Two-Brain Radio: From $260 in Ads to $5,000 in Front-End Sales With Rachael O'Donnell

RACHAEL O'DONNELL-BLOG

Mateo: 00:02 – It’s Mateo of Two-Brain Marketing. On this edition of the Two-Brain Marketing podcast, I’m talking with Rachael O’Donnell from Grit and Grace CrossFit. You’ll learn about her advertising system and how she spent 260 bucks on ads and generated $5,000 in front-end sales in less than two weeks, so you don’t want to miss this. Make sure to subscribe to Two-Brain Radio for more marketing tips and secrets each week

Greg: 00:23 – 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.

Chris: 00:37 – What makes a good gym website? The answer to that question keeps changing. Five years ago I would’ve said that you need this rotating banner image. Three years ago I would’ve said you have to have one splash page highlighting the benefits of your service. That’s true. The problem is that the benefits of your service change by the client you’re trying to target and so you need to be able to adapt. You need to be able to add your own landing pages. Your main cover page should reflect what your most important clients want. That’s going to be different from what my most important clients want. So a website that’s based on a template with the same kind of rotating image is not going to work anymore. I use For Time Design for the twobrainbusiness.com and Catalyst gym websites because those are the most important websites I own. I want responsive design that’s going to work well on mobile. About 60% of your clients are going to come through mobile and more in the future. I want a responsive designer, which means I can contact them to make changes and I want to know how to change my own oil. I want to know how to get in there and add my own posts. I talk a lot about content marketing and that means I have to know the medium through which I’m delivering my content. Using For Time Design has been my choice now for about three years because Theresa and her team are super responsive. She can answer questions for me, she can show me how to do it myself if I want to or she can do it for me if I don’t have time. She’s created a big series of videos for Two-Brain clients in our Incubator and Growth stages to watch so that they can do stuff like build landing pages themselves. A lot of website companies try to pull the curtain in front of their knowledge. They try to hold a lot of stuff secret so that they can charge you to do the basic things. Just like in car maintenance, changing your oil, rotating your tires. If you want to do that stuff, awesome. If you don’t have time to do that stuff, take it to the garage. Theresa at For Time Design gives you both options and she’ll even teach you how to do it yourself if you want to. I use fortimedesign.com that’s what’s made them an official Two-Brain partner is our firm belief in their commitment to helping first and a strong sense of service value.

Mateo: 02:54 – Hello and welcome to the Two-Brain Marketing podcast. I’m your host, Mateo Lopez. I’m one of the digital mentors at Two-Brain Business. Thanks for joining us. Thanks for tuning in. This is your weekly dose of digital marketing magic, and in today’s episode, very special guest, Rachael, owner of Grit and Grace CrossFit, you’ll learn about her experience and how in less than 30 days, she added 10 new clients to her gym. Right?

Rachael: 03:20 – Yeah, yeah. Thanks for having me.

Mateo: 03:23 – Thanks for popping on. So for those who are just tuning in, if you don’t mind, tell us a little about yourself and where you’re from and your business.

Rachael: 03:35 – Sure. It’s like you said, my name is Rachael. I live in Buxton, Maine, which is just down the road from where my gym is in Gorham, kind of a small suburban town outside of city here. I found CrossFit, I guess about eight years ago, after a lifetime of really not being an athlete or someone that was into fitness at all. I was a cigarette smoker for 20 years and really looking for a way to quit smoking and believed that fitness would help me do that, but I could never get myself committed to it. So after kind of watching CrossFit on social media for a while, I finally was brave enough to get myself to a gym and quit smoking a week later. And my whole life changed. You know, we hear a lot of those stories from people, how CrossFit changes their life. I’m definitely one of them.

Mateo: 04:19 – CrossFit to quit smoking. That’s a pretty intense remedy for the cigarette habit.

Rachael: 04:25 – I don’t know, it took a moment of insane bravery to walk into the gym for that first time, you know, but I had come across an old friend on social media who was posting about really like his transformation because of CrossFit. And I just felt really inspired to give it a try. And I loved it. It was the first time I ever really loved fitness and I was also found fitness kind of late in life. I was 35 at the time, you know, CrossFit helped me quit smoking, changed my life, commit to working out. It really just transformed everything. And I worked as a I’m a clinical social worker and that’s what I did for my career prior to opening the gym. And I was always really blown away by how much people would transform inside a CrossFit gym, both physically and mentally and just felt more and more pulled to help people change their lives but with CrossFit, and eventually was able to find an opportunity to start coaching and started dreaming about owning my own gym and then an opportunity popped up and boom, I was opening a gym and we just celebrated our two-year anniversary in September.

Mateo: 05:28 – Oh, that’s awesome. So relatively new. You know, two years. That’s not too old. Not brand new. That’s great. Are you still a social worker? Do you juggle both or did you juggle both?

Rachael: 05:41 – Just for the first few months. We opened September two years ago and I actually in February, that next year, just a few months later, I closed my private practice to run the gym full time. I own the gym with my husband James. I do all the day-to-day running of the gym. He still works his regular job and I was fortunate enough to kind of have his back-up and be able to do that and just focus on running the gym. So I’ve been doing just that ever since. I still have my licenses, but I’m not actively practicing.

Mateo: 06:10 – Is there any carryover from the work you had to do?

Rachael: 06:13 – Oh, so much. Yeah, so much. I mean being a coach, you know, being a therapist has really taught me a lot about human behavior and how to read people and how to work with people who are struggling. And that definitely translates in the CrossFit gym. It’s really helpful for forming relationships and knowing how to connect with people. Gotten a lot of skills from that. And that’s helped me both in being a boss and a leader, you know, and running the gym and connecting with my members. So yeah. Been super useful for sure.

Mateo: 06:46 – Did you say social worker or did I say social worker? Clinical psychologist?

Rachael: 06:50 – No, social worker. So clinical social worker. Yeah, master’s. Master’s degree, not a PhD.

Mateo: 06:55 – OK. No, I was making sure I got it right. OK. Yeah. Cool. Yeah. No, I mean we say it all the time, a lot of therapy work that you have to do as a CrossFit coach when you’re dealing with your members from time to time for sure. Especially in that No-Sweat Intro, you gotta find the why, you know?

Rachael: 07:12 – It’s definitely coming in handy there. I feel like No-Sweat Intros are definitely my jam. Even though I’ve struggled with some feelings around sales and selling people things, I’m still working through that stuff. You know, the connection piece of getting to know someone, what’s happening in their lives, why they’re seeking out change. And I think making them feel safe and supported in an environment that can be really intimidating. I have some strengths there.

Mateo: 07:38 – That’s exactly what you need for your job. So yeah, 100% there’s carryover there. Well that’s great. So tell me a little bit about the name Grit and Grace. How’d you come up with that?

Rachael: 07:49 – I get asked this a lot. I, you know, when we were looking for names for our gym, you know, it’s hard to find a unique CrossFit gym name these days. I’m not sure where it came from. I feel like I came across it somewhere in my research and internet searching and it kind of stuck. It was actually our second choice name, but I’m really glad it’s the one that we were able to get because I think it fits really well. So, yeah.

Mateo: 08:14 – But no meaning, just because you thought it sounded cool.

Rachael: 08:16 – Yeah, I just really liked it and I mean, now that I have the gym, I can see a lot of connection, you know, with just in CrossFit in general, what it takes is both of those things inside the gym. So I think we could definitely get philosophical about it if we wanted to. Yeah. But I think it’s just a beautiful name.

Mateo: 08:32 – No, let’s do it. Let’s get philosophical about it. Let’s go there. Cool. All right, well how long have you been Two Brain? We talked about it briefly before we started hopping on here, but what was kind of the catalyst for seeking out, you know, business mentorship?

Rachael: 08:51 – So, we started with Two-Brain in February of this year, so about a year and five or six months into owning the gym. I was working an insane amount of hours and a lot of the time without my husband’s help because he actually has a job where he travels for long periods of time. So I was working 90-plus hours a week for months and months. I was coaching virtually all of the classes at my gym for a really long time. And I could just feel myself reaching my limits for that. You know, like, I don’t think I can do this much more than six months. Like something has to change. I can’t continue to work like this, you know, getting up at 4:00 a.m. and not getting in bed until 11:00 p.m. And it’s a lot, a lot of people understand that, that have run a gym.

Rachael: 09:37 – So I found out about Two-Brain in a Facebook group for women box owners, people were mentioning it. So I started kind of looking at what Two-Brain was. I came across Chris Cooper, read one of his books, started listening to the podcast, just really soaking up all the awesome content that he provides for people and started feeling like this is something I probably need to do. But struggling with spending the money, definitely was not taking a paycheck from the gym and not having a lot of extra money. We were fine, we were able to pay the bill, but we weren’t making profit. So really what the catalyst was my husband and I went to a Wodapalooza last January. We ran into Matt Michaud, who owns EverProven CrossFit in Durbin, New Hampshire, who’s a friend of ours and someone that we respect very much as a business owner. He runs a really successful gym there. He gave us a lot of good input when we were planning on opening the gym, which was great. We ran into him. We knew he had worked with Two-Brain. We asked him some direct questions about his experience and if he would recommend it and based on what he said, that’s really why we decided to do it. I think it was shortly after we got back from Wodapalooza we signed up and I got started.

Mateo: 10:48 – Awesome. How was Wodapalooza?

Rachael: 10:51 – It was really fun. It was actually kind of the first break that I had gotten. I had enough coaches that I could get away for a long weekend. I’m not gonna lie. We kind of slept in our hotel room most of the time we were there. We were so exhausted. We slept a lot and then snuck down and soaked up some CrossFit and that was really fun too. It was fun. It’s like our first event is box owners and that was really fun. Yeah.

Mateo: 11:12 – Yeah. No, that’s awesome. Haven’t been there, but I’ve been to the Games a couple times. Same, you get away and want to just like hang out, have a good time in a new city. And then, yeah, tons of CrossFit. It’s definitely one of those things where—I did not come up with this, I heard this somewhere, but it’s one of those weird sporting events where like the people in the audience are also active participants in the sport. If you go to a football game, you know, not everyone there played football. I know. I’ve never played football, but I watch it on TV, you know, but with CrossFit, everyone there, you’re also doing the sport. So it’s pretty interesting.

Rachael: 11:51 – Yeah, for sure. That is different.

Mateo: 11:54 – It’s an interesting vibe. It’s cool. It’s a good time. So when you started going through the Incubator and through mentorship, what did you see—when was the first kind of changing your business that you saw where you were like, oh wow, this is helping, or this is what I needed to do, or this is the right direction. Or what was the first thing you saw really changing your business?

Rachael: 12:13 – The biggest thing was me just getting some of my time back. That happened for a couple of reasons, like getting some people to clean the gym. I think that was like the first order of business that I worked on with my mentor. That was tough because like we didn’t have the money and you know, gotta spend money to make money and it was just taking that first step right. And it was incredible because on top of working all the hours I was working, I was still cleaning the gym by myself a couple of times a week. Getting rid of that was amazing. That was amazing. Getting rid of that responsibility and then, you know, being able to get a little bit more time from my current coaches that were very part time, them covering a few more classes so I was coaching a little less.

Rachael: 12:53 – My mentor helped me really find some ways to get some of my time back with the resources that I had available to me right then. That was a life-saver just for me to be able to slow down just slightly. I didn’t see kind of immediate, I think revenue kickback with my mentorship, but I think the reason that is, is it took me so long to get through it because I started in February. I really just started my Facebook ads in October and I put everything on hold for about three months because I needed to find a coach that had some availability because I knew we’re going to do this marketing, I’m going to be so busy. And I just was honest to my mentor and I’m like, I cannot work any more than I’m currently working. Like I’m tapped. So really focused a lot on getting other things in place, focused on other things for the business, finding the right staff, getting them trained and ready.

Rachael: 13:45 – And now here I am. So now we’re starting to see kind of the financial benefits are coming, which is awesome. But for three or four months now, I’m a lot closer to my Perfect Day. I mean, I don’t have to get up early unless I choose to anymore. I coached the 9—I coach five hours a week instead of 30-plus. And those are times that I choose to. I don’t even have to coach those if I don’t want to. I could probably get them covered, but I want to, so I’m doing it. I have control over my schedule. I have, you know, free time on the weekends. I can take class again. It had been a long time since I had been able to take a class. So my quality of life more so than the revenue, like that piece is huge. Like significant change.

Mateo: 14:28 – Yeah. I mean, and by doing that now you can focus on increasing revenue in a place in your business you wouldn’t have been able to before. Getting that time back for it. The energy and the time, exactly. A lot of people struggle with staffing, and it sounds like it took a while for you to find the right person or the right people as well. What was that process like and what advice do you have for anyone who, they need to hire coaches?

Rachael: 14:52 – Yeah, so most of my coaches currently are members that converted to coaches and trained as coaches. The one that is kind of my full-time coach who works the most hours, that’s her primary job, is being a coach at the gym. Just came on in May. We trained her in May and she was kind of official in June. And I feel it’s a little bit of luck that I found her. I don’t know if that’s true, but that’s how it feels. I feel like the universe kind of brought her to me and it was a good fit. But for my hiring process. It’s really about finding people that share my values and believe in my vision for the gym. And because of my background, because I’m a therapist, I really value honest, direct communication. And I know that’s something that a lot of people struggle with and I’m a pretty straightforward person in a loving way.

Rachael: 15:45 – But I’m honest about what I’m feeling and what I need. And I am a really hard worker and I want to be surrounded by people that are the same as that. So I try to be really upfront when I’m hiring coaches and I’m asking them to come on about what my expectations are. Even before Two-Brain, the first time I hired a coach, I created a handbook and a contract before I ever brought them on board. And I definitely improved those things with Two-Brain’s help, for sure. But I just try and be upfront about my expectations, who I am. I’ve tried to make the feedback loop a really normal part of the culture at my gym. So I really share that with coaches right out of the gate that you’re going to get feedback from me every single time you coach both positive, what you’re doing really well, and the areas that I want you to continue to grow. So I’m trying to find people that are growth oriented and have that growth mindset, which isn’t always easy to find people like that. But I happen to be lucky enough to find a few and they’re awesome.

Chris: 16:42 – Hey guys, it’s Chris Cooper. If you’ve ever run out of money, you know that it affects every single corner of your life, all of your relationships, your business, even your self-worth. And so when I found a mentor in 2009, I said, I want to share this gift with everyone. Since then, I’ve been building and refining and improving a mentorship practice that we now call Two-Brain Business. We break our mentorship into several stages. The first stage is the Incubator, which is a 12-week sprint to get your foundation built, to get you started on retention and employee programs and finding the best staff, putting them in the best roles, training them up to be successful, and then recruiting more clients. It’s an amazing program. It is the culmination of over a decade of work. It’s also the sum of best practices from over 800 gyms around the world. These aren’t just my ideas anymore. What we do is track with data what’s working for whom and when, and we test new ideas against that data to say, is this actually better? Then when ideas have proven themselves conclusively, then we put it in our Incubator or Growth or Tinker programs. I just wrote “Founder, Farmer, Tinker, Thief” to define who should be doing what in what stage of entrepreneurship. But no matter where you are, the Incubator is your first 12-week sprint to get as far as possible in your business. We’re a mentorship practice for one reason: Mentorship is what works. We work with gym owners for one reason: Because you have the potential to change the world with us, and I hope you do.

Mateo: 18:12 – Yeah, that’s tricky. You gotta—almost everyone says they want to grow, especially if they’re going to a new job. They’re going to a new job, everyone says, you know, they’re ready to level up or they want to grow, looking for opportunity to learn. But it’s not always true. How do you spot the difference?

Rachael: 18:28 – Yeah, I think you have to watch what people do and not just listen to what they tell you. So I developed kind of a whole hiring and interview process for my coaches, my potential coaches that includes shadowing classes, dropping in and taking class, getting feedback from my key members about the feeling that they got from that person. Then spending some time with my other coaches. So I have like a few steps that I take when someone’s interested in coaching. I developed that hiring process when I started formally looking for other coaches. It gives us all a chance to kind of get to know them and not just sit for half an hour and listen to them say, this is who I am and this is how I do things. But actually get to see them in that context. You know, do they start picking things up and cleaning up the gym without being asked?

Rachael: 19:18 – Right. Are they able to like make eye contact with a member and shake their hand and introduce themselves? I find that there’s a lot of introverted folks that want to be CrossFit coaches and there’s nothing wrong with that. But in terms of my expectations for how my coaches provide services at my gym, if you’re introverted, you’ve got to develop those skills to be a little bit more outgoing. Right? So I want to see you. I want to see how you actually introduce yourself to a person and if you do. So I try and provide opportunities for us to observe them, you know, doing the things that they’ll have to do as a coach so we can really get a feel for who they truly are.

Mateo: 19:52 – I like that. I haven’t heard that on here yet. That’s great. That’s really cool. You mentioned you look for in people when you’re hiring, who share the—who can share your vision and the values. You mentioned honesty and being straightforward, but what is the vision and the value? What’s the mission and the vision for the business?

Rachael: 20:13 – So my core values are—and the core values of the business, are courage, integrity, and drive. And the mission of our gym, the mission statement is to create healthier humans. You know, I’m a regular person who found CrossFit. I’m not an athlete. I didn’t open a gym so I can train for five hours a day. I opened a gym because I want to help other regular people learn to love fitness. And I think CrossFit provides a lot of really amazing and unique things that help people do that, right. That help them finally love fitness. So we are a regular person’s CrossFit gym. That is our focus. You know, we have three members in their sixties. Our oldest member that takes group classes is 67. We have a special track of programming for Legends, for the people that are that age.

Mateo: 20:55 – That’s awesome.

Rachael: 20:57 – Yeah. I really—the courage piece, that value is about, you know, facing fears, being willing to do things that scare us, not just in the context of CrossFit in the gym, but having uncomfortable conversations and stepping into those because they’re important for healthy connections. Integrity is about doing the right thing. You know, telling the truth. Drive is about working hard. I’m a work horse; my work ethic, I was just raised with an old-school work ethic. And I want to have people on my team that work hard and don’t cut corners, you know. So, yeah, those are my values. And we talk about them a lot. Like in my staff meetings we kick off our coaches’ meeting every time with shout-outs for members and coaches, and we do it in the context of values. So like shout-out for coaches who’ve been like demonstrating courage, integrity and drive. And that’s how we start our coaches’ meetings. That’s been awesome for reinforcing those values and getting everybody on board.

Mateo: 21:53 – I like that. Yeah. Cause we do around the horn—when we do our staff meetings, but that’s just like, hey, tell us something good that’s going on in your life, in the gym or out the gym. But I like how you tie it back to the core value. I think that’s the genius. That’s awesome.

Rachael: 22:11 – Thanks. It’s been working really well. And the other thing that we do, and I can’t take credit for this one, I totally stole this from Ben Bergeron, but he does if-then scenarios at his staff meetings, and I’ve been doing those as well. So like a hard situation comes up, we use it for everybody’s learning. Like how do we handle this if it happens? But I’m trying to contextualize it with the values. So when we look at those if-then scenarios, we say, all right, keeping in mind that the core values are courage and integrity and drive, how would we deal with this situation. So I think the reinforcement helps.

Mateo: 22:44 – Yeah. Yeah. Running through those scenarios. I was traveling with Chris one time and we, I got one of the scenario decks that we have, the Two-Brain ones, there’s just all the scenarios, what happens if someone gets hurt? What happens if someone wants to put on hold? What happens if someone doesn’t know where the thing is or whatever it is? And you just role play through those. But tying it into the core values, I think that’s awesome. That’s Rx. That’s the next level up. That’s good. You mentioned having uncomfortable conversations. I’m sure you’re a pro at that.

Rachael: 23:17 – I’m good at that. Oh man. It’s funny. I say being a business owner is like, that’s my primary job is having uncomfortable conversations. That’s basically what I do all day, every day. And honestly, I think if you’re going to run a successful business, you have to develop that skill first and foremost. Being a therapist definitely taught me how to confront people about things without like triggering shame and doing it in a way that they can still hear you. That’s probable been like my best skill from being a therapist to bring into being an entrepreneur. I try, I don’t always do it perfect. I screw up, I get pissed sometimes that things aren’t being done the way that I want them done, you know? But I do my best. And for the most part I think I handle those conversations pretty well. And I’m really trying to teach my coaches how to do it. And even though it’s tough for them, they’re all really trying in the way that they can do it for who they are as humans. They’re all really trying and I think that’s awesome cause that’s going to help them in their lives outside of the gym too, you know?

Mateo: 24:17 – Oh, 100%. Yeah. That is probably the best skill set to have right there. Cause I think you’re right. It’s just having serious—I didn’t think of it that way, but you’re right, being an entrepreneur is just having a series of uncomfortable conversations with everyone. And most people, you know, yeah, if they didn’t go—if they haven’t worked on it to develop that skill or be comfortable in sharing in their own voice then yeah, you’re gonna have a tough time growing the business where you need to—and for yourself. Like you said, those skills will help you outside in real life too, or in the outside world. So yeah, I mean that’s awesome. Tell us a little about, you mentioned it took you a while to get through the core curriculum in the Incubator. But we got through it, we found the right people, we hired them and we developed them, we augmented our systems with the Incubator handbooks, all that. And then we got to the paid ads. How did that go? Tell me about your experience. What happened?

Rachael: 25:23 – Well, it went good. So, you know, I’ll be honest, I really, I was really struggling with running ads, like really, really struggling with running ads for the gym. But my mentor was awesome and I worked really hard to just trust him and your guys’, you know, experience and advice. And so I launched the ads the way they were recommended and I did that on October 10 and in the first 16 days we spent about $260 in ad spend. I got 43 leads from those ads in that 16 days. I booked 23 No-Sweat Intros. And I got 10 new clients for the gym from those leads. So I made just under 5,000 in additional revenue from them. It was insane. I launched the ads and within 10 minutes, launched them on a Friday, and within 10 minutes my phone was exploding and I was literally sifting through my notebook with my notes from the Facebook Marketing Incubator, trying to figure out what to say to people and what to do.

Rachael: 26:25 – Like I had no idea. So I figured it out very quickly and I was very busy for that two weeks. It was nonstop, I was at the gym nonstop. But it was totally worth it. And this week has been a little bit quieter. I’m really grateful for that, so I can kind of wrap my head around things again. But it was awesome. That was really nice feedback cause like I said, I was struggling a little bit launching the ad. So it was nice to have that kind of instant feedback of like, holy cow, this works. You know, and I think one thing that my mentor Jay said to me that was probably the most powerful thing that helped me was he said at the end of the day that people that come in to talk to you who have come to you through the ads are just people that are struggling and need help.

Rachael: 27:10 – And you have a way to help them. Like you’re going to see that when you get across from them. And when he said that to me, I was like, OK, I’m just going to trust him and do this and see what happens. And he was right. You know? I mean, it’s just like any other person that walks into the gym struggling with not feeling good about themselves and frustrated that they’re not able to make change. And a lot of people are emotional about that. And I was able to see it as like, this is just a way for me to connect with people who wouldn’t know that we’re here otherwise. And I could feel that; instead of just having a bunch of people with more experience telling me that, like I felt it. So that was awesome. So now I’m a believer and I’m over it and really excited to keep seeing what’s gonna happen with it all.

Mateo: 27:54 – That’s awesome. I mean I try to say it in the curriculum, but these are people who are offering themselves up as tribute, like they are putting in their email and their phone number and giving it to you. So don’t be afraid to, you know, follow up with them and try to get them to come in and talk to them and then. And then it allows you to do what you do best, which is just talking and listening and helping. Why were you struggling? What was the part that you were like, ah, I don’t want to do this?

Rachael: 28:24 – Well, this is the truth. I mean, for like probably 10 days, I kept delaying my marketing call because I was like, maybe I’ll use a different photo. So I was struggling with using photos that weren’t of people from my gym. I was afraid that people from my gym were going to see it and make negative judgments about it. There was another gym, not a CrossFit gym, but another gym in the area who’s been running some ads recently of a different nature but you know, similar kind of feel and every time I see them I just am annoyed by them, you know? So I had that in my head and then I thought other CrossFit gyms in the area were going to see it and think that my business like wasn’t doing well. I mean that’s just the truth. All those things were going on in my head. It was just a lot of fear of what other people would think if you whittle it down right.

Mateo: 29:11 – Wow, but you should be a pro about knowing why worry about what other—those are your should voices. Those are your voices in your head. No one else is thinking that besides you.

Rachael: 29:19 – I know, I know. So, you know, in good therapist fashion, I was kinda analyzing why I was so stressed out about all this. But I think I just had to work through it a little bit. And you know, again, like when you don’t have any experience with sales, which I don’t, there’s just like, I have a little bit of fight against that. You know, like I hear sales and I think manipulating people and I know better than that now, but like, that’s what I was struggling with. So, but, you know, all those fears were unfounded and none of it matters. I mean, I don’t make decisions in my life based on what other people are going to think about me. I never have. So why would I start now? You know?

Mateo: 29:53 – Exactly. Exactly. Awesome. So last question then here for ya. I love your story. It sounds like you’ve come a long way from coaching, every single class, 30 hours a week of just classes and then another 30 doing everything else and taking that risk, right. Leaving the therapist thing that you trained for a while, a long time, I’m assuming, to be able to do and did for many years of your life and then deciding to jump in and risk with this new business and then put in the hours and then getting close to your Perfect Day. You know, you have more time off, you’re coaching when you want to coach and you know, now you’re seeing some real growth here. You added 10 new members in a couple of weeks. So, you know, what do you attribute to your growth so far, to your success so far? You know, and any therapist sage wisdom you have too. What do you got for us?

Rachael: 30:55 – Well, I mean, I think recognizing when I needed some help, right? From people who like, I’m trying to reinvent the wheel and there are other people that have experience and knowledge that I know can help me. And I’ve used coaching and mentoring in other areas of my life and I believe in it. It’s been amazing for helping me make changes. I was a therapist and played that role for a lot of people. It’s just a part of what I believe is useful in life. So it just made sense to me. I did not go to school for running a business, you know, I did not go to school for any of this. Like my knowledge is limited. So I reached out for help and again, just like recognizing that I needed it and also like knowing my own limits. You know, I can work hard for a long period of time, but I also know when it’s starting to have a negative impact on me and my mental and physical health and that’s what was happening. So I’m really glad that I reached out to Two-Brain. You guys definitely know what you’re doing and if anyone else is in the same position, I’d highly recommend they check it out. It’s definitely been one of the best decisions I’ve made since I opened the gym.

Mateo: 32:01 – Awesome. We’ll wrap it up there. Thanks so much. And I guess I’ll see if I’m ever in Maine.

Rachael: 32:08 – Yeah. Thanks Mateo. Thanks for having me.

Greg: 32:11 – 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.

Thanks for listening!

On Monday, Two-Brain Radio presents marketing tips and success stories. Chris Cooper delivers the best of the business world on Two-Brain Radio every Thursday. 

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