321Go Podcast: Recent Episodes
Matt Scanlon
321Go Podcast Powered by 321goProject is your source for what works in the gym business. From marketing to retention; SEO to building your brand - we cover it all. We’ve talked with over 600 gym owners and, every week, we bring you the best of the best. We talk with industry experts as well as deliver actionable advice you can use today in our "shorts". For more, visit 321goproject.com.
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Double down on what works, ditch what doesn't.
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Act how you want your members to act
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Fail quickly, fail often
Sign up for the 2018 Gathering in Park City before it sells out.
In today's episode we dive into a few of the ideas outlined in Daniel Pink's "Drive" - using the ideas to develop staff buy-in, referral programs, and mastery.
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Our new Accelerator Program for gym owners serious about execution.
Sign up for the 2018 Gathering in Park City before it sells out. In today's Episode:
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In today's episode I chat with 321Go Business Coach and Gym Owner PJ Menagh to chat about rates - specifically, how to charge what you're worth. PJ is the owner of CrossFit Tigard in Tigard, Oregon and he is a retail ninja.
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Sign up for the 2018 Gathering in Park City before it sells out. In today's Episode:
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Wes was walking to his car to visit an old girlfriend one afternoon. He heard something behind him as he was approaching the vehicle and spun around to see a man he'd never seen before walking toward him. This stranger shot Wes in the abdomen multiple times. Several days later, Wes awoke to find out he'd likely never walk again.
And he's grateful it happened to him. In his words: "becoming disabled saved my life."
To be honest, I started this show as another "here's how to start an Adaptive Athlete program" show; just another litany of tactical bullet points from landing page to coaches' pay. Ten minutes into the show I knew we'd never get there. We'd never get there because the answer to "how do I ____?" is embedded in Wesley's story. How?
How do you respond to adversity? Is difficulty an opportunity or an obstacle? Are you afraid to take massive action toward your goals for fear of failure?
Sometimes we need a massive wake-up call. Sometimes tragedy is the only thing that gets us out of our own way. But, it doesn't have to be. We can choose to look at the world differently; to see a competitor moving in down the street as a chance to refine your product; that problem coach as a way to define and stick to your core values; another month in the red as a sign that things need to change.
So, the answer to "how do I start an adaptive athlete program?" (or barbell club, or kids program, or corporate wellness, or whatever) should actually be: "How do I respond to the unknown? To failure? To an obstacle?" With a shift in mindset, you can start anything.
Follow Wesley on Instagram, Facebook, Snapchat, Twitter and YouTube: iamweshamilton Follow Disabled But Not Really on Instagram & Facebook: @disabledbutnotreally and Twitter @DBNR_KC
Join the 321Go Hub to begin changing your business TODAY.
Our new Accelerator Program for gym owners serious about execution.
Sign up for the 2018 Gathering in Park City before it sells out.
In today's episode I chat with 321Go Business Coach and Gym Owner Jamie Gallagher to chat about rates - specifically, how to charge what you're worth. Jamie is the Founder and CEO of Origin Fitness outside D.C., where goods and services cost substantially more than most markets. Not only is Fairfax Co. notoriously expensive, but Jamie has taken the approach that he will be the most expensive in his market. Dig into today's episode to learn why and how.
Join the 321Go Hub to begin changing your business TODAY.
Our new Accelerator Program for gym owners serious about execution.
Sign up for the 2018 Gathering in Park City before it sells out. In today's Episode:
Please take a moment to Subscribe to the Show, share with a friend, and leave us a review!
In today's episode we dive into a few of the ideas outlined in Patrick Lencioni's "The Five Dysfunctions of a Team." We look at: 1. How to communicate that change is coming down the pike, 2. Building up your trust capital, and 3. Becoming (genuinely) vulnerable to increase leadership trust.
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A huge thank you to our partner for today's episode, InBody USA. Check out their exclusive 321Go Podcast Deal
Our new Accelerator Program for gym owners serious about execution.
Chalk Up for Burpees Josh's Veteran's Day Event
Sign up for the 2018 Gathering in Park City before it sells out. In today's Episode:
Please take a moment to Subscribe to the Show, share with a friend, and leave us a review!
Join the 321Go Hub to begin changing your business TODAY.
A huge thank you to our partner for today's episode, InBody USA. Check out their exclusive 321Go Podcast Deal
Join us for the 2018 Hubster Gathering in Park City, UT for some fun, education, and business transformation.
In today's episode of the FAQ project we tackle the topic of adding new programs and expanding to new markets. We dig into excerpts from Jason Khalipa's Growth Summit Q&A as well as some quotes from Ryan Holiday's The Obstacle is the Way.
Q: What have you found is best when reaching out to companies for wellness programs?
Q: How would you recommend reaching out to schools for kids/teens classes?
Q: How would you reach out to an active adult community for starting a "Legends" program?
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Today we're joined by our Director of Training, Josh Snyder. Join the 321Go Hub to begin changing your business TODAY.
A huge thank you to our partner for today's episode, InBody USA. Check out their exclusive 321Go Podcast Deal
In today's Episode:
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Early lessons - what did the gym look like before?
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Training new staff
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Staff meetings - communication & staying on the same page
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Providing new opportunities to coaches - buy-in that goes deeper than pay
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Our new Accelerator Program for gym owners serious about execution.
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Chalk Up for Burpees Josh's Veteran's Day Event
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Take a moment to check out OPEX
The FAQ Project is a collection of unpublished interview questions that didn't make previous podcasts, from Facebook live events, and from Summit interviews. The goal is to connect the dots between thought leaders' answers to the most common questions related to running a business with actionable steps you can use to change your business this week.
The format: Each part of the FAQ project will follow a theme and we'll hear from several thought leaders each week. After we hear their answer, we'll identify the "now what" of action - turning around and DOING something with the information.
Join the 321Go Hub to begin changing your business TODAY.
A huge thank you to our partner for today's episode, InBody USA. Check out their exclusive 321Go Podcast Deal
In today's episode:
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Ben Bergeron on trust and relationships: I heard you say you're not in the fitness industry. What does that mean?
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Jason Khalipa on Competitive Advantage: What do you do to differentiate and win in your gyms?
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Sara Nay on the importance of a plan: How do I save money on marketing by having a plan first?
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Josh Sturgeon on Social Media marketing: How is trust built online before someone becomes a customer?
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Join the 321Go Hub to begin changing your business TODAY.
In today's episode, we turn the mic and Matt is interviewed by the host of the GSD Entrepreneur Podcast, Julie Weldon. We chat about all things family, life, and business.
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Join the 321Go Hub to begin changing your business TODAY.
A huge thank you to our partner for today's episode, InBody USA. Check out their exclusive 321Go Podcast Deal
Opex aims to provide is the education to upgrade the coach to client relationship at all levels within fitness facilities, and Individual Design accomplishes that. Join Jim and James for a frank discussion on why we implement this in all of our gyms, how it can benefit yours, and how you can grow your business in whatever model you are in.
James is the founder of OPEX (Formerly OPT) and The International Center for Fitness. When not coaching, he’s a full time husband, father and fitness athlete. His 20+ years of experience and service as a strength coach/technician, tireless practice on refining energy system work, nutritional and lifestyle balancing techniques and training of other coaches has made OPEX a sought after method of bringing fitness to a Higher Order.
Jim Crowell loves doing 2 things over all else….Building businesses and mentoring coaches and business owners to enjoy long, inspiring, fulfilling, and profitable careers. His love of fitness and his desire for his own growth goes all of the way back to his childhood. Either he was playing sports or he was trying to figure out his next business move (likely it was cutting the neighbor’s grass haha). As a 5 sport athlete in high school and then as a member of the Big Ten Men’s Tennis Team at Penn State time was a challenge. He not only had to learn how to compete and earn his victories, he had to learn how to prioritize his time and energy into those projects that yielded real growth.
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Take a moment to check out OPEX
In today's episode, I chat with Steve Sudell, founder of Prehab to Perform and inventor of The Neck Hammock
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A huge thank you to our partner for today's episode, InBody USA. Check out their exclusive 321Go Podcast Deal
In today's episode:
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Steve shares with us his journey of inventing a product and bringing it to market.
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What happens when a technician becomes and entrepreneur?
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How does the current model of healthcare stifle innovation? How can adversity improve innovation?
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What is the best way to integrate other professional services in your gym?
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The E-Myth as mandatory reading.
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Off-loading duties as your business grows and investing money wisely.
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Take a moment to check out The Neck Hammock
In today's episode, I chat with Chandler & Dave, founders of Out of the Cave Media.
Join the 321Go Hub to begin changing your business TODAY.
A huge thank you to our partner for today's episode, InBody USA. Check out their exclusive 321Go Podcast Deal
In today's episode:
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The early days of the CrossFit Affiliate model
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Knowing yourself and your brand; should you re-brand?
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Chandler shares with us his journey starting Stone Age Fuel in 2013
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What does it ACTUALLY take to generate a lead?
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Selling vs. Building a Friendship (relationship marketing)
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Avatars - getting the RIGHT people, not MORE people
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Building Strategic Partnerships for the purpose of marketing
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Is automated email marketing dead?
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Take a moment to check out. Out of the Cave Media
In today's episode, I chat with Matt Walrath, founder of Beyond Macros.
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A huge thank you to our partner for today's episode, InBody USA. Check out their exclusive 321Go Podcast Deal
In today's episode:
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Matt shares with us his digital nomadic living experience and how he landed in Australia
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How did Matt find performance-based training and, ultimately, land on sustainable nutrition?
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How can coaches and gym owners shed light on nutrition as the foundation of fitness?
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Why is profitability the MOST IMPORTANT thing in business - even nonprofit businesses?
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How was scaling Beyond Macros similar to scaling a CrossFit Affiliate?
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How can gym owners begin to offer and communicate nutrition services to members?
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Take a moment to check out. MDI Apparel
In today's episode, I chat with Eli Slossberg.
Join the 321Go Hub to begin changing your business TODAY.
A huge thank you to our partner for today's episode, InBody USA. Check out their exclusive 321Go Podcast Deal
In today's episode:
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Eli discusses his return to his family apparel business from an affiliate owner.
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Striking the balance between passion and execution; business sense and energy.
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What misconceptions did you have going into gym ownership?
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What makes for a good partnership? What lessons have you learned?
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How can gym owners re-frame the way they go about spending and investing money?
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Changing apparel from a cost center to a profit center.
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Take a moment to check out. MDI Apparel
In today's episode, I chat with Jason Rule, Founder of Driven Nutrition.
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A huge thank you to our partner for today's episode, InBody USA. Check out their exclusive 321Go Podcast Deal
In today's episode:
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What is Jason's entrepreneurial story?
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How did Jason find focus through adversity?
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Challenges with scaling his company
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How does Jason find his ideal customer?
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How can you invest your time up front building systems to save yourself years in the future?
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Phil White is an Emmy-nominated writer and the co-author of Game Changer with Fergus Connolly and Jim Harbaugh, Unplugged with Brian Mackenzie and Dr. Andy Galpin, and The 17 Hour Fast with Dr. Frank Merritt. PhilWhiteBooks.com
Join the 321Go Hub to begin changing your business TODAY.
A huge thank you to our partner for today's episode, InBody USA. Check out their exclusive 321Go Podcast Deal
From Churchill to Wearable Tech, Phil White knows his stuff.
In Unplugged, Brian Mackenzie, Dr. Andy Galpin and I provide a blueprint for using fitness tech more intentionally and, as the name suggests, when to disconnect from our devices and reconnect to our instincts and environment.
Game Changer distills Michigan Football performance director Fergus Connolly's experiences working with teams in Premier League soccer, the NFL, NBA, national team rugby and more into an athlete health-focused model that helps coaches and athletes win more games sustainably.
In today's episode:
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How does writing a book compare to training or coaching?
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How to take action as an entrepreneur without a manager?
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How can we fight the battle of increased tech distracting from our products and service?
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How can we tell better stories?
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What are good metrics to measure?
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Clay Weldon and Matt Scanlon sit down for a chat with NC Fit Founder, Jason Khalipa
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A huge thank you to our partner for today's episode, InBody USA. Check out their exclusive 321Go Podcast Deal
Jason Khalipa is the Founder of NC Fit & 8 Time CrossFit Games Athlete
Jason is a champion in the fitness world; competing in 8 different CrossFit Games, finishing consistently in the Top 10, holding all the podium positions, undefeated in every Regional competition he has competed in and won the Spirit of the Games in 2009.
The attitude and AMRAP Mentality that made Jason a champion in CrossFit, he extends beyond the gym. Jason works hard everyday to be a champion in other areas of life such as fatherhood, as fitness entrepreneur and as an advocate of spreading awareness for pediatric cancer.
In 2008, Jason opened CrossFit Santa Clara a month after winning the CrossFIt Games. Using his passion for fitness, Jason expanded his business footprint and is pioneering widespread corporate fitness. He has redefined fitness in the hospitality sector and has helped to change the way people, CEOs, and athletes think about fitness.
In today's episode:
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Focus and AMRAP Mentality
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Corporate Wellness Strategies - how did Jason grow this aspect of his business?
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Multiple Locations - are you ready?
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Goals - why is it important to have these clearly defined?
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Next steps - how can we begin to become more action oriented?
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All this month in the HUB we're focusing on building your leadership and culture. Join the Hub for only $10 your first month and have unlimited access to the Summit content, Business and Marketing Templates, and dozens of business and marketing courses.
Join us in December for a 21 Day Marketing Challenge! Go into 2018 with a full year marketing plan. Reserve Your Spot
Today's Partner - InBody USA
A huge thank you to our partner for today's episode, InBody USA. Email John.Ross@inbodyusa.com to learn more and redeem November's offer.
What healthcare options do you have as a small business owner?The answers are few: 1. From your spouse's plan, 2. The Marketplace, or 3. None at all. Vaughn has been in insurance for 18 year and insures nearly 2500 Affiliates. In today's episode, we dig into the specifics of AffiliateShare - a healthcare solution for Affiliates, their families, and coaches. Learn more: http://affiliateguard.info/affiliate-share/
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All this month in the HUB we're focusing on building your leadership and culture. Join the Hub for only $10 your first month and have unlimited access to the Summit content, Business and Marketing Templates, and dozens of business and marketing courses.
Already a Hub Member?
Join us in November for the first annual Hubster Gathering in Charleston, SC for a fun getaway with business and marketing sessions and plenty of good times with fellow gym owners: Reserve Your Spot
Today's Partner - InBody USA
A huge thank you to our partner for today's episode, InBody USA. Email John.Ross@inbodyusa.com to learn more.
What is a Win-Win-Win in your business?After a recent article - "Leave No Client Behind" - made its way around the inter webs, I received a TON of requests to have Patty on the show. Well, here it is.
Patty is an OG in the CrossFit world, as you'll hear in some of his stories. He's tried every potential business model, but always found it lacking in one of three areas: profitability for the business, opportunity for coaches, and sustainability for clients. He's landed on what he believes to be optimal solutions on all three fronts.
After earning his mechanical engineering degree, working for two Fortune 100 companies in business development, and starting a green building design firm from scratch, Patty decided to try his hand in the fitness industry.
Patty opened the world’s fifth CrossFit affiliate and Canada’s first in Vancouver in 2004. He was mentored directly by CrossFit Founder Greg Glassman from 2004 to 2009 and because of this relationship with Greg, Patty’s gym “always looked different."
Interested in learning more about what Patty is up to at MadLab Click Here.
Please take a moment to Subscribe to the Show, share with a friend, and leave us a review!****
All this month in the HUB we're focusing on building your leadership and culture. Join the Hub for only $10 your first month and have unlimited access to the Summit content, Business and Marketing Templates, and dozens of business and marketing courses.
Already a Hub Member?
Join us in November for the first annual Hubster Gathering in Charleston, SC for a fun getaway with business and marketing sessions and plenty of good times with fellow gym owners: Reserve Your Spot
Today's Partner - InBody USA
A huge thank you to our partner for today's episode, InBody USA. Email John.Ross@inbodyusa.com to learn more.
What Does Culture Really Look Like In Your Gym?One thing is for certain. Your gym has its own culture. Culture is one of those topics that, when brought up, tends to elicit varying responses and reactions. Good leaders see it as the very lifeblood of their business and the primary driver which determines the success or failure of their bottom line. In this session, Hoby will teach us what it takes to have an irresistable culture.
Please take a moment to Subscribe to the Show, share with a friend, and leave us a review!****
Ready to EXECUTE on everything you learned? Join the Hub for only $10 your first month and have unlimited access to the Summit content, Business and Marketing Templates, and dozens of business and marketing courses.
Already a Hub Member?
Join us in November for the first annual Hubster Gathering in Charleston, SC for a fun getaway with business and marketing sessions and plenty of good times with fellow gym owners: Reserve Your Spot
Today's Partner - InBody USA
A huge thank you to our partner for today's episode, InBody USA. For the entire month of October, InBody will pay your 1st month's payment on a 24 month, 0% interest plan and extend your warranty for 2 years FREE. Email John.Ross@inbodyusa.com to learn more.
What's your mission?
Understanding your mission/passion/purpose is a critical component to making good, intentional decisions. In this session, Julie will help you get clear on your purpose and help give you a lens to see your future through. By hearing her story, you’ll be able to get crystal clear on why you’re doing what you’re doing.
Julie is a four-time CrossFit Games athlete, CrossFit Level 1 staff member, and current resident physician at the Cleveland Clinic. She’s consistently placed in the top 5 at the CrossFit Games including two podium finishes in 2012 (2nd place) and 2014 (3rd place).
An Achilles tendon rupture ended her final competitive season at the 2015 Central Regional, and she has now turned her focus to completing her medical training and using her knowledge of both CrossFit and medicine to empower individuals to access their full potential. She hosts a biweekly podcast called Pursuing Health, and runs the TRAIN program which provides online training for busy individuals who want to make the most out of their hour in the gym.
Please take a moment to Subscribe to the Show, share with a friend, and leave us a review!
Ready to EXECUTE on everything you learned? Join the Hub for only $10 your first month and have unlimited access to the Summit content, Business and Marketing Templates, and dozens of business and marketing courses.
Already a Hub Member?
Join us in November for the first annual Hubster Gathering in Charleston, SC for a fun getaway with business and marketing sessions and plenty of good times with fellow gym owners: Reserve Your Spot
Today's Partner - InBody USA
A huge thank you to our partner for today's episode, InBody USA. For the entire month of October, InBody will pay your 1st month's payment on a 24 month, 0% interest plan and extend your warranty for 2 years FREE. Email John.Ross@inbodyusa.com to learn more.
Grab your copy of the Training Journal today!
Today we're joined by Raph Freedman from the Mind Muscle Project and CrossFit Creature. We chat about Raph's experience on Australian Shark Tank and what he learned from the experience. We also chatted about his recent experience doing a Kickstarter campaign and - more broadly - what it means to do relentless marketing: sharing your story dozens of times before people will take action.
Please take a moment to Subscribe to the Show, share with a friend, and leave us a review!
Ready to EXECUTE on everything you learned? Join the Hub for only $10 your first month and have unlimited access to the Summit content, Business and Marketing Templates, and dozens of business and marketing courses.
Already a Hub Member? Join us in November for the first annual Hubster Gathering in Charleston, SC for a fun getaway with business and marketing sessions and plenty of good times with fellow gym owners: Reserve Your Spot
Today's Partner - InBody USA A huge thank you to our partner for today's episode, InBody USA. For the entire month of October, InBody will pay your 1st month's payment on a 24 month, 0% interest plan and extend your warranty for 2 years FREE. Email John.Ross@inbodyusa.com to learn more.
How do you value your business? The short answer it - it's really complicated. Check out today's show with Rigquipment founder Clayton Ferrer. We discussed different methods for creating an accurate valuation of your business.
But, what's the takeaway? The takeaway is that we should operate our business as if our ultimate intention is to sell.
What if we operated as if we plan to sell our business in 12 months? What would you do?
Please take a moment to Subscribe to the Show, share with a friend, and leave us a review!
Ready to EXECUTE on everything you learned? Join the Hub for only $10 your first month and have unlimited access to the Summit content, Business and Marketing Templates, and dozens of business and marketing courses.
Already a Hub Member? Join us in November for the first annual Hubster Gathering in Charleston, SC for a fun getaway with business and marketing sessions and plenty of good times with fellow gym owners: Reserve Your Spot
Today's Partner - InBody USA A huge thank you to our partner for today's episode, InBody USA. For the entire month of October, InBody will pay your 1st month's payment on a 24 month, 0% interest plan and extend your warranty for 2 years FREE. Email John.Ross@inbodyusa.com to learn more.
Do you learn more from your success or mistakes? Today's episode is a candid discussion with CJ Martin about the inception of Invictus and how that vision has shifted over the years. We also dive into the most difficult challenges CJ's experienced in the last few years.
In the latter part of the interview, CJ helps us break down the ways in which we can begin to experience positive change in our businesses.
It comes down to: Execute, make mistakes, and adapt.
Please take a moment to Subscribe to the Show, share with a friend, and leave us a review!
Did you miss any of the Gym Owners Growth Summit Sessions? Grab your 30 Day Summit Pass
Ready to EXECUTE on everything you learned? Join the Hub for only $10 your first month and have unlimited access to the Summit content, Business and Marketing Templates, and dozens of business and marketing courses.
Already a Hub Member? Join us in November for the first annual Hubster Gathering in Charleston, SC for a fun getaway with business and marketing sessions and plenty of good times with fellow gym owners: Reserve Your Spot
Today's Partner - InBody USA A huge thank you to our partner for today's episode, InBody USA. For the entire month of October, InBody will pay your 1st month's payment on a 24 month, 0% interest plan and extend your warranty for 2 years FREE. Email John.Ross@inbodyusa.com to learn more.
How does decisive leadership help your gym grow? My biggest takeaway from the growth summit is this - There is no "one thing" anyone's done to get more members. There is no "best way to..." There is just decisive action followed by failure followed by learning from those failures. The leaders we all look up to are great leaders because they execute and adapt.
This is especially true for today's guest, Chris Marhefka. Chris is probably the busiest guy you know. He routinely has 4-5 HUGE projects in the works, but manages to run several companies, record a TV show, and lead a team.
It comes down to a few principles: Core Values, Decisiveness, and Trust.
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Registration is open for the first ever digital growth summit for Gym Owners. Go to www.GymOwnersGrowthSummit.com to see the speaker list, register, and learn more about the event.
Growing up in wrestling and competing at the Division 1 level, being one of the few athletes to have attended 7 CrossFit Games as an individual, and a career in coaching and programming for over a decade, Chris Spealler is a true ambassador for Fitness. He lives in Park City, Utah with his wife, 2 kids, and their dogs Oakley and Avalanche.You can frequently find him on the slopes and single track in Park City putting his fitness to use. In today’s episode, we talk extensively about programming for your affiliate. We answer the following questions: What trends does Chris see in programming? How much fitness can you achieve in just an hour a day? How should you accommodate competitive athletes from within your general population? How does Chris recommend you layer in additional work? Jump in on Chris’s offer for a free trial of Icon Athlete programming by visiting http://iconathlete.com/
Registration is open for the first ever digital growth summit for Gym Owners. Go to www.GymOwnersGrowthSummit.com to see the speaker list, register, and learn more about the event.
Jason's Episode:
- How to maintain a positive outlook and focus on what really matters. 2. Are you prepared when life throws you a curveball? 3. What are the major needs Jason sees for the majority of Affiliate owners? 4. What would Jason do differently when he first opened his Affiliate? 5. What can an affiliate do to begin building a more sustainable business? 6. How does Jason maintain culture and vision in all his locations? 7. How did Jason break into the “corporate” market? 8. Are you ready for a second location? 9. Do you actually need a marketing plan? 10. Partnerships 11. Action items to begin to scale your business. Stay up-to-date with Jason on Instagram: @JasonKhalipa @BoxToBusiness @EMOMoftheDay
Registration is open for the first ever digital growth summit for Gym Owners. Go to www.GymOwnersGrowthSummit.com to see the speaker list, register, and learn more about the event.
This week we're talking all about social media marketing. We answer the following: Should I begin to pay for Google Adwords? How much should I expect to pay per click? How should I target and measure the effectiveness of my digital advertising? What is the difference between a “Boosted” post and the “Ad Manager” on Facebook? How do you create an effective “Audience” on Facebook? Where should you place your Facebook and Instagram Ads? How should you follow up with your leads from paid advertising?
Josh wraps up the show giving you a step-by-step guide for advertising on Facebook for the first time.
A huge thank you to our partners, Icon Athlete Affiliate Programming and InBody USA. All this week, InBody is offering up to $250 off their flagship model, an extended 1 year warranty, PLUS a sweet consultation package to upgrade your setup. john.ross@inbody.com to learn more. Be sure to mention "321Go Podcast" to access your discount and bonuses.
Registration is open for the first ever digital growth summit for Gym Owners. Go to www.GymOwnersGrowthSummit.com to see the speaker list, register, and learn more about the event.
Leading up to the Growth Summit we'll be highlighting some content from our guests. This week we look back on an interview with Ben Bergeron. Ben will be presenting at the free Growth Summit on Friday morning.
Establishing and being confident in your Core Values is essential for every part of running a business. Your values are what should drive every decision you make. In this session, Ben draws from his experience and his core values and will discuss the key things to pay attention to when hiring and firing people.
A huge thank you to our partners, Icon Athlete Affiliate Programming and InBody USA. All this week, InBody is offering up to $250 off their flagship model, an extended 1 year warranty, PLUS a sweet consultation package to upgrade your setup. john.ross@inbody.com to learn more. Be sure to mention "321Go Podcast" to access your discount and bonuses.
Registration is open for the first ever digital growth summit for Gym Owners. Go to www.GymOwnersGrowthSummit.com to see the speaker list, register, and learn more about the event.
Bubba is a serial tech entrepreneur who has built and sold 5 companies - ranging from sports and outdoors tech to groundbreaking mobile hardware. Bubba is the real deal and shares with us some great stories of entrepreneurship.
The overarching themes of today's episode are twofold: Learn from failures and create value in your company independent of yourself. This is the key to a sustainable and healthy company.
Learn more about Triib by visiting https://triib.com
Head over to iTunes and leave us a rating and review. See you next week!
A huge thank you to our partners, Icon Athlete Affiliate Programming and InBody USA. All this week, InBody is offering up to $250 off their flagship model, an extended 1 year warranty, PLUS a sweet consultation package to upgrade your setup. john.ross@inbody.com to learn more. Be sure to mention "321Go Podcast" to access your discount and bonuses.
Registration is open for the first ever digital growth summit for Gym Owners. Go to www.GymOwnersGrowthSummit.com to see the speaker list, register, and learn more about the event.
Today we're joined by the Co-Founder and CEO of Fitbot, Casey Jenks. Casey shares his story of gym ownership, serial entrepreneurship, and building up a rockstar team. We also dive into some lessons gym owners can take away from the tech industry.
Fitbot does all the heavy lifting for you so you can focus on your clients. You can create individualized workouts, communicate with your clients, and track & visualize progress all from the comfort of your browser. No more living in email & spreadsheet hell — Fitbot helps you reach your goals and your clients’ goals. Learn more at: https://thefitbot.com/
Please take a moment to head over to iTunes and leave us a rating and review. We'll see you next week!
A huge thank you to our partners, Icon Athlete Affiliate Programming and InBody USA. All this week, InBody is offering up to $250 off their flagship model, an extended 1 year warranty, PLUS a sweet consultation package to upgrade your setup. john.ross@inbody.com to learn more. Be sure to mention "321Go Podcast" to access your discount and bonuses.
We're joined this week by CEO of Working Against Gravity, Adee Cazayoux. In this episode we discuss:
- History of Working Against Gravity.
- How struggle breeds innovation and great entrepreneurs.
- How to handle leadership if you've never viewed yourself as a leader.
- The importance of an inner circle.
- Keeping your business model simple and scaling while maintaining quality.
- How to handle clients that quit.
- Coaching behavior change.
- How to brand the un-sexy.
- The importance of providing nutritional services in your gym.
Follow WAG on Instagram @WorkingAgainstGravity and Adee @AdeeCazayoux For more information on the WAG Affiliate model, email info@workingagainstgravity.com
Visit www.GymOwnersGrowthSummit.com to register FREE for the first ever digital growth summit in our industry.
A huge thank you to our partners, Icon Athlete Affiliate Programming and InBody USA. All this week, InBody is offering up to $250 off their flagship model, an extended 1 year warranty, PLUS a sweet consultation package to upgrade your setup. john.ross@inbody.com to learn more. Be sure to mention "321Go Podcast" to access your discount and bonuses.
This week is all about getting sh&t done. We're joined by the #GSD entrepreneur, Julie Weldon. Julie is the co-founder of A Salty Rim - a business consulting firm and host of the GSD Entrepreneur Podcast.
Today's format is a little different. Julie and I each bring in an article or an excerpt from a book to dig a little deeper.
Julie brings in an article she wrote for Box Pro Magazine - "How to Quit Something Well" http://boxpromag.com/how-to-quit-something-well/
We chat through the idea of putting in the required work to find success vs. knowing when to throw in the towel. We share some examples of gym owners we really respect who have seen incredible results once they stopped looking for magic bullets and started putting in the REAL work.
I brought in an excerpt from The Daily Stoic by Ryan Holiday. "Today I escaped from the crush of circumstances, or better put, I threw them out, for the crush wasn't from outside me but in my own assumptions." - Marcus Aurelius
We chat through what it means to serve the greater mission and to control the things within your own purview.
Register for the Gym Owners Growth Summit: http://gymownersgrowthsummit.com
A huge thank you to our sponsors, Icon Athlete Affiliate Programming and InBody USA. All this week, InBody is offering up to $250 off their flagship model, an extended 1 year warranty, PLUS a sweet consultation package to upgrade your setup. john.ross@inbody.com to learn more. Be sure to mention "321Go Podcast" to access your discount and bonuses.
We're joined by the Founder and CEO of 321GoProject - Clay Weldon. We open the show chatting about Clay's early days as an entrepreneur; getting laid off during the recession and providing for his family during the most difficult of times. We also talk about the toll that entrepreneurship can have on a marriage and appreciating the good times after coming out of the more difficult times.
Clay and I also talk about our upcoming Gym Owners Growth Summit - a free, virtual educational and motivational seminar with a guest list that includes Ben Bergeron, Jason Khalipa, Chris Spealler, Julie Foucher, Hoby Darling, and many, many more. Reserve your spot and block out your calendar NOW: http://gymownersgrowthsummit.com/
Today I deviate from the typical interview format of the show to revisit a theme we’ve explored in previous interviews with gym owners - Tipping Points.
In this show I share the story of my career before owning a gym and the benchmarks that fundamentally shifted the way I approach business. Here are the tipping points in order on the show:
- Finding my “why”
- Failing in another business
- Leaving my full-time job
- Hiring our first coach.
Stay tuned to the end of the episode where we drop a HUGE announcement you won’t want to miss.
Today’s show is brought to you by Icon Athlete Affiliate programming. Visit IconAthlete.com/321Go to learn more.
This week’s episode is brought to you by Icon Athlete Affiliate Programming by Chris Spealler. I’m joined this week by Jamie Gallagher of CrossFit Burke and leader of M3 Mastermind Groups to chat about what it means to be an affiliate in 2017. What are our non-negotiables as our brand matures?
00:00 - Pay your coaches!
8:30 - What can we outsource?
11:00 - Budgeting, Systems, and Processes?
16:30 - How to create (or re-create) your business plan?
27:00 - Best practices to onboard new members
36:00 - How to have the pricing conversation.
41:00 - Become OK with charging what you’re worth
47:00 - What’s the future of our brand look like?
Please share with a friend and leave us a review!
Ep 58 | Find a Good Trainer, Be Reasonable, and We Blow the Lid off Big Coconut
We jump right into some listening questions from a previous episode related to ramping up your training and intensity. With some clarification, we determine that the client-trainer relationship was perhaps not a great fit.
Other topics include: how to do a proper plank, are bodyweight exercises considered resistance training, and how do we reconcile the need to do increasingly more volume/intensity with your ability to recovery.
The bulk this show is dedicated to a position statement from the American Heart Association related to saturated fat. The most salacious point in this statement has to do with coconut oil, specifically saturated fat in coconut oil.
Thanks for listening, leaving a review, and sharing with a friend!
Pat Burke is a 6-time CrossFit Games Competitor as well as the Founder of MBS CrossFit in Colorado.
In this episode, Pat shares with us the story of how he founded his Affiliate during a time in his life when he lost everything - including his house. In Pat's words - when you have nothing, all you can focus on is one thing. It's through this focus that Pat has gone on to open a second affiliate built upon the same principles.
In this episode, we ask the following questions:
- What is different in CrossFit today vs. 2008?
- How do you balance your own training with owning your gym?
- How do you distinguish between CrossFit the sport and what your members do everyday?
- What is our strategic advantage over other Group Fitness models, like Gold's Fit or Orange Theory?
You can find Pat's False Grips on Instagram @FalseGrips or shoot Pat an email Patrick@FalseGrips.com
Heather is the editor of Box Pro Magazine and Carrie is the Director of Events for Peake Media - the parent company of Box Pro. In this episode we ask:
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What are the conversations you're having with box owners in 2017 that you weren't in 2016?
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What are the generally recognized best practices when professionalizing your gym?
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How can you get sponsors for your next event?
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What are the common characteristics of a well-run event?
To learn more about the 2017 Box Pro Leadership Summit, visit http://peakemediaevents.com/bpsummit/ or email Carrie@PeakeMedia.com
We're joined for part 2 of a 2 part series with Tex and Luke from Power Athlete. In this episode, we wrap up our discussion about starting a sports program in your gym.
We dig into some of the principles of Power Athlete as it relates to athletic development. Specifically, we outline PA's athletic development pyramid:
(from the bottom-up) 1. Nutrition 2. Limiting Factors 3. Body Awareness - Barbell/OLY lifts - Speed 4. Goal
You can find the warm-ups we reference by visiting: http://powerathletehq.com/warmups/ as well as find other valuable content - including the PAHQ warm-up and cool down series on their YouTube Channel: https://www.youtube.com/channel/UCwX8jB8Pwb7JuR4NZIg840Q
Find Tex and Luke at PowerAthleteHQ.com and PA Radio.
We're joined this week by Tex and Luke from Power Athlete to discuss ways to go about starting a sports-specific off season training program in your gym. In part 1, we identify some strategies to get your foot in the door with coaches as well as some ways that your coaches can begin to think about how they train and cue sports-specific athletes.
Find out more about Power Athlete at http://powerathletehq.com/ and by subscribing to Power Athlete Radio on iTunes, Stitcher, or wherever you get your podcasts.
We’re joined this week by Steven Clarke and Julie Weldon of the GSD Entrepreneur podcast to chat about building business plans, outsourcing duties that don’t excite you, and scaling your business.
Julie and Steven share each other’s entrepreneurial journey and the lessons they’ve learned along the way. We also deliver some practical advice for outsourcing lower-value roles within your company.
Today's episode is brought to you by Icon Athlete Affiliate Programming. Learn more: https://iconathlete.com/321go/
Subscribe to GSD Entrepreneur and learn more by visiting: http://gsdentrepreneur.com/
In part 2 of our Kenny Kane series, Kenny begins to connect the dots between vision and practice. We take a look at coaching best practices and apply those at the affiliate level.
Kenny shares several stories about his career as a coach, entrepreneur, and stand up comedian. Kenny relates to the fitness entrepreneur that may be struggling to enact their vision and gives some solid advice to the entrepreneur that may find themselves at a crossroads.
Subscribe to the Body of Knowledge Podcast - a joint effort with Kenny and Dr. Andy Galpin.
http://www.andygalpin.com/the-body-of-knowledge-podcast/
We’re excited to be joined by Kenny Kane for a 2-part series.
In part 1, Kenny lays the groundwork for a discussion around the fitness “Market.” Specifically, we chat about how the affiliate owner or coach can begin to rise above the “noise” of the industry and adopt best practices from multiple disciplines.
We wrap up part 1 by introducing the theme of longevity - both as an affiliate owner and as a coach. We ask the question: “What would it look like for someone to do this for the rest of their life?”
If you don’t already, you MUST subscribe to the Body of Knowledge Podcast - a joint effort with Kenny and Dr. Andy Galpin.
http://www.andygalpin.com/the-body-of-knowledge-podcast/
Carl is back on the show for a second time to bring a healthy dose of honesty and inspiration.
Carl opens the show sharing with us his history growing up in Spain, getting involved in gymnastics, and receiving a degree in Marine Biology. Upon returning to San Francisco, Carl made a shift to athletics and coaching.
Carl also shares with us some tough business decisions he’s had to make, their consequences, and what he did to adjust.
We wrap up the show giving some practical advice on branding, content creation, and knowing what to tackle next.
Keep up to date with Carl and see his upcoming seminars at http://freestyleconnection.com/seminars/
This week we’re joined by the guys from the Mind Muscle Project Podcast and owners of CrossFit Creature.
We open the show discussion how Raph and Lachlan purchased three different gyms in Sydney, how the grow each new venture, and how they work as partners.
In addition to a tactical discussion of the guys’ business development, we also chat about entrepreneurship in general. Specifically, we discuss the idea that each new member that joins your gym has a commensurate amount of fixed costs associated with servicing that membership. We make the case that more members and more space isn’t necessarily the only - or perhaps - the ideal business model for the CrossFit gym.
Check out CrossFit Creature at https://www.crossfitcreature.com/ and the Mind Muscle Project at http://themindmuscleproject.com/
“The 1 Percent Rule states that over time the majority of the rewards in a given field will accumulate to the people, teams, and organizations that maintain a 1 percent advantage over the alternatives. You don't need to be twice as good to get twice the results. You just need to be slightly better.” - James Clear
We’re joined this week by 321Go Owner and Founder, Clay Weldon, to chat about our Marketing theme.
We open the show discussing ways that gyms can strive to improve by 1%, incrementally compounding their advantage over the competition.
In the latter half of the episode, we share some marketing tactics you can use this week. We challenge you to begin creating a broad plan, making that plan public, and filling in the gaps.
For more information on these marketing strategy templates, visit hub.321goproject.com
We’re joined for part two with Chris Marhefka and Wade Swikle from the Attain Anything Podcast. Wade Swikle founded Smarter Moving Solutions, LLC, the parent company to 2 College Brothers, Inc. 2 College Brothers is a moving company with locations in Gainesville, FL, and Tampa, FL, and employs over 60 students and college graduates. Chris Marhefka is the founder of B3 Gym in Gainesville, FL and co-founder of Eat the 80, a healthy meal delivery service in Florida. He has worked with more than 2,000 clients and has 10+ years experience as a personal trainer, CrossFit instructor, nutrition and lifestyle coach.
On this week’s episode we dig into some of the formational content and habits that Chris and Wade attribute their success. We talk about influential figures, books, and daily cornerstone habits.
We also explore some ways that entrepreneurs can focus more on action and less on ideas and knowledge to find greater success.
Find Wade and Chris on the Attain Anything Podcast and AttainAnything.com
Wade Swikle founded Smarter Moving Solutions, LLC, the parent company to 2 College Brothers, Inc. 2 College Brothers is a moving company with locations in Gainesville, FL, and Tampa, FL, and employs over 60 students and college graduates. Chris Marhefka is the founder of B3 Gym in Gainesville, FL and co-founder of Eat the 80, a healthy meal delivery service in Florida. He has worked with more than 2,000 clients and has 10+ years experience as a personal trainer, CrossFit instructor, nutrition and lifestyle coach.
Today on the show we talk about the characteristics of successful entrepreneurs and business owners.
Find Wade and Chris on the Attain Anything Podcast and AttainAnything.com
Dave Whitson is the Owner and Head Coach of CrossFit Soar in Hawthorn New Jersey.
Dave shares the story of taking over an affiliate with 20 people attending and 12 people paying. From there, Dave took a look at membership and asked himself “who do I want to fill my gym with?”
Dave also shares with us ways that he builds and sells his specialty courses. He gives some tips and tricks on marketing and filling up his courses.
Follow Dave on Instagram @crossfitsoar and Facebook CrossFit Soar. http://crossfitsoar.com/
- Consistency > Knowledge > Inspiration...and it’s really hard.
- You’re not an island.
- Opportunity will come when you’re ready.
- No one cares about your community, programming, or coaching...yet.
- You will need to learn to market - whatever that means.
- If it’s not written down, it doesn’t exist.
- Your clients don’t care about you nearly as much as you do about them.
- You must actively protect your culture.
- Measure and test everything.
- Never. Stop. Moving.
In the 3rd installment of “Tipping Points”, we’re joined by Meddy Paulus of CrossFit Akeso, PJ Menagh from CrossFit Tigard, and Cory Adams from Legacy Fitness.
In this show, we examine some of the more philosophical aspects of entrepreneurship and gym ownership. How do you manage the emotional toll of blurring lines between client and friend? How do you find purpose and “why” during tough times? What are some of the most difficult decisions you’ve made as an entrepreneur?
We also hit on some actionable items: How did you raise your rates? How can you replicate yourself to grow your gym with solid systems and processes?
Today’s show is chock full of ideas - from gym ambassadors to referral programs to celebrating our clients. A huge thanks to the guests for their willingness to share.
If you enjoyed these shows, please share with a friend and rate us on iTunes! Thanks for listening!
This week we continue our series of Tipping Points. I asked the question: "Who has seen a shift, improvement, or change in their business in the last 12 months."
This week we're joined by Shannon Ferguson of Alvin CrossFit and Nicole Harp of Break the Mold CrossFit to discuss their tipping points.
This week we cover:
- What skills can you take from your previous career into entrepreneurship?
- When should you outsource something or pay an expert?
- How did you identify your strategic advantage?
- What metrics should you track daily, weekly, or monthly?
- How do you go about writing Standard Operating Procedures.
Thanks for listening, subscribing, and sharing with a friend.
Several weeks ago, I posted a question in our 321Go Think Tank. Who has experienced a “shift” or a “tipping point” in their business that they would like to share on the podcast? The response was overwhelming.
My goal with the question is to share with you - the listener - stories of real gym owners out there hustling everyday. Stories you can relate to. Stories of small, incremental change adding up to HUGE shifts.
Today, we’re joined by Molly Kieland of FUELhouse Gym in Seattle and Dave Greene of CrossFit Spero in Chicagoland.
Molly and Dave share candid stories of success, struggle, and affirmation. They share with us the moments they felt their business “shift”.
Thanks for listening, leaving a review, and sharing with a friend!
We are joined by Marc and Amy Duchene - owners and founders of CrossFit 915 and the subsequent parent company, 915 Sports in El Paso, TX.
A couple years into owning their business, Marc and Amy did something so simple yet so profound - they LISTENED to their clients and offered them what they were looking for. This led Marc and Amy to start FEMMEfit. FEMMEfit is designed to inspire women to take charge of their lives and become the person they desire to be.
The success of FEMMEfit started a snowball effect of diverse program offerings tailored specifically to a target market. New programs that followed were Lil’ Beasts (a kids’ program), Sweat60 (a 60-day fitness and nutrition challenge), 915 Sport (competitive training), a bikini model body-building style program, and many other unique offerings.
It didn’t all come overnight. And they weren’t all home-runs. Marc and Amy share some strategies they used to launch and evaluate new program offerings.
We wrap up today’s show with a discussion around branding. Specifically, Marc and Amy’s decision to brand as 915 Sports to reflect the diverse programs they offer under the same roof. We settle on this: re-branding is not a magic bullet. In fact, a re-brand is a mandate to double-down on your branding efforts - unique content, constant social media presence, and consistent business development. Evaluate your current level of consistency on all those fronts before exploring self-branding.
Thanks for listening, leaving a review, and sharing with a friend!
We’re joined this week by Charlotte entrepreneur Stuart “Stu” Brauer. Stu owns CrossFit Southend and is the founder of Urban Movement - a multi-disciplinary fitness collective in Charlotte - and WTF Gym Talk - a fitness business consulting service.
We spend the majority today’s show exploring trends - from the large footprint of the former “globo” gym to the new commodity-based group fitness model. Specifically, we ask:
- What is the future of the group class?
- How can personal training carry the group class into the future?
- What are some creative ways to diversify your revenue streams?
- How can you uniquely brand yourself to differentiate?
- What are some small “game changers” that make you stand out?
- How can you get people to stick around the gym for extra services?
Thanks for listening, leaving a review, and sharing with a friend!
If there’s one word I would use to describe Zach - it’s Evolution. Constant evolution.
Owning two affiliates in Las Vegas poses unique challenges and opportunities unlike most affiliates in the country. Instead of being frustrated at the transient nature of his city, he adapts. By putting people in the right roles that suit their strength and armed with key metrics, Zach is able to pivot against constant flux.
In this episode, we cover the following:
- Zach’s history with CrossFit and opening his affiliates.
- Hiring his Mom.
- Adapting his business to changing demographics.
- Putting the right players in key roles.
- Who does he look for in a coach?
- How has his staffing priorities changed over the years?
- How has he adjusted his compensation models and what seems to work best?
Zach references the following books:
The E Myth Book by Michael Gerber
Scaling Up: How a Few Companies Make It... and Why the Rest Don't Book by Verne Harnish
Today’s episode is all about selling a gym or building a business with selling in mind.
We’re joined by Don Moss - owner of CrossFit Apogee and 321Go Project Mastermind Leader - to chat about the recent sale of his gym. We cover:
- Why should you think about selling now?
- What factors should you consider prior to selling?
- How do you select an appropriate buyer?
- How do you value your gym?
- What are the steps to sell a gym?
- How long will it take to finalize the process?
In this episode we reference “Built to Sell: Creating a Business that can Thrive Without You” by John Warrillow.
As a business scales and becomes more successful, there is a strong marker of that success: Organizational Maturity.
The Founder of the business becomes a salesperson. Then she or he moves from salesperson to manager and hires another salesperson. From manager, you move on to CEO and hire managers who manage salespeople and support staff.
The evolution of your gym is no different. On Day 1 you wear all the hats; janitor to marketing. Eventually, you hire people to take over key roles with increasing responsibility and managerial oversight.
This episode is all about assessing whether you’re ready to begin making those moves into organizational structure and expanding your gym. We’re joined by Lindsey Johnson, Director of Customer Advocacy for Wodify to discuss her experience as a GM of a gym during an expansion into a 2nd and 3rd location. She outlines the key responsibilities that made her position as GM incredibly valuable.
Eric Stratman has been in the fitness game for a long time. As an early adopter of CrossFit as a viable fitness business, he’s learned a lot of lessons along the way that he shares with us today.
Eric owned TNL CrossFit Tampa since 2007. He’s since relocated and is pursuing a passion he developed during his tenure as an affiliate owner: running charity events.
According to Eric, a well executed gym event can bring a TON of awareness to the gym, do some real good in the community, and bring your existing members together.
Check out Eric’s next event: www.4allheroes.com
Chris and I open the show discussing his recent trip to Wodapalooza and venture into a discussion about the future of CrossFit the Sport and its relation to affiliates. We chat about the 2017 Open and some potential programming features we may see this year.
Chris also shares with us some developments over in the Icon Athlete community and how diverse his Icon Athletes are. This gives us a natural transition to chat about programming-at-large. Specifically, we explore who we’re trying to serve with our programming.
In the end it came down to this: Does your programming serve you or do you serve your programming?
Find Chris @IconAthlete on Instagram and IconAthlete.com to get involved with the Icon Community.
Chris Marhefka is the owner of B3 Gym in Gainesville Florida, the co-founder of Eat the 80, and co-host of the Z Living show, Altar’d.
This guy has hustle. Serious hustle. Balancing two companies while shooting a TV show is a busy life. Today’s episode is all about using the momentum of your previous experience to capitalize on the opportunities right in front of you.
But it takes preparation.
My big takeaways from this episode: -If you’re not prepared at the time that opportunity presents itself, it will pass you by. -You must stay in the present moment. Not where you want to be someday or dwelling on past mistakes, but right now. -You must be genuine. You can’t fake authenticity. -Care for and develop yourself.
Catch Chris’s premiere of Altar’d here: http://www.zliving.com/altard
Ashley Bacsu from CrossFit 317 joins us this week to share ways you can begin to build up your online presence and engagement.
Content Marketing is arguably the #1 thing you can do to build Brand Awareness, which equals more members. Not only does it increase new membership, but it’s an effective way to increase member engagement and transmit culture. You know your Core Values. Now it’s time to share them with the world.
For more on Content Marketing including an entire course with dozens of content ideas and templates, visit Hub.321GoProject.com
We sit down with Jamie Gallagher, owner of CrossFit Burke near D.C. to chat all things retention.
Jamie shares with us a system he uses to keep his coaches accountable to athletes during their first few months in the gym. We then move on to talk about contracts - why or why not a gym owner may offer them.
We wrap up the show exploring some ways that you can use the upcoming CrossFit Games Open as a key retention tool.
“You aren’t likely to read your own notebooks, or ancient histories, or the anthologies you’ve collected to enjoy in your old age. Get busy with life’s purpose, toss aside empty hopes, get active in your own rescue—if you care for yourself at all—and do it while you can.” -Marcus Aurelius
This episode is all about doing the work it'll take to create the business you want. In this episode we discuss marketing. We'll begin to uncover other ways you can get "active in your own rescue" as the year progresses.
The vast majority of people who make a resolution will fail.
The vast majority of people who make a business goal will fail at that goal.
So, what gives? Is it the goal? Is it the person? Is it the tools?
This episode is all about goals and our 2017 Set and Crush Your Goals Challenge. You have just a few days to still sign up: https://321goproject.com/goal-setting-challenge/
We’re all business owners, but are we all entrepreneurs? What separates the entrepreneurs?
Not income. Not number of members. Not square footage. The one distinction between entrepreneur and business owner is: Mindset.
Today, we explore 3 aspects of mindset that make for a successful entrepreneur.
I’ve had personal conversations with close to 1,000 business owners. Justin Marcis has one of - if not the - most unique approaches to staff development of anyone I’ve met.
But, this show isn’t just about staff development. This show is about culture. It’s about setting your values and letting them permeate every fabric of your business - including staff development and education.
You should go to Justin’s website to get a feel for the place: http://windycitycrossfit.com/
Today’s episode is all about communication and follow-up. In most cases, simply caring for and following up with your athletes can be the difference between a sale or a cancellation.
David Pitts is a seasoned fitness professional and co-founder of Off Day Trainer who came up against a problem that most micro-gym owners experience: how can I scale individual touch-points with athletes? Here are some other questions we answer on today’s show:
-How to sell more Personal Training -How to actively listen during an introductory session. -How to initially deliver value -What are some creative ways to retain athletes -Can a rate increase actually INCREASE demand?
For more info, Text PODCAST to 56955
We’re joined by Ryan Crozier of Agency Boon and Good Bureau to talk about building a company from nothing, branding, and using his company to do social good. This week we build upon a theme set out last week by Z Hanson of Barbells for Boobs. In a broad sense, we chat about the role of the local small business in the community. More specifically, we discuss various corporate entities and business models that use social engagement to define their brand and affect the most amount of change.
Takeaways from this episode: How do you use social engagement to tell the story of your gym? How can you use your members to build your social impact? How do you tell your Story beyond your workout? What lessons can you learn from growing a business and handing off key responsibilities?
Learn more about Ryan’s organizations: www.goodbureau.ro www.agencyboon.com
Twitter, Facebook, Instagram: @agencyboon
Ep 80 | Barbells for Boobs’ Z Hanson Finds her Path
This week we’re joined by Z Hanson - Founder of Barbells for Boobs - to chat about social entrepreneurship, her time as an Affiliate owner, and her path to building Barbells for Boobs.
We touch on the following: How did Z use lessons from CrossFit and Affiliate ownership to build her entrepreneurial vision? How does Z manage the vulnerability of Leadership? How has Z structured her team around her strengths and weaknesses? How does Z deal with the loneliness of entrepreneurship? How can the Affiliate owner use social innovatio to demonstrate impact?
Tuesday Nov. 29th is Giving Tuesday - take some time to donate to Barbells for Boobs.
Growing up in wrestling and competing at the Division 1 level, being one of the few athletes to have attended 7 CrossFit Games as an individual, and a career in coaching and programming for over a decade, Chris Spealler is a true ambassador for Fitness. He lives in Park City, Utah with his wife, 2 kids, and their dogs Oakley and Avalanche.You can frequently find him on the slopes and single track in Park City putting his fitness to use.
In today’s episode, we talk extensively about programming for your affiliate. We answer the following questions:
What trends does Chris see in programming? How much fitness can you achieve in just an hour a day? How should you accommodate competitive athletes from within your general population? How does Chris recommend you layer in additional work?
Jump in on Chris’s offer for a free trial of Icon Athlete programming by visiting http://iconathlete.com/
A departure from my typical Skype interview, today’s episode is all about gym owners sitting around, shooting the s%&t. This week we’re joined by some of the 321Go team - Stefan Cox from CrossFit Turbine, Don Moss from CrossFit Apogee, Ashley Bacsu from CrossFit 317, and Jamie Gallagher from CrossFit Burke.
We chat about the importance of finding other entrepreneurs to share the struggle, hiring and firing staff, and finally viewing yourself as a professional business (and charging accordingly).
WARNING: As you can imagine getting a bunch of gym owners in the same room can get a bit colorful. Today’s episode is slightly less PG-13 than our usual format.
Josh Sturgeon is back on the podcast for a 3rd time to give our listeners a guide for creating Facebook ads and audiences for the novice marketer. Josh is the founder of EmberTribe and 321Go Hub Course contributor.
We answer the following: Should I begin to pay for Google Adwords? How much should I expect to pay per click? How should I target and measure the effectiveness of my digital advertising? What is the difference between a “Boosted” post and the “Ad Manager” on Facebook? How do you create an effective “Audience” on Facebook? Where should you place your Facebook and Instagram Ads? How should you follow up with your leads from paid advertising?
Josh wraps up the show giving you a step-by-step guide for advertising on Facebook for the first time.
We’re joined this week by Vaughn Vernon of Affiliate Guard to chat about important business systems templates he’s created through the experience of dealing with thousands of affiliates throughout the years. We hit on the following:
Do I need a special event/competition policy? Why should your waiver contain a rhabdo component? Do you have an equipment inspection checklist? Do you have a kid’s area sign in?
We then go on to follow up last week’s episode with a discussion on W2 vs.1099 employees and your insurance responsibilities for each.
Vaughn wraps up the show talking about Affiliate Share, a health coverage solution for gym owners.
This week we’re joined by resident accounting and finance whiz, John Briggs of Incite Tax. We chat about some key ways you can begin to look at your Profit & Loss statements to maximize your growth and profits.
For how long should you barter and bootstrap your business? When should you look to be fully staffed and pay yourself? What is real revenue vs. gross revenue? What will happen to the business that “just needs to break even”? Why are profits important? Where should you invest profits? How much should you pay yourself? What is the difference and advantages of 1099 and W2 employees?
Learn more about Profit First and schedule a free call with John by going here: http://incitetax.com/profit-first/
Geo Rockwell opened his first affiliate in 2009, second in 2012, and third in 2014 - each with a slightly different partnership and operating structure. Needless to say, Geo has seen and learned a lot through his years in business ownership.
We open the show chatting about Geo signing the first draft of his first lease in the parking lot of the gym at his first visit. Things have changed a bit since then…
We go on to talk about partnerships breaking up and how to avoid things going wrong in a business partnership.
Fast forward to Geo opening his next two affiliates in the Baltiore area. We answer the following questions:
-What is different today than that first affiliate in 2009? -How do you know if you’re ready for a second location? -How do you manage multiple affiliates and 500 members? -What do Geo’s gyms do exceptionally well? -How do you tangibly define “community”?
We wrap up the show with a discussion around two of Geo’s passion projects - The 4th Pull Podcast (h) and his Community of Strength Non-Profit (http://affiliateguard.info/resources/templates/)
Keep up to date with Geo’s gyms:
http://crossfitfederalhill.com/ http://crossfitcove.com/
There is still room to squeeze in on the 30for30 Business Challenge. Accept the challenge here: http://321goproject.com/30for30/
We're joined today by Don Moss - owner of CrossFit Apogee and rockstar contributor to the Hub Platform. Today, we chat about two of his courses: Creating a Kid Care Program and Coaching a Great Class.
But the broader theme in today's show is Culture. You have 60 minutes a day to transmit your vision of culture. How will you do it?
How many times have you told an athlete that results come from consistent effort over time?
Why, then, do we think that our business growth would be any different? What are we waiting for - the right tactic, that “one thing”, motivation?
Here’s our challenge to you - dedicate a small sliver of time each day to developing the habits of an entrepreneur. Have a vision of where you want to be and work each day to achieve it.
We’re asking for 30 minutes a day - no more, no less.
In this episode, Julie Weldon shares with us how she has seen entrepreneurs either succeed or fail through the appropriate habits.
To join in on the challenge to begin your business transformation, go to http://321goproject.com/30for30/ to join.
In a Podcast-inception, The Girls Gone WOD Podcast and 321Go Podcast join forces to bring you a joint episode from two perspectives.
For the gym owners listening, this is an important episode. While on the surface, this was a (really) fun conversation, I think we can take away much more. Specifically:
-
Content - You MUST create regular content to your audience. No excuses. Rip off the band-aid and get it done.
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What are your future members feeling before they join? This is HUGE. Joy shares her experience of joining a CrossFit gym. What can you take away from this unique perspective?
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Your story. Have you shared this? Written it down? Taken a video? How often do you share it? Claire and Joy push me to share mine and it was a nice realization that I need to do so more often.
To get involved with the Hub 30 for 30 challenge, go to 321goproject.com/HUB
We're joined this week by the Founder of 321Go, Clay Weldon, to chat about direction and habit.
We're all guilty of looking for "that one thing" to make our business better. "What's the one thing you've done to get more people in the door?" "Does anyone have a template for ___?" "How do I price ___?"
We've talked with a TON of gym owners and have heard it all. We get it - it's tempting to turn to the internet for answers and quick fixes. We're all pressed for time after all.
We're here to make a case for 2 things to push your business forward: Habit and Small Victories.
To learn more about Hub and the 30 by 30 Challenge, visit 321GoProject.com/Hub.
Nicole Christensen recently hosted the Affiliate Roundup at her Affiliate, CrossFit Roots. In the series, a group of Affiliate owners chat about what makes a gym successful. First and foremost, success is built on trust and caring.
Nicole shares a very emotional story from her box on why community and caring is so important.
Other topics we cover:
- Showing members and staff you care.
- The 2-Year mark of owning a gym
- How do you think about good coaching?
- How Nicole pursues excellence in business
- How the gym owner can cut through the “noise”
- Creating a structure to maintain a family life
- Offloading tasks for better decision making
- Motivating staff to bring in additional revenue
- Does the Affiliate face different challenges and benefits today as they did early on?
- How did Nicole identify her Affiliate’s Core Values?
- Creating your first “process” or “system”
Stay up to date with Nicole - http://crossfitroots.com
We’re joined this week by Justin Nault, owner and founder of Clovis Nutrition.
We open the show discussing Justin’s history as a professional muscian turned entrepreneur.
We hit on the following items:
- Finding a niche in the market
- Jumping over entrepreneurial hurdles
- Dealing with self-doubt as an entrepreneur
- How to use education as a marketing strategy
- Hiring people that know more than you
- A few easy marketing tools
- Becoming more efficient through automations
- A few elements of a good nutrition program
For listeners of the show, Justin is offering 15% off bottles and sample packs of The Perfect Paleo Powder. Use code “321GO” at ClovisNutrition.com
Today we’re joined by Jason Khalipa as you’d expect him - hammering on an AirDyne.
We open the show chatting about some of the philanthropic endeavors with which he’s become involved since his daughter, Ava’s, Leukemia diagnosis.
Check out the following dates:
September 24th - Ava’s Blood Drive nc.fit/ava October 1-2 - Box to Business Seminar at Brick NYC
Jason opens the conversation with a status update on Ava’s fight and path forward. Then, we shift to business talk. Specifically:
- How to maintain a positive outlook and focus on what really matters.
- Are you prepared when life throws you a curveball?
- What are the major needs Jason sees for the majority of Affiliate owners?
- What would Jason do differently when he first opened his Affiliate?
- What can an affiliate do to begin building a more sustainable business?
- How does Jason maintain culture and vision in all his locations?
- How did Jason break into the “corporate” market?
- Are you ready for a second location?
- Do you actually need a marketing plan?
- Partnerships
- Action items to begin to scale your business.
Stay up-to-date with Jason on Instagram: @JasonKhalipa @BoxToBusiness @EMOMoftheDay
"Just go for it." Rory Zambard and Aaron Hoff join us this week to chat about the Ultimate Hawaiian Trail Run.
The Ultimate Hawaiian Trail Run is CrossFit Poipu’s Annual Competition is an event on the beautiful Island of Kauai to raise money for youth scholarships.
The program was started by Aaron Hoff in 2013. He grew up on Kauai, knowing well the challenges that young people are faced with on the island. Drug and alcohol abuse are a major problem, particularly with the youth. Aaron has been clean and sober for 18 years now and has dedicated his life to giving kids a better choice and support them through the most formative and critical years of their life.
Aaron and Rory share with us their passion and drive that make the event possible. The passion is palpable. As you listen to today's episode, use Rory and Aaron's clarity and singularity of vision as an example in your own business and coaching life. Get involved with the event. Either as a sponsor, a participant, or by simply sharing their message with your tribe: http://www.ultimatehawaiiantrailrun.com
We’re joined this week by Chris Spealler. Chris opens the show discussing the transition from competitor to coach in the 2016 CrossFit Games.
We quickly switch gears to a discussion around culture. Specifically, we discuss ways that your programming and values can influence the culture of your gym.
For Chris this comes down to his “why”.
Why do you program? Why do you offer what you offer? Why are your members in your gym? What are they there to achieve?
Chris and I also chat about Icon Athlete. Icon Athlete is, in essence, the culmination of nearly a decade of coaching, competition, and programming. In short, this is Chris’s “why”.
One takeaway we arrive at for the affiliate owner is this practice of “why”. Any class you coach, workout you program, and offering in your gym should have a reason behind it.
We wrap up the showing chatting about the emotional aspects of Affiliate ownership and some advice Chris would go back and give himself back when he first opened CrossFit Park City.
Stay up-to-date with all things Icon Athlete including the “Weekly Geek.”
Follow Icon Athlete @iconathlete on Instagram
ChrisSpealler.com
IconAthlete.com
BeyondTheWhiteboard.com/iconathlete
Do I need a music license? Do I need an operating agreement? Do I need an attorney?
When you're in the infancy of your fitness business, these things seem to be the furthest from top-of-mind. But, they are HUGELY important. Enter our most popular guest: Sandy Shepard.
Sandy Shepard – an Intellectual Property, Trademark, and Contract Attorney (among MANY other credentials). Sandy is the author of three books, Chief Legal and Business Strategist at Good Solutions, dog lover, and all-around purveyor of good vibes and assistance to entrepreneurs.
Today, we give you a timeline and template of questions you need to begin asking either as you open or as your business undergoes natural changes.
Check out Sandy’s LinkedIn Profile for free contract and IP resources.
As mentioned in the show, we’ll be doing a follow-up Q&A – send your questions to: Matt@321GoProject.com and we’ll get them on the show
Are you leaving new members on the table?
I talk about this all the time - it has to be very easy to reach out to your gym. You should be able to research, read reviews, and schedule an intro quickly, simply, and from a mobile device.
But what if I have a couple questions and don't want to or can't pick up the phone?
There's no doubt - mobile has replaced landlines and messaging has replaced calling. I get it - you want to get people on the phone so you can give them your pitch. But, chances are, they don't want to get on the phone. They want an answer and they want it now. No calls. No voicemails. No waiting for an email response.
There's no denying it. We live in a world of immediate communication and infinite convenience. The gym that can eliminate as many barriers as possible from the couch to on-ramp gets the lion's share of members.
To use Jace's offer for ZipWhip, simply go to www.zipwhip.com and use the promo code 321GO.
No one knows and no one cares.
This is the unfortunate reality of business ownership. You pour your heart and soul into your product. Your coaches are the best in the area. You have a passion above anyone else's. Your community is top-notch.
But, no one knows and no one cares.
No one knows good programming from bad; good coaching from bad; or what "Community" actually means.
So, show them. Distill these things down into their most basic components. Distill "Community" down to a 20 second video. Show me a picture of fun coaching.
This is your online presence, your brand, your story - the distillation of all that is your business and passion into a 30 second glance at an open tab on an iPhone.
Recorded from the 2016 USA Gymnastics National Congress, Matt and Clay go on the show to discuss some things we learned from chatting with a couple hundred gym owners.
Specifically, we talk through some ways that your website can help and hurt your business.
The most outstanding thing we’ve learned from looking at so many gym owners’ sites is that visitors to their site don’t know, nor do they care to take the time to learn. While we’d all like to think that consumers will do their research to find out what good programming, coaching, and equipment looks like - the reality is they don’t care. The only want to know: What's in it for me?
You spend all day in your business and you know it’s strong. But, does your website speak to that? Can visitors jump from Google to your site and know your core values and coaching staff within a couple minutes? Can you easily go from online to your front door 24/7?
Do an honest self-audit. Your future members don’t know what they don’t kow. Show them the path quickly, simply, and in a user-friendly manner.
We’re joined this week by Nick Mann, owner of OBP Gym and Founder of Strength2Change.
Nick shares with us some simple steps he used to start up a kids program in his gym. This program became so popular and the vision so clear that he knew he needed to expand the footprint - enter Strength2Change.
Strength2Change is a non-profit organization that brings strength training programs, career, and social opportunitites to at-risk youth. Nick currently provides scholarships for youth with the goal of building easy-access facilities in the neighborhoods he serves.
In addition to discussing some ways you can build a kids program in your gym, Nick shares with us his inspiration and vision. After talking with Nick, he vision is big and clear - working everday to execute.
With solid execution comes productivity habits. Nick discusses the ways he “batches” his workload in order to balance his work, charity, and life.
To get involved with Nick, go to http://strength2change.com/ or find him on Instagram @strength_2_change
Ben Bergeron joins 321Go Podcast to share his stories of excellence in business.
Ben Bergeron has been a shining example to nearly every affiliate owner over the last decade. Over at http://www.builtbybergeron.com Ben shares everything he's learned over the years. Both in his programming for competitive athletes - including a Masters' specific program - and in his Affiliate Excellence programs, Ben delivers his experience in excellence for both athletes and entrepreneurs alike.
We open the show discussing ways that Ben blurs the lines between work and play - including safeguards he has in place to protect his time and his family.
Ben goes on to share the journey of CrossFit New England. From 0-400 members, he shows us some benchmarks to look out for as you scale and grow your business. That's not to say things were always great with total clarity.
Ben opens up about the exact day and moment he realized his business needed a change. When he created his first organizational chart, he learned that his name was in every box. After sharing the chart and vision with his staff, it was game on.
But, just as Ben shares, he's never arrived. This is the heart of excellence. Nothing is ever "good enough". Client experience can always be improved. Organizational structure can always be buttoned-up. Always in pursuit, never arrived.
Stay up-to-date with Ben:
http://crossfitnewengland.com http://www.builtbybergeron.com http://www.crossfittilt.com
What are you currently doing to share your story with your audience?
We now know that people interact with a product or brand at least 5 times before they make a decision to buy. Think about the last time you made a significant purchase; you went Google, Facebook, email, free trial, and research before actually handing over that first dollar.
So, why don't we provide the same opportunities for our future athletes to get to know us? Are we leaving money on the table by not consistently communicating with our audience?
Jonathan Herrick, Chief Sales and Marketing Officer and Partner at Hatchback joins us this week to de-mystify the ways in which we communicate with our audience.
One thing is certain - there is a lot of noise out there. How can we cut through it? As Jonathan outlines, we start by understanding our Core Values. Do you have a culture that "wow's" your members? I'm sure you do. What are you doing to share that story?
Armed with a clear mission and Core Value, we must understand and respect our audience's values. How can we help them? How many times and in how many ways can we speak value into their lives before they ever hand over money?
This is the heart of Branding - telling the story of your Core Values to the people that matter most to you. Engaging with your loyal fans to continually provide a meaningful customer journey.
By now, you’ve hopefully begun to create your own content. But, how do you share your content on social media?
Justin Wise, Owner and Founder of ThinkDigital.co, shares with us the system he uses both in his own business and for his clients. At Think Digital Justin focuses on a three-prong approach to digital marketing for his clients: Education, outsourcing, and social ad placement.
When creating a content and social strategy for your business, we discuss the hierarchy of messaging for marketing. We start first with Purpose. Without purpose, your clients don’t care. They want to know that their business with you matters. Second, we focus on Persona. Who are you speaking to? In Justin’s example, two gyms with identical purpose will have very different strategies based upon the personas that occupy their business. Third, we focus on process. How is your day and week blocked off to prioritize sharing your purpose to your personas? Lastly, this strategy ends in revelation of your product. That “Get Started” call-to-action; the actual workout itself.
Justin leaves us with an excellent tactic we can use today. We give you a blog post title prompt with a step-by-step process to maximize your leads to members. Remember: Your future members need significantly more contact points than you think before they’re ready to commit to your product. You need to be front of mind when they’re ready.
Find Justin @JustinWise on Twitter and find Think Digital at ThinkDigital.co
Do I need to buy a music license? Can I use an image on my blog? Do I need permission to use pictures of my members?
We're joined this week by Sandy Shepard - an Intellectual Property, Trademark, and Contract Attorney (among MANY other credentials). Sandy is the author of three books, Chief Legal and Business Strategist at Good Solutions, dog lover, and all-around purveyor of good vibes and assistance to entrepreneurs.
Sandy helps us make sense of the legal issues we continually hear coming from gym owners all across the country.
In this episode we cover the use of trademarked images on your blog, securing permission to use images of your members and their kids, and the seemingly never ending question of music licensing.
Check out Sandy's LinkedIn Profile for free contract and IP resources. As mentioned in the show, we'll be doing a follow-up Q&A - send your questions to: Matt@321GoProject.com and we'll get them on the show.
We're joined today by the Founder and CEO of Rainy Day Productions, Chris Moeller, to discuss ways that gym owners can use video to market their gym.
As we discuss in the episode, the hardest part of video marketing is that first video. So our challenge to you - the listener - is to record that first video today.
All this month we'll be talking about Content Marketing and how - when used as part of a holistic strategy - can yield incredible results in your business.
I open the show dissecting CrossFit.com as the clear example of a company that began simply as a high-value content engine and later turned into a company with a tangible product.
This brings our first rule of Content Marketing (well, marketing in general) - Audience First, Product (Sales) Second.
A strong Content Strategy also begins with understanding people - who are they and what are they looking for? Our research has shown that consumer purchase behavior is initiated by multiple inputs and market validations. Here are some examples:
Referrals Reviews Events Email Marketing Social Media
It's tempting to believe that if we just put out the right video or initiate the best email campaign that it will yield more members. That's missing the mark. We want to be front-of-mind when our customers are ready to make a decision. We can't make a decision for them. This is our 2nd rule of Content Marketing: No single input yields an output; only consistent execution over time.
So, how do we start? Here's your homework:
- Identify your ideal members (personas)
- Research what they want
- Start speaking to them
Tools: AdWords Keyword Planner
Last week on the blog we asked the question: Do you really need a mentor?
This week we're joined by 321GoProject's brand ambassador Julie Weldon to dissect this idea even more. In business, we've always been leery of blanket "experts" and "that one system that will turn things around."
The reality is - at a certain point - you WILL require very specific expertise in one area of your business; accounting, legal advice, logo design, marketing automation execution, or re-investment strategy. A single mentor or system will ultimately find logical exhaustion in expertise. General knowledge can only take you so far. Ultimately, you'll need access to a board - a team of hyper-specific experts. Begin to assemble your's now.
If you own a gym in a crowded market, there's probably some type of event or competition going on nearly every weekend. With so many events going on, what can you do to differentiate?
We're joined today by gym owner and 321GoProject Team Member Stefan Cox to chat about some ways he's really pushing the envelope with his events through using partners, sponsors, and beneficiaries.
We're joined today by the Founder and CEO of Thick to Thin Apparel and 321GoProject's Social Media Guru, Andrea Kuchinski.
Andrea opens the show sharing a familiar story for most entrepreneurs - leaving the day job. Her candor and insight are a valuable anecdote for any business owner.
We then dive into the focus of the show - social media. Primarily, we define the roles of various platforms and share some examples of the types of content to share across your different accounts. We also share some of the biggest mistakes we see from small business owners in social media.
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This week we're joined by 321GoProject Business Mentor & owner of CrossFit Burke, Jamie Gallagher.
We kick off the show by going through a quick re-cap of our most recent weekend business seminar. Jamie shares with us some ways he's really pushing things forward in his gym by providing some insight and tips that we can all use this week.
Getting into the main subject of the day's episode, we chat discounts. Specifically, we frame the discussion around the "9 Financial Metrics to Know" from last week's episode and from the 321GoProject blog.
Specifically, what is the role of discount in a service-based business? Is it a legitimate marketing or retention strategy? How much - if at all - should you set discounts and for whom?
In the end, the decision is your's. Our hope is that you make these decisions with a clear understanding of the role of discounts and the behavior they elicit from your members and prospects.
How do you make key business decisions? Based on your gut? Or data? The truth is business is a healthy mix of both.
Your vision and instinct are the birthplace of innovation. Data is how you'll evaluate the original idea borne of instinct.
The reality is that most of business is simply throwing something at the wall to see what sticks. Once something sticks, it's important that we follow up with the financial metrics and behavior patterns that caused that idea to stick.
This week's episode will begin to uncover some of these key indicators of financial health in your business. There is a corresponding blog post up at 321GoProject.com if you'd like visual representation of these numbers.
Coming off our weekend seminar at CrossFit Burke in Fairfax Co, VA, I recount some of the key takeaways from the weekend.
These lessons are certainly not ones that I had from the outset. In fact, these lessons were hard-learned; through the loss of tens of thousands of dollars, countless hours, and headache.
Our goal here is to eliminate distraction. To evaluate your business and begin to build upon your current momentum. Go crush it.
BP McCoy is the Founder of Xiphos Initiatives LLC and a retired Marine Corps Officer with extensive leadership experience in the most demanding and unforgiving environments on six of the seven continents. He was decorated multiple times for valor and wounds received in battle while leading a Task Force that spearheaded the 2003 invasion of Iraq, toppled the Saddam Statue in Baghdad, and fought house to house in Fallujah in 2004. He also served at the operational and strategic level in Afghanistan. After 28 years as a Marine, BP successfully transitioned to the corporate world as a Vice President for a leading irregular warfare consulting firm. BP is also a Field Instructor for the prestigious National Outdoor Leadership School, leading 30-day backcountry expeditions in remote and austere environments while teaching, coaching and mentoring leaders and teams. BP combines his unique blend of leadership experiences to develop dynamic and adaptive leaders and create winning organizational climates. He is the author of The Passion of Command: The Moral Imperative of Leadership. BP’s book is now required reading for new Marine Officers, Additionally, the Norwegian Army and Israeli Defense Force use translated versions of the book for their leadership training.
In today's episode, BP translates the lessons of command that he's learned through his career to the small business owner. We arrive at the simple truth of leadership - Leadership that is effective is the same across all organizations, big and small; civilian and military.
"Of every 100 men in battle, 10 shouldn’t even be there, 80 are nothing but targets, nine are the real fighters and we are lucky to have them since they make the battle. Ah but the one, the one is the warrior, and he brings the others home” - Heraclitus Greek Philosopher 500 BC
321Go Founder Clay Weldon joins the podcast to discuss the importance of storytelling in your brand.
Not only is story important in your brand - it IS your brand! Just as a cup of coffee from your favorite local shop is only a part or your coffee shop experience, the exercises that are done in your gym or club are only a portion of the story.
By using some illustrative examples, we give you some tools to begin telling your brand story.
What was your worst day as an entrepreneur?
In today's episode of the Sport of Business Podcast, business consultant and brand ambassador Julie Weldon turns the mic on me to chat about the worst day I've ever had as a business owner.
I just ditched my day job and benefits - ready to take on the world. Then, revenues fell. Like...really fell. I harbored resentment, felt out of control, and was filled with self-doubt.
Every honest entrepreneur has had this day. They've likely had weeks and months like this. Entrepreneurship can be a lonely road full of distractions.
This episode is for all the business owners out there living the grind. Our call-to-action is simple: write down the most important thing in your business. Then, attach someone's name to it. Then, never take your eye off it.
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We're huge on online marketing, social media presence, and automations. But that's only have of the tactical equation. Offline can be a great opportunity to bring visitors through your door.
In today's episode, I use an example of some campaigns I'm currently running in my gym to attract some sport-specific athletes.
Here's our 3 big rules for offline marketing:
- Provide Value for Many Parties
- Collect Contact Info
- Follow-Up, Follow-Up, Follow-Up
From there, the sky's the limit. Any event can become a HUGE source of new business.
Remember that original "Virtuosity" post?
For gym owner, Jamie Gallagher, this comes down to one simple message: "Become brilliant at the basics." In business, fitness, and leadership it all comes back to doing the common uncommonly well.
But, I guess if your L1 staff included Greg Glassman, Dave Castro, and Andy Stumpf that message is sort of in your DNA. But for Jamie, owner of CrossFit Burke, this message was ingrained during his tenure in the Marine Corps. Jamie shares with us some of the ways he's taken these lessons of brilliance and applied them to leadership and coaching in his business.
Does your gym have a mantra?
That single thing upon which everything rests. Strip away all the bumper plates, parallettes, and squat racks - what's left. What is the one thing you want each of your athletes to leave with everyday?
For gym owner Don Moss it's this: We want you to leave here sweaty and smiling; not broken and busted.
That's it. Zero in on the single point of experience for every athlete, every time. Owning a business can be incredibly distracting. The work day is never over and you're being pulled in a thousand directions. Without a single-minded focus, it's easy to get lost in the weeds.
Don shares with us how his previous experience led him to open CrossFit Apogee. This is a must-listen for any business owner.
Should my staff be 1099 or W2?
Navigating the tax code is - at the very least - difficult. Impossible, perhaps. We're thankful to be joined by John Briggs of Incite Tax to help us wade through the waters.
In today's episode, John and I explore the benefits of designating your staff as 1099 (subcontractors) vs. W2 employees.
After checking out the episode, we recommend you share it with your staff. Chances are, your coaches and other contractors are not maximizing some of the deductions for which they qualify.
Again, today's episode is intended as a general roadmap and every situation is different. Consult with your CPA or tax attorney before taking any action.
Investing in Staff.
There are a hundreds of compensation models available to business owners - and probably even more for gym owners. Regardless of where you are today, there are two things I want you to remember:
Don't compare yourself to anyone else Sure, there are gyms that claim to pay their janitor more than you're making but, chances are, these are exaggerations or 1-off exceptions. Opportunity, hope, entrepreneurialism, vision, leadership, giving back to a community, education & development are all just as motivating as cash. Be a strong, caring leader first & compensation will follow. We'll discuss many options, their pro's and cons, but each will be framed by the above. Here's a break-down:
-Swapping for Membership -Paying Per Class -Specialty Classes & Personal Training -Paying for Space -4/9ths -Paying for extra duties dubbed "Building Block" Model on-air. -Per Head Pay
Here's the deal: Each of these models is only as effective as the leader implementing them. Don't get overwhelmed by all your options. Your focus is people & helping your employees build their perfect day.
In today's episode we're joined by Julie Weldon whose extensive resume includes: entrepreneur launching two business and bringing a product to market, basketball coach, cake designer, People and Change Consultant for a Fortune 500 Company, International Non-Profit work, and - more recently - working as a small business consultant in the fitness game.
What's the common theme across this diverse experience? People. Plain and simple. As gym owners, we like to think we have the market cornered on the people business but there's a ton we can still learn.
Julie shares with us some common themes in her experience and we deliver a few tangibles to give your self a quick self-audit of your culture.
“What can I do to get more people in the door?” This is - BY FAR - the most commonly asked question by affiliate owners and small business owners in general.
Today, we dig deeper into the heart of this question. Embedded in this question are some misunderstandings around marketing. Our goal is to help you sift through all the "tips" and tactics out there to set your marketing strategy apart from the crowd.
Yesterday, the 321GoProject team launched MOMENTUM.
In today's episode, I dive a little deeper into the platform but - more importantly - discuss the strategies that will drive your business into the future. The reality is that our market is shifting. Our potential client base is growing but is, generally, unaware of how your gym can solve their problems.
At the heart of MOMENTUM is a partnership. Just as you probably come alongside your members to consistently work toward their goals, the MOMENTUM team comes alongside your gym to achieve and push through your business goals.
The Platform is threefold:
A Lead-Generating Website A Marketing Automation Plan Ongoing Business Coaching
For more on the platform: http://321goproject.com/momentum/
Results are in for the 2016 Annual Box Owners Survey.
866 gym owners responded to this year's survey. For those of you that took the time out of your busy schedule to complete the survey - Thank You. You should have a copy of the results as well as a summary in your inbox now.
If you didn't fill out the survey, I highly recommend you pick up a copy here: http://321goproject.com/product/survey-report-2016/
So, what did the survey reveal? In essence, we're at an exciting time in our industry. Most gyms are knocking on the door of the 5 year mark - a huge milestone for entrepreneurs. It also represents a shifting business climate. The reality is that 1/2 of all businesses fail by the 5 year mark. This is the crux of today's episode. I reference a couple articles that can be found here:
http://www.gallup.com/businessjournal/178787/why-new-companies-fail-during-first-five-years.aspx http://www.gallup.com/businessjournal/168527/talents-drive-entrepreneurial-success.aspx Take a minute to read through the list of 10 talents. Where do you struggle? What are your bright spots?
Be evaluative and honest. Here's to pushing ahead.
"Tactics come and go but strategies push businesses forward."
We're joined again by Josh Sturgeon, co-founder of EmberTribe and SEO expert at 321GoProject.
We unpack a few terms related to marketing. Specifically we talk about Marketing Automation & identify a few popular tactics to execute on strategy.
Here are a few questions to determine the health of your marketing strategy:
-How do people first interact with you? What's the entry point of your membership funnel?
-Do you have options for people to interact with your brand who aren't ready to purchase?
-What is your plan to move people from online to in the door?
-Do you have your next year's marketing plan in place?
We unpack these questions and offer some tangible examples of tactics you can use to deliver on a marketing strategy.
We're very fortunate to be joined by Josh Sturgeon - co-founder of EmberTribe. EmberTribe is a results-focus digital marketing agency specializing in Content Marketing, Search, and Marketing Automation.
For those that are new to the show, Josh created 321Go's SEO (Search Engine Optimization) course for Gym Owners. In today's episode, Josh lays the foundation of a solid SEO strategy for any gym. Additionally, we uncover some really easy action items you can knock out today.
In the first episode of the new year, I sit down with the founder of 321GoProject - Clay Weldon.
Clay fills us in on the founding of 321GoProject. A founding that looks very familiar to that of CrossFit - helping as many people as possible through a vibrant open-source community.
5 years and nearly 1,000 gym owners helped later, Clay shares where he sees our industry trending in 2016 - executing strong tactics on the strategies that are proven to work.
This is the heart of our new platform - MOMENTUM. At its core, MOMENTUM looks much like your relationship with your athletes. A partnership. Coming alongside gym owners in a co-investment; building a robust, lead-generating website, executing on a marketing automation plan, and business coaching through proven strategies.
Stay tuned. 2016 is going to be the year of Momentum.
We're excited to bring back an OG to the Sport of Business Podcast - Vaughn Vernon from AffiliateGuard.info.
After working our way through some colorful pre-interview questions, we landed on some solid nuggets to take back to your business. Specifically, we hit on the following:
Do I need to take any special considerations when offering a Specialty Class at my gym?
Who's responsible for on-site and off-site events with your staff & members?
An expired L1 is a BIG deal.
What provisions are in my lease for covering broken/damaged items in the gym?
And here's the disclaimer: Any advice given is general information and that specific situations can be different. So please consult with a professional about your specific situation. And, in the words of Mr. Vernon: "When in doubt, fill it out."
If you're interested in Vaughn's colorful commentary that didn't make it off the editing floor, give him a shout: http://affiliateguard.info & 801.677.0076
Wrapping up 2015, how are you feeling about your taxes?
John Briggs, owner and managing partner of Incite Tax, gives us some tangible advice we can use as we wrap up 2015 and plan for 2016.
Specifically, we hit on the following:
How can my entity designation affect my self-employment taxes? What expenses qualify as business expenses and how should I track them? When is it wise to re-invest in equipment? Is there a benefit to pre-paying my state taxes?
And here's the fine print: Any advice given is general information and that specific situations can be different. So please consult with a tax professional about your specific situation.
In episode II we continue our education on how website works and what you should expect from yours.
From opt-in's to marketing automation, this episode will teach you how to be an informed consumer and business owner online.
Education over Advice.
It's our mantra. In this two part series we break down your online presence from it's most basic components to a robust digital strategy.
For more info, you can holler at Scott at ScottK@321goproject.com
The holidays are right around the corner. In the gym business, things are about to get crazy.
Every year, I use the month between Thanksgiving (U.S.) and the New Year to really hone in at what my customer experience looks like. How easy is it to navigate my site? What happens when someone calls? What are my 1-2 calls-to-action?
Today's episode is an audit of that experience. It's a chance to take a look at it from top to bottom; Awareness to Retention. This is a great chance to solicit feedback from your most trusted members - ask them about using your website, questions they had when they first came in the door, and how was their on-boarding experience?
Here's to the holidays and crushing it in '16.
Heather Hartmann, editor of Box Pro Magazine, gives us a bird's eye view of the fitness industry.
Based upon the popularity of various articles from Box Pro, we can identify the pain points of affiliate owners around the globe as: Branding/Marketing, Personnel Management, and Business Systems.
While the timing and content of this interview and the re-opening of our Business Foundations Course was unintentional, I think it illuminates the benefit of business education for the box owner. Spots are filling up quickly. Check out some of the success stories other box owners have had with the course.
Heather and I dive into lessons we can learn from others in the industry as well as some really tangible tactics the Box owner can use to develop a strong brand identity. We reference several articles and surveys for further reading:
The E-Myth Revisited Confessions of a CrossFit Gym Owner by: Charlie Sims 321Go Project's 2015 Box Owner's Survey Report APA's 2007 article "Grit: Perseverance and Passion for Long-Term Goals"
How do I get more people in my gym? How do I monetize specialty programs? And many more...
After serving over 650 gym owners, building dozens and dozens websites, and completing well over 500 business consults we're starting to identify some Frequently Asked Questions.
In today's episode, we begin to dig into some frequently asked questions around marketing. Specifically (and for further reading):
What can I do for a holiday promotion? How can I break into high school sports? Tactic: Training Teams - http://321goproject.com/tactic-training-athletes-and-teams/ How can I monetize a specialty class? Read: The Stratified Pricing Model - http://321goproject.com/the-stratified-pricing-model/ How do I get more members in the door? This is a big one. But the takeaway is your business systems and your marketing efforts cannot be separated. Make sure the former is on auto-pilot and air-tight before you begin to add more athletes to the mix.
"A rising tide lifts all boats."
In this episode, we're joined by CrossFit Dynamo owner, Affiliate Owners Group creator, and Affilination.org founder, John Manser.
John starts the podcast talking about the Abundance mindset and how he has used this philosophy to open his box and support a huge cross-section of the CrossFit affiliate network. We also talk about the genesis of the HUGE online Affiliate Owners Group and where he sees the industry trending by taking a bird's eye view of this group.
Responding to a stated need from the Owners' Group, John has since founded Affilination.org - an extension of this online community that focuses on affiliate business success. Here's the kicker - admission to John's new online community is underscored by one principle - an Abundance Mindset.
You can take AffiliNation for a free 7-day spin, at http://affilination.org/start-here/
What is your Perfect Day?
It's the first exercise that we do with any new business mentee or Academy student. What time do you wake up? What activities do you take care of in your business? Do you coach? Do you do payroll? Do you clean?
Before we talk about getting more athletes and more revenue we always make sure that we're heading toward that perfect day. Then, we'll use the perfect day to direct the net revenues required to support that day.
But what about your team? What are you doing to build them toward their perfect day? It's your responsibility as the leader in your business to help others find their perfect day. Today's episode is the first step in that direction.
You may not have the revenues to support others' perfect day just yet, but you will. When you do, you should be prepared with job descriptions, evaluations, and pay rates. It's the first step toward you and your team's perfect day.
If I walked into your gym, how would I be introduced to your programs?
Perhaps you'd ask my about my goals, weight loss, or strength gain. Perhaps you'd tell me about how I can come for a week free or get my first month for $29. But, what then?
Today's episode is all about setting the stage for long-term success from the moment an athlete steps foot in your gym. We set the stage by focusing on Bright Spots - What are you doing exceptionally well today?
From Bright Spots, we move on to feelings of success; of primary motivators. We know that primary motivators - family, career, relationships - are a much stronger bond than a faster Fran time or tighter midsection.
Moving to this introductory session can seem daunting. Trust me, I've been there. When everyone else is giving away their services for free, how can I compete? You can compete by being better. By identifying the heart of an athlete's motivation & Bright Spots, you're offering something much better than free.
Last week in The Academy we issued a simple challenge: Create 1 piece of video content.
A lot of us stepped outside our comfort zone with this exercise. For others it was a natural challenge. But there's one thing that we all had in common: it created momentum. Perhaps it forced you to develop that first bit of momentum toward creating your brand identity.
With video content as well as any other system you're implementing in your business, we don't want perfection to be the enemy of progress. Your first video won't be perfect. Hell, your 100th probably won't. But each one will create momentum for the next until you've developed a strong identity for your business and coaches.
So, where do you need momentum? Perhaps you're waiting to schedule that free 1-on-1 mentoring call? Maybe you need to start on that staff handbook? Or maybe you need to fill out your cash flow calculator? Whatever it is, it won't be perfect. But it will give you momentum. And that's better than perfection.
Go to www.321goproject.com to download and access all of these free resources.
Gym owner, 321Go Specialist, and Girls Gone Rx founder, Lindsey Marcelli will show you how to crush your next event.
Lindsey has put on a ton of events and in true Help First fashion, will show you how to kill it at your next one. To start things off, you can download Lindsey's free event checklist.
Second, Lindsey talks about how to stick out from a very crowded event marketplace. Instead of being everything to everybody, try niching down your market to really target very specific athlete groups.
Once you've niched down that market, you can begin to do business development with other small businesses in your area. In the case of Girls Gone Rx, Lindsey's partnered with apparel brands, food trucks, and different accessory companies to make her entry fees go as far as possible. You can also use your event as an opportunity to provide even more brand awareness for your gym.
Lastly, Lindsey tells us how to advertise our events in a very professional and attractive manner.
So, go download Lindsey's checklist and crush that next event!
Today's episode is one of those beautiful accidents. What started as an episode geared toward individual athlete motivation quickly turned into a discussion about building systems that can motivate your athletes for years to come.
Erin Matyak is a business strategist for one of the largest healthcare software companies in the world. As someone in charge of turning the archaic ship of medical records around, she knows what it takes to create motivating systems.
This episode is worth a careful listen. Toward the end, she discusses some "I Statements" that I challenge you to do for your gym.
Now, go out there and crush it.
A couple weeks ago, Chris Cooper and Catalyst Fitness in Sault Ste. Marie, Ontario celebrated their 10th year as a CrossFit affiliate.
Chris attributes his success to failure - he fails fast and learns fast from those failures. Over the last decade, Chris has sure seen his share of success and failure in his affiliate. In today's episode he shares some of the highs and lows of owning his box.
In addition to learning from his mistakes, Chris has gone beyond the box to truly live the "Help First" philosophy as a business mentor for 321Go Project to help gym owners all around the world avoid those early mistakes.
In a broad sense, today's episode is about differentiation. What are you doing to stand out from the crowd?
For gym owner and 321Go Project specialist, Rich Borgatti, adding an Obstacle Course Race training program is a key element for his gym's differentiation.
Rich gets into the "why" and "how" of OCR. Not only can OCR serve as a strong retention tool for your existing membership, but it can also be a great point of reference for your future members sitting on the outside looking in.
Deacon Andrews of Sisu Strong joins The Sport of Business Podcast from his RV at a motocross track where he's training X-Games Enduro-Cross athletes.
Deacon understands passion. I'm talking sell it all, buy an RV, and move to Park City passion. He shares his story about getting a serious back injury from a parachute mishap that led to strength training and ultimately led to him opening a gym.
About 6 months ago, Deacon sold his gym and moved everything online to pursue his calling of strength and conditioning programs for Action Sports Athletes.
This is a great episode for any gym owner out there looking to define and pursue their passion & core differentiator.
In today's episode, Matt issues a 45 minute per week content marketing challenge. When we asked gym owners at the 321GoProject Affiliate Gathering what their biggest hurdles in content develop were, they unanimously answered: 1. Consistency 2. Time 3. Feeling like nobody sees what they put out. In the episode, we discuss content as an asset in your digital front door. These assets will provide social proof, establish expertise, Help First, and move people along in the decision-making process.
Developer Scott Kuchinski gives us our top 3 must-haves for a website today. There are a lot of things that make a website look nice, but a great website should perform. It should be an investment - just as any barbell - to generate and nurture your future athletes as they become your current members.
Here's the simple test:
- Is your site built on a mobile-first platform?
- Can you capture leads with just a couple clear calls-to-action?
- Does your site make sense to you? To a stranger?
Want more info? http://321goproject.com/the-goods/gym-websites/
Coach, entrepreneur, and all-around great guy Carl Paoli joins the Sport of Business Podcast from the trunk of a rental car in beautiful Park City, Utah.
Carl starts the episode catching us up on 2015 - a huge year for the free+style brand. Between a New York Times bestselling book and the launch of his new media brand, Carl embodies his Freestyle philosophy of "uncontrolled control."
Finally, we wrap up with a word for the affiliate owners out there - find your special. You have something great to give to the world. Go out and do it.
Find Carl at http://freestyleconnection.com
Blair is a guy on the move. From our interview to his recent book, "365 WODs", Blair hustles. He loves CrossFit, the outdoors, and travel.
What's most astounding about his love of being outside and moving is his gym's reflection of that passion. Anywhere Fit has found key differentiation in a VERY crowded market. Located in Sacramento, Anywhere Fit has found some very key distinguishing factors amid all the competition.
In episode 6 of the podcast, we challenged you to take a look at your "About Us" compared to your closest neighbors. Let's revisit that after today's episode. What are you doing to stand out in a crowd?
Jeff Gardner knows a thing or two about the gym business. The CEO of Zen Planner shares with us the one thing you can do tomorrow to improve your gym.
In addition to the tangible aspects of your gym you can improve upon, Jeff speaks about the importance of leadership, shares some of his daily habits, and even a book recommendation.
How do I get more members in my gym?
We all want a magic bullet. But, just like fitness and nutrition, we must strongly grasp the principles (Strategy) so we can create infinite tactics around those strategies. Your first step in developing your own marketing tactics will be to fully understand the stages of interaction with your business:
Awareness Interest Integration Retention
The best marketing tactics will meet both your current and prospective members exactly where they are.
In this episode we take a well known example - WOD and Wine - and unpack all the ways it meets people in each stage.
At 321GoProject, you'll hear us talk about two things constantly: 1) Pursuing your Perfect Day and 2) Moving on to higher value roles.
Often times, moving on to these activities means we need to hire someone to take on the roles. In a lot of situations, however, we can simply automate the process.
In today's episode, I share some of my favorite automations/hacks that really help me enjoy my day.
Change is inevitable. As CrossFit grows from a rogue band of misfits bucking the fitness establishment, we must evolve and adapt. We used to be able to log 60-70 hours coaching, cleaning, and on-ramping.
Now, we're growing up along with CrossFit. We have families, kids, and retirement to think about. In this unique chat with Nicole Kozinski and Nick Bastianelli - Owners of CrossFit 248 - we get some great perspective on how your affiliate must change as CrossFit evolves.
Wealth. It's more than money, more than income, more than members. It's the value of your most precious asset: Your Time.
We'll dig more in depth this Friday in our Free Webinar, but for now let's explore the idea of your income/your time. After talking with over 600 gym owners, we've learned that everyone's Perfect Day has a finite time component. After all it is your perfect day. There are only 24 hours it.
Brian Alexander, owner of CrossFit Illumine, shares a familiar story about a CrossFit Athlete turned business owner. Brian chats about the lessons he took from his previous business experience and applies it to the box business model.
Chief amongst these principles is the idea of "CEO Hours" - something we talk about in the 321Go Project Academy.
In part I we discussed some metrics around cost to provide our service. In this episode, we assign some income values in the same fashion.
Beyond that, we explore how best communicate your value to future athletes that may not fully understand your product.
Who is your ideal athlete? What is your core difference? The answers to these two questions should drive everything that you do - website, content marketing, Search Engine Optimization, and Social Media.
We are thrilled to have Sara Jantsch, VP of Operations for Duct Tape Marketing, on our show this week.
Grab a pen and paper and listen closely to this one. Sara brings it with some great action you can take today.
How do you set your rates? Do you offer discounts? What should you charge for specialty programs?
Take the guesswork out of setting your prices. In the 321GO Project Academy and Mentoring we use a cash flow calculator to determine your cost per class and cost per service. Armed with this information, you can set your prices based on actual data. Learn the metrics that matter. In part I of Understanding Your Value, we'll set the stage for your value proposition by identifying the costs associated with delivering your service.
Access a free version of the cash flow calculator by going to 321goproject.com
We chat with Vaughn Vernon from AffiliateGuard while at a seminar in Chicago. He gives us his top 3 priorities for Affiliate Owners shopping around for insurance coverage.
Additionally, he provides some solid advice on how to prevent unnecessary risk for the gym owner.
We reference some free templates and downloads that you can find here: http://affiliateguard.info/resources/templates/
We are excited to have our special guest Josh Sturgeon, to talk about all things Local SEO (Search Engine Optimization), or in laymen terms, just getting found online when people are looking for your gym.
What's the difference between building a brand, building a business, and and building a book of business?
We look at a few ways that you can go from building a business to building a brand:
-Identify those around you - "mavens" - with whom you can develop mutual referral networks.
-Explore other fitness verticals. Your goal is to become the health and fitness expert in your market. Have conversations with other fitness pro's in your neighborhood.
-Let others share their stories on your platforms - blogs, Facebook, twitter, etc.
As always, if you have questions, comments, or would like us to cover anything specific, please reach out to matt@321goproject.com
For more on the project, visit: 321goproject.com
In the inaugural episode of The Sport of Business Podcast we take a look behind the scenes and learn of the origins of 321GoProject.
Clay Weldon, Founder of 321Go, chats about his early days as one of Chris Spealler's first clients to building great fitness brands through a Help First philosophy.
Chris Cooper, 321Go Project Business Mentor and owner of CrossFit Catalyst talks about going from selling treadmills, to coaching, to owning his affiliate and the lessons learned along the way.
References from the episode:
321Go Project: http://321goproject.com On Facebook: https://www.facebook.com/321GoProject
Upcoming projects to look out for: http://321goproject.com/website-gallery/ CrossFit Park City ChrisSpealler.com CrossFit Max Effort CrossFit Mayhem Freestyle Connection