July 15, 2025 • 30 mins
In this episode, host Pete Moore sits down with Mary Laudati, a seasoned sales and marketing leader with deep roots in the HALO (Health, Active Lifestyle, Outdoor) space. From her days leading the sales group at Sports Club LA to her current role as a consultant working with top clubs across the U.S. and internationally, Mary shares her insights on building effective sales strategies, leveraging cutting-edge software like Salesforce, and creating a powerful culture of member engagement and retention.
She provides boots-on-the-ground, immediately actionable tips on using data, recording sales calls, and mystery shopping to pinpoint where clubs are leaving revenue on the table—plus, the importance of strong onboarding and personal connections to keep members coming back. Mary also discusses the latest trends in CRM technology, club operations, and the shift toward shared memberships and referral models.
Whether you’re a club owner, sales team leader, or just passionate about the business of the HALO space, Mary’s advice on finding—and keeping—members is pure gold.
On early member retention, she states, "Those three months are crucial . . . for those clubs that don't have salespeople, not only do you want to embrace the incoming (they've got to follow up and make a lot of phone calls), but they also have to check on the new members and look at their attendance to make sure that they're coming in."
Key themes discussed
- Importance of sales strategies and processes in health clubs.
- Customizable CRM/software solutions for sales and retention.
- The critical role of training and investing in your employees.
- KPIs, net growth, revenue, and retention.
- Mystery shopping and call recording for sales team improvement.
- Enhancing member engagement, onboarding, and relationship-building.
- Shared membership/referral programs to boost membership and loyalty.
A few key takeaways:
1. Sales Process Needs Structure and Ongoing Evaluation: Mary emphasized that many clubs claim to have a strong sales team, but more often than not lack strategies, scripts, or KPIs. She underlined the importance of having sequential, process-driven systems and regular evaluation—often through recording, analyzing calls, and “mystery shopping” the current experience.
2. CRMs and Custom Software Are Game-Changers: A major part of the episode centers around the critical need for effective, customizable CRMs. Mary championed Salesforce for its adaptability, noting her experience implementing it at Millennium Partners. She highlighted recent successes helping clubs (like Powerhouse Gyms in Novi, MI) leverage technology to understand their numbers, coach their teams, and boost revenue.
3. Training and Investment in People Drives Revenue: Laudati strongly advocates investing in employee training alongside technology. She’s seen clients who paired software adoption with robust training, and realized up to 25% growth year-over-year. She's a believer in hands-on onboarding, coaching, and ensuring team members are held accountable—not just to sales, but to ongoing member engagement.
4. Retention is as Critical as Acquisition: Both Mary and Pete stressed the importance of looking beyond just new member acquisition to also address attrition. Laudati recommends clubs track net growth (sales minus cancels), invest in the early months of a member's journey, proactively reach out to disengaged members, and create meaningful connections (a la “Cheers,” where everyone knows your name!)
5. Shared Memberships and Ongoing Engagement are Winning Strategies: Highlighting clients like Bay Clubs, Laudati also talked about the explosion of shared or referral-based member
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
I am super excited to announce that we now have a formal
partnership with the Prospect Wizard. And when I say
wizard, I mean wizard. Obviously you have a website.
This allows you to convert your website traffic visitors
directly into leads. It's not just another chatbot and
it's not AI, but it allows a visitor to call, text, or leave a
(00:22):
voicemail immediately. Goes to you, your sales team, or anyone else in the
club instantly. MIT shows a study that if you contact
the league within 10 minutes, chance of them converting goes up nine
times. That of the average. We got the Atlanta clubs
on it. Vita Fitness, Gold's Gym, Mountainside
City Fitness, Philly, College Park. Become one
(00:44):
of the next Halo companies. To deploy the Wizard.
It's easy to use. Go to the prospectwizard.com
get a free 30 day trial. Talk to my boy Dave Gallen. He will get
you all set up and let the leads flow based on the
Wizard. Go get him.
This is Pete Moore, Halo Talks nyc. I have a fellow New Yorker
(01:07):
who you're going to learn a lot about. Mary Ladotti,
who lives on the Upper west side, works out on the Upper east
side. It's just right by the Halo epicenter of
Integrity Square. So we're going to intercept you on your way back and forth.
Welcome to your first Halo Talks. Thank you so much. It's so nice to be
here and to finally meet you. Exactly. I feel the same way.
(01:29):
Ganilin, kind of like he holds these relationships so tight, you
know, it takes years and years to like, he's like, oh, yeah, I've known this
person. I'm like, why do you hold that back to. We're on podcast number 600.
I gotta keep something close to my chest. Keeping it close. Like, yo, you're gonna
keep me going here. Cause I got a couple more things up my sleeve. Like,
he saves the best for last. So, you know. That's right. There we
(01:51):
go. Always says to me the other day, he's like, I got Mary Ladi
coming on, like, no way, bro. You gotta be
kidding me. You're hiding. We're bringing on the Pasta Fazu.
Yeah, I got, I got a pasta FA story about me and my
cousin, my nephew, but that's for another time. Okay, so we're going
to talk about sales, which everyone says, like, oh, I got a great sales team.
(02:13):
Oh, this is what I do. And then I realized, like, you don't really have
a sales strategy. You don't have a script. You don't. You don't have. You know,
actually KPIs so why don't you get your together
and like, hire somebody to help you figure it out? So tell us what you've
been doing for people. Because I think the actual sales
team and the idea of doing things sequentially and in a
(02:34):
process to get wins actually is kind of missing.
So thanks for coming on. Yeah. Great to be here.
I mean, you know, once again, we're in 2025. We're
in a whole different place and time. Thank God the health
club industry has rebounded and is stronger than ever.
And thank God we have more people understanding how important it is to be
(02:57):
fit and to be strong. So we had a great
2024, a strong 2025.
So far, so good. Everybody's doing really well. Obviously a
part of work's roundtables. So we have roundtables and
work with clubs in the United States, Europe, Australia.
So from all of our people that are part of the roundtables, it's been also
(03:20):
a really great start to the year. And, you know, what we
do is we come together and we share best practices.
We have roundtables that are just for owners, and then we have
roundtables for department heads like pt, for
personal training and for sales and marketing. So we can
have that same kind of shared best practices, not only
(03:42):
with the owners and the GMs, but also with the department heads. So, so
explain to, to, to the audience here and to me that when you
say we, you know, what does that entail and what type of team you have
in place and are you curating sales
strategies and systems and software? You know, it's not
like, hey, I'm a software company. Let me show you how to deploy this. Is
(04:04):
it kind of like going into the nuances of like, hey, who you are, how
you do things, and then, you know, basically build that after you understand,
like the DNA. Sure. So I'll talk a little bit more about my
tape, my roundtable that I chair. So just first of all, most
important thing is I have sales and marketing leaders,
CMOs to, to
(04:25):
CRMs, and you name it, I've got them.
So what we do is we come together and we really share
what we're doing in regard to. And the biggest topic lately
is software. What are you using, how is it working,
and are they promising everything that they sold you on? Gotcha. And
we know probably one of the biggest challenges
(04:48):
in the health club industry is probably the number one important
component that we need, which is great CRMs. So
we basically, it's a big topic of conversation is
what's on the Marketplace. What's working, what's
delivering the best KPIs, what's, what's monitoring work
production numbers, what is also integrating with other
(05:10):
softwares that are actually recording sales calls that
you could be a part of, that you can coach on. So what is the
technology that allows us to coach,
monitor, mentor and at the same time deliver great
KPIs? So I've been around the space
now for 25 years, started up a software
(05:32):
company and tried to use some softwares like, you
know, salesforce.com as an example, trying to like create that beast into like something
that's actually customizable. We built the software back in the day,
pre broadband that, you know, we're trying to tell people this is how you
need to do it. So, you know, whether it's on a name
basis or, you know, in this industry or outside this
(05:54):
industry, like, who's doing a great job with saying, like, look, this is
flexible. I prefer to use this because the tech stack
I thought was going to get smaller and it got bigger.
I will tell you from my background, I was given a great gift
when I was the VP of sales for Millennium Partners and I was
(06:14):
overseeing the Sports Club LA brand and working for
Dr. R. Curtis, he gave me the gift of Salesforce.
We were one of the first B2C companies to
actually design something with Salesforce. And it
absolutely made all the difference in the world. And then
as a consultant, really kind of wrapping my arms around
(06:36):
everything else that was made for the industry. I keep coming
back to we need something customizable like a
Salesforce that can give us what we're looking for in reporting.
So we literally have finally worked with
one club in particular that was like, we're doing really well, we
don't know why. And we've actually put together a
(06:59):
Salesforce edition for a company
in Novi, Michigan, who is now kind of spreading the love
and putting it out to their franchisees. So we've just
launched this in the last couple years and it's really showing
that the right software can make all the difference in the world. So I happen
to be a huge fan of Salesforce because it is
(07:21):
truly customizable. Yeah. From a
standpoint of, of training, how
much training, you know, is being done before you walk in, how
much training is being done after. And I feel
like this industry doesn't value, doesn't pay for and
doesn't invest in their, in their employees as much
(07:43):
as they should. Can you expand or contradict that?
No, I have revenue dollars behind
it. You know, you know, so there are companies that have made
the decision to bring in the software, bring in the
technology, also include the training that goes along with
it. And in, you know, Q1 over Q1, I've seen
(08:06):
25% growth in revenue. So we know it
all makes a difference collectively. But the biggest thing
is that when a company reaches out and says, you know, we're
doing okay, but we could really use a boost this year, just
to give you a quick idea, the first thing I'll say is, in order for
me to work with you, we need to record your calls inbound and outbound,
(08:28):
just to get a flavor and do some due diligence. We're going to shop your
salespeople in your sales program. So shush, don't say anything.
Let us really take it all in. I'll give you an evaluation, then
we'll custom design a program that will work for you because everybody's different.
Gotcha. But I love ownership or
management teams that are able to take the
(08:51):
feedback and they're yearning for the feedback so that we can make it better.
This is Pete Moore. I want to let you in on a little secret. There's
this company called Promotion Vault. And what they do is they give. Out rewards
from retailers that allow you to incentivize your
members without having to do zero down and one month free
(09:14):
or giving away shakes or giving away T shirts. What you want to
do is build a rewards program that lasts, that people value,
and that doesn't discount your own products and services. So here's the
deal. There's something called Rewards Vault. The Rewards Vault is going
to allow a member to set up their own profile. They are
going to answer questions. You are going to get those answers. You're going to be
(09:36):
able to target those members, and you're going to reward them inside your
club, inside your spa, and outside of the club and outside
of the spa to get them to become loyal, to get them to pay
their monthly dues and to be rewarded properly
for the actions. A lot of companies are cutting back on rewards. You shouldn't
be promotion vaults. Your answer, trust me, this is real.
(10:03):
So one of the things that David, I have been harping on, and I was
at a connected fitness conference a couple of years ago, it was all about
technology. And everyone turn around, AI this and AI that.
And so I was like, you know what? How do you feel about, you know,
the future? And I'm like, kind of leaned in, I said, you know, just so
everybody knows here, you can't have artificial intelligence until you have
(10:23):
intelligence. Okay, so because you have like my
credit card, you know, my birthday, you know, my first name and my address, like
that doesn't make you intelligent about me as a member or a prospect
or anything. So as you get in there. And we know that
a lot of this industry historically has been based off of, you know,
referrals or add ons to your, to your membership. And some companies said
(10:45):
like an add on could be your friend. It doesn't necessarily have to be somebody,
you know, like bay clubs, you know, now I think you'd add
a friend. I don't even think they have to be like, you know, related to
you or something. I might be wrong about that, but. I'm pretty sure you're,
they're actually a client of mine. So it's all about shared, it's all about a
shared membership. They're doing it brilliantly and it's
(11:06):
here, here's a membership for yourself. Or you can add on five
of your best friends, whoever you want. And now you have a
shared membership which actually makes the
investment better for each person. So the more the merrier now
takes on a whole new meaning. Yeah, it's almost like multi level marketing like with
inside your own membership plan. It's the best referral program
(11:28):
ever because you get people at hello to start really referring
their friends now versus a year or two into their membership.
Right. And then the other thing that we, David, I've been talking about when
we get this artificial intelligence, you know, you need intelligence. You know, are you seeing
companies either inside of Salesforce or inside of ABC or inside
of you know, Dax or Club Automation, whatever that they're actually spending time
(11:51):
like filling out like here's everything you should really know about
this prospect or this member. Is that we
there yet or you're focusing really on. Let me get, let me get people in
solve that for you. The bottom line is look at, we're still in the
people business. And as long as we're in the people business we just have
to understand that we entertain many different
(12:15):
types of customers. So everybody's coming from a
different walk of life. So the things that really
help is in a CRM or in anything else is to
have a Google search on, you know, where they are in LinkedIn, what
are they doing for business to get a little bit of insight about who they
are as a person. Yeah. So you know who you're actually
(12:37):
speaking with when you first meet them. But look, at the end of the
day it's still a very personal conversation with
most people. Knowing that more than half of who
we talk to are not physically engaged
in anything. Gotcha, gotcha. So what have
been some of the, you know, whether you want to name clients or not name
(12:59):
clients, what are some of the things you'd be like? You know what I'm so
proud of? What? What? That this company actually had the, you know, the guts and
the foresight and the investment to actually get me in here. And, like,
here's what resulted from that. And maybe in certain cases
that kept, like, the club alive and that, like, now there's 6,000 people that work
out at this club because Ladotti and crew.
(13:22):
I'm saying that name. I'm just going to keep saying as much as possible. No
one's editing this out, by the way, on the audio side,
they'll be like, hey, look. You know, like, I feel, like, really proud of that.
I'm like. I'm also like a tear in my eye because every health club is
like 6,000 members that, like, either do that or maybe do nothing. Who
knows? Sure, sure. No, I mean, like, it all started just taking
(13:44):
the Sports Club LA to the next level, given the tools I was given
and picking out my team and really putting together a sales
culture, which I was extremely proud of and stayed
with the company just because I could never leave my people. But I
finally did break away to start my consulting business. Gotcha. And,
you know, extremely proud of those people and I've taken many of them with me
(14:07):
along the ride with some of my clients that need strong
leadership. So been passing the torch along the way.
But, yeah, I mean, you know, Powerhouse Gyms in
Novi, Michigan, is a great example of we're
doing well, but we don't know why. And really going in there
and taking almost two years to build the software
(14:29):
out, integrate everything else, the bells and whistles
for us to inspect what we expected. Yeah. And then
to do all the sales training to see such growth in their
revenues and then now starting to open up even more
locations than what they planned of. So, you know,
there's. There's the Oxford Athletic Club out of Pittsburgh.
(14:52):
Yeah, sure. Yep. Another great one who I've been working with for
the last couple of years. Not only the sales training, but
also from their PCG capital investors
saying, we want you to come in and do a total evaluation
inside and out of our business and give us recommendations
of how to be even better retention, increase
(15:14):
membership. What do we need to do? So we went in with a team
of people and really evaluated the people, the product,
the profit and the Programs to give them recommendations
and they're running with it as well. So when you go into a client
and, and, and you do this, I like to like doing a
mystery shop and they like taping the calls and like, let me, let me understand
(15:36):
what's going on here. Don't hire me until I understand like what, what
the problems are. And then I'll come in, I'll actually give you like a real
pitch instead of like, here's like what I could do for you, like let me
find out where you're at. Are there like certain just maybe to
tease this out with some of our, our audience here that probably need
to hire Ladati and basically say, look like there's some low hanging
(15:58):
fruit. Like if you start with like one or two things here and then call
me like for like phase two. Yeah, I
mean we'll just simply, once again we'll just
simply shop their existing team from
reception even how reception it was amazing.
You know, I have another client,
(16:19):
LifeBridge, who we shopped and I mean we laugh about
it now, but when I actually did shop them and this was
recorded on a Sunday asking about membership rates and
how it all works and blah blah, blah. And it was, well, we have nobody
here that can take your call. Maybe call back tomorrow,
then call back actually can talk to you. And then when I
(16:41):
shared that with the gm and once again, we've
totally changed the structure here, you know, to find out that that
was actually their sales leader who was busy multitasking
that didn't have the time to actually give me what it was I was
looking for. I'm like, where you're losing
money, you're losing business because you're
(17:04):
not making sure that you have dedicated people to
engage and you're too worried about taking care of your members, checking in and
checking out. So those are some of the aha moments.
And look, at the end of the day it could be we
have these many leads and we're just not closing at a good
percentage. You know, why is that? And then once we dig
(17:26):
in, we understand that they're one and done. They're only calling these digital leads
once. And we know that it takes eight, ten calls just to make two
way contact. Once we teach that and the philosophy
of how do you get digital leads to bust a move,
then they'll start to understand it's just the work ethic.
Gotcha. So let me ask you a question on this. So
(17:50):
in our, our main business, besides doing the podcast and we do a
Halo Academy, which is kind of Like a business school boot camp, like a Harvard
Business school. Five cases at a time, every two weeks, you know,
once a quarter. Our day job is I help people sell
chains of clubs or franchisors or clusters of area developers.
We were actually the group that we were hired by
(18:13):
Millennium to, to sell Sports Club LA on 61st
Street. Vertical Club a long time ago when I was,
when I started Integrity Square. So you spent a lot of time in that location,
which was an awesome club. So are you working out of this? Yeah, that was
one of my clubs. Yeah. I was hoping that we could do a deal with
somebody. We had an investor who was going to buy it. I was going to
move my office in there. That's like kind of my, was my dream idea
(18:36):
at, as an aside to. To that. So we're
helping people buy and sell companies and they have these attrition rates that are so
high and they don't hit their sales targets. And you know, a lot of people
use this term like LTV this LT like lifetime value of member. I'm
like one. You have no idea how high that number is. Like if you
actually forget about like doing your math. Let's do my math. Okay. You
(18:58):
got a hundred dollars a month on a client times 12 months.
And I saw your company for six times cash flow, six
times EBITDA. That's, that's, that's worth seven, $200.
Okay. So how much would you be willing to put behind a
$7200 exit value
EBITDA calculation that that member
(19:20):
might have. You might want to have a little more touch point with that.
You might want to use that as a sales lead and view. If that
member breaks, if that member leaves because you haven't delivered,
then that is. They broke up with you is basically what
they did. It's not like they treated or like attention
retention like I want. They broke up with you. Like stop using these big
(19:42):
words to make it seem like something bigger happens. Sure.
So ltv, like how do people. Does that even like rig.
Does that like ring true to anyone or. It's like let me just get the
sales in and let me just run this business where people don't break up with
me. Yeah, no, I will. Sorry about my rant. Yeah,
no, no, no, no, no. You know, and my biggest thing is always
(20:04):
being a vice president of sales. I always got these huge
sales numbers and these goals and I'd be like, well wait a second. You know,
we're always pushing for 3 to 5% growth year
after year after year. I know, we're so focused on the front
door. Can we focus a little bit about the back door? Thank you. Thank you.
Exactly. Because at the end of the day, I will always
(20:26):
say that leaders and companies should be based on net
growth. Yes. Okay. So that's everything. Sales
minus cancels is what you're ending up with. Yep. So
what does that net growth look like in order for you to be successful?
And that's what we focus on. So in some cases,
the salespeople are also considered membership service.
(20:50):
So there's more of a ownership of
onboarding, making sure they've met with the other
departments, making sure they've made love connections in a department
that will now take them to that next level of
showing up two to three times a week. So it really
is looking at both. But more than anything, when I do
(21:10):
listen to calls and I also listen to member calls,
club's gotta be clean. Yeah, of course. Club has got to
be clean. And group exercise, it's gotta be
all that and a bag of chips. Because those are your two
prominent things that could either make you or break
you. Because of the majority of people that focus on
(21:32):
just those two aspects and also knowing what
the trends of the industry are, you know, are you giving people
that are coming into your cities that are new what they're looking for
in a new health club?
This is Pete Moore. Here's the last tip for you of the podcast.
(21:52):
We are partnered up with a company called higher dose
higherdose.com they are the leader in
workout recovery products, infrared technology,
LED light masks, neck enhancers, and
other products such as PEMF mats and sauna
blankets. If you have not gotten on the workout
(22:13):
recovery train yet, your time and your stop
is now. You got to get these products in there before these workout
recovery and spas end up saturating your market.
Having your members walk out of the club and going into one of their locations
for 200 bucks per month where they're paying 39 to
you. Let's become an expert in workout recovery. If
(22:35):
we are already an authority in workouts, higher dose,
check it out. There's a wholesale code and we look
forward to helping you augment your products and services
to meet the demands of your members. And hey, let's get people
happy, healthy and sweating. And the recovery should be
just as. Good as the workout.
(22:59):
So. So a couple things. One, I, I don't know if you have a copy
of our book that, that Dave and I wrote, but over Covid wrote a book
called Time to Win Again and we Basically, talk about 52
takeaways from Team sports to ensure your business success.
I don't think we had. Oh, no, I haven't seen it. I'm sorry. We're gonna.
So we'll get it. No, no, no. Not. Not something you needed to do. Send
(23:20):
it to me already. Sorry. Because me and Ladati just became friends, and
we're like, cut. Yo, Ganolin, we're not checking with you if we want to chat
or text now you're not on text. I'll make sure to get our mini
copies. Okay? Okay. King Friday.
So I'm doing this whole thing where I'm Mr. Rogers now. It's like Mr. Rogers
neighborhood on my show. And he's like, King Friday the 8th. Anyway,
(23:41):
so we wrote this book, and it was during COVID so I was like, chief
restructuring officer for New York sports clubs, which was like, don't wish that on your
worst enemy. But I'm trying to think about, as I watch the Last
Dance with Michael Jordan, like, there's so many things that professional teams
do with their athletes, with their fans to engage in. The
whole system works. You kind of have to think about, like, if I was running
(24:03):
a sports team, how would I operate? And one of the chapters that we have
in the book is Play man versus Zone. So if you.
If you're watching a basketball game and it's like a two, three zone, I don't
know if you're familiar with. You play back in the day. Yep.
Yeah. So, like, if I'm. If I'm playing a 2, 3 zone, and somebody
just shoots between, like, you know, from the corner, between the corner and.
(24:24):
And. And in the. In the. In the elbow.
It's like, yeah, it could have been my guy. Could have been yours. Like, no
one's responsible for that, you know? Cause it played its own. Where I've been telling
health clubs, look, if you have 3,000 members and you have 30 employees,
give everyone 100 members to say, like, let's see how many of them
don't break up with us out of your 100. And, like, just,
(24:45):
like, set it up where I'm playing mad. Yeah. I mean, the whole thing is,
yeah. Setting yourself up for success. And that has
everything to do. And what we learned is that those first three months
of a new member is going to make or break their relationship with you.
And. And we. And we also know that if we get them in
the hands of a private trainer, well, that just
(25:07):
took their longevity to, you know, three months, to at least two to three,
maybe five years. Yeah. So integrating them in an area,
whether it be Pilates or training or group acts, something
or a sport. You know, the biggest thing going on right now
with a lot of the clubs is just introducing things that are new, like
pickleball, engagement, fun. So
(25:29):
just making sure that you're creating those
relationships so that they're engaged and not walking around
lost. Yeah, exactly. Those three months are
crucial. So now you have the salesperson reaching out. So for
those clubs that don't have salespeople, it's like, not only do you want
to embrace the incoming, they've got to follow up and make a lot of
(25:51):
phone calls, but they also have to check on their new members and
look at their attendance to make sure that they're coming in. If
not all bells and whistles are going off and we're calling
them to check in on them and to make an appointment
with somebody that's going to engage with them. Those three
months are crucial. And then after that, having
(26:13):
reports that show you people that haven't been in in a
month, that's another round of phone calls. Yes.
Emails, we miss you campaigns. Where have you been? Remember how
you felt the last time you left our club? You know, so
once again, focusing on that population to make sure
they're engaged and they're using the club is key because when you
(26:36):
have a rate increase and if they're not using it, boom, they're the.
One of the things I rant about. We could talk for hours, but we'll meet
you at the hot yoga place and I'll. Okay, I'll shut up. I
won't talk during the class. I mean, I've been known to talk a lot. I
won't talk during the class. I'll talk after. But one of the things that kind
of drives me crazy about health clubs is I went to
(26:56):
summer camp back, you know, when I was a teenager. Did you go to summer
camp at all sports camps? With sports camps, okay,
within four days of being there, you know 500
people's names. And you probably actually know a little bit about them.
Right. So it's shocking to me when, like, somebody walks into
a club, they that all the trainers, all the salespeople, like, I've been to
(27:18):
Soul Cycle. Not. Not bragging, but I've been in a lot. Okay.
I've been there, like, to one studio before I went to. But I went there
like 300 times. How does not everyone know my name? And how do I not
know theirs? And how are we not on, like, a friend basis?
Yeah, it's kind of it really, you. Got to irked me.
Right. You have to have that mentality. And I always kind of go back
(27:39):
to the opening theme of that good old show called
Cheers. Yeah. Where everybody knows your name and. Exactly,
that's what I'm saying. The Sports Club LA had a very
dedicated, committed resolve with all the
employees, that it was a huge welcome and
a fond farewell when people came in and out the door. And
(28:01):
to the best of our. I mean, Reebok Sports Club alone had 8, 000 members
in its prime. Yeah, yeah. Upper east side, we had 61. Well,
it's 60, 61st street, but we also had 6,000 members in our
prime. That's a lot of people. But you know what, when they check in and
their name shows up, it's okay, use their names, say hello.
But it was just those little things, you know,
(28:24):
and just to see people leave and you didn't even know to need to know
their name. You just had a wave and say, come back soon, I miss you
already. You know, just to have fun with the members was always
such a big thing. But to the best of your ability, knowing your name
was crucial. Just simple things like that. Simple stuff. Yeah.
Well, listen, it was a pleasure speaking with you. I'm kind of pissed at Gallon.
(28:45):
He introduced us like, I don't know, 10 years later,
he's probably got like. He's got probably like three or four, but daddies out there.
He's like three or four next year, you know, like,
hey, don't talk to this woman. Restricted list. It's kind of like he's on
like restricted list King Friday. Well,
listen, I'm gonna have you come upstairs and take a hot yoga class. I'll do
(29:08):
it, I'll do it. I'll definitely do it. And let's get you a copy of
the book, Dave. You can fast track that, you'll love it. And then I'm glad
we met. And we're, we're big advocates of this. We want to try and
solve loneliness, obesity and diabetes. And the only way to do that is make
sure there are operations that are profitable, that are able to get
people to stay and to actually get results. And you're a linchpin
(29:31):
in that. So on a serious note, great, great to meet you and love me
or thank you. The pleasure's all mine. All right, take care.
Bye, guys. See you. Ladotti.
(30:00):
Sam.
I am super excited to announce that we now have a formal
partnership with the Prospect Wizard. And when I say
wizard, I mean wizard. Obviously you have a website.
This allows you to convert your website traffic visitors
directly into leads. It's not just another chatbot and
it's not AI, but it allows a visitor to call, text, or leave a
(00:22):
voicemail immediately. Goes to you, your sales team, or anyone else in the
club instantly. MIT shows a study that if you contact
the league within 10 minutes, chance of them converting goes up nine
times. That of the average. We got the Atlanta clubs
on it. Vita Fitness, Gold's Gym, Mountainside
City Fitness, Philly, College Park. Become one
(00:44):
of the next Halo companies. To deploy the Wizard.
It's easy to use. Go to the prospectwizard.com
get a free 30 day trial. Talk to my boy Dave Gallen. He will get
you all set up and let the leads flow based on the
Wizard. Go get him.
This is Pete Moore, Halo Talks nyc. I have a fellow New Yorker
(01:07):
who you're going to learn a lot about. Mary Ladotti,
who lives on the Upper west side, works out on the Upper east
side. It's just right by the Halo epicenter of
Integrity Square. So we're going to intercept you on your way back and forth.
Welcome to your first Halo Talks. Thank you so much. It's so nice to be
here and to finally meet you. Exactly. I feel the same way.
(01:29):
Ganilin, kind of like he holds these relationships so tight, you
know, it takes years and years to like, he's like, oh, yeah, I've known this
person. I'm like, why do you hold that back to. We're on podcast number 600.
I gotta keep something close to my chest. Keeping it close. Like, yo, you're gonna
keep me going here. Cause I got a couple more things up my sleeve. Like,
he saves the best for last. So, you know. That's right. There we
(01:51):
go. Always says to me the other day, he's like, I got Mary Ladi
coming on, like, no way, bro. You gotta be
kidding me. You're hiding. We're bringing on the Pasta Fazu.
Yeah, I got, I got a pasta FA story about me and my
cousin, my nephew, but that's for another time. Okay, so we're going
to talk about sales, which everyone says, like, oh, I got a great sales team.
(02:13):
Oh, this is what I do. And then I realized, like, you don't really have
a sales strategy. You don't have a script. You don't. You don't have. You know,
actually KPIs so why don't you get your together
and like, hire somebody to help you figure it out? So tell us what you've
been doing for people. Because I think the actual sales
team and the idea of doing things sequentially and in a
(02:34):
process to get wins actually is kind of missing.
So thanks for coming on. Yeah. Great to be here.
I mean, you know, once again, we're in 2025. We're
in a whole different place and time. Thank God the health
club industry has rebounded and is stronger than ever.
And thank God we have more people understanding how important it is to be
(02:57):
fit and to be strong. So we had a great
2024, a strong 2025.
So far, so good. Everybody's doing really well. Obviously a
part of work's roundtables. So we have roundtables and
work with clubs in the United States, Europe, Australia.
So from all of our people that are part of the roundtables, it's been also
(03:20):
a really great start to the year. And, you know, what we
do is we come together and we share best practices.
We have roundtables that are just for owners, and then we have
roundtables for department heads like pt, for
personal training and for sales and marketing. So we can
have that same kind of shared best practices, not only
(03:42):
with the owners and the GMs, but also with the department heads. So, so
explain to, to, to the audience here and to me that when you
say we, you know, what does that entail and what type of team you have
in place and are you curating sales
strategies and systems and software? You know, it's not
like, hey, I'm a software company. Let me show you how to deploy this. Is
(04:04):
it kind of like going into the nuances of like, hey, who you are, how
you do things, and then, you know, basically build that after you understand,
like the DNA. Sure. So I'll talk a little bit more about my
tape, my roundtable that I chair. So just first of all, most
important thing is I have sales and marketing leaders,
CMOs to, to
(04:25):
CRMs, and you name it, I've got them.
So what we do is we come together and we really share
what we're doing in regard to. And the biggest topic lately
is software. What are you using, how is it working,
and are they promising everything that they sold you on? Gotcha. And
we know probably one of the biggest challenges
(04:48):
in the health club industry is probably the number one important
component that we need, which is great CRMs. So
we basically, it's a big topic of conversation is
what's on the Marketplace. What's working, what's
delivering the best KPIs, what's, what's monitoring work
production numbers, what is also integrating with other
(05:10):
softwares that are actually recording sales calls that
you could be a part of, that you can coach on. So what is the
technology that allows us to coach,
monitor, mentor and at the same time deliver great
KPIs? So I've been around the space
now for 25 years, started up a software
(05:32):
company and tried to use some softwares like, you
know, salesforce.com as an example, trying to like create that beast into like something
that's actually customizable. We built the software back in the day,
pre broadband that, you know, we're trying to tell people this is how you
need to do it. So, you know, whether it's on a name
basis or, you know, in this industry or outside this
(05:54):
industry, like, who's doing a great job with saying, like, look, this is
flexible. I prefer to use this because the tech stack
I thought was going to get smaller and it got bigger.
I will tell you from my background, I was given a great gift
when I was the VP of sales for Millennium Partners and I was
(06:14):
overseeing the Sports Club LA brand and working for
Dr. R. Curtis, he gave me the gift of Salesforce.
We were one of the first B2C companies to
actually design something with Salesforce. And it
absolutely made all the difference in the world. And then
as a consultant, really kind of wrapping my arms around
(06:36):
everything else that was made for the industry. I keep coming
back to we need something customizable like a
Salesforce that can give us what we're looking for in reporting.
So we literally have finally worked with
one club in particular that was like, we're doing really well, we
don't know why. And we've actually put together a
(06:59):
Salesforce edition for a company
in Novi, Michigan, who is now kind of spreading the love
and putting it out to their franchisees. So we've just
launched this in the last couple years and it's really showing
that the right software can make all the difference in the world. So I happen
to be a huge fan of Salesforce because it is
(07:21):
truly customizable. Yeah. From a
standpoint of, of training, how
much training, you know, is being done before you walk in, how
much training is being done after. And I feel
like this industry doesn't value, doesn't pay for and
doesn't invest in their, in their employees as much
(07:43):
as they should. Can you expand or contradict that?
No, I have revenue dollars behind
it. You know, you know, so there are companies that have made
the decision to bring in the software, bring in the
technology, also include the training that goes along with
it. And in, you know, Q1 over Q1, I've seen
(08:06):
25% growth in revenue. So we know it
all makes a difference collectively. But the biggest thing
is that when a company reaches out and says, you know, we're
doing okay, but we could really use a boost this year, just
to give you a quick idea, the first thing I'll say is, in order for
me to work with you, we need to record your calls inbound and outbound,
(08:28):
just to get a flavor and do some due diligence. We're going to shop your
salespeople in your sales program. So shush, don't say anything.
Let us really take it all in. I'll give you an evaluation, then
we'll custom design a program that will work for you because everybody's different.
Gotcha. But I love ownership or
management teams that are able to take the
(08:51):
feedback and they're yearning for the feedback so that we can make it better.
This is Pete Moore. I want to let you in on a little secret. There's
this company called Promotion Vault. And what they do is they give. Out rewards
from retailers that allow you to incentivize your
members without having to do zero down and one month free
(09:14):
or giving away shakes or giving away T shirts. What you want to
do is build a rewards program that lasts, that people value,
and that doesn't discount your own products and services. So here's the
deal. There's something called Rewards Vault. The Rewards Vault is going
to allow a member to set up their own profile. They are
going to answer questions. You are going to get those answers. You're going to be
(09:36):
able to target those members, and you're going to reward them inside your
club, inside your spa, and outside of the club and outside
of the spa to get them to become loyal, to get them to pay
their monthly dues and to be rewarded properly
for the actions. A lot of companies are cutting back on rewards. You shouldn't
be promotion vaults. Your answer, trust me, this is real.
(10:03):
So one of the things that David, I have been harping on, and I was
at a connected fitness conference a couple of years ago, it was all about
technology. And everyone turn around, AI this and AI that.
And so I was like, you know what? How do you feel about, you know,
the future? And I'm like, kind of leaned in, I said, you know, just so
everybody knows here, you can't have artificial intelligence until you have
(10:23):
intelligence. Okay, so because you have like my
credit card, you know, my birthday, you know, my first name and my address, like
that doesn't make you intelligent about me as a member or a prospect
or anything. So as you get in there. And we know that
a lot of this industry historically has been based off of, you know,
referrals or add ons to your, to your membership. And some companies said
(10:45):
like an add on could be your friend. It doesn't necessarily have to be somebody,
you know, like bay clubs, you know, now I think you'd add
a friend. I don't even think they have to be like, you know, related to
you or something. I might be wrong about that, but. I'm pretty sure you're,
they're actually a client of mine. So it's all about shared, it's all about a
shared membership. They're doing it brilliantly and it's
(11:06):
here, here's a membership for yourself. Or you can add on five
of your best friends, whoever you want. And now you have a
shared membership which actually makes the
investment better for each person. So the more the merrier now
takes on a whole new meaning. Yeah, it's almost like multi level marketing like with
inside your own membership plan. It's the best referral program
(11:28):
ever because you get people at hello to start really referring
their friends now versus a year or two into their membership.
Right. And then the other thing that we, David, I've been talking about when
we get this artificial intelligence, you know, you need intelligence. You know, are you seeing
companies either inside of Salesforce or inside of ABC or inside
of you know, Dax or Club Automation, whatever that they're actually spending time
(11:51):
like filling out like here's everything you should really know about
this prospect or this member. Is that we
there yet or you're focusing really on. Let me get, let me get people in
solve that for you. The bottom line is look at, we're still in the
people business. And as long as we're in the people business we just have
to understand that we entertain many different
(12:15):
types of customers. So everybody's coming from a
different walk of life. So the things that really
help is in a CRM or in anything else is to
have a Google search on, you know, where they are in LinkedIn, what
are they doing for business to get a little bit of insight about who they
are as a person. Yeah. So you know who you're actually
(12:37):
speaking with when you first meet them. But look, at the end of the
day it's still a very personal conversation with
most people. Knowing that more than half of who
we talk to are not physically engaged
in anything. Gotcha, gotcha. So what have
been some of the, you know, whether you want to name clients or not name
(12:59):
clients, what are some of the things you'd be like? You know what I'm so
proud of? What? What? That this company actually had the, you know, the guts and
the foresight and the investment to actually get me in here. And, like,
here's what resulted from that. And maybe in certain cases
that kept, like, the club alive and that, like, now there's 6,000 people that work
out at this club because Ladotti and crew.
(13:22):
I'm saying that name. I'm just going to keep saying as much as possible. No
one's editing this out, by the way, on the audio side,
they'll be like, hey, look. You know, like, I feel, like, really proud of that.
I'm like. I'm also like a tear in my eye because every health club is
like 6,000 members that, like, either do that or maybe do nothing. Who
knows? Sure, sure. No, I mean, like, it all started just taking
(13:44):
the Sports Club LA to the next level, given the tools I was given
and picking out my team and really putting together a sales
culture, which I was extremely proud of and stayed
with the company just because I could never leave my people. But I
finally did break away to start my consulting business. Gotcha. And,
you know, extremely proud of those people and I've taken many of them with me
(14:07):
along the ride with some of my clients that need strong
leadership. So been passing the torch along the way.
But, yeah, I mean, you know, Powerhouse Gyms in
Novi, Michigan, is a great example of we're
doing well, but we don't know why. And really going in there
and taking almost two years to build the software
(14:29):
out, integrate everything else, the bells and whistles
for us to inspect what we expected. Yeah. And then
to do all the sales training to see such growth in their
revenues and then now starting to open up even more
locations than what they planned of. So, you know,
there's. There's the Oxford Athletic Club out of Pittsburgh.
(14:52):
Yeah, sure. Yep. Another great one who I've been working with for
the last couple of years. Not only the sales training, but
also from their PCG capital investors
saying, we want you to come in and do a total evaluation
inside and out of our business and give us recommendations
of how to be even better retention, increase
(15:14):
membership. What do we need to do? So we went in with a team
of people and really evaluated the people, the product,
the profit and the Programs to give them recommendations
and they're running with it as well. So when you go into a client
and, and, and you do this, I like to like doing a
mystery shop and they like taping the calls and like, let me, let me understand
(15:36):
what's going on here. Don't hire me until I understand like what, what
the problems are. And then I'll come in, I'll actually give you like a real
pitch instead of like, here's like what I could do for you, like let me
find out where you're at. Are there like certain just maybe to
tease this out with some of our, our audience here that probably need
to hire Ladati and basically say, look like there's some low hanging
(15:58):
fruit. Like if you start with like one or two things here and then call
me like for like phase two. Yeah, I
mean we'll just simply, once again we'll just
simply shop their existing team from
reception even how reception it was amazing.
You know, I have another client,
(16:19):
LifeBridge, who we shopped and I mean we laugh about
it now, but when I actually did shop them and this was
recorded on a Sunday asking about membership rates and
how it all works and blah blah, blah. And it was, well, we have nobody
here that can take your call. Maybe call back tomorrow,
then call back actually can talk to you. And then when I
(16:41):
shared that with the gm and once again, we've
totally changed the structure here, you know, to find out that that
was actually their sales leader who was busy multitasking
that didn't have the time to actually give me what it was I was
looking for. I'm like, where you're losing
money, you're losing business because you're
(17:04):
not making sure that you have dedicated people to
engage and you're too worried about taking care of your members, checking in and
checking out. So those are some of the aha moments.
And look, at the end of the day it could be we
have these many leads and we're just not closing at a good
percentage. You know, why is that? And then once we dig
(17:26):
in, we understand that they're one and done. They're only calling these digital leads
once. And we know that it takes eight, ten calls just to make two
way contact. Once we teach that and the philosophy
of how do you get digital leads to bust a move,
then they'll start to understand it's just the work ethic.
Gotcha. So let me ask you a question on this. So
(17:50):
in our, our main business, besides doing the podcast and we do a
Halo Academy, which is kind of Like a business school boot camp, like a Harvard
Business school. Five cases at a time, every two weeks, you know,
once a quarter. Our day job is I help people sell
chains of clubs or franchisors or clusters of area developers.
We were actually the group that we were hired by
(18:13):
Millennium to, to sell Sports Club LA on 61st
Street. Vertical Club a long time ago when I was,
when I started Integrity Square. So you spent a lot of time in that location,
which was an awesome club. So are you working out of this? Yeah, that was
one of my clubs. Yeah. I was hoping that we could do a deal with
somebody. We had an investor who was going to buy it. I was going to
move my office in there. That's like kind of my, was my dream idea
(18:36):
at, as an aside to. To that. So we're
helping people buy and sell companies and they have these attrition rates that are so
high and they don't hit their sales targets. And you know, a lot of people
use this term like LTV this LT like lifetime value of member. I'm
like one. You have no idea how high that number is. Like if you
actually forget about like doing your math. Let's do my math. Okay. You
(18:58):
got a hundred dollars a month on a client times 12 months.
And I saw your company for six times cash flow, six
times EBITDA. That's, that's, that's worth seven, $200.
Okay. So how much would you be willing to put behind a
$7200 exit value
EBITDA calculation that that member
(19:20):
might have. You might want to have a little more touch point with that.
You might want to use that as a sales lead and view. If that
member breaks, if that member leaves because you haven't delivered,
then that is. They broke up with you is basically what
they did. It's not like they treated or like attention
retention like I want. They broke up with you. Like stop using these big
(19:42):
words to make it seem like something bigger happens. Sure.
So ltv, like how do people. Does that even like rig.
Does that like ring true to anyone or. It's like let me just get the
sales in and let me just run this business where people don't break up with
me. Yeah, no, I will. Sorry about my rant. Yeah,
no, no, no, no, no. You know, and my biggest thing is always
(20:04):
being a vice president of sales. I always got these huge
sales numbers and these goals and I'd be like, well wait a second. You know,
we're always pushing for 3 to 5% growth year
after year after year. I know, we're so focused on the front
door. Can we focus a little bit about the back door? Thank you. Thank you.
Exactly. Because at the end of the day, I will always
(20:26):
say that leaders and companies should be based on net
growth. Yes. Okay. So that's everything. Sales
minus cancels is what you're ending up with. Yep. So
what does that net growth look like in order for you to be successful?
And that's what we focus on. So in some cases,
the salespeople are also considered membership service.
(20:50):
So there's more of a ownership of
onboarding, making sure they've met with the other
departments, making sure they've made love connections in a department
that will now take them to that next level of
showing up two to three times a week. So it really
is looking at both. But more than anything, when I do
(21:10):
listen to calls and I also listen to member calls,
club's gotta be clean. Yeah, of course. Club has got to
be clean. And group exercise, it's gotta be
all that and a bag of chips. Because those are your two
prominent things that could either make you or break
you. Because of the majority of people that focus on
(21:32):
just those two aspects and also knowing what
the trends of the industry are, you know, are you giving people
that are coming into your cities that are new what they're looking for
in a new health club?
This is Pete Moore. Here's the last tip for you of the podcast.
(21:52):
We are partnered up with a company called higher dose
higherdose.com they are the leader in
workout recovery products, infrared technology,
LED light masks, neck enhancers, and
other products such as PEMF mats and sauna
blankets. If you have not gotten on the workout
(22:13):
recovery train yet, your time and your stop
is now. You got to get these products in there before these workout
recovery and spas end up saturating your market.
Having your members walk out of the club and going into one of their locations
for 200 bucks per month where they're paying 39 to
you. Let's become an expert in workout recovery. If
(22:35):
we are already an authority in workouts, higher dose,
check it out. There's a wholesale code and we look
forward to helping you augment your products and services
to meet the demands of your members. And hey, let's get people
happy, healthy and sweating. And the recovery should be
just as. Good as the workout.
(22:59):
So. So a couple things. One, I, I don't know if you have a copy
of our book that, that Dave and I wrote, but over Covid wrote a book
called Time to Win Again and we Basically, talk about 52
takeaways from Team sports to ensure your business success.
I don't think we had. Oh, no, I haven't seen it. I'm sorry. We're gonna.
So we'll get it. No, no, no. Not. Not something you needed to do. Send
(23:20):
it to me already. Sorry. Because me and Ladati just became friends, and
we're like, cut. Yo, Ganolin, we're not checking with you if we want to chat
or text now you're not on text. I'll make sure to get our mini
copies. Okay? Okay. King Friday.
So I'm doing this whole thing where I'm Mr. Rogers now. It's like Mr. Rogers
neighborhood on my show. And he's like, King Friday the 8th. Anyway,
(23:41):
so we wrote this book, and it was during COVID so I was like, chief
restructuring officer for New York sports clubs, which was like, don't wish that on your
worst enemy. But I'm trying to think about, as I watch the Last
Dance with Michael Jordan, like, there's so many things that professional teams
do with their athletes, with their fans to engage in. The
whole system works. You kind of have to think about, like, if I was running
(24:03):
a sports team, how would I operate? And one of the chapters that we have
in the book is Play man versus Zone. So if you.
If you're watching a basketball game and it's like a two, three zone, I don't
know if you're familiar with. You play back in the day. Yep.
Yeah. So, like, if I'm. If I'm playing a 2, 3 zone, and somebody
just shoots between, like, you know, from the corner, between the corner and.
(24:24):
And. And in the. In the. In the elbow.
It's like, yeah, it could have been my guy. Could have been yours. Like, no
one's responsible for that, you know? Cause it played its own. Where I've been telling
health clubs, look, if you have 3,000 members and you have 30 employees,
give everyone 100 members to say, like, let's see how many of them
don't break up with us out of your 100. And, like, just,
(24:45):
like, set it up where I'm playing mad. Yeah. I mean, the whole thing is,
yeah. Setting yourself up for success. And that has
everything to do. And what we learned is that those first three months
of a new member is going to make or break their relationship with you.
And. And we. And we also know that if we get them in
the hands of a private trainer, well, that just
(25:07):
took their longevity to, you know, three months, to at least two to three,
maybe five years. Yeah. So integrating them in an area,
whether it be Pilates or training or group acts, something
or a sport. You know, the biggest thing going on right now
with a lot of the clubs is just introducing things that are new, like
pickleball, engagement, fun. So
(25:29):
just making sure that you're creating those
relationships so that they're engaged and not walking around
lost. Yeah, exactly. Those three months are
crucial. So now you have the salesperson reaching out. So for
those clubs that don't have salespeople, it's like, not only do you want
to embrace the incoming, they've got to follow up and make a lot of
(25:51):
phone calls, but they also have to check on their new members and
look at their attendance to make sure that they're coming in. If
not all bells and whistles are going off and we're calling
them to check in on them and to make an appointment
with somebody that's going to engage with them. Those three
months are crucial. And then after that, having
(26:13):
reports that show you people that haven't been in in a
month, that's another round of phone calls. Yes.
Emails, we miss you campaigns. Where have you been? Remember how
you felt the last time you left our club? You know, so
once again, focusing on that population to make sure
they're engaged and they're using the club is key because when you
(26:36):
have a rate increase and if they're not using it, boom, they're the.
One of the things I rant about. We could talk for hours, but we'll meet
you at the hot yoga place and I'll. Okay, I'll shut up. I
won't talk during the class. I mean, I've been known to talk a lot. I
won't talk during the class. I'll talk after. But one of the things that kind
of drives me crazy about health clubs is I went to
(26:56):
summer camp back, you know, when I was a teenager. Did you go to summer
camp at all sports camps? With sports camps, okay,
within four days of being there, you know 500
people's names. And you probably actually know a little bit about them.
Right. So it's shocking to me when, like, somebody walks into
a club, they that all the trainers, all the salespeople, like, I've been to
(27:18):
Soul Cycle. Not. Not bragging, but I've been in a lot. Okay.
I've been there, like, to one studio before I went to. But I went there
like 300 times. How does not everyone know my name? And how do I not
know theirs? And how are we not on, like, a friend basis?
Yeah, it's kind of it really, you. Got to irked me.
Right. You have to have that mentality. And I always kind of go back
(27:39):
to the opening theme of that good old show called
Cheers. Yeah. Where everybody knows your name and. Exactly,
that's what I'm saying. The Sports Club LA had a very
dedicated, committed resolve with all the
employees, that it was a huge welcome and
a fond farewell when people came in and out the door. And
(28:01):
to the best of our. I mean, Reebok Sports Club alone had 8, 000 members
in its prime. Yeah, yeah. Upper east side, we had 61. Well,
it's 60, 61st street, but we also had 6,000 members in our
prime. That's a lot of people. But you know what, when they check in and
their name shows up, it's okay, use their names, say hello.
But it was just those little things, you know,
(28:24):
and just to see people leave and you didn't even know to need to know
their name. You just had a wave and say, come back soon, I miss you
already. You know, just to have fun with the members was always
such a big thing. But to the best of your ability, knowing your name
was crucial. Just simple things like that. Simple stuff. Yeah.
Well, listen, it was a pleasure speaking with you. I'm kind of pissed at Gallon.
(28:45):
He introduced us like, I don't know, 10 years later,
he's probably got like. He's got probably like three or four, but daddies out there.
He's like three or four next year, you know, like,
hey, don't talk to this woman. Restricted list. It's kind of like he's on
like restricted list King Friday. Well,
listen, I'm gonna have you come upstairs and take a hot yoga class. I'll do
(29:08):
it, I'll do it. I'll definitely do it. And let's get you a copy of
the book, Dave. You can fast track that, you'll love it. And then I'm glad
we met. And we're, we're big advocates of this. We want to try and
solve loneliness, obesity and diabetes. And the only way to do that is make
sure there are operations that are profitable, that are able to get
people to stay and to actually get results. And you're a linchpin
(29:31):
in that. So on a serious note, great, great to meet you and love me
or thank you. The pleasure's all mine. All right, take care.
Bye, guys. See you. Ladotti.
(30:00):
Sam.
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