Will Harrison: The Sales System That 5x'd This Gym's Signups

0:00To me, sales is the transfer of enthusiasm. One of the things they talk about what makes a great coach is to be empathetic, to care and to be passionate. And the same qualities align across both. No one cares about your gym. They don't care how many rows you have, how many barbells you have, how many qualifications you have. They don't care about that sort of stuff. The thing they want to know is can you help them? You can see on this board here, there's like this is our social media creators board. The top one up there is change one million lives through CrossFit. And we can't do that if we never sell anything. Hello and welcome to Jim World, Worldwide. I'm your host Matteo Lopez. Coming at you from the Kilo studio, which is really just my laundry room. And we have a very special guest today, Will Harrison, co-owner of CrossFit Bath, over across the pond. Is that right? That is brother. That is. Yeah. And coming through from the southwest of the UK. Beautiful. And I'm really excited today because we're talking about a few things. We're to talk

1:02about one, just different ways in which you can become an owner of a gym. Will was a former member at the space. So we're going to talk about his journey from being a member to co-owner. We're also going to talk about growth, how to take a business over and change it for the better. And then we're also going to talk a little bit about different ways of marketing, selling, prospecting, growing, all that good stuff. But before we get into it, Will, how are you? Very well brother. Thank you for having me on. Yeah, good to be here. I've got, I'm not in my laundry room, not you, I'm in the office, but we wanted to go all out. So I've set up a lovely little light configuration up here. So you can face it more beautiful for you. And I appreciate that. Yeah, I appreciate that. Real pro move with a lighting there. So it's good. I got told that it needed to be better than the last podcast I went on. So I'll make it. Our social media team took over and set me up properly, basically. Nice. Well, well, let's, let's start, right? So most people get into this business either as a former coach or a trainer,

2:08and then decide and they want to expand and do their own thing. Or someone leaving their kind of previous career with a little bit of savings and a dream, they decided to pursue this passion. But for you, it was a little bit different. So I guess if you start as a member, what was the, I guess, moment or maybe series of moments that had you shift and think, okay, actually, I want to work here. I want this to be me. Yeah, great question. I think I come from a background in elite sport. So I grown up. I used to swim a lot and tried my very hardest to make the Olympic games. Ended up falling short of that. A lot of great friends that went onto an Olympic medals and competed the games. But that never really came a reality for me. And so, well, ended up happening was finish swimming, went into the corporate working world, and tried to have a career in the military along the way and got injured in that. And so kind of bounce around. And what tends to happen when you have, you know, not very many qualifications and a little bit about you tend to end up in sales roles. Right. And so bounce round ended up,

3:13ended up in a couple of sales roles. And at the same time, I could go into this massive lifestyle transition where I've been training 30, 35 hours a week, give or take. And all of a sudden, I'm 22 years old. I'm in a full-time sales role. I'm a remote sales rep. So I'm driving around the country doing 1200 miles a week. And I basically have zero eating habits that are any good. And so I just balloon in weight. I'm an emotional eater put it that way. I balloon in weight. I get really unfit. And then I'll go to a family gathering and I have one of my, one of my, it's my cousin's husband. He says to me, are you still trying to go down and join the military? I said, yeah. He said, well, I loaded these SF guys are doing this thing called CrossFit. As I was, lost CrossFit. And so he gives me the elevator pitch. And I go home, I searched CrossFit gym near me, CrossFit Bath pops up. And I was moving house about a month later. So there was another gym that's closer to me, but CrossFit Bath was kind of in the middle of where I was living at the time and where I was moving to. And so I reached out. I got sent a PDF with some price lists and an

4:18introduction course message on it. Yeah. And that was it. I paid my money, turned up to my intro course. I was 10 of us on the intro. And I went with a friend and that was it really. But, you know, first, first kind of three weeks, I was a member, I was again super overweight, super anxious, didn't really want to turn up. And luckily I had a good corner from, from home, basically saying, you've got to go and do this. You need to fill up a bit better. And there was one week I was about to just about to can it. And I get a call from one of the guys who still owns the box with me now. And he's like, oh, well, you've not been in that much in the first three weeks. Like, what's going on? Talk to me. Get to me into the gym. And we were in this really shit little location at the time. Kind of this temporary home that ended up not very temporary for us. And, you know, I loved it. I had no preconception of what across with gym should be. There was no bells and whistles. It was there's people in there getting after it. And it took me back to when I was swimming, having goals to work towards and all this sort of stuff. So it changes my life. I lose weight. I feel good. I make some friends again after all my friends at left university and left the town that we were in.

5:18I got a good social group of people. And then I sit there and I go, I'm really unhappy in this corporate sales gig. You know, I was working hard, very miserable. And so I tried to bootstrap my way to a company in the fitness space that would have been outside of my normal day job, which essentially was we called it drop in. But it was a company designed to facilitate discounted drop-ins around the world. Because I was traveling so much. I launched that on the 17th of February 2020. And about two weeks later, about two weeks later, the entire world stopped. Yeah. And so this little thing called COVID came about, stop that dream dead in its tracks. No one's traveling to drop in anymore. No one's traveling to drop in. We didn't know if we were ever going to be allowed to drop in ever again. Where gyms ever going to be open again. Like, who knows what's going on. And then so I started planning for different roles. I went and knew I needed out my job. I didn't look at the fitness space. I actually looked at going into some other sales roles, but more office-based. I wasn't doing all this traveling and changing sectors to work in, something called FMCG, which is like, you know, consumer goods, sort of stuff. And then I get a message from one of the owners of the box saying, hypothetically, if a sales role came available at

6:21the gym, would you be interested? Okay. And so I never thought this was ever going to be a thing. This, this, I don't think, I think we were the first people in the UK to have a commercial role inside across the box. The only other people that I knew that were doing it or that we knew that were doing it was Dan Schaffy out at Loof. And so Ollie, who's my mate in business partner now, he's spent a lot of time with Dan. And so I've had this idea where he wanted to go. And I get this, like, what would it take? So I come back with this list of demands. It's like a obscene salary, a company car, all of this sort of stuff. Obviously, I didn't take any of that. I just took whatever they would give me and I jump shit basically straight away. So I start working four cross at bath in the middle of Covid. We had 142 members day one. And the rest is kind of history really brother. That's, you know, that's how we kind of got to the stage where we were working. Wow. What a story. Hey, Jim owners, are you looking for a way to generate more leads, close more sales and increase client retention, introducing Kilo? We are a software company that gives Jim owners the tools they need to increase revenue and run a successful gym. With Kilo,

7:23you get a beautifully designed website to capture more leads, an integrated marketing automation platform to increase sales and our gym management software. So you can add new client memberships, process payments and organize your class schedule. If you're ready to upgrade your gym management software, book a call at usekilo.com. So you are hired as a sales rep at the gym. And it sounds like what you're saying is most of the gyms, especially the boxes, having even just a front desk or a sales really wasn't even a thing. Is that what you were saying? Yeah, it just didn't, I definitely didn't know about it happening until I started in the industry and I definitely didn't think there was ever going to be an opportunity for that, right? Because you think even as a member at the time, you're like, yeah, CrossFit Boxes are small gyms, they're little businesses, they don't need a sales team, like they're not going to have enough money to be able to pay a salary in sales guy or however that looked. And I had a very strong identity with being a sales guy at that time as well. So my official job type was community manager, but I would rebel against that title to a certain degree because I thought you're kind of like

8:24diminished what I was there to do, which was sell. And so for the first, probably the first six months, that's all I focused on was just selling, selling, selling, selling, selling. And we were bringing in on average 48, 49 new people a month from pre-COVID numbers was like eight to 10 people a month. So just by having somebody dedicated to doing that, right? Well, it was just having a bot was it just having a warm body or was there things that you learned in your previous sales roles that you brought over that you think really moved the needle here when it came to new sales? It's the competitive nature. I think right to gamify stuff. And so before there was no one really responsible for the commercial side of the business, one of our owners at the time he had done it and he had been really successful in it. And then his role, he got a role outside of the gym. So he works for HQ now still. And his role at HQ at the time was amplifying. So he kind of didn't have the time to commit to it. Tried a couple of other coaches in the interim, given them a few additional responsibilities and stuff like that. But no one had a passion for selling. And quite honestly,

9:28that was a passion of mine. Like I love selling and I love selling CrossFit because for me CrossFit changed my life, right? So being able to sell it and having that passion, having that enthusiasm would always transfer over there. And then yeah, over time we just refined the approach. We got way better at it. We invested loads in education. Speaking to other people, learning ways that we could refine it. But I think in the short term, it was just having somebody dedicated to doing that. They wake up in the morning and their job for the day is grow the business. You know, when we move the site that we're in now, we moved here in 2021. And we made the decision to move here when we definitely did not have the funds to be able to do it, but it was an opportunity to get to miss. And for the first month, we lost 11,000 pounds that month moving here. Which in dollars is, I don't know, like 15, 16,000 dollars, isn't it? But we made that educated guess based off of the rate that we were selling and what we were doing, it would allow us to grow in and moving to a better space out of where we were, you know, would also help with that cause and so on and so forth. So, yeah, I think just having somebody dedicated towards doing it. And then I definitely brought a lot

10:30over with me and we for sure refined a lot of that. Ollie had a lot of really good stuff that he'd been taught and that he used to do and we kind of merged all together, refined it. And over time, we ended up changing it so that the vast majority of cells we would do, we would end up doing through the phone, not necessarily in person and something that changed, changed every time. And as a necessity, I don't know about you guys, but that was during the first lockdown I got hired. And we ended up having three lockdowns after that. We kind of came in and out of lockdown in and out of lockdown in and out of lockdown. And so at certain stage, it got to the stage where people were fed up in the UK being in lockdown. And so they were still inquiring for things. They still wanted to find out more information. And so we still had natural churn. We were still losing people that were moving away from Bath or whatever. We had leads and we had churn. So the only thing we couldn't do is meet people at the gym. And so we just got on the phone dialed some numbers and saw what happened basically. Yeah, that was probably a unique time. But I guess what is your approach to sales now, now that you've refined it. And obviously you have the growth numbers to kind of back it up. Like what is your approach and your process? And where do you think other box owners kind of

11:36miss the mark? That's a great question. I think it's most simplistic form. To me, sales is the transfer of enthusiasm. So if you can be passionate about it and you can care about it, then you're going to be all right. And it's fresh in my mind because I just came off doing my level two on the weekend. But one of the things they talk about what makes a great coach is to be empathetic, to care and to be passionate. And the same qualities align across both. I think people see it as I think a lot of box owners are allergic to selling because they don't identify as salespeople I think is pushy, right? But actually, yeah, if you can be empathetic, if you can care and if you can be passionate about the thing that you're selling, you're 90% of the way there. And then it's just having a specific process in place. So we call it a proof-and-process. But our proof-and-process takes people from prospecting into selling through different stages, whether that be booking a consultation and then running a consultation or some people would refer to that as an NSI. And then once you close them, put them into an integration pipeline for, we say, 66 days to begin with, that's the amount of time it takes to form a habit. And then they go into the retention pipeline.

12:38The better you can drive retention, the better quality your coaching, the better quality your product, the more you invest in your coach education and development, the more you invest if you get a front desk team and you start working on your integration retention outside of the gym, you'll create more opportunities to bring prospects in. And so that's why we call the education business the fitness flywheel because a flywheel is something that will start to spin of its own momentum once you've got it moving. And so these things often feel really, really hard. And so a lot of the time I think box owners will start off down that pathway. They'll get a couple of obstacles that hit them. It's not the only thing that they're juggling every day. They're also juggling 9,000 other tasks that day as well. And so they lose a little bit of, I would say hope along with it or think that they're doing it wrong. I think yeah, broadly if you can be passionate about it, if you can care about it, if you can just do it relentlessly, you tend to find a way to come through. And then you put a little bit of structure in place and you put a plan in place and you are able to track your numbers at different stages and course correct and all the rest of it. But I think don't aim for perfection, just get started and try and improve every day. I think the passion

13:40part is probably there and you know plenty, right? Absolutely. I think where people get stuck is perhaps, I mean, you tell me, but I at least in my experience, one objection handling, I think is tricky to not doing enough discovery, right? Not asking enough questions. And then being kind of a afraid to ask for the closing, like being afraid to ask for that card at the end, because you don't feel maybe of the passion, we don't feel totally confident, right? You get a little bit of imposter syndrome. Yeah, I guess where do you see and over time, where do you see like people are they're missing the mark or where did you see I guess a change in the way you ran your sales consultations? How did you see that effect? Like what do you think changed the your yeah, because you guys grew a lot. So what do you think in that sales process change that helped you to grow? In a very nice way, no one cares about your gym. Yep. They don't care.

14:41How many rows you have, how many barbells you have, how many qualifications you have, how many showers you have, do you offer coffee? They don't care about that sort of stuff. The thing they want to know is can you help them? And so we speak about with our clients a lot this as well, and we speak about a lot with our team, the second we refer to as the writing reflex and the writing reflex essentially is somebody gives you a problem and you have the solution to that problem so you dump that solution on them immediately. And so to your point, you're not doing enough discovery, what ends up happening is someone says, oh, I'd love to lose weight and you go, oh, some more, you can lose weight because we run nine different coach classes a day and our coaches are going to be there to take you through every single work and they just feature dump on them. Instead of I'd love to lose weight, oh, why is that important for you? What would you feel like if you could do that? Like if we could help you achieve that, what would it, what would it change your life? Like, you know, and so the discovery definitely asking better leading questions, how, what where, when and why? Doing far more listening than you do talking in that phase. Not succumbing to the writing reflex, so not providing solutions too early and going off to talk

15:44about all the amenities that you have and everything else like that. And then we would call it a tour is the stage of our process where we actually speak about how we can help. So we take what we've just found out in discovery and we take them through the features of what we do, the benefits of how that helps and then we get their confirmation that they also think it's going to help them. And then we go into like you said proper timetable presentation so we don't just show them the timetable, we present it to them, we individualize it for them and then we go into actually ask for the sale. And your point, I spoke to a boxer and not that long ago who had been working with a education company for a while and he basically said to me, what am I doing wrong? He said, I'm presenting the price, I'm doing all this stuff. And what he was doing is he was presenting the price and then at the end he would say, so what I do is I'll send you overall the information and we'll go through the ways of how you might start. And so he presented the price but he didn't ask for the business, he actually refused the business and sent them on their way and put another objection in place. And at that point you are at peak emotional buying. People will buy with emotion and then

16:49they justify with logic. And so you've taken them from being at their most emotional state where they're really ready to change their life and then you send them on their way and they go home and they talk to their husband and the husband tells them how busy they are or they realise how much work they need to do or the kids are football on Tuesdays and Thursdays so how am I going to train and they talk themselves out of it. So yeah asking for the sale and overcoming objections as you spoke about is this a framework? It's one that you can you lead with empathy again the same the same the same thing we have a five step framework which is empathize isolate, re-isolate gain commitment and then overcome. Be it you lead with empathy you care about it you listen to the problem they have you don't you don't diminish it you don't belittle it you don't make them feel bad about it and then you work on a solution to help them overcome it. And more often or not people feel like that is the sleazy bit the salesy bit but you've got to remember that coming to you for a reason and you're essentially just helping them get out their own way right you're helping you're helping them achieve the thing they've just told you they want to achieve and so

17:49for me you can see on this board here there's like this is our social media creators board so she's got all of her posts written out here and she has our mission and our vision and our values at the top the top one up there has changed one million lives through CrossFit and we can't do that if we never sell anything whether that be we sell somebody who wants to start a gym or we work with a box owner who really needs some help because we get that box owner to be enabled to run a gym of 220 members you know that all contributes to the one million lives and so yeah to me sales is the thing that facilitates all of that and it enables all of that to be honest. Well said well said maybe it's the accent but that sounded pretty freaking good. It's the worst it was 100% the accent because I like to start I normally just chat a lot rubbish basically. So okay we skipped around a little bit so you became ahead of sales you start crushing it with the sales how did we get from that phase out of lockdown you know to then thinking oh well maybe I should buy into this. I came on as a

18:51co-owner in January this year and so it's been relatively recent and that was a I bought in a little bit and then we accrued a little bit more literally four or five weeks ago so it's been pretty progressive as we've done this but I think the first thing the first thing that happened is I had this really strong identity with sales and I didn't want to let it go and so even though we hired some other people to help us I didn't really want to give that up because it was how I identified myself as proving value and at this point I'm employed as well right so I'm thinking well if I do myself out of a job who's going to pay me to do the job that I'm doing and I think this is where a lot of box owners go as well right is they attribute the doing the work with the value that's provided and the sense of being needed and it's something that took me a really long time to get over to be honest but we started hiring like kind of we run what's called an accountability chart so we put people in different roles that the business needs and I moved into the head of sales and marketing role and now we had a community support manager and a community support as well all in this kind of vertical and so we hired somebody else and we elevated them and they became community support

19:52manager and then we hired a community support team under that and so on so forth and now I kind of sit in this managing director seat across this business and the old community support manager is now the head of sales and marketing we brought somebody else in underneath them so you're constantly trying to do yourself out of a job if you will but essentially the way that I was able to do that and the journey that I went on was the bottom line is cash is king if you're not generating the revenue you can't hire the roles to do it unless you know the instances you have some cash to invest and which is another really good way is to invest in a role that you know as a growth role where you can have somebody who's dedicated and I speak to people about this all the time as well it's a lot of box owners might have other full-time jobs for example that pay them very well and so using a little bit of that cash to initially fund a GM or fund somebody who can run the business full-time that's going to pay for itself providing they know what they're doing and they've got the correct expectations and etc etc but yeah we were able to grow we generated more more cash we were then able to help hire more people and elevate up through the ranks and then along the way

20:54we started the education business which I said we were able to educate people on how we had experienced this growth and how we would do it and help other people and to be honest for a long time I thought I would probably never get ownership in the box I thought it would be I thought it would always be a love of mine and a passion of mine that and I always ran it almost like it it was mine I did my job like it was mine and we had a great leadership team around us that all contributed into that running of it as well but the I just didn't think the opportunity would ever be there and then so I worked hard to remove myself from my seat essentially I got my team ready to not have me there if I wanted to go and do another opportunity that came available or you know they know how life works right and then the opportunity came up it was essentially we've got this problem we need to fix for this problem which at the time was was what we were just referred to as focus right it's like well there's there's a few people in our leadership team and we all are pretty busy doing different roles and different things one being the flywheel I said one of my business partners is a role at HQ with this sort of stuff and so it's like hey we need we need some direction we need some focus would you like to ever enter the business and so then the opportunity

21:58became available to go down that pipeline and then now I'm very very fortunate I've got you know a really cool team around me that helps facilitate it and essentially I'm on here taking credit for their work but you know we've got some brilliant people Alex the lad who who came up under me and his rollerheader says a marketing is absolutely smashing it and he's faced some adversity over the last six months where he's really had to dig in and figure things out as he's gone and he's come out the other side stronger and then I went to about two like he's set up at me now but Joey our head coach is again is doing some unreal stuff with our team we operate off what we call our rocks which is a 90 day plan and so one of our rocks during this whole transition phase we had a big transition with our leadership team his his job coming in was to build team buying essentially and make sure that we had a really core group of people and yeah absolutely smash that got an unbelievable team of coaches that are all super bought into this mission and super bought into the team and helping each other out we did a big renovation at the gym two weeks ago and every member of staff basically turned up and gave up that week and tell us build the gym and

22:59you know do some really cool stuff so I get to sit on here Mateo and chat some shit to you but really it's the it's the team that uh that make me look good basically it sure is so maybe if you can clarify for me so it sounds like there's a few owners and it's because you've mentioned the flywheel maybe maybe fill us in on that the listeners what is the fitness flywheel and that might explain why maybe some attention was divided and needed some someone to come in and consolidate and focus as you as you mentioned before yeah yeah great question so the flywheel started essentially as a bit of a side hustle for me if you will it started as a way of me getting to flex my brain a little bit more and I said I'm quite a obviously competitive person and I'd like to compete in different arenas and one of those ended up becoming the ability to just think and actually use my brain and so it started as as an opportunity to do that and I got to work with other business owners that I knew in my network already essentially that had come to us for help and said you know I'm opening a gym or this is where I gym stuck is there anything that could help

24:03and it started very organically and I used to joke I say it would be called like playing sims remember playing sims where you would you would run around on the computer and you would build houses and you would do all this stuff but I would say it was it was being sims because I got to help these people run their businesses that at the time I you know I wasn't a Box owner right so I got to use that side of the brain a little bit and help out my friends and my network grow their gyms and grow their teams and so on so forth and so yeah happen very organically and then gradually a bit by bit you know I've been really fortunate that I get to go and speak at events and deliver events affiliates all around the world and so you know off the back of that opportunities became available you know seminars and speaking events and one-to-one mentoring and coaching and so now we yeah now we work with affiliates all over Europe in Asia and essentially help them with whatever they're struggling with and that could be a box you know we had a client who came to us they had 34 members and they were just about to give up their full-time teaching career to go fully in on their gym and you know one month in they grow by 36% in one month and now it okay it's

25:10that's make a little bit more sense or whether it be you know we had a client who had two gyms and 240 members across those two gyms he's now got three gyms we're just over 800 members so people are at different stages of their business life cycle but what tends to happen the same with our members when you have members come through the door everybody presents with different issues and different problems but actually when you get to the root of it there's set ways you can help them with those problems you just need to provide coaching at different points in time and help them figure different problems out and it's the same for us so we do that with affiliate owners and and help them achieve their business goals or their life goals or however that looks for them day today essentially and something I'm very very passionate about and I love doing and I'm very lucky to be able to do it as part of my day-to-day so are some of the other owners involved in this as well no not right now no it's kind of a standalone business we have some of the team are so the lads I mentioned two a minute ago Alex and Joey you know they're both involved we have our social media we've done we have our other community support team that are involved in that as well so the plan is that get to this target inside the gym and then a lot more of the team will start

26:12coming across to share their knowledge and expertise as well with affiliate owners around the world so then maybe tell me a little bit more before we wrap up here how you guys because it sounds like the you becoming a partner owner as well it's a really recent development here so how did you guys structure the deal how did you come up with kind of a valuation of I guess shares or whatever that you were going to buy yeah how did how did you all structure the deal we would essentially take operating profit right and you do we have a dad and you work out a multiplier and you go back and forth and you you talk about what you think the valuation is and they talk about what they think the valuation is and I think come someone says something to me beautifully at once upon a time that says you know if you're going to buy or sell something the unfortunate reality of it is it's worth it's worth what somebody's willing to sell it for and it's worth what somebody's willing to buy it for and so you can do every sum that you want but ultimately you have to come to an agreement on that and yeah we're very fortunate that all of us still involved in the business

27:14and and the other shareholder who's involved in a different gym we're all extremely close still and so the reason it was done is I was moving a lot more into this business the other gym was requiring a lot more of the other shareholder's time and so he needed to free up some time and and capital to go and and give it to that and so again we still all speak very regularly and it's all very and we're very fortunate that you hear some horror stories right if everyone falling out along the way and all the rest of it but we're very lucky that none of that happened so you're saying you bought one of the owners out yeah exactly that yeah okay got you so there were a few partners and one of them needed to step away and that's where you had an opportunity come in exactly that brother yeah needed to step away followed another opportunity needed a bit of capital needed a bit of time and so yeah we managed to to structure that in a way that everyone's happy with and yeah now we're all doing our thing and everyone's smashing it basically and how does it feel now being on the other side I've had that question I've had that question a lot and my my other half my

28:15partner is the sports surface we have here internally at the gym and normally when people are on her massage couch face down they always go so how does Will feel now he does this and the honest answer is it doesn't feel any different because I still get to work with the same team I still get to have you know fun in the same way I still get to lead in the same way I guess the only differences there's now a little bit more risk involved and a little bit more you know jeopardy involved if you want to call it that but I think we have this we have this kind of underlying notion as well that you should we will try and get people ready for the role that we're about to give them before we give it to them and that's always been the case with me so you know one of the one of the current co-owners and one of my business partners was always a mentor to me the whole way through we've got about a 10 year age gap between us right me being this junior I'm going to call him out because he's old but he's always made a very conscious and deliberate effort to bring me through with him and to incrementally increase the pressure for me and the decision making and develop me as a leader and bring all these things through so it has really felt like a natural progression but because

29:19somebody spent a deliberate amount of effort and a deliberate amount of time trying to get me ready for that if you will and so yeah it wasn't like it was just all of a sudden the job or the opportunity became available I had some cash and I bought in it was you know I kind of we've been getting not getting ready to buy the gym but just developing me as a leader for a long time for whatever opportunities arose you know we call it succession planning but you can't take another opportunity if you're stuck in the same seat and so it's something we try and do with our team all the time as we should always be thinking about succession planning so that when the opportunities do arise you're free to go and take them and run with them and hopefully you get to do some really cool people alongside you and that is where I'm very lucky to say that I sit at the moment. Well the close things out then it's an amazing journey amazing story you you you came to the gym during an interesting time in all of our lives and we're and you were able to make it grow and really able to grow with the gym at the point where now you're part owner you also now working with other gym owners

30:22in the space doing education and coaching so I guess for for someone who's looking to also get into this business to open a gym or start growing what's some closing advice you have for that person I think if you've got a problem the likelihood is there are probably another 10,000 box owners around the world that have had that problem at some point in the past or are about to have it get to know loads of other box owners you know get to know loads of other gym owners there's so many cool events you can go to you know we're going we're going to the Netherlands in September to speak at their gathering we're going to Germany the week after we're going to the Czech Republic in October and these are opportunities for gym owners to all get together basically completely for free and network and share and I think it's just yeah don't be a stranger to the people that are local to you and or around around your country your region whatever it looks like get to know them find out what's work for them find out what they could do better and then go and do it you know and and be okay with

31:24the fact that you will mess up more than not and that's okay you know we you learn through doing and you learn through making mistakes and yeah meet some other people that have already made them and hopefully you can speed up that learning process well if people want to follow you along on this journey where can they find you you will find me personally at on Instagram at will jharrison 58 it's not very gym friendly and then the box is at crossfit bath box and then if you want any education for affiliate own education you can get us at the fitness flywheel and we post education content all day every day basically also just follow the gym and see what we're getting up to and you dear listener this is yeah this is educational content if you want to follow us along give us a like give us a subscribe share with a gym owner in need leave us a review on wherever it lets you leave reviews for podcasts and if you need some help with your marketing and sales if you need some help with the website marketing automation or your gym management software to handle

32:24all those members you got coming in the door you can just kill it calm check us out book call and we can help you also we'll can help you I can help you we can all help you together and with that dear listener we'll say goodbye for this week we love you and goodbye