Episode #510: Unlocking Engagement-Lauren Foundos Discusses Engagement and Retention Strategies

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I am super excited to announce that we now have a formal partnership

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with the prospect wizard. And when I say wizard, I mean

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wizard. Obviously, you have a website. This allows you to

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convert your website traffic visitors directly into

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leads. It's not just another chatbot, and it's not AI, but it

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allows a visitor to call, text, or leave a voice mail,

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immediately goes to you, your sales team, or anyone else in the club

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instantly. MIT shows a study that if you contact the lead within

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10 minutes, chance of them converting goes up 9 times

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that of the average. We got the Atlanta Clubs on it, Vida

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Fitness, Gold's Gym, Mountainside, City Fitness

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Philly, College Park, Become one of the

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next halo companies to deploy the wizard. It's easy to

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use. Go to the prospectwizard.com. Get a free

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30 day trial. Talk to my boy, Dave Gallon. He will get you all set

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up, and let the leads flow based on the

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wizard. Go get them.

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This is Pete Moore on Halo Talks NYC. I am bringing back to

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the podcast from episode number 76. Y'all remember number 70

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6. Epic classic. Amazing. Lauren coming in from Forte.

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She's been around since COVID, prior to COVID, and she'll be around after

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COVID and after that and after that. So welcome back to the show.

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Go, girl. Boom. That was quite an intro. Thanks. Yeah. I'm not gonna repeat that.

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Let's go in. Thank you, ma'am. Good to see you. I'm psyched for everything you've

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been doing. For sure. I need an update as does our audience because digital was

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everything people were talking about. Yep. Then it kinda took some time off, and now,

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obviously, it's gotta be a revenue stream from a hybrid standpoint. So Totally.

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Tell us where you're at, how things have evolved, and, where we're headed. Yeah. For

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sure. So we initially had built a marketplace. We then switched to white labeling,

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so b to b SaaS, right before the pandemic. Obviously, the pandemic then happened not

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knowing that. Really scaled that business really fast. And and,

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you know, it was it was we scaled, but it wasn't a fun time. It

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wasn't an innovative time. It was a very intense time. It was, you know, we

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were just try everyone was just trying to survive and figure out how to do

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that. And so I think now we're actually at a place where the pandemic is

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over. Work from home. I mean, in New York City, I feel like people have

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landed on 3 days a week. So this hybrid life, I would say the gym

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and the work from home have really kind of mirrored each other. So now we're

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in a point where people are like, okay, how do I adjust to those consumer

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needs and that what the consumer's doing? How do I, you know, use digital going

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forward and just continue to innovate. So we've innovated, you know, just beyond the video

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element. We have social features, messaging, HRV tracking. So all these other

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tools as well, that are applicable applicable to people that are, you know, hybrid

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users, digital only, or gym goers. So we've been innovating. A

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lot has been going on. When I started this industry back in 1999 on a

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private side, then I'm in a software company for three and a half years with

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with our boy, Shane. Shout out to Shane Edmonds. Mhmm.

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One of the great minds in the space on the tech side. You know, we

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we we got people's attention, and then, like, we lost attention for something

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else that went on. And then if you think about, like, during COVID, you had

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everybody's attention. You had all these clients come on, and then they actually have to

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focus on their bricks and mortar business again. So how have you kind of been

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able to, like, get their resource allocation, get them to

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say, like, you know, when I was doing the Internet, they were, like, hoping the

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Internet was a fad. Yeah. And then there's, like, gonna go away. Totally. So you

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wanna have to embrace it. Same. So how have you kinda, like, kept the clients

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that you had? Yep. Get them to understand, look. I don't need you I know

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this isn't, like, your top revenue stream. It was for a period of time. Now

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it's not. So, like, you're gonna downshift, I'm gonna upshift, and we're gonna meet

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here. So talk about how clients have, like, been able to

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work with you, what kind of resources they're putting towards it, and how relevant it

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is for them going forward. Totally. I think from our clients, we see a myriad

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of executions. So some people are their digital business is

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making 1,000,000 of dollars, and they have just a couple studios, so people execute it

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really well. And then we see people that, to your point, have, like, kinda let

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it fall as some in the waistline and have not prioritized it. Right. And so

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we've seen all variations, but what we have all the evidence to know that this

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works and can be executed really, really well. I would say that that when

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people travel and freeze their memberships and all that stuff, there's there's easy low hanging

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fruit that I think people can get easily get behind, which is when somebody goes

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away for the summer, you tell them to stay engaged by taking classes. Right? Or

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people that do a tour of the gym and don't join instead of offering them

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half off. They're not joining because they don't feel ready. And so, like, those are,

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like, easy low hanging fruit opportunities, for people to get engaged. And then

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we've also built a studio player where people can live stream their content from one

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location into the other location. So digitizing the brick and mortar. So we've

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kind of evolved the video in in many, many ways now as opposed to

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just, you know, the at home experience. The other thing is if you look around

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the gym, everyone is on their phone watching content. I'm like, listen, you need to

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figure out what they're doing and you need to make it better. Put it on

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a bigger screen, just enhance them. So I think, you know, things have been

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really isolated. There was Peloton at home, and then there's there the equipment

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guys have great apps. And so I think, really, I'm I'm hoping to see everyone

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playing together because some you wanna bike at home for that kind of

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day. You wanna go to the gym and some days I wanna run outside. And

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so I think I I hope that people are gonna start realizing, like, meeting the

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customer's behavior as opposed to wanting the customer to operate a different

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way. We now know their behavior. So how do we work together, you know, to

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to help them enhance that and stay engaged and not fall off the wagon? So

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if you take a look at the number of instructors

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inside of a location, and they're still doing group exercise. Yep. And

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you take a look at, like, how strong that that relationship is between

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the instructor. And, like, if I go to SoulCycle, I go to, like, 3 or

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4 people, and they're, like, my go to. My relationship's with them, not

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necessarily with this the low the studio bricks and mortar site, but

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it's with them, whoever they are. I'm I'm coming. So how have you

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seen or how have you been able to, like, educate people to say, look. Let

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me get your top 5 instructors and let's, like, get those people and, like,

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celebritize them to an extent. Not to, like, own the relationship, but,

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like, to make sure that they know that, like, they're relevant.

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Yeah. I know that they have these relationships. I don't wanna, like,

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disintermediate them. I don't want them disintermediate me. Totally. But how have you kinda

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find out? Have you figured out how to do that and then get, like, a

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real core client base that says, like, I want that person online. Like, that's

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that's my lifeblood to this club. Totally. Yeah. I think you touched on a great

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point. So we have, you know, we have a couple that was a very good

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point. He's got this cute little smiley face bell here that's hard not to ring.

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Yeah. Be a picture on it. Yeah. But but so basically, some people have said

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to us, like, don't share the trainer the data with the trainer, so they

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don't know they're so popular. That is like, it guts my inside

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when they say it. Right? Like, I'm like, then they're they like, the Peloton

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trainers are constantly promoting it, constantly talking about it. So you need them to

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do all those things if you want to have a great result. Right? And so

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there's a push pull between not wanting to pay them more to do more, but

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then also so there's this dynamic and we see the people that are able to

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invest a little bit, and maybe you just pay the trainer when they get new

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people to sign up or people buy engagement and stuff like that, so there's not

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a real cost to it. But there needs to be an incentive to your point

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where they're inspired and motivated to do it and, you know, everybody kinda

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wins. So I think we struggle with that with some people where they they worry

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it's gonna quote unquote cost more, but obviously, we have the data that they're getting

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22% more workouts when they have digital and all the things that really, you know,

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kinda debunk that theory. But I think we definitely see that push and pull

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where people are not totally ready to invest in it.

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But then we have the opposite where people are doing, you know, doing incredible things

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and scaling really business, and their digital outweighs their their brick and mortar

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business. This is

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Pete Moore. I wanna let you in on a little secret. There's this company

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called Promotion Vault, and what they do is they give out rewards from

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retailers that allow you to incentivize your members

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without having to do 0 down and 1 month free or

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giving away shakes or giving away t shirts. What you wanna do is

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build a rewards program that lasts, that people value,

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and that doesn't discount your own products and services. So here's the

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deal. There's something called rewards vault. The rewards vault is

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going to allow a member to set up their own profile. They are

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going to answer questions. You are gonna get those answers. You're gonna be able to

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target those members, and you're gonna reward them inside your

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club, inside your spa, and outside of the club and

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outside of the spa to get them to become loyal, to get them to

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pay their monthly dues, and to be rewarded

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properly for the actions. A lot of companies are cutting back on rewards.

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You shouldn't be. Promotion Vault's your answer. Trust me. This is

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real.

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I didn't know you were doing this, but I, you know, a buddy of mine,

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Eric over at Swerve, kind of pivoted, and they're doing some live classes. And then

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they're replicating that and doing some other stuff in the background. I didn't know you

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were doing that. I think that's awesome. How have you found the rest of the

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receptivity on a studio that's streaming live from New

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York and it's going and streaming live into some secondary market? Do

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people feel like like New Year's Eve? Like, hey, I could either be in Times

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Square or I I'm I'm watching it live and that's, like, just as good. And

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how is that experience? Because that,

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I think, to me would be a huge opportunity to leverage the the

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fixed cost of that class Totally. And leverage an instructor

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that is an actor or an actress in New York that's not living in

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Macon, Georgia Totally. So I can't accommodate that. So how is that picked up and

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how how big of a, how how important is that? Because I feel like that

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could be a huge, like, private label scalability opportunity.

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Totally. Did you bring up Swerve? Because we are about announce a partnership with them.

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So Oh, I did not bring up for that reason. No. Just you can try

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to find out. Guys. Yeah. Those guys. Well, it's not gonna launch for a couple

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months. Yeah. So, like yeah. So congrats on the Swerve deal. Yep. Sorry, guys. I

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just We'll put this to the announcement here. Hoping to the non nonbinding letter of

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intent. It's nonbinding me. This means fucking probably not gonna happen. Okay.

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Anyway, 2 go. Yeah. So anyways, yeah. So we're we're partners with those with

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those guys. So, yeah. So basically, what we're

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seeing, I think, one, people are trying to cut cost. Some gym chains like UFC

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we work with, they have 24 hours, so there's a lot of times that they

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don't have a class schedule. So being able to disseminate one live class

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into many places is awesome. And to your point, they UFC brought in champion

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fighter. They brought in Frankie Edgar to LA. I tried to take a pay per

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view. Totally. And it was awesome. And they and the the cool thing was they

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had it so people went to the gym and took it. And so you got

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to see inside all these different locations around the world, like, everyone there

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taking it together. He can they can ask questions and see him. So I think,

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like, the beauty part of the Internet is it makes this big world, a much,

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smaller place. So connecting the the actual brick and mortars too was a really great

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use case. And it's two way. So the trucker can see the people in the

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room. That's a big difference too. Can see all the people across all the all

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the stages. All those yeah. Exactly. Like on like on a dashboard or, like like,

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like a camera? So the instructor all

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the leaderboard. The leaderboard and the tiles and locations. So so it's not like

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they're just teeing up a class class and they can watch it and decide, I'm

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not feeling it, walk out. If you walked out of a real spin class, the

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instructor would be like, hey, where are you going? So with the two way and

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the live element, it really it's it's like as good as the instructor being

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there, you know. One one of the things that,

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we we at one point, we were trying to buy Gold's Gym back during COVID.

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And one of the ideas that that we were trying to get

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across to this investor was, like, look, we could take, like, 500 Gold's Gyms.

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Okay? On on any given Sunday, like, the New York Giants are playing

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the Philadelphia Eagles. Like, let's have a spin class at 10 AM Yep. That

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basically would have 2 instructors. But now I'm thinking maybe it should be 1

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instructor and then and basically everyone's doing that and basically whatever the data is,

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like, who wins Totally. Against that, you know, on a on a city by city

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basis. So there's a lot of competitive and challenge

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opportunity with what you're building. How much do people

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embrace that? And, like, are are people coming to you and say, like, hey, I

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got some ideas. Or are you, like, hey, look. Let let's test all these things

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out. Because I think, like, a morning challenge Yep. Before any kind of professional game

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or college game, like, Alabama versus LSU. Okay. Yep. Every club in Alabama

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is against every club that I have in LSU. Totally. And just one badass instructor,

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and like, let's see who wins, like, the pregame Yep. Cycling. Totally.

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Is that happening? Or Well, so we excited about it. I wanna go right. Yeah.

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I just wanna go right now. Now. Yeah. You just got me fired up. Yeah.

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Let's just go. Yeah. I can Don't get me 2 spin bikes. I can beat

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I can compete against you any day. Why do you say that? I mean, he

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he's wearing a suit jacket, and he couldn't button. Button. So I just feel like

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I'm going up and he's going up. From 3 Halloweens ago. That's my point. I

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could wear something from high school still. This podcast officially over.

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Yeah. I would say You need me, I'll agree with that. Watch bomb? No problem.

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Alright. Pete is the only person I think talks faster than than I do. Yeah.

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No. So we actually work with MyZone and that that's basically the vision, to be

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able to have rooms and clubs competing against one another. And we also were

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our investors are the Dodgers. So, you know, the the goal with them is to

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do, like, kind of train like an athlete and have the teams competing. That's the

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that's where we're trying to take this. I'm so surprised that a lot of these

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sports teams have not done that yet. Like, what are they waiting for? I don't

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know. I'm like, you have the audience, the captive audience. You have the programming,

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like, it's So if I owe a PSL license and I and and I'm paying

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$800 to go to a a giant game per ticket, why would I not wanna,

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like, spend, like, the next 30 days to do, like, a Shaquan

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Barkley, like, workout, but actually do it with him. Totally. You know? And and

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Yeah. The winner flies in a private jet and gets to go, so you know,

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the other one. Yeah. I'm on the sidelines with Shaquan, and, like, yeah, dude. I

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just did his workout. The same exact thing that he ate. I ate that still

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Totally. I mean, all the money going into sports is going into gambling. I'm like,

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this is a chance for them to do something really good for the fans. And

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to your point, people already, like, adore these people, would get so into it,

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and they can do it against the team. So that's that's something that we're working

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on, but in the in the background. So so one of the things, obviously, during

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COVID, people talk about how much money they're making online, you know, how how how

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big their membership base is. There are a couple, like, huge deals, like, one in

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Australia with some woman named Kaylee, I think. Or Yeah. Like, 3 200, 3

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100,000,000, $200,000,000 revenue, whatever it was, or deal trend, transaction

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value. No? Yeah. I heard they bought it back. So it's obviously, like, been a

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lot of hype that it kinda came down to earth. You've obviously stayed true to,

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like, look, I'm a b to b to c. Yep. And, like, I'm under the

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radar, and I don't have to acquire customers. I'm not building my own brand. I'm

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building it through my partnerships. Totally. So you kinda had, like, a lot of,

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you know, cloud cover Yeah. If you will, from, like, what some of these other

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companies are. Yep. Are are people still making a lot of money online?

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Totally. That's so that's my point. So you That's a good question. Right? Because I

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feel like like people think, like, it just went away. Like, shit's not going on

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anymore. It's like, oh, dude. I I got it a little on that. I didn't

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get it. I'm done. Totally. But it's like then I went something like some of

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the girls got, like, doing $20,000,000 on YouTube on, like, some

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videos. Totally. It's like So tell me what's going on because I don't think people

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fully appreciate that, like, this shit's live. It's happening. There's money to be made.

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Totally. It's not something that didn't just happen. No. It's like Peloton too. Like, people

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have always been working out at home. That didn't just appear. That's always been a

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market. They made a better, more beautiful market and product, but, like, that's always

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been going on. It's not all or nothing. Right? We they they talk in the

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extremes, and that's where the press gets excited, but people are doing all these things.

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It's not all or nothing. And I think some people have that if their experience

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is because they focus on digital. They had, you know, thousands of people doing livestreams

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during the pandemic. And the reason that they they don't have that is because they

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stopped doing it. Right. They're not they're they're they're I think people dare to kind

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of change the model and encourage people to if you know, like,

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it they, you know, the gym sort of operate on a sign up and maybe

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you come, maybe you don't, as opposed to being like, this person is at risk

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of canceling. They are not coming. Maybe their kid's soccer time changed, they actually can't

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get there. Give them that content to stay engaged. Right? So the the

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marketing tactic has always been a little bit, you know, instead of trying to meet

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the customer where they are, figure out what's going on, it's always been, like, let's

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communicate a little bit less. Mhmm. And I think that's where there's a there's a

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big miss in opportunity. And also, it doesn't the business. It actually gets

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people to get another workout in, which keeps them on the wagon. So I think

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that's really important about, you know, we have the data to support this. So, you

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know, these were initially my theories back when it was episode 76, but now I

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have, you know, 9 years of of hard data to show also when you're live

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streaming, the engagement is much higher because the people are watching the content.

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There's new content being created. They become, like fans of the person. You know,

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the coach is saying, I moved to Brooklyn, my boyfriend and I, versus just traditional

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content that says, welcome to there's a lot of great content on the Internet. The

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reason that people love certain Peloton instructors is they feel like they know them. Right?

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So Yeah. I mean, it's all about this, like, if you're in the middle market,

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it's like we turn our relationships and results. Like, that's basically all you got.

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Absolutely. I have 2 follow-up questions if you have time. For sure. Thank you.

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My first question is related to, like, you know, I talk about winning and losing,

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time to win against the book and everything. Yeah. You're in it.

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What constitutes a win? If I have, like, 5 people in an online

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live class Yeah. Like, I could you could argue to me and say, like, hey,

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man. That's 5 more people than you woulda had. Totally. Or somebody might be, like,

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you know, I spent this time on it and, like, I'm paying you a certain

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amount. Like, how do you respond to, like, low usage,

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but usage is usage is usage, and somebody's getting

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Totally. Endorphins out of it. Somebody's, like, has a better day than they did before.

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So how do you answer that question? Totally. That's question 1. Yeah. Question 1. Okay.

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So I think I think it also you get into it. You know, you get

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what you put into it. So I think there's that side of it. The people

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that stream a class and don't acknowledge the home people, it's a little bit of

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a voyeuristic experience. It's not a great experience. The people that really engage it and

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have you know, are chatting with them and stuff like that, they do much better.

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So I think if you follow sort of the things that we know work, you

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get the outcome above 5 people. So I think that's really important to note. The

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other thing that we see too, which is so cute, is, like, our client is

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HealthWorks. You'll see the women go up to the screen and wave to their friends

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that are taking it that are on vacation. Like, so even if it's not a

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1000000 people, it's just that, like, they see their friend, they're they're seeing their background

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of the house they rented. Like, just these things that keep people engaged, and I

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think all these little things do add up. Yeah. To your point So I feel

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like those anecdotal commentary is, like, what would convince me to

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say, like, okay, maybe looking at the numbers, they have to look

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underneath the number. Yep. And 80% of the people aren't members of the

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gym. Right? I mean, let's face it. Like, the the the biggest barrier to entry

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is you gotta feel really bad about yourself and finally join the gym. Most people

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don't. So how do you get those people involved, like, in as as a stepping

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stone? I think that's the that's, like, my happy dream is that Right. Everybody finds

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a way to actually get their foot in the door, which is not in the

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door originally. It's starting virtually. I think that's the biggest opportunity. There's a there's a

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a a question, one part b. Okay. No doubt on question

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g. Okay. And thanks for spending time with us here. Of course.

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Question 2 is, what's the return on investment if I just if I am a

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numbers person Yep. And I say, hey. I'm paying forte x per month, and

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I'm charging, like, $20 on online. I'm adding it to a membership. How low is

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that number to be, like, look. Even if you were, like, thinking about, like, that

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this is somehow, like, a cost center, not a profit center, not a relationship

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building center Yep. It's called what it really is. Right? Building relationships or you're destroying

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them. Yep. I'm gonna choose to build them. Right? I'm gonna build a relationship here.

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So what would you say, like, if I have 10, 20 people online, like, that's

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enough? Like, don't don't think you need, like, 300 people on my system that is

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gonna give you ancillary benefits and, like, bottom line return. Is that is that a

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is there a number Yeah. I mean, I guess for, like, the quant people? I

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guess as far if you're trying to quantify You're, like, you are quant person. I'm

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a good volunteer. Yeah. So I guess if you're trying to quantify it, then it's

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like, if you include it in a membership, like, quote and go give it for

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free, how many of those people are utilizing it, which is a small cost center

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to you, a dollar or something a month. Right? And that may be retention more

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engagement. And so and then how many people do you have digital only to subsidize

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that, right, that are paying out. Right? So, like, those are the numbers that you

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can figure out how you net break even depending on what they are. If there's

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a certain amount of engagement on the side where you're, quote and go, giving it

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to that community. And then the other side of it is, like, you know, a

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lot of people can't really easily track LTV and and churn,

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which is surprising. Through the CRMs, it's not that easy to check

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check-in data and stuff like that as as easy as one would think. And so

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being able to we do some of this stuff manually to show that people are

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getting more workouts. Right? If engagement's higher, churn is lower, all those all those

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things. And so we also have data where we see clients trying the classes

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that are in the studio, and then they actually go check into the class too.

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Like so, you know, we see that a lot as well. So we have all

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of that data. People take classes, their retention is higher because they're part of the

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community. So we have all this data and and, you know, to be able to

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show what the return on investment is because I don't wanna pontificate if this is

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a good or bad thing. I just wanna tell you guys the facts. Yeah. Yeah.

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No. But it's I think it's important that people don't, like you don't have to

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get 20% of your members online to, like, say, like, this Forte is a good

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partnership for us. Totally. You gotta, like, lower it. You gotta look

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at the long game, and you gotta look at all these little things that might

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be happening behind the scenes that might not show up in, like, the actual, like,

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dashboard. Totally. It actually is happening, like, in the community. And they're paying for some

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other app. They're following other things. Like, if you, you know, you should keep them

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engaged in your community. Everyone has their phone propped up doing things. You want them

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doing stuff that's applicable to your facility. Make it so the content is in that

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area, so it's a really good experience. Right? Like, they're already doing it, so you

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want them to be doing your thing. Right? Just because, otherwise, they can go to

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a really low costume if they're just following content at a certain point.

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This is Pete Moore. Here's the last tip for you of the podcast.

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We are partnered up with a company called Higher Dose, higher

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00:20:45,845 --> 00:20:49,610
dose dot com. They are the leader in workout

363
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recovery products, infrared technology, LED

364
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light masks, neck enhancers, and other

365
00:20:56,875 --> 00:21:00,654
products such as PMF mats and sauna blankets.

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00:21:01,034 --> 00:21:04,580
If you have not gotten on the workout recovery train

367
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yet, your time and your stop is now. You gotta

368
00:21:08,420 --> 00:21:12,100
get these products in there before these workout recovery and spas end

369
00:21:12,100 --> 00:21:15,914
up saturating your market. Having your members walk out of the club and

370
00:21:15,914 --> 00:21:19,355
going into one of their locations for $200 per

371
00:21:19,355 --> 00:21:22,900
month where they're paid 39 to you. Let's become an

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00:21:22,900 --> 00:21:26,580
expert in workout recovery if we are already the authority in

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00:21:26,580 --> 00:21:30,260
workouts. Higher dose, check it out. There's a

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00:21:30,260 --> 00:21:33,895
wholesale code, and we look forward to helping

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00:21:33,895 --> 00:21:37,735
you augment your products and services to meet the demands of your

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members. And, hey, let's get people happy, healthy,

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00:21:41,399 --> 00:21:45,100
and sweaty, and the recovery should be just as good as the workout.

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Okay. My second question, I think it's important and I and it's not Is this

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number 2 or we still on 1 c? This is the last question. And then

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I need a quote from you so you can think about a quote while I'm

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asking this question. I'll try to keep it brief. Kind of quote? I mean, where

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am I supposed to quote this? Like a quote it could be like a celebrity.

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00:22:02,760 --> 00:22:06,575
It could be somebody that you, that like a philosopher. Okay. Quote, it could

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00:22:06,575 --> 00:22:09,174
be Yeah. I don't know a lot about celebrities. They're pretty nerdy. It could be,

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like, you know, you can't have artificial intelligence without intelligence. Like that. You can read

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that if you Coin that term. Read that off and, like, take credit for it.

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Cool. One of the things I had an issue with when I was

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selling software is, like, I was selling to the owner, and then the owner sends

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me to, like, their IT person. And then the IT person says, like, this is

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not in marketing. And then the marketing person says, that is really in the group

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exercise. So, like, if you if I'm a a prospective client

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Yep. And you are and you are contacting me and I'm a multi chain,

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who do you wanna talk to? Like, who's the champion internally? Yep. Is it is

394
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it group x? Is it marketing? Is it the owner? Is it CFO? Like, who

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is it? It's the owner. Because it's a it's a business decision. They need to

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be behind promoting it. They need to believe in this. If they don't believe in

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it, a lot of times the group x person either loves it or hates it

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depending on their fear about digital, but, you know, they get really excited. But if

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the finance team is if everyone's not behind it, it just ends up kind of,

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we want this to be in their eath. There's especially a big chain where they're

401
00:23:00,946 --> 00:23:04,041
opening locations and they need to roll this out as they open locations. Right. And

402
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so, you know, otherwise, I would I got I used to try to sell people

403
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really hard. Now I'm like, I need them to want this, or I'm setting myself

404
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up for just a lot of work too. So But once the once the owner

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embraces and says, we're doing this. Yep. Like, I like you. I trust you. Yep.

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This makes sense to me. Does it go to the director of

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marketing? Like, who's it under? Yeah. I wanna understand. Because a lot of people say,

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like, like, oh, my digital. That's what I know, like, my IT guy. Yeah. The

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group exercise content, like, that's under here, but then I have, like, a digital manager.

410
00:23:29,720 --> 00:23:33,100
And I feel like if if if everything was put under the right

411
00:23:33,845 --> 00:23:37,445
division or under the right person, it would probably work better because it's part of,

412
00:23:37,445 --> 00:23:41,030
like, how they think about optimizing their job or their

413
00:23:41,030 --> 00:23:44,830
unit or Totally. No. Like, in a dream world, they would have a person that

414
00:23:44,950 --> 00:23:48,150
yeah. They would have a person that this was their focus. Right? Be digital, or

415
00:23:48,150 --> 00:23:51,684
what would it be called? Yeah. I mean, yeah, just con yeah. Dig you know,

416
00:23:51,684 --> 00:23:55,445
digital, whatever. Engagement, just community engagement too because a lot of features we have

417
00:23:55,445 --> 00:23:58,620
are are are, like, outside of the digital side just like following people,

418
00:23:59,100 --> 00:24:02,940
messaging, groups, challenges, chat like stuff that's applicable to in studio. So it's like member

419
00:24:02,940 --> 00:24:06,140
engage like, they had a member engage ahead of your member engagement. Totally. This would

420
00:24:06,140 --> 00:24:09,034
be, like, right underneath the head of memory. Totally. Because I feel like a lot

421
00:24:09,034 --> 00:24:11,595
of people don't know where to put this, and then it doesn't Yeah. When it

422
00:24:11,595 --> 00:24:14,154
goes into the tech side, is there other It's like the tech, they just wanna

423
00:24:14,154 --> 00:24:16,550
make sure, like, it works. Yeah. They don't The AI is connected. That's it. So,

424
00:24:16,550 --> 00:24:19,190
like, yeah, I think that's where it falls. It needs to be part of the

425
00:24:19,190 --> 00:24:22,470
plan and and the onboarding for members. Right? So when you onboard a member, they

426
00:24:22,470 --> 00:24:25,030
can do and, like, look at all the equipment. It needs to be a part

427
00:24:25,030 --> 00:24:28,205
of the whole process. And I think the other opportunity too is when they're rolling

428
00:24:28,205 --> 00:24:31,804
out locations, you know, using it presale and stuff like that too, which

429
00:24:31,804 --> 00:24:34,780
is important. So it's it needs to be part of the whole strategy. That's why

430
00:24:34,860 --> 00:24:38,460
if we just get one person excited, it doesn't work. Everyone needs to be behind

431
00:24:38,460 --> 00:24:42,220
it. Got it. Got it. And then in closing here, from 76 to

432
00:24:42,300 --> 00:24:45,625
by 500 and something, Any any quotes that are, like,

433
00:24:46,265 --> 00:24:49,945
you know, or, like, things that you like or things that, like, remind you,

434
00:24:49,945 --> 00:24:53,065
like, hey. I'm I'm building progress every day. Might not feel like it, but I

435
00:24:53,065 --> 00:24:56,890
know my my business model's I'm focused. It's gonna happen.

436
00:24:56,890 --> 00:25:00,650
I just gotta kinda wait till everybody knows about it. Totally. I think for

437
00:25:00,650 --> 00:25:04,465
me, yeah, every day, I, you just gotta work hard. You

438
00:25:04,465 --> 00:25:07,505
gotta work real hard. That's it. Just do it. Work hard. Work hard. Do the

439
00:25:07,505 --> 00:25:09,985
worst thing on your That's somebody said the other day, do the work. Do the

440
00:25:09,985 --> 00:25:13,520
work. On a on if you have something you're procrastinating about, that should be the

441
00:25:13,520 --> 00:25:15,680
first thing you do in the morning because then the rest of your day is

442
00:25:15,680 --> 00:25:17,920
gonna be so good after that. So I'm gonna take that do the work, and

443
00:25:17,920 --> 00:25:21,595
I'm gonna get fit into my slim Yeah.

444
00:25:21,715 --> 00:25:25,535
Riddler costume by Next Door. So I'll be a 38 small.

445
00:25:25,915 --> 00:25:29,610
Exactly. Anybody wants to buy me a medium t shirt? Yep. Bring it on.

446
00:25:29,610 --> 00:25:32,490
Right now, I'm a large. Alright. Great to see you again. I'm glad everything's going

447
00:25:32,490 --> 00:25:35,370
well. Hit the hit the bell. Here. Hit the bell going. Thank you for having

448
00:25:35,370 --> 00:25:37,715
me. Go forte or stay home. Yeah.