e-books and such

and I have my online programming for my gym. I like helping out other owners. Cause there's a lot of people who just need to hear what we're talking about. Yep. And it's more than just this. It's, you know, the workouts you give to your people and it's very time consuming.

How much time do you spend making workouts? It's a lot. It's insane. Sometimes I'm the horrible boss and I like do it the day of, not the day of, but the day before. But like I, I, I program differently too. Sometimes I'll the horrible boss and I like do it the day of, not the day of, but the day before. But like I program differently too. Sometimes I'll do a week out. Sometimes

I don't, I've never done a month out because I don't have Yeah, same. Okay, good. A week is my maximum. And it's not even Monday through Sunday. It's Monday through Friday. And then I think of the team workout like the day before on Saturday. And then Sunday is like my monster mash, which I've actually turned into like an active recovery day. Yeah. So we've been doing like 40 minutes of

cardio. Oh, that's good to hear, man. And like every couple, like, so like last week we did 40 minutes of cardio. You pick whatever pieces you want. Every three minutes you hop off and do 30 dubs or you spend two minutes working on a goat exercise that you're not very good at. Oh, so I've done that the last couple of weeks and people are really, really digging it. And I'm like, Oh, this makes programming so much better for me because I would do monster mash,

which would be like death. Yeah. And then teamwork out on Saturday is kind of like death. Exactly. And then Monday it's like, what the fuck do you do? Cause there's some people who went to both of those. And I'm like,

you need to not come in. But like rest, really? There's nothing that makes sense on Monday. And I hate it so now i've started turning into like an active recovery like fun thing and people are stoked yeah because we do hero wads on sunday and like we get these people that come in from for a week and they want to do every class i'm like you're gonna be wrecked you know but uh that's good here like i i also program because i'm i do i often do a lot of the programs or the workout people dig the

recovery day i'm surprised like people actually come to me you're like bro i loved what happened on sunday i'm like really that's cool you liked going 50 and just kind of like fucking around like cool like i'm fucking stoked on that i think more people should do it yeah but yeah i mean some of them are like you know i had a rough weekend or whatever and i don't really want to come in i'll see the workout i'm like fuck but like i can move for 40 minutes for sure and i'm like yeah like that's the whole point you know like i want you to have fun during the week and then on the weekend we'll just fucking chill and we'll go paddle boarding or something and do something fun like get out of the gym and do something outside um all right well we are definitely at the upper end of any podcast

i've ever done wow so how far is it an hour and 40 minutes that is amazing they're usually an hour hour and 10 i hope no one got too bored and turned it off. Hell no. We got some good stuff in there. That's true. Some side things that happened today. We did take a photo with a girl who pulled her pants down. Yes, we did.

We didn't even ask her. We didn't even ask her. No. Great butt, wearing a thong. I thought this was like an inside chalk thing. And she's like, hey, should we all do the butts out picture? And we're like, yeah, I guess so. Butts out, man.

So you might see that pop up on mine or Ryan's Instagram. Which your Instagram is? Dave Driscoll. D-A-V-E-D-R-I-S-K-E-L-L. And then how can they find you? I'm the bearded tattooed guy. Oh, everybody's bearded and tattooed now. Well, the Bali gym.

Yeah. CrossFit Wanderlust. CrossFit Wanderlust. So if you Google CrossFit Wanderlust or Instagram CrossFit Wanderlust, it'll pop up. Yeah. Awesome. I'd love to have anyone out. Yeah.

If you guys really want to go to a badass gym, literally I've had seven or eight people from my gym already go there. Yep. And they bring me back a hat or a shirt or something and they're like, hey, I got you this. And I'm like, Oh, I know Dave, he already gave me that. But, um, yeah, it would be amazing to go to a place such as Bali and be able to work out in a place with someone like Dave, who's actually knowledgeable and you actually get a great workout in a tropical location, which you don't even really ever expect to have a gym. True. Like sometimes I go to some places and I just don't expect it, but you have it and it's part of the experience and i feel like a lot of people

who go are like oh that's like one of my favorite parts of going to volley was going to the gym so that's an amazing thing to hear the gym owner feels great um and for us it's cool to see where we kind of yeah we both kind of took off i guess and just followed what we wanted to do you know really like that's what it is the top and we're in the top 10 for the best gyms in the world for sure i agree there's a couple other gyms out there that are either claiming to be top 10 and they're definitely not or they are just really badass and they deserve to be in that top 10 but there's definitely a few you can be big and badass but like you still have to be fucking you still have a coach you gotta you gotta be into and badass but like you still have to be fucking you

still have a coach you gotta you gotta be into it you gotta like teach you gotta like always like i mean you're friends yeah you do like and there's no amount of money that matters if you're not making a difference like honestly it's just really not yeah cool like i always bring things down to girlfriends but like if your girlfriend's super hot and she's not got nothing there you know i mean exactly i mean, what the fuck? So anyway, I mean, I'm just fucking, I'm all over the place. But we own great gyms. Those are a lot of things that we like to talk about that we like you guys to know.

So from when it comes time for you to open your gym or your business, you know some of the things that were hardships for us or things that we wish that we would have changed. I think that went insanely well. You guys know where to find Dave. You know where to find his gym. Yeah, reach out if you have questions about visiting or if you want to just talk shop. I mean, a lot of people ask about how did you get going?

How did you start? Yeah. There are those little warnings that we try to give you guys or experience notes and things like that. But it can be done, but it has to be done with passion. It has to be done with a bit of intelligence as well. You can't just be like Ryan said, oh, I got 60 grand. I'm going to go buy some barbells and get it going

because we don't want you to fuck up. We don't want you to – the worst is you see people selling a gym, you know, a year and a half later because they're like – Well, you're representing CrossFit, and we are representing CrossFit. Someone has a bad experience, and all of a sudden they had a bad experience at your gym too because you're CrossFit, which I hate. Yeah, that's rough. Which is a whole other episode. That's why I don't call my gym CrossFit Chalk. It's just

called Chalk. Chalk. But we are a CrossFit gym, and there's reasons for that. But alrighty, guys. Maybe we'll have a part two to this, I think, at some point. I think it's really... Well, I'm going to get you to Bali eventually so you can bring all your shit. Oh, that'd be great. Yeah. So we'll have part two in Bali.

Who wants to do a Ryan Fisher chalk retreat? Yeah. That's what we could do. I actually recently was talking about... Because I do giveaways every month for my online program. And everybody... There it is.

Everybody was asking to do a trip. That would be perfect. As the prize. Instead of any piece of equipment, they said, we'd like to do a trip with you. Isn't that As the prize. Instead of any piece of equipment, they said, we'd like to do a trip with you. Isn't that insane? That's like the number one thing

they asked for. I was like, damn. How flattering is that? That's so cool. All right, guys. So if you do want to find me a little bit more, I think you guys know who I am.

It's Ryan Fish, R-Y-A-N-F-I-S-C-H. I'm my IG, CrossFit Chalk. Pretty easy to spell on that. And I hope to have you slide into my DMs sometime soon. And Dave is to have you slide into my DMs sometime soon. And Dave is very good at sliding into your DMs as well.

So be careful. Thank you, sir. I think he already slid into your DM, actually. You should take a look. I'm already there. I'm there now.