Mateo: 00:02 – Hey, it’s Mateo of Two-Brain Marketing. On this edition of the Two-Brain Marketing podcast, I’m talking with Jonathan Watt from Townie: a Fitness Community. You’ll learn about his experience from running a gym out of a gas station to owning a 5,000-square-foot facility. You’ll also learn about his advertising system and how he spent $286 on ads and generated over $5,000 in front-end sales. So you don’t want to miss this. Make sure to subscribe to Two-Brain Radio for marketing tips and secrets each week.
Greg: 00:29 – Two-Brain Radio is brought to you by Two-Brain Business. We make gyms profitable. We’re going to bring you the very best tips, tactics interviews in the business world each week. To find out how we can help you create your Perfect Day, book a free call with a mentor at twobrainbusiness.com.
Greg: 00:47 – We’d like to thank another one of our amazing partners, Level Method. As a CrossFit gym owner, I know retention is key to keeping my business going for years to come. Retention is not easy, though. People want to see success, and if you don’t show them early, they’ll find a place that does. This is where Level Method comes in. With Level Method, you are now able to guide your members through an amazing structure that’ll give them a path to success. Once you have success, you instantly have motivation for them to continue, which will now be delivered to your members. Start systemizing the creation of powerful moments for your members today. Go to levelmethod.com to book a free call.
Mateo: 01:24 – Hello, welcome to the Two-Brain Marketing podcast. I’m your host Mateo Lopez, one of the digital marketing mentors at Two-Brain Business. Thanks for tuning in and in today’s episode we have a very special guest, Jonathan Watt, owner of Townie: a Fitness Community, and you’ll learn about his experience and how in just one month he spent a little less than $300 on ads and added 10 new clients to his gym. So Jonathan, how are ya?
Jonathan: 01:52 – I am good, Mateo.
Mateo: 01:54 – For those who don’t know, that would be myself included, we just met today, for those who don’t know, tell us a little about who you are, where you’re from, and a little bit about your business.
Jonathan: 02:05 I’m Jonathan Watt, and my wife and I live in Thomasville, Georgia. We’ve owned our gym for, it’ll be four years in January. Which is crazy to think about, it’s been a long four years. It feels like more than four years, gym years are longer than regular years.
New Speaker: 02:25 I think that’s definitely true.
Jonathan: 02:27 – It’s like dog years, but yeah, so we’ve owned our gym for about four years now. And we met originally in Tallahassee. I was working at a gym in Tallahassee coaching, ran a boot camp program there. Always had a dream of opening my own space. And my wife encouraged me to pursue that dream and she’s been a big part of this as well. And so we moved kind of back to our hometown or our roots here in Thomasville, and opened our gym four years. And then it’s been, yeah, a wild journey since then.
Mateo: 03:02 – What kind of a businesses is it, is it a boot camp? Is it a functional fitness? What is it?
Jonathan: 03:07 – Yeah. Yeah. So we’re a CrossFit gym. We are an affiliate. So we primarily offer CrossFit. And then obviously, you know, we have group classes, and then with the help of Two-Brian, you know, we’ve added personal training and and nutrition coaching as well recently, which has been really, really big, with the help of HSN. So that’s been awesome. So yeah, with the help of Two-Brain we started to really expand our offerings and be able to offer, you know, more things and be able to help more people here in our community.
Mateo: 03:37 – So tell me a little about the name and the rebrand, perhaps. Tell me a little about the story there.
Jonathan: 03:43 – So Townie comes from, there’s actually a small paper here in town, in Thomasville, called the Thomasville Townie, so that’s kind of where we took our name from. And it’s originally my wife’s idea, so she can get credit for that. We originally were CrossFit Townie, that was our name or our brand. And about two years ago, we decided to just kind of rebrand just with the way that we were going with things and we were really looking to offer more, and add more to our business in terms of nutrition coaching and personal training and things. And so, yeah, so our goal was just to, you know, really kind of, you know, be able to hopefully, you know, let people become more receptive to us as a brand, you know, and not be maybe deterred away by CrossFit.
Jonathan: 04:35 – Where we are, being in South Georgia, CrossFit and maybe—you know, in the bigger cities, it’s obviously, you know, very widespread, but even still here in Thomasville, you know, people don’t necessarily know exactly what CrossFit is or maybe you know, kind of an idea in their mind what they think it is based off of what they saw on TV one time. And so, you know, the rebrand has really kind of helped us, you know, get over that hurdle hopefully initially and get people in the door and show them that, hey, this is our version of CrossFit and this is what we do and this is how we, you know, help people on a daily basis, you know, soccer moms to dads that are working, you know, nine to five and just want to get healthier and fitter. And so, you know, that’s our goal.
Mateo: 05:24 – How did you get into CrossFit? How’d you find fitness?
Jonathan: 05:28 – So I had a buddy in high school that never worked out a day in his life. And we were real good buddies. I always enjoyed working out. I was in the gym at school and enjoyed, you know, working out. But he was a good friend of mine. And after we graduated, I saw him probably a few months after we graduated high school and I ran into him and I was like, dude, what have you done doing? And he said man, I’ve been doing CrossFit. And I was like, well, what is CrossFit? And he said, come tonight, come to the gym and try it out. And, so I was like, all right, well, I’m down. You know, I was always up for something new.
Jonathan: 06:07 – I was tired of doing bicep curls and, you know, just the traditional bodybuilding stuff. And I was like, I needed something, being a former athlete. And so I went with him and instantly I walked in and it was, obviously, it was in— that was in 2010. And so it was certainly a different atmosphere than CrossFit gyms now as we’ve evolved and things. But it was, you know, it was grungy. It was, you know, it smelled, you know, like a gym locker room. But it was awesome, and I loved it and instantly I was hooked. And then from there, you know, I went to college, found a gym, was fortunate enough to really learn at a gym in Tallahassee there, from the head coach there. And he really poured into me. And I knew that I wanted to help people, you know, utilizing CrossFit and using a fitness as a medium to be able to work with people and help them, you know, not just with their fitness goals, but it’s so much more than that to people. So, you know, that’s kind of where it all started.
Mateo: 07:08 – So how did that switch happen though? Just cause loving CrossFit and then opening an affiliate, I mean, it’s a common jump, but it’s a big jump. What was the flip of the switch that made you want to, you know, go all in on it?
Jonathan: 07:24 – Yeah. Yeah. Well, I was fortunate enough where the gym I was at in Tallahassee gave me the opportunity to start kind of my own boot camp program within the gym. And I think that was probably the first kind of big step for me that was like, hey, you know, maybe I can, you know, do this thing, you know, on my own. And so I was blessed to have that opportunity where they gave me the opportunity to build a boot camp program and I had some success with it. And it kinda grew within this CrossFit gym, CrossFit box in Tallahassee. And so I think that, you know, kind of like showed me like, hey, you know, you can do this. You could be successful with this. And it’d always just been a huge, huge passion of mine, coaching, in and of itself.
Jonathan: 08:12 – I loved, you know, training, but just coaching people and being able to help people was just something that, you know, had a huge passion for. And with CrossFit, it just married those two things and really provided me that outlet to do that. So I think on my own, I wouldn’t have made the leap. But thankfully, you know, with my wife’s help and her encouragement, she was a huge part in telling me and believing in me that, you know, I can do this and we can do this and make it happen. And so we kinda just went all in on it when we decided to open up our gym. And I kinda think that’s maybe the only way you can do it, just going all in. So that’s what we decided to do. And it’s been obviously, definitely not easy, but you know, Two-Brain has been a huge help in really taking our business to the next level and being able to provide, you know, myself, coaches, an opportunity to be able to do the things we love, which is help people.
Mateo: 09:16 – What was it like in those early days, that first six months of being open?
Jonathan: 09:21 – Yes, it was tough. We opened our first space was this little gas station. It used to be an old gas station.
New Speaker: 09:33 – Oh really? Tell me about that. Tell me about the space.
Jonathan: 09:35 – Yeah, it was like, I think it was maybe like 800 square feet, and it was like two bay doors, where, you know, cars would pull in and they’d fix them in there as well as they had the old pumps out there as well too, with the big awning over it. I spent about a month just renovating the space all by myself and I had no idea what I was doing. No construction experience, painting, you know, all that good stuff.
Mateo: 10:01 – Was it still, like when you got it, was it still being operated as a gas station or had it been something else for a while?
Jonathan: 10:08 – No, it was just sitting vacant for a while. And so painted it, spruced it up and everything and then literally, you know, announced, hey, we’re opening the gym, you know, next week, put it on Facebook and, you know, here’s our class times. And I was sitting up there at 5:30 in the morning on day one just waiting, hoping somebody would show up, hoping and praying. And that was about the first six months was, you know, hoping and praying that somebody would show up that day to work out with us and we could, you know, be able to help them. But interestingly enough, it’s funny, the night before we opened, one of our coaches, right, one of our coaches today, he was our first client. So he emailed us the night before and was like, hey, what’s this CrossFit thing I heard you guys are doing at the gas station?
Jonathan: 10:57 – And I was like, oh, come tomorrow, come tomorrow at 4:30 in the evening and I’ll show ya. So, yeah, it’s cool to look back on those early days and see, you know, how we’ve evolved and how we’ve grown and now having that client, our day one client, you know, as part of our coaching staff is pretty cool to see that evolution as well. But, but yeah, we had plenty of workouts where we outgrew that little 800-square-foot garage, and then we were doing workouts in the parking lot. People were driving by us like we were crazy. And so, you know, after that we found a little bit bigger space, the current space right now, and we’ve kind of slowly grown. But yeah, the early days just sitting and waiting, hoping somebody would show up. Those are, I look back on those and they were tough.
Mateo: 11:46 – But you obviously did grow. I mean you had people where you outgrew the space. So how did you grow back then?
Jonathan: 11:53 – Shoot, I don’t know. A lot of prayer and we just, you know, we just tried to do a really good job. We just tried to treat people the way we wanted to, you know, care about people and show them how we can help them and help them well. And they told their friends, thankfully, and you know, it just slowly, one person after the next, you know, came through the doors and, you know, we made it work. So, yeah, definitely I think prayer definitely was a big part of that though.
Mateo: 12:24 – Awesome. So what was it like moving into the bigger space?
Jonathan: 12:29 – Yeah, that was pretty interesting too. So we’ve got about 5,000 square foot now. But it’s the current space we’re in now, but when we first moved in we didn’t occupy the entire space, so we actually were just like, hey, we can only afford, you know, this corner of the building, can we just rent this corner? And then when we grow we can kind of expand into more space. And so, you know, I think that was fortunate that we were allowed to do that, we were able to do that, because we didn’t have to pick up and move somewhere else, you know, again. And so I was confident that we were going to grow with kind of the way things were going, but I didn’t want to bite off more than I could chew. And so I think, you know, just being smart with how we were growing and kind of organically, you know, growing not only our space, but you know, equipment and things like that as our membership grew, you know, kind of helped us slowly build out, you know, and grow into what we are today.
Mateo: 13:29 – So it sounds like you were able to grow organically. This was four years ago, the CrossFit name was still, I think, you know, there was a lot of value—it was still new, so people, if you Googled it and you were the only one in town, you are going to be the only one that popped up. So I think that probably definitely helped. What was then the catalyst for signing up for mentorship?
Jonathan: 13:54 – I probably would say the biggest catalyst would be our son. So my wife became pregnant, was pregnant and we wanted to start a family and I was coaching all the classes, wearing all the hats, doing all the things, and we had had some success, but, you know, I was doing everything. And I enjoyed it, I enjoy coaching. I enjoy doing those things. It was, you know, it was fun watching the gym grow, but I knew, you know, for our family goals and what we wanted to do as a family, that we needed to legitimize our business and we needed to be able to hire coaches and, you know, really step up our game. And, yeah, it’s funny, like, you know, anything in life, our family or, you know, marriage goals and things like that.
Jonathan: 14:51 – You know, we look towards mentors or try to look towards people that we want to emulate and things like that. And you know, for business it just made sense, it was like, hey, like I need a business mentor. I need somebody that’s, you know, doing the things I want to do or, you know, is where I want to be down the road. And I need somebody to show me how to get there. Because I felt like, I think at the time I had kind of maxed out my capacity and I was kinda like, man, I’ve done everything I feel like I know how to do, you know, I don’t really know what’s next or how to get over this hurdle into this next step where I can, you know, be with my family more and spend more time with them.
Jonathan: 15:31 – And that was probably the biggest goal that really pushed me towards mentorship and Two-Brain, and looking for help and guidance with that.
Mateo: 15:39- And when was this?
Jonathan: 15:41 – This was in January of this year. So actually our son was born last October. And so after he was born, we kinda settled into everything in January, signed up for the Incubator. And so yeah, I signed for the Incubator, and went through the Incubator and then after the Incubator, I think there was like, all right, you know, you can jump into Two-Brain Marketing and turn the marketing on. And I was like, hold on, wait a second. Like, I don’t think I’m ready.
Mateo: 16:09 – Why didn’t you think you were ready?
Jonathan: 16:12 – I was still wearing all the hats at that point. I had gone through the Incubator, you know, I was trying to, you know, implement all the things in the Incubator and really transform my business and, you know, really put all the processes and the infrastructure to be able to sustain growth, to be able to, you know, bring in new people and be able to sustain that for a long time.
Jonathan: 16:35 – And so I remember I hopped on the first call, the first marketing call, and I was just like, hey, I don’t think I’m ready. You know, I guess I’m still trying to catch up on the Incubator, I’m still trying to, you know, get all these other things in place. And I was like, I think I want to revisit this, you know, once I’m ready. And so I think that was a good thing I did that, for sure. But yeah. But now after we’ve turned on, you know, our ads and things like that, it’s been, it’s definitely helped a lot. You know, it helped us grow and really level up our business even to another level.
Mateo: 17:07 – So what were the pieces that were missing that you felt after the Incubator you still needed to put in? Was it staffing? Was it just the way in which you wanted to onboard people, what was the missing piece?
Chris: 17:17 – Hello my friends. It is Chris Cooper here. Since 2009 I have been writing daily blog posts, producing podcasts, videos, all kinds of stuff on social media with one mission in mind: to make gyms profitable. I came to that mission because I was an unprofitable gym owner. It almost ruined my finances and almost ruined my career, my marriage, everything. And since that day, since I made my recovery, I have wanted to help other gym owners become profitable, too. It’s part of my mission to the world because if you’re profitable, you’ll be here changing lives of thousands of your clients for the next 30 years. I think together we can have a tremendous impact. When we started mentorship, I did every single call myself. I was doing up to a thousand free calls a year and I was doing 10 calls with people who signed up for our early mentorship program, but the Incubator has been updated and improved a dozen times since then. Now the Incubator is really the sum of all of our experiences with over 800 gyms worldwide. In the Two-Brain mentorship program, we can now learn from everybody. We can collate data, we can see what’s working where and when and what the new gold standards are as they emerge. When somebody has a great idea, we can test it objectively and say, “Will this work for everyone or will it work for people on the West Coast or on the East Coast?” We can do that with little things like Facebook ads. We can also do that with operations and opening times and playbooks. All the questions that you have about the gym, we can answer them with data and with proof now. That’s the Incubator. It’s more than what I wrote about. It’s more than my experience. It is the best standard in the fitness industry, period. And I hope to see you in there.
Jonathan: 18:59 – I think both of those things that you mentioned. I think staffing was obviously a big one. I think I only had one or two coaches then and really none of them, you know, were doing a lot of personal training. I was doing kind of all the onboarding where they were coaching group classes. We were still growing organically pretty well and almost kind of like, as much as I couldn’t keep up with just with myself doing that. And so that was where I was kinda like, I don’t know if I can handle, you know, an influx of new members right now when we’re already kind of growing still organically at this point. And so yes, staffing was definitely the biggest one. And then just trying to iron out, you know, our onboarding process and make sure our retention, you know, was, you know, where we needed it to be where we’re keeping our current numbers and kind of, you know, the client journey and all that. So, yeah, I think that was probably the biggest thing that was kind of holding me back. I think I was maybe just a little bit scared, too. I was like, OK, I dunno what I’m getting myself into. So, I think I just needed a little bit of confidence, too, that I could handle it.
Mateo: 20:07 – You mentioned you have you know, your first client ever ended up being one of your staff members. And I know you also mentioned before we hopped on, we were talking about the name change, Townie: a Fitness Community, like that’s what we are, a fitness community, you know, what is your philosophy on the culture of your gym that, you know, enable—there’s something to be said where you have someone who from day one was so in love with what you’re doing, who then wanted to like take an active role and participate in your staff to take an active role in what you’re doing. So, you know, what is the, you know, the philosophy, the culture at your gym that you think maybe played a part in this person who became an actual staff member?
Jonathan: 20:54 – Yeah, yeah. That’s a great question. You know, community is a word that’s thrown around quite a bit in CrossFit and things like that, but, you know, I really, you know, feel like what we do and our members, you know, really feel a sense of community and a real close-knit bond with each other. And we really try to encourage that with, you know, things that we do in the classes on a daily basis. You know, the way that our coaches, you know, we train them to, you know, treat our members on a daily basis, the way that we train our members to treat each other. And sure, we’ve had, you know, tons of ups and downs and bumps in the road and things we’ve had to deal with with that, you know, through kind of our journey.
Jonathan: 21:39 – And I think that’s helped us learn, you know, the culture that we want and the people that we want. Not only on our staff, but you know, also in our membership, you know, in our gym on a daily basis. And as we kind of, you know, have taught them how we want to treat each other, how we treat our members, you know, it’s really, I think impacted the way that people from outside our gym view our gym, too. And so we try to put that out on social media and things like that. You know, that I think Chris, like we steal some of the stuff from Chris, like the happy gym, you know, like, hey, like, you know, we’re happy. You know, we support each other, we encourage each other.
Jonathan: 22:21 – We’re really big on that. Every day before, you know, we start a workout, our coaches tell all of our members to fist bump each other. And so everybody in our gym goes around and gives each other a fist bump. There’s just some small things culture-wise that we’ve tried to promote and to get people to, you know, realize that hey, it’s not just you working out with your headphones on by yourself. Like, you know, we are a community here to support each other and, you know, we want to build each other up and not tear each other down, be overly competitive and all that. So, you know, that’s really helped a lot. And now that we’ve got, you know, people that understand our culture and not just our coaches, but our members as well, it only attracts more people like that, you know, and through affinity marketing and, you know, bringing their friends in and they see that, you know, from the get-go that, you know, this is how we do things here and this is what we’re all about.
Mateo: 23:13 – So then in your words, what is it that you guys sell? And how do you sell it?
Jonathan: 23:18 – We sell fitness. I mean, we sell, you know, we sell happiness and we sell confidence, I think, you know, and so know those are the main things that, you know, I usually hear when people come to the gym and you know, talk about, you know, what they want to achieve. You know, usually they say weight loss or this, that and the other. But most of it has to do with, you know, happiness, fitness, and confidence, really. And so, you know, that goes far beyond, you know, just working out and losing weight and those things, you know, that goes a lot into, you know, just how you make people feel. And so, you know, from our coaches to our members, you know, we really emphasize making people feel like they’re valuable, you know, like they’re worth it and like they’re awesome. You know, every time they come in the gym, you know, from the moment they walk in the gym to the moment they leave, even when they’re outside the gym.
Mateo: 24:10 – That’s awesome, man. Speaking of what do you sell, let’s talk about when you did finally transition over to the paid advertising. I know you worked with Sarah. How’d it go? What were some of the results?
Jonathan: 24:24 – Well, the results were kind of crazy. It was definitely a wild month as soon as we turned on the ads, started getting leads in and people booking No-Sweat Intros. And so yeah, we spent, our first month in October, we turned our ads on mid-October and we spent about $286. And we brought in over $5,000 in front-end revenue in October. And so, yeah, it was a big kind of a shock when we started seeing all these intros come in and my schedule was quickly booked up. It was cool though. Definitely, I really learned to enjoy kind of the marketing process and the sales process because I think, you know, Two-Brain has helped a ton, you know, with me, you know, and my mindset towards sales, and you know, really how we need to sell our services to survive and to be able to help people.
Jonathan: 25:24 – And so that mindset shift has helped me hugely. And then, you know, with this big influx of, you know, No-Sweat Intros and meeting with people and talking with them about their goals, I think that mindset shift really helped me, you know, be able to help people, you know, through sales. And so I really began to enjoy being able to practice those skills during those free intros. And that helped me a lot, you know, I think, and really understanding the value of what we’re doing and also, you know, develop my skills and being able to tell people better and guide them towards how we can help them. Yeah, it was crazy for sure.
Mateo: 26:07 – What about November? We just started November.
Jonathan: 26:10 – Yes. Just started November. So we had to turn our ads down, just cause we were having trouble kind of keeping up with everything and trying to make sure we had everything in place to be able to take care of all these new members. We spent $44 and 71 cents this month and we brought in $1,380 this month in November in front-end revenue.
Mateo: 26:32 – That’s amazing, man. And what was the resistance or the attitude towards selling before the Incubator and before the marketing piece? Because a lot of people have that, right? A lot of gym owners, especially if they start the—like it’s their first business or they’re starting themselves after being like a coach for a while. You know, how would you describe the resistance that you had?
Jonathan: 26:55 – Yeah, well I think, I think Coop describes it well as like, you know, like the slimy salesman, you know, I think that’s what people think of when you think of, you know, the slimy salesman. And you know, when you shift that mindset to, you know, helping people and just hey, you know, guiding them to the best option to truly help them. And like I said at the beginning, you know, like that’s why I opened the gym, you know, that’s why we got into this business was to genuinely help people and you know, just being able to guide them to the best option, you know, to help them the best, you know—if we’re not doing that, we’re doing them a disservice. And so that mindset shift I think has helped me immensely. And then also I think just realizing that, hey, we can’t help everyone. And I know, you know, at the beginning, you know, when we first opened our business, you’re just like, I want to help everybody, you know, so you end up giving discounts here and free memberships here.
Mateo: 27:53 – Everyone come work out for free.
Jonathan: 27:56 – Yeah, exactly. And that natural, you know, desire to be able to help people in us is great, but you know, there’s a price tag with that, you know, and to be able to support, you know, what we’re doing and you know, and build a sustainable business and pay my coaches, you know, we have to, here’s just the price tag. And, so yeah, and I think it gave me a lot of confidence too in what we’re selling and what we’re doing. And I know that we can help people and I know that this is the best way that we can help people. And so I think, you know, and the adding value piece, I know Coop has talked about that a lot with, you know, not necessarily, you know, trying to like bring your price down or price to whatever you’re offering, but you know, here’s a price. What can we give that person, you know, that is that valuable. And so that’s really what we’ve tried to do with, you know, the things that we offer people, is try to provide as much value as possible. And so, you know, I’m really confident in that now and I think Two-Brain has really helped give me the confidence in what we’re doing with people and how we’re helping them.
Mateo: 29:08 – I want to take a step back. You mentioned when you first did the Incubator it took you a while to put some of the things into place, but what was the first real shift you saw, and the first big change? Cause it sounds like it was you and maybe someone else or I don’t know if you had other staff in the beginning, and then now it sounds like you have a little bit more staff and more growth. So what was the really first big change you saw going through mentorship?
Jonathan: 29:33 – Yeah, I was just myself that went through the Incubator. I think maybe the first big shift, I mean, I think just getting the playbook, the standard operating procedures, like in writing, you know, writing down—I had just some rough things. Like, hey, this is, you know, how group classes should run. But, you know, I really didn’t have it laid out in detail of exactly what the coaches should do and expected them. And so when we hired our first coach, you know, I found myself, you know, being like, oh, why aren’t they doing it like this? You know, why aren’t they doing, you know, the way I do it, you know, what is wrong with them? You know? And really I hadn’t told them exactly how I wanted them to do things.
Jonathan: 30:17 – And so, you know, writing all those things down, writing all those SOPs down, putting them in a playbook, and you know, all of our passwords, you know, operating procedures, the closing, opening, just all those things I think were just really helpful in really training my staff and coaches and really giving them the expectations that I had for them. And then not, you know, feeling like I was just like frustrating myself all the time cause things weren’t being done how I wanted them to, but I never taught them how to do them the right way in the first place.
Mateo: 30:51 – Awesome. And so what was the process like for you once you got, like all these leads coming in? What happened when someone opted in and booked an appointment? What happened after that point for you guys?
Jonathan: 31:03 – So once someone books an appointment or a free intro, I would always try to follow up with at least a text message. So that was pretty helpful. I did run into at the beginning where, you know, people would no-show or you know, schedule an appointment and I’d be waiting there to meet them and I’d be like, oh, where are they? But, following up with a text message right away or a phone call right away, you know, hey, you know, saw you booked a free intro. Can’t wait to meet you. I’m Jonathan, introducing them and I think—or introducing myself, I think putting that like personal like me behind the phone or me like, hey, I’m Jonathan, I’m going to be here waiting for you, meeting with you when you come in really helped a lot once I started doing that to get people to show up to those appointments.
Jonathan: 31:52 – And so I saw a huge jump in people showing up for their appointment doing that, and then also sending them like a text reminder the day of their appointment and saying, hey, you know, we’re here. We’ve got your appointment scheduled, you know, text me back hey just to confirm that you’re going to be here too. So that helped. And let me know if you need to reschedule. So that personal touch point helped a lot. So that was kind of the communication before they would come and sit down with us. Once they come in and sit down, we chat with them, you know, get to know them a little bit better. And that process I really enjoy just to really get to know people and hear about, you know, why are they here, you know, what do they want, you know, what are their goals?
Jonathan: 32:32 – And I truly enjoy talking with people about that. And then, you know, put them on the InBody, which is great. We got an InBody recently, which I think really helped us with, especially our nutrition, because all of our new packages that we have been selling with our six-week challenge through the marketing, like 90% of them signed up with nutrition, which was huge. So I think, you know, the InBody and utilizing that and explaining to them how important nutrition was going to be to their, you know, to their success, I think really helped guide them to the best option for them. And then, you know, hopefully sign them up from there and get them rocking, you know, within 24 hours ideally. But yeah, that’s kind of the intro process.
Mateo: 33:20 – I like the use of the InBody, especially if you’re gonna try and up the front-end offer ticket price with the nutrition. I think that’s really critical. That’s awesome, man. We’re coming up on the end of time here, but it sounds like you’ve had, you know, a lot of growth, especially in this year and that you’ve come a long way, from starting off in the first gas-station gym. You know, what do you attribute to your growth and your success so far?
Jonathan: 33:49 – I honestly, I think mentorship. I think having a mentor. I think not only having, you know, a mentor, but having just the Facebook group, the Two-Brain Facebook group I think has been immensely helpful. But more of a community of gyms that are, I mean literally at the tip of the sphere, you know, doing it, practicing the best practices in the gym, fitness industry, and being able to learn and see, you know, how the best gyms in the world are doing things and then try to implement those in my gym. So the mentorship and then just the community of other gyms that are, you know, doing the best things for their clients on a daily basis. And then trying to implement as many of those things as I can our gym, I think has been the key to, you know, our growth and to taking our business to the next level.
Jonathan: 34:49 – Got a long way to go, but, you know, just the Two-Brain group and the mentorship has been really, I think the key. I don’t think I would have a gym right now anymore. We’ve got another kid on the way in January, so I don’t think we would have a gym anymore. I think I would have probably tapped out if I did not, you know, join Two-Brain back in January. And now I can really see a path to where, you know, I can create a successful and sustainable business, that supports not only me and my family, but you know, coaches in the future. And hopefully, you know, full-time coaches and you know, be an asset to my family. And so that’s kind of my goal.
Mateo: 35:41 – That’s awesome man. Congrats again on another newborn on the way. If people want to find ya, talk to ya, go and hit you up, you know, down South, how can they find you?
Jonathan: 35:54 – Well, our gym Instagram is @towniefitnessco. Usually that’s probably where you can reach me, I’m not on my personal Instagram that often. But that’s usually the space where you could reach me or our gym. I’m on Facebook, Jonathan Watt on Facebook. I check Facebook occasionally. But the gram is where it’s at. So usually on the gram, so @towniefitnessco, come check us out and yeah.
Mateo: 36:24 – Awesome man. Thank you. We’ll talk to you later.
Jonathan: 36:28 – All right, thanks.
Mateo: 36:30 – Thank you for listening to Two-Brain Radio. Make sure to subscribe to receive the most up-to-date episodes wherever you get your podcasts from. To find out how we can help create your Perfect Day, book a free call with a mentor at twobrainbusiness.com.