December 15, 2023 • 45 mins
In this episode, we dive deep into the world of personal training and explore how fitness professionals can take their business to the next level. Whether you're just starting out or looking to grow your existing fitness coaching venture, our experts share invaluable insights and strategies to help you succeed.
Check out David Silva: https://www.mindbodyempire.com/
Owning a business is a challenge. Knowing how to keep innovating in your business is an even bigger one. Join restaurant owner, motivational speaker, and innovation expert Sara Frasca each week as she guides fellow business owners in taking the next step to level up their business. If you've ever pondered hiring a business coach but want a sample first, come along for the adventure!
Send us a message to join the show for free business guidance: https://pointnortheast.com/contact-us/
Sara Frasca is the founder and owner of Trasca & Co Eatery in Ponte Vedra Beach, Florida, an experienced and engaging motivational speaker, and the CEO of global business coaching firm Point NorthEast.
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Transcript
Episode Transcript
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(00:00):
You're listening to level upyour business, the podcast where
we talk to hardworking businessowners and leaders and help them
solve real issues in real time.
I'm your host, Sara Frascarestaurant owner, keynote
speaker and business coach. I'vespent my career not only in
corporate America, but also asan entrepreneur, carrying on my
(00:21):
family's legacy through myrestaurant, now a business coach
and consultant. I'm helpingother businesses to use creative
problem solving and innovativethinking to drive lasting
change. Stay tuned to hear someinspiring guidance that will
help you to level up yourbusiness. All right, well, let's
(00:42):
get going. David, thank you somuch for being on our show
today. Mike and I are superexcited to chat with you. So
thank you for taking time out ofyour day. Oh, yeah, absolutely.
Thank you. Yeah.
Mike, how are you today?
I'm doing great. How are you?
Well, I'm good. I'm alwaysexcited to see if we can't help
(01:04):
another entrepreneur, anotherbusiness leader. So let's dive
in. David, I know you reallywell, because a few a couple or
three times a week, thank you. Ishould do this as I saying that.
People will know ourrelationship. So David is the
(01:24):
founder of Mind Body empire andis my personal trainer. And, you
know, we've been workingtogether for quite a while now.
I just admire your work so much,but tell everybody about your
background.
So my name is Davidson Silva.
I'm originally from Brazil, andI have been out in the United
States for about 22 years now.
(01:48):
And back in 2015 2000, now 2013I launched with the company, my
body pie, it was always mypassion. I grew up into mixed
martial arts, being in themilitary for several years as
well. And like growing to thefitness industry, as always play
(02:11):
soccer, all kinds of sports didjudo Did you know rapping to GG
too late on in my life, I justfelt okay, this is this is my
path, you know, I have to dosomething about this passion
that I have for for fitness andfor sports. And that's when I
(02:31):
started diving in putting myfocus into you know, becoming a
personal trainer did a did sportscience in Brazil, that's my my
background. As far as theschool, the the sport science, I
had a little bit of backgroundin physical therapy as well.
When I moved to the state, Ijust kind of continued diving
(02:54):
into more researching andscience and sports. And 22 years
later, there we are, we're herewith my writing prior and
helping all kinds of, you know,level of athletes, clients
intrapreneurs, working withelite athletes for competitions,
just weight loss. And that isseveral areas, you know that I'm
(03:17):
having clients right now.
Mike didn't know I was trainingto be a bodybuilder. I did not
only because I think this addsto the credibility, you know,
you obviously famous, maybe TMIfor everyone, but I had back
surgery, I had a very kind ofminor back surgery, because of
(03:38):
my gymnastic stays and had aninjury. And I was doing the
surgery in the physical therapyat the Mayo Clinic here in
Jacksonville. And I said, youknow, I'd really like to take up
with someone that can help meget stronger and stay fit and
all of those sorts of things.
But also is very attuned tokeeping me safe, because I
literally at the time, you and Istarted working together, I
(04:00):
couldn't move without hurtingand so anyway, fast forward, I
feel stronger than ever fitterthan ever. I feel like the
number one thing that is like,the most important thing is that
I am not in pain anymore. Sothat you know, I know, I know.
So that is my kind of, you know,PSA to the world. Like, you will
(04:21):
have done wonders for keeping meout of pain. Chronic Pain is no
fun. So, all right, Mike and Iboth having kind of big, big
corporate experience as well askind of, you know,
entrepreneurial startupexperience. We are helping
business owners and businessleaders to transform their
businesses simply by trying togive them some ideas of whatever
(04:44):
is keeping them I told you and Ican I don't know the answer of
what you're gonna say so I'mexcited. But what is keeping you
up at night? What can we dive inand help you solve in the moment
um,I mean, I mean, I could go over
with that question. But mainly,I always think, every time every
(05:07):
time every night, you know, oneday, one day after the other,
when I wake up in the morning,or even when I go to sleep, I
always asked myself, How can Iserve better? How can I expand
the amount of services, not justfor the growth of the company,
(05:32):
but also to help more people,you know, and they ended the day
when it comes to health,longevity, how we feel day by
day, you know, example, you, youhad your own experience, from
the beginning until now, how youfelt before. And now so I work
(05:55):
with a lot of people thatusually come from chronic pain
that has been 24/7. And it's sograteful in the wording when you
can actually work with somebodya few months down the line, and
the person is a totallydifferent, you know, scenario
(06:17):
that you see, the person ishappy, I can move, I can run, I
can wake up, I know feel pain, Ihave good vitality, it's just,
it's a joy to me to be able toone put my passion into practice
every day, you know, everydaywhen I wake up in the morning,
it's how many people will beable to serve today. The second
(06:41):
thing is, it becomes most 98% Ifnot 100% of my clients, it
becomes family to me, becauseit's people that literally, they
call me every day we talk everyday, we chat every day, we go
through, you know, what's what'sbothering you to, okay, let's
(07:02):
fix let's train, let'sincorporate nutrition, let's
incorporate the trainingtechniques, and it's there is so
much feedback, you know, thatsometimes it's like, you're
bound, you know, you boundcompletely with that person,
because now, you're not justabout, it's just not about the
(07:22):
training anymore. It's about thelifestyle of the person. You
know, and that's what motivatedme so much to try to grow into
trying to spend the businessbecause I really have the
feeling of I like to serve Ilike to help, but sometimes is,
you know, I am just one person,as a one, one person, not the
(07:47):
business and hire more people todo the same thing. Sometimes
it's difficult, we havechallenges trying to hire the
same type of professionals tohave in the same mindset that we
have. And also to work at thesame level. But mostly, like,
you know, sometimes I think,okay, what can I do, that I will
(08:08):
be able to achieve more peoplereach more help more people all
at once? You know, that is a lotof system, sometimes
applications and things that wecan do. But even then, it's you
have various you know, how toachieve, how to be able to, to
pay for all those those toolsand even WorkSource to be able
(08:33):
to accomplish those goals, youknow, mainly is that
it's interesting, because Ithink your two topics are
perhaps even in conflict witheach other, like the first one
is how do I serve more people?
Possibly I know, there was like,How do I serve better? But if
(08:53):
it's like this one to onerelationship, where you're
really, I mean, that makes thescalability very difficult,
because that close connection?
So I mean, my my first questionwould be like, you know, it
sounds like this is a boutiquemodel, right? Like you are high
(09:14):
service, low volume, and there'sa max to that. So I don't know
if there's like a personalsatisfaction in that in that
model, or if you're hoping togrow and scale and have I guess
that's my question.
It's the two things right, Iwould like to be able to grow
(09:38):
and scale but at the same timemaintaining the great service
that I like to have and, youknow, sometimes that can that
can be challenged that can bedifficult to achieve both at the
same time. Because you have tothink because we have to think
(09:58):
on quality, you know, Sometimesyou grow so much. And quality
sometimes goes down. And that'sone thing that I try not to
allow that to happen as far asquality, because you growing so
much quality will deceive howmuch people you can serve, you
know, to me, I think quality isthe best, you know, the better
(10:22):
quality, the better service youhave. So it's not, but I can
totally understand your pointon, you know, it defeats a
little bit of how to scale, youknow, when you have too much
quality, and you want it to stayconcise, it fights again, the
probability of growth sometimes,you know, I'm trying to
(10:43):
accomplish, I'm trying toaccomplish both. That's a
challenge for you guys.
I think you can accomplish both,I just, you know, it's just
going to be maybe a differentmodel to the first part is what
you're doing. Part of it isscience, part of it is art,
right? So the science is easilyreplicatable. This is the the
(11:03):
formula of you know, nutrition,or whatever else may be on the
scientific side of what you'redoing the art form, which is not
scalable, is when you're lookingat somebody saying Valier, you
know, your your form is off, andall of those, you know, really
insightful feedback that you canprovide based on how somebody's
performing, I think, you know,what I see for you as as a means
(11:26):
of reaching more people iskeeping your boutique business
and then potentially having likea social media platform where
you're reaching much broaderaudiences where you're talking
about the benefits and nutritionbecause there's, there's so much
noise in that space, that it'sreally hard to get that
authentic feedback from someonelike yourself that, you know,
(11:46):
this is your lifestyle, I wouldmuch rather hear from you, what
I should be doing what I shouldbe eating, how I should be
stretching in the morning, orwhat else, you know, rather
than, you know, a random ticktock video. So I think there's a
great opportunity for you tohave a social media platform to
be able to reach a much largeraudience, and then keep it
maintained. Because as Sarahpointed out, it's not possible
(12:07):
you're you're limited by, youknow, your scalability is
limited to you, unless you canreplicate yourself. That's
different conversation.
What do you think about like anapp Mike, instead of? Or a
website or something? Not justsocial media, but more like,
individualized, but through asystem? Yeah. And
(12:30):
they exist, right? So yeah, hecan certainly start, you know,
doing training for people inCalifornia, or like all over the
world, if if we're limited to,if your market locally, doesn't
have the capacity to grow, but Ithink the highest and best use
is going to be your localmarket. If you if you've
absorbed every you know, all theclients, you can in your local
(12:52):
market, then 100% Go into an appplatform. But I think that, you
know, I ended up from what I'mseeing, and again, I've only met
a couple of minutes, is keepthat core business really tight
to the chest, because that's,that's at the heartbeat of what
you're doing. But you have greatinformation that should be
shared with the world and, andthere's no better platform than
(13:13):
social media to be able to sharethem with.
But the real solution you cameup with was to clone him. I just
want to Yeah, 100 sure that thatwas stated overtly. Okay. No,
what do you want to say?
Yeah, no kidding. My Kate'sworking out so you would do him?
(13:36):
Yeah. Um, okay. So David, I havea question in trying to answer
this. Where do you find yourbest clients? Like how do they
get to you? How do they findyou?
98% Word of mouth. Its clients,clients, referring new people,
(13:57):
clients refer new customers.
Sometimes, you know, a friendthat has a great experience with
me, refer me to the mom or tothe sister to the husband. And
it's a very, it's a it's a veryunique way. And I love it
because I have a family that Itrain the daughter, the husband,
the mother and the kids. Sotechnically, in one household,
(14:25):
here I am working with fivepeople in the house. You know,
and now comes literally oneperson had an issue started
working with me a few monthslater, everybody Oh, the friends
are noticing. Wow, something'shappened here because I can see
your body changing. You'regetting stronger. You're feeling
(14:47):
better, you happier what's goingon. And you know, well, I've
been training with David for thepast six, seven months and the
best decision I did and not havea Sunday I get a phone call,
Hey, I need to talk to you. Andthat becomes a consultation and
evaluation and then all of asudden I got a new client. So
(15:07):
that has been pretty much mymodel of work through this
years. A lot of referral. In Youknow, I work with some of the
doctors, Mayo Clinic, Baptistsout so I work with a lot of
physical therapists. So usually,you know, whether I get clients
from my clients and friends andfamily and also from you know,
(15:31):
the medical field, physicaltherapy, orthopedic, I get a lot
of referrals from those doctorsas well sending me people from
you know, post back surgery orhave a neck issue or sometimes
have a knee surgery. And I helpthem because what happens today
the medical center, see what'shappened on that is you have a
(15:55):
surgery, then you have aphysical therapy, and they stop
that protocol right there. Oh,you good you Healy's from your
six, eight weeks physicaltherapy, but they don't do the
hang integration of gettingsomebody that you know, can be
an athlete, or can be justsomebody normal that had a
(16:16):
fitness, a health fitnesslifestyle, and they don't
integrate teaching that personhow to integrate back into
fitness. And usually there's alittle gap, somebody tries to go
back to fitness too soon. Andusually they Hey, injury, what
(16:37):
they just went to a six, eightweeks for habilitation. You
know, and that's the between gapthat usually I come in, I get
the person, I do all theprotocols from getting from
physical therapy to a healthfitness back again, you know,
and that's when we move theneedle going up, getting better,
(16:59):
feeling better, back to normalfitness levels, you know, that
kind of stuff. So, I do that alot in our work with a lot of
people that way, as well.
It seems like with the quality,you know, like, like, the
quality is high, the quantityhas to be low. So the price has
to be high. I mean, I, I wouldjust say like, you know, from a
(17:22):
business perspective, except forme, I think you should raise
your prices. I knew Mike wouldlaugh. Um, but I but I am being
serious, because I mean, there'slike this, you know, there's a,
there's a scarcity model thatyou have, and I do want to talk
about bringing in and building ateam, because I do have an idea
(17:42):
for you there. But I would say,you know, I think obviously you
can't price yourself out. So themarket can't absorb it. But we
live, you know, in in an area atthis point of either beach area,
and some of the surroundingareas. You know, there are a lot
of folks that have disposableincome they have the eye would
say good wealth. I mean, a lotof folks, you know, they have
(18:05):
their second homes here andthings. So I'm just thinking,
you know, it again, it makes melike your prices probably need
to be high.
And maybe picked up, you know,being able to pick up some of
the other programs. I didn'tknow what certifications are for
that. But there's certainly butwhat how much capacity do you
(18:26):
have at the moment? So, youknow, could you take on another
50 clients? Are you looking forone or two or what's what's your
rightnow right now I'm changing a
little b, adding some differentservices. And I'm gonna start
doing it through an app. So I'mgoing to be launching my app, my
fitness app, which is going toallow me to do more also the
(18:48):
online coaching. So becauseright now I do have online
clients, I have clients thatleave Miami, New York City,
Georgia, Atlanta, Tampa. That issome of the clients that I work
with no bodybuildingcompetitions, I do those reps as
well. So usually those clients,I do it remotely with that app,
(19:09):
launching my new app is going tohelp me to be able to coach them
on more real time in a moreinteraction one on one. The only
thing is the physical part ofit, you know, it's me coming to
the person and training them.
(19:30):
You know, I'm only able to dothis locally here in
Jacksonville. For the otherpeople that I'm reaching on a
higher scale. Those clientsusually I'm doing online
coaching and they love theservice what I have to offer,
you know, it comes down tostrength training and nutrition
weight loss program, I continuedoing the same. It's only
(19:53):
matter. Does can the person canthe client do the things Just by
receiving the tools, which ishaving that full loaded app with
all the information and can theyapply those those techniques and
everything, some people love it.
And some people that is not. Sohow can I say that is that is
(20:17):
two different there is twodifferent types of clients for
that type of model. There ispeople that is more, no, I like
you to push me, so I can do it.
Now, the accountability of No, Ilike the trainer to push me. And
I have all the people, theyactually they love the model of
(20:40):
online coaching, because I haveall the information on my phone,
I can go anytime of the day, Ican just look everything's
there, my program is there, mynutrition is there. If I need
David, I can just message I can,you know, it's everything in
real time. As far ascommunication, that is videos,
you know, they can chat with mein the video, they can have a
(21:01):
consultation, they can just askme a question. So we have a
great interaction as far asthis. But that is two types of
clients for that. That isclients that love though online.
And that is clients that theydon't do so well with online,
they prefer the interaction oneon one
(21:22):
that's exciting that you've gotthe app going, I mean, that data
leave will add some scalabilityand some accessibility. I mean,
even I was thinking about, youknow, the fact that I travel
quite a bit, I mean, the able todo you know, things from the
road, I mean, that that allowsfor a more
allows you to continueexercising and following up the
(21:42):
program everything.
That's right. Just curious iswhat are your takes on the pizza
the Tara and takes when she'straveling? Because there have
been a couple of mentions andMike, you're not supposed to
tell David? He's not supposed toknow.
I'm gonna make all those notes.
(22:05):
Dear know, Mike, and I actuallyboth consume a lot of pizza. And
we actually have kind of a pizzachallenge going on where we go
around to different cities, andwe're testing different pizza.
Nothing has beat traffic it yetbut we're on the lookout,
absolutely not. So.
Okay, so what does your futurevision look like?
(22:33):
I'm expecting a good growth thisupcoming years, especially like,
interacting more, you know, withonline coaching, being able to
spend, but also creatingdifferent courses. I'm looking
to implementing things like thisas well. Great.
(22:57):
So that's really great. One ideaon the courses is just like, you
know, things that are perhapsfit for different sections of
life, right, like coming backfrom, I remember, I had to seek
out a trainer and I shared thiswith you, after I had my kids. I
was like, Alright, back to beingan athletic person, like I
(23:18):
would, you know, I'm done havingchildren I want to, and that was
a moment for me. But again, likemost women who have children,
that is a moment, so you couldalso focus on, you know, teens
coming up on, you know, college,athletic careers or whatever. So
I liked that a lot. You know,the online component as well. I
(23:40):
mean, there are a lot of, youknow, elderly folks that could
really benefit from some reallygood online courses that, you
know, were able to be done athome, whether they're in a, you
know, independent livingsituation, or assisted living or
whatever it is, but that seemslike and I kind of remember my
grandmother doing that at onepoint. And
(24:01):
so that's great. Let's see, Ihad another question. Now. I
forgot it.
What about I mean, are you doinganything with the military
component, your connectionthere? Like, are you training or
two yearstwo years ago? Right after? No,
I'm sorry. Right before rightbefore COVID? I was actually
(24:26):
training. Feel FBI agents forthe uprep. You know, I was I
still work with some of them. Ido also help the folks on the
military with the power of theirendurance, their strength,
(24:48):
especially when they have to doPT every six months or so.
Usually, if they don't pass theyhave one chance. And if they
don't pass on that usually theypushed to the reserves or they
get kicked out, sometimesdepending on situation, they
lose some of the benefits, youknow, there is a little bit of a
complication there. And becauseI know some of the people in
(25:10):
town, I was able to actuallywork with some people in that
situation of, okay, let's getyour program here. Let's see
what is the default what's goingon that you're not able to, you
know, to succeed in your tests.
And we worked through that, youknow, for like few months, and
they were actually able to goback and retest it. And they
(25:33):
were just fine. With specialoperations as well, people from
FBI and things like this,usually, they have to be in the
top level of endurance andstrength training, because, you
know, depending on operation andthings like that, you have
technically, you look this way,you have to be able to battle.
(25:54):
You know, you have to be on topmentally and physically, you
have to be sharp, you know, so Ihave I have a program for that
as well.
I think there's a couple ofverticals for is focusing on
different sports, you know,whether you're playing golf,
there's certain muscles really,yes, I know motorcycle riding
(26:16):
is, you know, is a big one,there's just, you know, focusing
on people that are trying to doa specific, you know, whether
it's tennis or this or thatthese are the these are the
exercises in the muscle groupsthat are works with your sports
background, having a specializedmight also be an isolated to
market.
I was also thinking firstresponders, like I remember, a
(26:37):
very close friend of mine,became a firefighter. And she
had to go through immense amountof training and had to do, yes,
you know, a lot of things. So Iknow she trained quite a bit.
Okay. So let's see keeping youup at night better service.
That's where I wanted to go backto. I'm just sort of curious, I
(27:01):
know, Mike has studied a lot ofsome of the best service
providers in the world,including Disney, Ritz Carlton
Tresca. So I think, you know, onthat front, one of the biggest
components for me is empathy,right, and having empathy to
know what someone will needbefore they even know that they
(27:22):
need it. Yes. And, and so I feellike, as you grow as you
continue to service, folks, Imean, it's, it's also teaching
your team, what is going to be apossible, kind of anticipating
those possible needs,anticipating kind of what
someone may need. And I wouldsay, serving that, you know,
(27:49):
with the kind of heart thatyou're talking about, as if they
were your family member. So Imean, I think that, to me, is
best built through kind ofdefining your core values. So
who what is, you know, the, whatdoes mind body, Empire and body
like, what are the components,and then as you find people, you
(28:12):
are making sure that they matchup to that, because then they
will come with the same kind ofethos that you have, you know,
brought as you built thebusiness. So that was just one
thought for you. We work with alot of clients to make sure that
they've got those pinpointedthat they're accurate, that they
know exactly what types ofbehaviors come to life when
those are true.
(28:34):
Yeah, I think I think what youfind is it's usually something
that we're you're fixing in abusiness, at least from my
personal experience in runningcompanies, if you're going
backwards and reinventinginstead of doing on the front
end. So if you can, you know,start with your core values in
lining up those people you'llyou'll miss, I have to go back
and fix it later step.
(28:54):
Absolutely. Yeah.
I know, You've brought on abunch of coaches in the past and
had trouble with that. So Ithink, you know, it's, it's like
really having a good, thoroughinvestigation process of there,
kind of in the in theinterviewing, kind of sections,
(29:15):
are they doing the behaviorsthat match up with those core
values so that you can make surethey're going to be a good fit
for the long term? Not just thetechnical expertise, but the
culture? Absolutely.
How much of what you're doingagain, I have limited experience
in in your industry, but howmuch of what you're doing is
really highly specific to your,you know, your eye, you're
(29:39):
watching somebody's form, I knowthat there's like, Hey, this is
the exercise. This is you know,what you should be eating. But
as somebody's working out whenyou're watching them, like, Hey,
I noticed that you're, you'releaning on your right foot a
little bit more, and maybe weneed to strengthen this muscle.
And I feel like that's the areawhere scalability would really
be tricky because you're Gottapick up something that, you
(30:01):
know, CRI. As trainers may not?
Yeah, most,most of the times, usually, it
comes a comes to that sometimes,you know, I am very truly when,
you know, when I'm trainingsomebody the techniques, the
form, you know, I tried to govery, very specific to things.
(30:21):
And unfortunately, if you, itdepends, it really depends, when
you're working with a group ofother coaches and trainers, you
can have a totally differentsituation happening in the same
room, you know, this happens alot. Like, if you go to a gym,
(30:43):
if you observe how trainerswork, you probably be able to
notice that one or two trainersdo really, really focus on the
client, what they're doing, howthey're moving, how they're
lifting their posture, andsomething like this. And if you
scare the room around, you'regonna see the other people
they're looking at to theceiling as the client is
(31:05):
lifting. So they'll not reallypay attention to the client,
they'll just wondering what'shappened in the room. And that
is something that to me, it's aserious issue, because it only
sometimes needs one mistake foryou to injure yourself or do
something wrong. And that'swhere sometimes the, when it
(31:25):
comes when I mentioned thebeginning, like, you know, that
is some clients that you canapply online coaching that
because they they have goodform, they know how to work out
and is easily to coach, and youhave other clients that
sometimes they have a good form,they know how to work out, but
(31:45):
they prefer that reallyindividual attention with them
through the through theexercise, fixing stuff,
motivating, talking, making sureyou push them, you measure
things you level up thetraining, you know, that's
usually sometimes a little bitwhen it comes to definition of
Okay, are you only doing onlinecoaching? Because you only want
(32:10):
to scale the business, you know,because I could just say, Okay,
I just want to scale thebusiness. And let's just do
online coaching, you know, andyou can get clients from coming
from everywhere. Great. How muchof those clients they're really
getting the success that youwant them to have? You know, and
(32:30):
how to really make sure thatthey will not injury, they're
feeling well, they're havinggood progression, you know, it's
kind of like you mentioned, youcan have a little bit of a
little issue in the lower backor have some sort of low doors,
we'll have one here that's alittle bit on level. That is
things that you can only measurethrough real time when the
(32:57):
person is in front of you, youknow, not through an app
sometimes, you know.
So, I mean, this is this is agreat philosophical debate,
because it's the quality versusquantity. And, you know, I just
had an idea that I never thoughtabout before, but have you ever
(33:18):
thought to expand your businessinto coaching coaches? So it's
basically like, if you're thegold standard for high quality
care, or high quality coaching?
Would you ever set up almostlike a master class or a, a way
to coach coaches, because I knowthere are certifications that
(33:39):
you have. But I think if I'm ifI'm understanding correctly,
anybody who feels like theycould train, someone else can
just say like, oh, let's go tothe gym, and I'm your personal
trainer. So I would say you mayhave the ability to kind of
like, get the cream of the cropstudents and then help to
increase the quality of trainingfor everybody, like coaching
(34:01):
them.
That is another that's anotherway to I never thought about.
Well, I did talk about that inthe past. But it's almost like,
it's not so much of my realpassion of teaching the coaches
(34:23):
but actually having the workwith the clients. Right? It
makes sense, but it's more it'smore like it's more like I enjoy
it more working directly withthe clients because the clients
is the one that really needs mefor their purpose, right what
they wanted to get better. Thecoaches, the other trainers,
(34:44):
it's more an aspect of okay, I'malready trainer, and I'm already
doing this for five years or so.
I'm coming to you to just almostlike a mentoring, you know, like
I want to, I want to get sometips a little bit more knowledge
Learn from you. And I have donethis like, even on like on the
freeway, like not as a course, Ihave a lot of coaches and
(35:07):
trainers that have come to meseveral times, to just kind of
like, Hey, can Can I work withyou through some sessions just
to see picking up your brain tosee your techniques, the things
that you do, how you apply howyou how you interact with
clients, you know, because theysee, wow, you have a lot of
clients who are successful inwhat you do, do you mind me kind
(35:30):
of hang with you for a littlebit, because I would like to
learn some. And I have doneseveral like that, where I'm
just like, Okay, let's go withme on the road for three days.
And, you know, I'll introduceyou to my clients, and you're
gonna be like my assistant. Soyou're gonna help me through the
training, and then you pick itup a little bit, and you can see
(35:50):
how we train. And they love it,you know, but I never put that
into, Oh, I'm gonna do amasterclass, or I'm actually
gonna charge them to do that. Ihave never thought about that.
Well, because I was thinkingthere could even be a
certification, like a mind bodyEmpire certification. And so,
(36:11):
you know, if you get to a placewhere you are the gold standard,
then people can say I've trainedat my body empire, you know, I
mean, it's like, it's like achef training, again, like, you
can go and be the chef at anyrestaurant, if you say you're
the chef, but to have actualtraining from a great school
under a great teacher and masterwho just a different caliber.
(36:34):
I had another idea that thatevolves, that involves a lot of
license, you know, that's,that's, that's the only thing
that I kind of, kind of stayaway from a little bit just
because of the aspect point, youhave to go back, you have to
change some license, you have toput processes in places got it
formulate formulate classes andwork hours certifications, it's
(36:56):
a little bit more legwork on it.
That's why I'm like, Okay, Idon't want to do that, because I
just kind of like, you know,it's a lot more work than it
sounds. But it will bedefinitely a great opportunity
to spend that way as well. But Ithink it's just like, I don't
know how much I would enjoydoing that. Versus versus work
(37:19):
versus working with the clientsin general, you know,
I don't want to miss theopportunity, Mike, if you want
to jump in on this, but I haveanother idea that takes us on a
different path.
And I'll let you lead us downthe path.
Okay, so I was thinking aboutthe inefficiency of you being in
(37:41):
your car and coming to yourclients, have you thought about
having your clients come to youlike at a gym or a centralized
location?
Well, back in 2015, it wassupposed to happen where, you
know, so between core, we hadthis plan, that we are creating
(38:05):
a boutique service, where we'regoing to incorporate the medical
field as far as you have inyour, your primary care, and you
have a place to do your bloodwork. And you can have your
doctor right there. And we'regoing to have all this in house.
(38:26):
So it will be a gym, like aboutique style, with medical
facility connected to it amassage place complex to it,
physical therapy, so it will beone stop shopping for the
technically everything that youneed for your body's to make you
feel well, while COVID hit. Andthat's when the whole plan
(38:50):
change at that time. You know,because it was some at the time
we have some investors that werereally interesting, they really
liked the idea of what we werepresenting. We had like five
people that were really lovingthe ideas, we did like a plan,
we did a business plan andeverything. And unfortunately do
(39:11):
the situation with COVID. And weown the lock downs with the gym,
medical facilities, they had thebig dip with, you know, COVID as
well. The whole plan change andonce things kind of get back to
normal, everybody was alreadylike Well, now we are kind of
afraid of putting all the moneyto this, afraid that we might
(39:35):
have a new wave of COVID orsomething and we're going to be
locked into this investment. Sosome of the investment some of
the investors they pull back andchange their mind and invest
their money in different things.
And then we kind of left thatthere at the time. You know, but
that was something that we woulddefinitely with the idea of
making like a nice concise gymwith a All those services in
(39:59):
house. And then after that, itkind of never got to the new
opportunity to like, okay, let'smake this happen. Let's make a
new one. Got it? But I wouldlove Yeah, I totally, I totally
get what you say with the time,you know, because, you know, I
go back and forth all over theplace. So if I have to take all
(40:19):
the hours that I drive throughthe day and just cut it off,
then you just see people oneplace. Absolutely, there'll be a
lot better. Mm hmm. Okay.
Yeah, and I think you know, onthat topic, if he you don't have
to, sometimes people have atendency to over over build
(40:42):
something, I think for whatyou're doing, and you'd rather
small, modest space, it couldjust be a, you know, 1000 square
foot with your, your basicequipment. And obviously, if you
could travel around with it, youcan, you know, have a small spot
to do it until it doesn't haveto be this multimillion dollar
gym build out.
Yeah, that is another thing too,you know, because it requires
(41:04):
depending on the size of thefacility, it requires so much
money, you know, you're talkingmoney to rent equipment,
maintenance employees, you know,it's, it's so much overhead, you
know, and then it goes out tothe other model, the brick and
mortar where, you know, okay,now this is a gym with a
(41:25):
membership, it's not a one onone coaching facility, it's now
becomes a membership type ofthing. So, again, you dropping
the quality, you know, becausenow it's just a regular gym, you
know, you just go get yourmembership. And the people that
go there, they usually they justgo for the regular workout
(41:47):
routine. It won't be as much asthat one on one attention and
special service, you know,that's why we're trying not to
go on that direction, becausethen you have all the other big
dogs to compare with them, youknow, you have so many gyms
around town, we are trying tokind of pull away from there,
make him more where it's like aboutique service, you have your
(42:11):
personal training you have yourdoctor you have where you could
get, you know, the fusions foryour vitamins, you know, so it
was very type of structurething.
I still think that's kind ofsmart.
Yeah, the player, we did a plan,and it was really, really good
(42:31):
that unfortunately, you know, itwas a sad situation drew during
COVID, that we have to alleverybody had to pull back from
that, right.
I still think doing it evensmaller than that, you know,
where you just have a really,you know, a 500 square foot 1000
square foot space could besecond floor of a strip Plaza
(42:52):
somewhere. And, you know, youcould really pick up the
efficiency of being able to filleight hours of your day, instead
of driving to your clients, ifyou could find a centralized
location and open a little smallboutique spot, focus just on
you. If the proof of conceptworks, then maybe we expand out
and start bringing in, you know,the med spa or whatever else
(43:13):
you're bringing into it.
Okay. Thanks for the tip.
Great. I hope this has beenhelpful to you.
Absolutely. Absolutely. I got alot of a lot of good questions
in the information. So we needto take a little time to digest
(43:33):
those things. And definitelymake some some spreadsheet here
to start figuring out some ofthose things. All
the ideas. Yeah.
It's not you know, the Terry,it's pizza when she's traveling.
So you can you can adjust theworkouts.
Absolutely. Yeah, exactly.
Exactly. Ithat was one of my first notes
here. Yeah.
(43:54):
Very funny.
She did say something about herworkouts being really easy. I
don't know why she always Iknow.
I know. That would come at somepoint.
Actually, I was on stage doing akeynote not long ago. And I do
q&a At the end for some of them.
And the lady raised her hand andsaid, How do we get your arm
(44:14):
workout? So that was cute.
That's fantastic. That's allvery well, thank you so much.
Absolutely. Thankyou guys. Appreciate it. Yeah,
really? I'll see you tomorrow.
But also, thank you. And reallyand truly, I mean, you have
built an incredible, incrediblesystem. For me. I know you do a
(44:35):
lot of great work for a lot ofpeople in our community. And I'm
hopeful that some of these ideaswill help you to serve more
better, higher quality, but alsomake it meaningful for you. So
absolutely.
Thank you guys. I appreciate it.
Very nice. Thank you so much.
Appreciate it. Thank you guys.
Thank you.
(44:56):
Thanks. Thanks Thanks so muchfor tuning into this episode of
level up your business with me,Sara Frasca. If you have a
problem in your business that'skeeping you up at night. Please
join us in a future episode sowe can help get you unstuck.
Just click the link in the shownotes and send us a message.
(45:19):
Please remember, stay innovativefriends
You're listening to level upyour business, the podcast where
we talk to hardworking businessowners and leaders and help them
solve real issues in real time.
I'm your host, Sara Frascarestaurant owner, keynote
speaker and business coach. I'vespent my career not only in
corporate America, but also asan entrepreneur, carrying on my
(00:21):
family's legacy through myrestaurant, now a business coach
and consultant. I'm helpingother businesses to use creative
problem solving and innovativethinking to drive lasting
change. Stay tuned to hear someinspiring guidance that will
help you to level up yourbusiness. All right, well, let's
(00:42):
get going. David, thank you somuch for being on our show
today. Mike and I are superexcited to chat with you. So
thank you for taking time out ofyour day. Oh, yeah, absolutely.
Thank you. Yeah.
Mike, how are you today?
I'm doing great. How are you?
Well, I'm good. I'm alwaysexcited to see if we can't help
(01:04):
another entrepreneur, anotherbusiness leader. So let's dive
in. David, I know you reallywell, because a few a couple or
three times a week, thank you. Ishould do this as I saying that.
People will know ourrelationship. So David is the
(01:24):
founder of Mind Body empire andis my personal trainer. And, you
know, we've been workingtogether for quite a while now.
I just admire your work so much,but tell everybody about your
background.
So my name is Davidson Silva.
I'm originally from Brazil, andI have been out in the United
States for about 22 years now.
(01:48):
And back in 2015 2000, now 2013I launched with the company, my
body pie, it was always mypassion. I grew up into mixed
martial arts, being in themilitary for several years as
well. And like growing to thefitness industry, as always play
(02:11):
soccer, all kinds of sports didjudo Did you know rapping to GG
too late on in my life, I justfelt okay, this is this is my
path, you know, I have to dosomething about this passion
that I have for for fitness andfor sports. And that's when I
(02:31):
started diving in putting myfocus into you know, becoming a
personal trainer did a did sportscience in Brazil, that's my my
background. As far as theschool, the the sport science, I
had a little bit of backgroundin physical therapy as well.
When I moved to the state, Ijust kind of continued diving
(02:54):
into more researching andscience and sports. And 22 years
later, there we are, we're herewith my writing prior and
helping all kinds of, you know,level of athletes, clients
intrapreneurs, working withelite athletes for competitions,
just weight loss. And that isseveral areas, you know that I'm
(03:17):
having clients right now.
Mike didn't know I was trainingto be a bodybuilder. I did not
only because I think this addsto the credibility, you know,
you obviously famous, maybe TMIfor everyone, but I had back
surgery, I had a very kind ofminor back surgery, because of
(03:38):
my gymnastic stays and had aninjury. And I was doing the
surgery in the physical therapyat the Mayo Clinic here in
Jacksonville. And I said, youknow, I'd really like to take up
with someone that can help meget stronger and stay fit and
all of those sorts of things.
But also is very attuned tokeeping me safe, because I
literally at the time, you and Istarted working together, I
(04:00):
couldn't move without hurtingand so anyway, fast forward, I
feel stronger than ever fitterthan ever. I feel like the
number one thing that is like,the most important thing is that
I am not in pain anymore. Sothat you know, I know, I know.
So that is my kind of, you know,PSA to the world. Like, you will
(04:21):
have done wonders for keeping meout of pain. Chronic Pain is no
fun. So, all right, Mike and Iboth having kind of big, big
corporate experience as well askind of, you know,
entrepreneurial startupexperience. We are helping
business owners and businessleaders to transform their
businesses simply by trying togive them some ideas of whatever
(04:44):
is keeping them I told you and Ican I don't know the answer of
what you're gonna say so I'mexcited. But what is keeping you
up at night? What can we dive inand help you solve in the moment
um,I mean, I mean, I could go over
with that question. But mainly,I always think, every time every
(05:07):
time every night, you know, oneday, one day after the other,
when I wake up in the morning,or even when I go to sleep, I
always asked myself, How can Iserve better? How can I expand
the amount of services, not justfor the growth of the company,
(05:32):
but also to help more people,you know, and they ended the day
when it comes to health,longevity, how we feel day by
day, you know, example, you, youhad your own experience, from
the beginning until now, how youfelt before. And now so I work
(05:55):
with a lot of people thatusually come from chronic pain
that has been 24/7. And it's sograteful in the wording when you
can actually work with somebodya few months down the line, and
the person is a totallydifferent, you know, scenario
(06:17):
that you see, the person ishappy, I can move, I can run, I
can wake up, I know feel pain, Ihave good vitality, it's just,
it's a joy to me to be able toone put my passion into practice
every day, you know, everydaywhen I wake up in the morning,
it's how many people will beable to serve today. The second
(06:41):
thing is, it becomes most 98% Ifnot 100% of my clients, it
becomes family to me, becauseit's people that literally, they
call me every day we talk everyday, we chat every day, we go
through, you know, what's what'sbothering you to, okay, let's
(07:02):
fix let's train, let'sincorporate nutrition, let's
incorporate the trainingtechniques, and it's there is so
much feedback, you know, thatsometimes it's like, you're
bound, you know, you boundcompletely with that person,
because now, you're not justabout, it's just not about the
(07:22):
training anymore. It's about thelifestyle of the person. You
know, and that's what motivatedme so much to try to grow into
trying to spend the businessbecause I really have the
feeling of I like to serve Ilike to help, but sometimes is,
you know, I am just one person,as a one, one person, not the
(07:47):
business and hire more people todo the same thing. Sometimes
it's difficult, we havechallenges trying to hire the
same type of professionals tohave in the same mindset that we
have. And also to work at thesame level. But mostly, like,
you know, sometimes I think,okay, what can I do, that I will
(08:08):
be able to achieve more peoplereach more help more people all
at once? You know, that is a lotof system, sometimes
applications and things that wecan do. But even then, it's you
have various you know, how toachieve, how to be able to, to
pay for all those those toolsand even WorkSource to be able
(08:33):
to accomplish those goals, youknow, mainly is that
it's interesting, because Ithink your two topics are
perhaps even in conflict witheach other, like the first one
is how do I serve more people?
Possibly I know, there was like,How do I serve better? But if
(08:53):
it's like this one to onerelationship, where you're
really, I mean, that makes thescalability very difficult,
because that close connection?
So I mean, my my first questionwould be like, you know, it
sounds like this is a boutiquemodel, right? Like you are high
(09:14):
service, low volume, and there'sa max to that. So I don't know
if there's like a personalsatisfaction in that in that
model, or if you're hoping togrow and scale and have I guess
that's my question.
It's the two things right, Iwould like to be able to grow
(09:38):
and scale but at the same timemaintaining the great service
that I like to have and, youknow, sometimes that can that
can be challenged that can bedifficult to achieve both at the
same time. Because you have tothink because we have to think
(09:58):
on quality, you know, Sometimesyou grow so much. And quality
sometimes goes down. And that'sone thing that I try not to
allow that to happen as far asquality, because you growing so
much quality will deceive howmuch people you can serve, you
know, to me, I think quality isthe best, you know, the better
(10:22):
quality, the better service youhave. So it's not, but I can
totally understand your pointon, you know, it defeats a
little bit of how to scale, youknow, when you have too much
quality, and you want it to stayconcise, it fights again, the
probability of growth sometimes,you know, I'm trying to
(10:43):
accomplish, I'm trying toaccomplish both. That's a
challenge for you guys.
I think you can accomplish both,I just, you know, it's just
going to be maybe a differentmodel to the first part is what
you're doing. Part of it isscience, part of it is art,
right? So the science is easilyreplicatable. This is the the
(11:03):
formula of you know, nutrition,or whatever else may be on the
scientific side of what you'redoing the art form, which is not
scalable, is when you're lookingat somebody saying Valier, you
know, your your form is off, andall of those, you know, really
insightful feedback that you canprovide based on how somebody's
performing, I think, you know,what I see for you as as a means
(11:26):
of reaching more people iskeeping your boutique business
and then potentially having likea social media platform where
you're reaching much broaderaudiences where you're talking
about the benefits and nutritionbecause there's, there's so much
noise in that space, that it'sreally hard to get that
authentic feedback from someonelike yourself that, you know,
(11:46):
this is your lifestyle, I wouldmuch rather hear from you, what
I should be doing what I shouldbe eating, how I should be
stretching in the morning, orwhat else, you know, rather
than, you know, a random ticktock video. So I think there's a
great opportunity for you tohave a social media platform to
be able to reach a much largeraudience, and then keep it
maintained. Because as Sarahpointed out, it's not possible
(12:07):
you're you're limited by, youknow, your scalability is
limited to you, unless you canreplicate yourself. That's
different conversation.
What do you think about like anapp Mike, instead of? Or a
website or something? Not justsocial media, but more like,
individualized, but through asystem? Yeah. And
(12:30):
they exist, right? So yeah, hecan certainly start, you know,
doing training for people inCalifornia, or like all over the
world, if if we're limited to,if your market locally, doesn't
have the capacity to grow, but Ithink the highest and best use
is going to be your localmarket. If you if you've
absorbed every you know, all theclients, you can in your local
(12:52):
market, then 100% Go into an appplatform. But I think that, you
know, I ended up from what I'mseeing, and again, I've only met
a couple of minutes, is keepthat core business really tight
to the chest, because that's,that's at the heartbeat of what
you're doing. But you have greatinformation that should be
shared with the world and, andthere's no better platform than
(13:13):
social media to be able to sharethem with.
But the real solution you cameup with was to clone him. I just
want to Yeah, 100 sure that thatwas stated overtly. Okay. No,
what do you want to say?
Yeah, no kidding. My Kate'sworking out so you would do him?
(13:36):
Yeah. Um, okay. So David, I havea question in trying to answer
this. Where do you find yourbest clients? Like how do they
get to you? How do they findyou?
98% Word of mouth. Its clients,clients, referring new people,
(13:57):
clients refer new customers.
Sometimes, you know, a friendthat has a great experience with
me, refer me to the mom or tothe sister to the husband. And
it's a very, it's a it's a veryunique way. And I love it
because I have a family that Itrain the daughter, the husband,
the mother and the kids. Sotechnically, in one household,
(14:25):
here I am working with fivepeople in the house. You know,
and now comes literally oneperson had an issue started
working with me a few monthslater, everybody Oh, the friends
are noticing. Wow, something'shappened here because I can see
your body changing. You'regetting stronger. You're feeling
(14:47):
better, you happier what's goingon. And you know, well, I've
been training with David for thepast six, seven months and the
best decision I did and not havea Sunday I get a phone call,
Hey, I need to talk to you. Andthat becomes a consultation and
evaluation and then all of asudden I got a new client. So
(15:07):
that has been pretty much mymodel of work through this
years. A lot of referral. In Youknow, I work with some of the
doctors, Mayo Clinic, Baptistsout so I work with a lot of
physical therapists. So usually,you know, whether I get clients
from my clients and friends andfamily and also from you know,
(15:31):
the medical field, physicaltherapy, orthopedic, I get a lot
of referrals from those doctorsas well sending me people from
you know, post back surgery orhave a neck issue or sometimes
have a knee surgery. And I helpthem because what happens today
the medical center, see what'shappened on that is you have a
(15:55):
surgery, then you have aphysical therapy, and they stop
that protocol right there. Oh,you good you Healy's from your
six, eight weeks physicaltherapy, but they don't do the
hang integration of gettingsomebody that you know, can be
an athlete, or can be justsomebody normal that had a
(16:16):
fitness, a health fitnesslifestyle, and they don't
integrate teaching that personhow to integrate back into
fitness. And usually there's alittle gap, somebody tries to go
back to fitness too soon. Andusually they Hey, injury, what
(16:37):
they just went to a six, eightweeks for habilitation. You
know, and that's the between gapthat usually I come in, I get
the person, I do all theprotocols from getting from
physical therapy to a healthfitness back again, you know,
and that's when we move theneedle going up, getting better,
(16:59):
feeling better, back to normalfitness levels, you know, that
kind of stuff. So, I do that alot in our work with a lot of
people that way, as well.
It seems like with the quality,you know, like, like, the
quality is high, the quantityhas to be low. So the price has
to be high. I mean, I, I wouldjust say like, you know, from a
(17:22):
business perspective, except forme, I think you should raise
your prices. I knew Mike wouldlaugh. Um, but I but I am being
serious, because I mean, there'slike this, you know, there's a,
there's a scarcity model thatyou have, and I do want to talk
about bringing in and building ateam, because I do have an idea
(17:42):
for you there. But I would say,you know, I think obviously you
can't price yourself out. So themarket can't absorb it. But we
live, you know, in in an area atthis point of either beach area,
and some of the surroundingareas. You know, there are a lot
of folks that have disposableincome they have the eye would
say good wealth. I mean, a lotof folks, you know, they have
(18:05):
their second homes here andthings. So I'm just thinking,
you know, it again, it makes melike your prices probably need
to be high.
And maybe picked up, you know,being able to pick up some of
the other programs. I didn'tknow what certifications are for
that. But there's certainly butwhat how much capacity do you
(18:26):
have at the moment? So, youknow, could you take on another
50 clients? Are you looking forone or two or what's what's your
rightnow right now I'm changing a
little b, adding some differentservices. And I'm gonna start
doing it through an app. So I'mgoing to be launching my app, my
fitness app, which is going toallow me to do more also the
(18:48):
online coaching. So becauseright now I do have online
clients, I have clients thatleave Miami, New York City,
Georgia, Atlanta, Tampa. That issome of the clients that I work
with no bodybuildingcompetitions, I do those reps as
well. So usually those clients,I do it remotely with that app,
(19:09):
launching my new app is going tohelp me to be able to coach them
on more real time in a moreinteraction one on one. The only
thing is the physical part ofit, you know, it's me coming to
the person and training them.
(19:30):
You know, I'm only able to dothis locally here in
Jacksonville. For the otherpeople that I'm reaching on a
higher scale. Those clientsusually I'm doing online
coaching and they love theservice what I have to offer,
you know, it comes down tostrength training and nutrition
weight loss program, I continuedoing the same. It's only
(19:53):
matter. Does can the person canthe client do the things Just by
receiving the tools, which ishaving that full loaded app with
all the information and can theyapply those those techniques and
everything, some people love it.
And some people that is not. Sohow can I say that is that is
(20:17):
two different there is twodifferent types of clients for
that type of model. There ispeople that is more, no, I like
you to push me, so I can do it.
Now, the accountability of No, Ilike the trainer to push me. And
I have all the people, theyactually they love the model of
(20:40):
online coaching, because I haveall the information on my phone,
I can go anytime of the day, Ican just look everything's
there, my program is there, mynutrition is there. If I need
David, I can just message I can,you know, it's everything in
real time. As far ascommunication, that is videos,
you know, they can chat with mein the video, they can have a
(21:01):
consultation, they can just askme a question. So we have a
great interaction as far asthis. But that is two types of
clients for that. That isclients that love though online.
And that is clients that theydon't do so well with online,
they prefer the interaction oneon one
(21:22):
that's exciting that you've gotthe app going, I mean, that data
leave will add some scalabilityand some accessibility. I mean,
even I was thinking about, youknow, the fact that I travel
quite a bit, I mean, the able todo you know, things from the
road, I mean, that that allowsfor a more
allows you to continueexercising and following up the
(21:42):
program everything.
That's right. Just curious iswhat are your takes on the pizza
the Tara and takes when she'straveling? Because there have
been a couple of mentions andMike, you're not supposed to
tell David? He's not supposed toknow.
I'm gonna make all those notes.
(22:05):
Dear know, Mike, and I actuallyboth consume a lot of pizza. And
we actually have kind of a pizzachallenge going on where we go
around to different cities, andwe're testing different pizza.
Nothing has beat traffic it yetbut we're on the lookout,
absolutely not. So.
Okay, so what does your futurevision look like?
(22:33):
I'm expecting a good growth thisupcoming years, especially like,
interacting more, you know, withonline coaching, being able to
spend, but also creatingdifferent courses. I'm looking
to implementing things like thisas well. Great.
(22:57):
So that's really great. One ideaon the courses is just like, you
know, things that are perhapsfit for different sections of
life, right, like coming backfrom, I remember, I had to seek
out a trainer and I shared thiswith you, after I had my kids. I
was like, Alright, back to beingan athletic person, like I
(23:18):
would, you know, I'm done havingchildren I want to, and that was
a moment for me. But again, likemost women who have children,
that is a moment, so you couldalso focus on, you know, teens
coming up on, you know, college,athletic careers or whatever. So
I liked that a lot. You know,the online component as well. I
(23:40):
mean, there are a lot of, youknow, elderly folks that could
really benefit from some reallygood online courses that, you
know, were able to be done athome, whether they're in a, you
know, independent livingsituation, or assisted living or
whatever it is, but that seemslike and I kind of remember my
grandmother doing that at onepoint. And
(24:01):
so that's great. Let's see, Ihad another question. Now. I
forgot it.
What about I mean, are you doinganything with the military
component, your connectionthere? Like, are you training or
two yearstwo years ago? Right after? No,
I'm sorry. Right before rightbefore COVID? I was actually
(24:26):
training. Feel FBI agents forthe uprep. You know, I was I
still work with some of them. Ido also help the folks on the
military with the power of theirendurance, their strength,
(24:48):
especially when they have to doPT every six months or so.
Usually, if they don't pass theyhave one chance. And if they
don't pass on that usually theypushed to the reserves or they
get kicked out, sometimesdepending on situation, they
lose some of the benefits, youknow, there is a little bit of a
complication there. And becauseI know some of the people in
(25:10):
town, I was able to actuallywork with some people in that
situation of, okay, let's getyour program here. Let's see
what is the default what's goingon that you're not able to, you
know, to succeed in your tests.
And we worked through that, youknow, for like few months, and
they were actually able to goback and retest it. And they
(25:33):
were just fine. With specialoperations as well, people from
FBI and things like this,usually, they have to be in the
top level of endurance andstrength training, because, you
know, depending on operation andthings like that, you have
technically, you look this way,you have to be able to battle.
(25:54):
You know, you have to be on topmentally and physically, you
have to be sharp, you know, so Ihave I have a program for that
as well.
I think there's a couple ofverticals for is focusing on
different sports, you know,whether you're playing golf,
there's certain muscles really,yes, I know motorcycle riding
(26:16):
is, you know, is a big one,there's just, you know, focusing
on people that are trying to doa specific, you know, whether
it's tennis or this or thatthese are the these are the
exercises in the muscle groupsthat are works with your sports
background, having a specializedmight also be an isolated to
market.
I was also thinking firstresponders, like I remember, a
(26:37):
very close friend of mine,became a firefighter. And she
had to go through immense amountof training and had to do, yes,
you know, a lot of things. So Iknow she trained quite a bit.
Okay. So let's see keeping youup at night better service.
That's where I wanted to go backto. I'm just sort of curious, I
(27:01):
know, Mike has studied a lot ofsome of the best service
providers in the world,including Disney, Ritz Carlton
Tresca. So I think, you know, onthat front, one of the biggest
components for me is empathy,right, and having empathy to
know what someone will needbefore they even know that they
(27:22):
need it. Yes. And, and so I feellike, as you grow as you
continue to service, folks, Imean, it's, it's also teaching
your team, what is going to be apossible, kind of anticipating
those possible needs,anticipating kind of what
someone may need. And I wouldsay, serving that, you know,
(27:49):
with the kind of heart thatyou're talking about, as if they
were your family member. So Imean, I think that, to me, is
best built through kind ofdefining your core values. So
who what is, you know, the, whatdoes mind body, Empire and body
like, what are the components,and then as you find people, you
(28:12):
are making sure that they matchup to that, because then they
will come with the same kind ofethos that you have, you know,
brought as you built thebusiness. So that was just one
thought for you. We work with alot of clients to make sure that
they've got those pinpointedthat they're accurate, that they
know exactly what types ofbehaviors come to life when
those are true.
(28:34):
Yeah, I think I think what youfind is it's usually something
that we're you're fixing in abusiness, at least from my
personal experience in runningcompanies, if you're going
backwards and reinventinginstead of doing on the front
end. So if you can, you know,start with your core values in
lining up those people you'llyou'll miss, I have to go back
and fix it later step.
(28:54):
Absolutely. Yeah.
I know, You've brought on abunch of coaches in the past and
had trouble with that. So Ithink, you know, it's, it's like
really having a good, thoroughinvestigation process of there,
kind of in the in theinterviewing, kind of sections,
(29:15):
are they doing the behaviorsthat match up with those core
values so that you can make surethey're going to be a good fit
for the long term? Not just thetechnical expertise, but the
culture? Absolutely.
How much of what you're doingagain, I have limited experience
in in your industry, but howmuch of what you're doing is
really highly specific to your,you know, your eye, you're
(29:39):
watching somebody's form, I knowthat there's like, Hey, this is
the exercise. This is you know,what you should be eating. But
as somebody's working out whenyou're watching them, like, Hey,
I noticed that you're, you'releaning on your right foot a
little bit more, and maybe weneed to strengthen this muscle.
And I feel like that's the areawhere scalability would really
be tricky because you're Gottapick up something that, you
(30:01):
know, CRI. As trainers may not?
Yeah, most,most of the times, usually, it
comes a comes to that sometimes,you know, I am very truly when,
you know, when I'm trainingsomebody the techniques, the
form, you know, I tried to govery, very specific to things.
(30:21):
And unfortunately, if you, itdepends, it really depends, when
you're working with a group ofother coaches and trainers, you
can have a totally differentsituation happening in the same
room, you know, this happens alot. Like, if you go to a gym,
(30:43):
if you observe how trainerswork, you probably be able to
notice that one or two trainersdo really, really focus on the
client, what they're doing, howthey're moving, how they're
lifting their posture, andsomething like this. And if you
scare the room around, you'regonna see the other people
they're looking at to theceiling as the client is
(31:05):
lifting. So they'll not reallypay attention to the client,
they'll just wondering what'shappened in the room. And that
is something that to me, it's aserious issue, because it only
sometimes needs one mistake foryou to injure yourself or do
something wrong. And that'swhere sometimes the, when it
(31:25):
comes when I mentioned thebeginning, like, you know, that
is some clients that you canapply online coaching that
because they they have goodform, they know how to work out
and is easily to coach, and youhave other clients that
sometimes they have a good form,they know how to work out, but
(31:45):
they prefer that reallyindividual attention with them
through the through theexercise, fixing stuff,
motivating, talking, making sureyou push them, you measure
things you level up thetraining, you know, that's
usually sometimes a little bitwhen it comes to definition of
Okay, are you only doing onlinecoaching? Because you only want
(32:10):
to scale the business, you know,because I could just say, Okay,
I just want to scale thebusiness. And let's just do
online coaching, you know, andyou can get clients from coming
from everywhere. Great. How muchof those clients they're really
getting the success that youwant them to have? You know, and
(32:30):
how to really make sure thatthey will not injury, they're
feeling well, they're havinggood progression, you know, it's
kind of like you mentioned, youcan have a little bit of a
little issue in the lower backor have some sort of low doors,
we'll have one here that's alittle bit on level. That is
things that you can only measurethrough real time when the
(32:57):
person is in front of you, youknow, not through an app
sometimes, you know.
So, I mean, this is this is agreat philosophical debate,
because it's the quality versusquantity. And, you know, I just
had an idea that I never thoughtabout before, but have you ever
(33:18):
thought to expand your businessinto coaching coaches? So it's
basically like, if you're thegold standard for high quality
care, or high quality coaching?
Would you ever set up almostlike a master class or a, a way
to coach coaches, because I knowthere are certifications that
(33:39):
you have. But I think if I'm ifI'm understanding correctly,
anybody who feels like theycould train, someone else can
just say like, oh, let's go tothe gym, and I'm your personal
trainer. So I would say you mayhave the ability to kind of
like, get the cream of the cropstudents and then help to
increase the quality of trainingfor everybody, like coaching
(34:01):
them.
That is another that's anotherway to I never thought about.
Well, I did talk about that inthe past. But it's almost like,
it's not so much of my realpassion of teaching the coaches
(34:23):
but actually having the workwith the clients. Right? It
makes sense, but it's more it'smore like it's more like I enjoy
it more working directly withthe clients because the clients
is the one that really needs mefor their purpose, right what
they wanted to get better. Thecoaches, the other trainers,
(34:44):
it's more an aspect of okay, I'malready trainer, and I'm already
doing this for five years or so.
I'm coming to you to just almostlike a mentoring, you know, like
I want to, I want to get sometips a little bit more knowledge
Learn from you. And I have donethis like, even on like on the
freeway, like not as a course, Ihave a lot of coaches and
(35:07):
trainers that have come to meseveral times, to just kind of
like, Hey, can Can I work withyou through some sessions just
to see picking up your brain tosee your techniques, the things
that you do, how you apply howyou how you interact with
clients, you know, because theysee, wow, you have a lot of
clients who are successful inwhat you do, do you mind me kind
(35:30):
of hang with you for a littlebit, because I would like to
learn some. And I have doneseveral like that, where I'm
just like, Okay, let's go withme on the road for three days.
And, you know, I'll introduceyou to my clients, and you're
gonna be like my assistant. Soyou're gonna help me through the
training, and then you pick itup a little bit, and you can see
(35:50):
how we train. And they love it,you know, but I never put that
into, Oh, I'm gonna do amasterclass, or I'm actually
gonna charge them to do that. Ihave never thought about that.
Well, because I was thinkingthere could even be a
certification, like a mind bodyEmpire certification. And so,
(36:11):
you know, if you get to a placewhere you are the gold standard,
then people can say I've trainedat my body empire, you know, I
mean, it's like, it's like achef training, again, like, you
can go and be the chef at anyrestaurant, if you say you're
the chef, but to have actualtraining from a great school
under a great teacher and masterwho just a different caliber.
(36:34):
I had another idea that thatevolves, that involves a lot of
license, you know, that's,that's, that's the only thing
that I kind of, kind of stayaway from a little bit just
because of the aspect point, youhave to go back, you have to
change some license, you have toput processes in places got it
formulate formulate classes andwork hours certifications, it's
(36:56):
a little bit more legwork on it.
That's why I'm like, Okay, Idon't want to do that, because I
just kind of like, you know,it's a lot more work than it
sounds. But it will bedefinitely a great opportunity
to spend that way as well. But Ithink it's just like, I don't
know how much I would enjoydoing that. Versus versus work
(37:19):
versus working with the clientsin general, you know,
I don't want to miss theopportunity, Mike, if you want
to jump in on this, but I haveanother idea that takes us on a
different path.
And I'll let you lead us downthe path.
Okay, so I was thinking aboutthe inefficiency of you being in
(37:41):
your car and coming to yourclients, have you thought about
having your clients come to youlike at a gym or a centralized
location?
Well, back in 2015, it wassupposed to happen where, you
know, so between core, we hadthis plan, that we are creating
(38:05):
a boutique service, where we'regoing to incorporate the medical
field as far as you have inyour, your primary care, and you
have a place to do your bloodwork. And you can have your
doctor right there. And we'regoing to have all this in house.
(38:26):
So it will be a gym, like aboutique style, with medical
facility connected to it amassage place complex to it,
physical therapy, so it will beone stop shopping for the
technically everything that youneed for your body's to make you
feel well, while COVID hit. Andthat's when the whole plan
(38:50):
change at that time. You know,because it was some at the time
we have some investors that werereally interesting, they really
liked the idea of what we werepresenting. We had like five
people that were really lovingthe ideas, we did like a plan,
we did a business plan andeverything. And unfortunately do
(39:11):
the situation with COVID. And weown the lock downs with the gym,
medical facilities, they had thebig dip with, you know, COVID as
well. The whole plan change andonce things kind of get back to
normal, everybody was alreadylike Well, now we are kind of
afraid of putting all the moneyto this, afraid that we might
(39:35):
have a new wave of COVID orsomething and we're going to be
locked into this investment. Sosome of the investment some of
the investors they pull back andchange their mind and invest
their money in different things.
And then we kind of left thatthere at the time. You know, but
that was something that we woulddefinitely with the idea of
making like a nice concise gymwith a All those services in
(39:59):
house. And then after that, itkind of never got to the new
opportunity to like, okay, let'smake this happen. Let's make a
new one. Got it? But I wouldlove Yeah, I totally, I totally
get what you say with the time,you know, because, you know, I
go back and forth all over theplace. So if I have to take all
(40:19):
the hours that I drive throughthe day and just cut it off,
then you just see people oneplace. Absolutely, there'll be a
lot better. Mm hmm. Okay.
Yeah, and I think you know, onthat topic, if he you don't have
to, sometimes people have atendency to over over build
(40:42):
something, I think for whatyou're doing, and you'd rather
small, modest space, it couldjust be a, you know, 1000 square
foot with your, your basicequipment. And obviously, if you
could travel around with it, youcan, you know, have a small spot
to do it until it doesn't haveto be this multimillion dollar
gym build out.
Yeah, that is another thing too,you know, because it requires
(41:04):
depending on the size of thefacility, it requires so much
money, you know, you're talkingmoney to rent equipment,
maintenance employees, you know,it's, it's so much overhead, you
know, and then it goes out tothe other model, the brick and
mortar where, you know, okay,now this is a gym with a
(41:25):
membership, it's not a one onone coaching facility, it's now
becomes a membership type ofthing. So, again, you dropping
the quality, you know, becausenow it's just a regular gym, you
know, you just go get yourmembership. And the people that
go there, they usually they justgo for the regular workout
(41:47):
routine. It won't be as much asthat one on one attention and
special service, you know,that's why we're trying not to
go on that direction, becausethen you have all the other big
dogs to compare with them, youknow, you have so many gyms
around town, we are trying tokind of pull away from there,
make him more where it's like aboutique service, you have your
(42:11):
personal training you have yourdoctor you have where you could
get, you know, the fusions foryour vitamins, you know, so it
was very type of structurething.
I still think that's kind ofsmart.
Yeah, the player, we did a plan,and it was really, really good
(42:31):
that unfortunately, you know, itwas a sad situation drew during
COVID, that we have to alleverybody had to pull back from
that, right.
I still think doing it evensmaller than that, you know,
where you just have a really,you know, a 500 square foot 1000
square foot space could besecond floor of a strip Plaza
(42:52):
somewhere. And, you know, youcould really pick up the
efficiency of being able to filleight hours of your day, instead
of driving to your clients, ifyou could find a centralized
location and open a little smallboutique spot, focus just on
you. If the proof of conceptworks, then maybe we expand out
and start bringing in, you know,the med spa or whatever else
(43:13):
you're bringing into it.
Okay. Thanks for the tip.
Great. I hope this has beenhelpful to you.
Absolutely. Absolutely. I got alot of a lot of good questions
in the information. So we needto take a little time to digest
(43:33):
those things. And definitelymake some some spreadsheet here
to start figuring out some ofthose things. All
the ideas. Yeah.
It's not you know, the Terry,it's pizza when she's traveling.
So you can you can adjust theworkouts.
Absolutely. Yeah, exactly.
Exactly. Ithat was one of my first notes
here. Yeah.
(43:54):
Very funny.
She did say something about herworkouts being really easy. I
don't know why she always Iknow.
I know. That would come at somepoint.
Actually, I was on stage doing akeynote not long ago. And I do
q&a At the end for some of them.
And the lady raised her hand andsaid, How do we get your arm
(44:14):
workout? So that was cute.
That's fantastic. That's allvery well, thank you so much.
Absolutely. Thankyou guys. Appreciate it. Yeah,
really? I'll see you tomorrow.
But also, thank you. And reallyand truly, I mean, you have
built an incredible, incrediblesystem. For me. I know you do a
(44:35):
lot of great work for a lot ofpeople in our community. And I'm
hopeful that some of these ideaswill help you to serve more
better, higher quality, but alsomake it meaningful for you. So
absolutely.
Thank you guys. I appreciate it.
Very nice. Thank you so much.
Appreciate it. Thank you guys.
Thank you.
(44:56):
Thanks. Thanks Thanks so muchfor tuning into this episode of
level up your business with me,Sara Frasca. If you have a
problem in your business that'skeeping you up at night. Please
join us in a future episode sowe can help get you unstuck.
Just click the link in the shownotes and send us a message.
(45:19):
Please remember, stay innovativefriends
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