We sit down with GymGuyz founder Josh York to unpack how a mobile fitness brand scaled to seven countries by pairing accountability with convenience and culture. We talk mindset, unit economics, trainer retention, recovery, cash flow, and the power of relentless consistency.
• bringing the workout to clients anywhere with fully equipped vans
• why gyms fail most people and accountability wins
• exercise as medicine and habit design that sticks
• group sessions, B2B classes, and lean overhead economics
• due diligence with franchisees and survival funds
• culture, career paths, and trainer retention
• recovery protocols including cold plunge and sauna
• hydration, protein, and post-workout structure
• cash flow literacy and knowing your numbers
• grit stories, risk, and staying calm under pressure
• leadership by example and following the playbook
• teaser for a new fitness concept in 2026
• where to learn more and contact the hosts
Text us 305 710 0050 for our calculators, checklists, the 27 red flags to watch out for, and how to decode an Item 19
Visit www.thefranchiseinsiders.com to subscribe.
Send us your questions for an upcoming episode at 305-710-0050.
From your pals in franchise ownership, Jack and Jill Johnson.
Text: 305-710-0050
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_03 (00:00):
Hi everyone, welcome back to the We Bought a
Franchise podcast.
I'm Jack Johnson.
SPEAKER_04 (00:03):
I'm Jill Johnson.
SPEAKER_03 (00:04):
And today, of course, we're joined by our
esteemed panel of franchiseconsultants.
We've got Brian Gross and DavidSam Juan.
But we also have one of ourfavorite all-time guests.
This is his second time on ourshow, uh, Josh York.
Josh, welcome back.
SPEAKER_01 (00:19):
Jack, Jill, guys, thank you so much for having me
on the show.
I'm beyond excited and gratefulto be on here.
So looking forward to it.
SPEAKER_03 (00:26):
You know, uh, Josh, I once heard David Lee Roth say
it's like a shot of lightning inyour Cheerios.
And for all of you listeningfirst thing in the morning, you
ready for a lightning bolt inyour Cheerios?
Here comes Josh York.
What I love about Josh is that,dude, you you just you built
your franchise from humblebeginnings to now like this this
(00:48):
massive nationwide, maybeinternational franchise.
Josh, what does it take to scalesomething like this?
How'd you do it?
SPEAKER_01 (00:57):
It takes the right mindset.
That's what it takes.
Like if you don't have the rightmindset, you're not going
anywhere in life.
That's that's just that's just afact.
If you want to get, you know, ifyou want to be like normal
people, try to get normalresults.
You gotta do what normal peopledo.
If you want to be extraordinary,you do what everyone else
doesn't do because doing thingsthe normal way will never ever
work.
And speaking of uh, you know,international, we uh just
actually sold seven, uh nowwe're in seven countries, four
(01:19):
new countries.
We just closed the dealliterally yesterday.
We're now going into SaudiArabia, the UAE, Morocco, and
Egypt.
Uh, super, super excited.
Uh the partners are incredible,and we are about to blow up.
We're gonna open up a couplehundred locations now in the
Middle East.
So uh very excited about it.
SPEAKER_03 (01:36):
Have you have you been there before?
Have you been to that regionbefore?
SPEAKER_01 (01:39):
I have not, but I will be actually going there in
the beginning of the new year.
SPEAKER_04 (01:42):
How cool.
SPEAKER_01 (01:43):
Yeah.
SPEAKER_04 (01:43):
Josh, can you tell us a little bit about your
franchise?
Just people probably seenbefore, but just give us kind of
an overview.
SPEAKER_01 (01:51):
Sure, sure, sure.
Yeah.
So so we bring the we bring theworkout to you, right?
We're not a gym.
We're the rebellion against it.
Gym models don't work.
90% of people have a gymmembership, don't go.
Treadmills become the mostamazing clothing racks, apps
don't work, AI, it'll helpenhance, but it's never going to
solve the problem.
People need accountability andpeople need human interaction.
So we come in our fully loadedadvanced, stocked with enough
equipment that you couldpossibly think of to provide you
(02:13):
an incredible workout, 365 daysa year, backed by our three C's,
convenient, customized, andcreative workouts, and we
service clients anywhere.
Home, office, pool, park, placeof worship, hospital, senior
homes.
We work with large businesses.
We are literally running PEprograms for schools, like you
name it, senior centers, uh,retirement homes, we're
(02:35):
everywhere.
And we do what we love to do.
Make a living, but really make adifference.
We help people, we change lives.
It's the most rewarding thing inthe world.
I can sit here and tell youstories.
Some of them get me emotional.
We also do a lot of stuff withum disabilities, work with a lot
of young kids with autism.
We really help people, and it'sthe most rewarding feeling in
the world.
I got a call not too long agofrom uh a parent of a child who
(02:58):
severely disabled, um, neededhelp to start walking again.
Very bad accident, uh, you know,heartbreaking to see.
You know, I have kids, you know.
I'm I know you guys have youknow kids, everybody, I don't
know if you guys have kids,everybody on here, but
heartbreaking to see, and wejust made it our job to help
this this this child, and and wedid.
And it was the most amazingthing in the world.
(03:18):
Like the mother called us up,like hysterical crying.
Like, what would I have donewithout you guys?
And uh, you know, she literallycame to actually to my world
headquarters to give me a hug.
It's just incredible, man, whatwe do.
So it's very, very rewarding,and um, I love it, and I'm you
know, I'm very passionate aboutit.
SPEAKER_03 (03:34):
Doing well by doing good, Josh.
Yep.
That's excellent.
I I mean to be able to havesomething that gives back that
helps people.
Um, and let's face it, for thoseof us that are, you know, it
we're busy, right?
Life is busy.
It's like we're getting allthese great tools.
I mean, I I'm sure you guys haveseen it.
AI has helped our businesstremendously.
(03:54):
Um, right now we're actuallydoing a project where all of our
consultants were building alltheir Microsoft sites on AI.
And the the just the conveniencewe have now versus a couple
years is incredible.
But we're all now doing more andtaking on more stress.
And and Josh, how important isphysical fitness?
Is being mindful, is things likemindfulness and the thing, the
(04:16):
services that you provide.
How important is that toeverybody from all walks of
life?
SPEAKER_01 (04:20):
So doctors love to prescribe medications, right?
Like they should be prescribingexercise.
Everyone always wants to knowman, Josh, how do I get energy
like you?
How much coffee you drink?
How many energy drinks do youdo?
Zero.
Zip, nothing.
I've never drank coffee in mylife.
I don't drink any energy drinks.
I've never taken a drug, neversmoked, never been drunk.
I'm just high on life.
But you know what?
My drug is my exercise.
(04:41):
And it doesn't matter how Ifeel, doesn't matter if I'm
having a bad day, doesn'tmatter.
You do it every single day.
I, you know, everyone herebrushes their teeth twice a day,
right?
Hope so.
Well, if you stop doing that,your teeth are gonna rot.
Same rules apply to your body,and movement is medicine.
You need to exercise, you willfeel better about yourself.
And honestly, why do you want tobe walking around like not in
shape?
(05:02):
Like you just your clothes fitbetter, you're more confident,
you feel great.
Like it's the most powerfulthing you can have in the world.
It's it's your calling card, itsays everything about you.
And then on the flip side,because I see this all the time,
you have children and you can'tkeep up with your kids because
you're out of shape.
Like, you need to be on top ofyour game.
And I understand that everyonelikes it, but there's really no
(05:24):
excuses anymore because nowthere's a service out there,
like Jim Guys, that holds youaccountable and comes right to
you wherever you want.
You can't say you don't havespace, you can't say you're busy
at work.
Well, we can come to work, wecan work you out in a parking
lot.
We we make it work, we bring theworkout to you.
So um, exercise, everything,number one.
And people be like, oh, well, Ican't exercise, I'm too busy.
(05:45):
That's not an excuse either.
And honestly, you need to be alittle bit selfish.
The first person you need totake care of yourself, because
if you can't take care ofyourself, you can't take care of
anyone else.
And you gotta just figure outwhen to make it happen.
And uh, it's very important.
SPEAKER_02 (05:59):
Josh, uh I'm curious about uh trying to petition here
over to the economics of thismodel, right?
I think what you're doing reallycool in the fitness space.
We're seeing it in otherindustries as well, mobile,
mobile, like say pet grooming,for example.
So if I'm at the gym thismorning, I look around, there's
a hundred people there, allpaying membership, all paying
dues, there's trainers, multiplesources of revenue.
(06:22):
So, how does a business likethis scale where you're showing
up working with one client at atime?
SPEAKER_01 (06:29):
So we don't just work with one client.
We do one-on-ones, we dosemi-privates, we do small
groups, we do large groups.
We have some B2B accounts wherewe have 50, 60 people in a
class, right?
So uh it's it's very scalable.
You also got to remember in thegym model, okay, you know, you
have a bunch of people showingup, your expenses are also like
times 100 compared to whateverit is in our business model,
right?
(06:49):
I have I have owners doing, youknow, again, I'm sharing it, not
saying you're gonna do it.
You could do it, but I haveowners doing seven figures a
year, making 50 to 60 percentnet profit margins.
How do you do that?
By working hard, right?
Here's the next problem.
People think you buy a franchiseand you get sprinkled with fairy
dust, you become a millionaire.
No, you still have to put thework in and you still have to
inspect what you expect, and yougot to create good leaders.
(07:11):
You got to hire good teammembers, you gotta be on top of
them, and you got to be thatperson that people want to be
around.
Like being a boss is probablythe worst thing you could do.
You got to be a good leader.
But when it comes to theeconomics of the model, the
model's incredible, right?
We are our youngest client, six,seven years old, and we actually
have a couple that's 103 thatyou would believe you wouldn't
even believe it.
(07:31):
They look like they're in their70s, and their parents said
we've changed their entire life.
We've given them probablyanother 10, 15 years of life
just by them moving andexercising.
So the demand is super high, andyou're probably going to a gym,
that's probably a one-offbecause most gyms don't work.
Okay.
I I tell you, we got it withinlike our world headquarters
here, we have 37 gyms withinfive miles.
(07:53):
And I don't even know how theysurvive.
And then I go, Oh, wait, stop.
I know how they survive.
People pay$10 a month,$15 amonth, and people say, all
right, you know what?
I go once a month, it's betterthan not going.
Oh, I keep the membership.
That's how you make money.
It's not about really helpingpeople and making a difference.
It's about just filling up thatbank count with how many members
can I have, not show up.
SPEAKER_03 (08:12):
Josh, you know what I like about your franchise?
One of the things that weabsolutely mandate for our
clients is speak to five to tenfranchisees.
Speak to a low performer, speakto a high performer, speak to a
mid-performer, speak to someonethat left the system.
Because you're right, thereain't no such thing as that
franchise fairy dust.
You've got to be the one thatmakes it happen as the franchise
(08:33):
owner.
And so we know if we send aclient to you guys, it's not
going to be like, oh, well, hey,you can talk to one or two
owners.
With you guys, you have so manyfranchisees out there, people
can really do their duediligence because look, it has
to, an item 19 can show you amillion dollars average revenue.
That's fine.
But you've got to talk to thepeople that are out there.
You've got to hear them.
You've got to feel like, hey, ifthat guy can do it, if that gal
(08:54):
can do it, I can do it too.
You know, it's like we just hada client that got approved for a
franchise, a great franchiseyesterday, but he still had only
called two franchisees so far.
He had gone to the DiscoveryDay, and I'm like, dude, you
still have five more phone callsto make at least.
Don't you can't move forward.
Look, you're gonna work with afranchise consultant, you're
gonna get this pushback.
You can't move forward till youtalk to those five franchisees.
(09:15):
So that's what I love about asystem like yours is I know when
I send someone to you, myclient's gonna have built-in
exit and acquisition partners,meaning that if in 18 months it
ain't a good fit, they can sellto one of your other
franchisees.
But if they're rolling, you'regonna have other franchisees
that they can acquire.
SPEAKER_01 (09:31):
100%.
Couldn't couldn't have said thatbetter.
SPEAKER_00 (09:33):
You're right, Jack.
You you told me yesterday you'regonna love this guy and his
energy and and everything hetalks about.
You're 100% since the minute Ijoined the call.
It we just, you know, Joshspeaks my love language with uh
with the gym.
Uh I've been working out myentire life, played division one
baseball.
Um, obsessed with working out,and I 100% agree with you.
Like your body's gotta comefirst.
And it's funny, I got into a rutlast couple weeks, and I look
(09:56):
back and what was I not doing?
I wasn't waking up early enoughto get my workout in, said I'll
do it later.
So again, I I love all this.
My question to you, and andcoming from also the fitness
industry, I'm actually acertified personal trainer, is
how do you retain your yourtrainers?
Like, you know, we know in thegym model they come and go,
whoever pays more, whoever youhave to pay less fees to, how do
(10:19):
you keep your guys from saying,hey, I'll call you on Saturday
and charge you less?
SPEAKER_01 (10:23):
Yeah, so that's the secret sauce, man.
And I can't share all thosegoodies, but I will tell you,
no, you know, it's funny.
If I you know, if I sat here andcounted about all the people
that told me this would neverwork, come man, we'd be here a
very, very long time.
Look, here's the deal culturewill kill anyone with a good
strategy.
If you don't have a good cultureand start there, that's a big
problem.
You need to have core values inyour company, you need to have a
(10:45):
mission, and you need to reallyactually align with it.
I love how people say, oh yeah,uh, you know, you we we have
respect in our company, and thenthe person's out of shape and
they don't take care ofthemselves.
Well, you don't have respect foryourself, so how are you gonna
have respect in your company?
That makes zero sense, right?
Like 99% of the time people haveissues, they should look in the
mirror first and look atthemselves before they start,
you know, blaming other people.
But look, it's very simple.
(11:06):
We've actually created a careerpath.
And remember, I was a trainer.
I haven't trained anyone in like14 years now.
But look, being a personaltrainer is not scalable.
I tell everyone that.
We actually share that ininterviews, and people look
like, what?
Because most gyms want you to beslaves.
We let them get opportunitieswhere they can come from being
you know part-time trainers tofull-time trainers to territory
(11:28):
managers to master trainers.
We have many trainers who'vecome in zero dollars, partnered
with franchise owners, and gotequity in their company from
their hard work.
You're never getting anopportunity like that.
Now, look, are you gonna havetrainers that are come in and
some will work, some won't?
Yeah, but I'll tell you, like,you know, we have thousands of
them now, and we just had ourannual convention in Vegas.
And if you want to go onYouTube, type in Jim Guys, and
(11:50):
go watch our video.
I also make our uh our ownlittle rapslash pop song.
It's unbelievable.
You can also download it on allplatforms.
It's called All In this Year.
The energy is so nuts.
We call it the recharge, not ourconference, because it's it's
meant for you to come learn,connect, evolve, and recharge
your batteries, recharge yourbusiness and get out there and
drive it.
(12:10):
We the amount of managers andtrainers that came this year and
how fired up they are.
I had an owner call me.
I just crack open.
He tells me, he goes, dude, likeI don't know if you put
something in those drinks, butmy trainer's brainwashed, like
he's nuts.
Like he is all in the business.
The guy's waking up super early,he's working now, like four or
five hours extra a night.
He's obsessed, and he's like,This is what I'm doing the rest
(12:32):
of my life.
And the guy's sales are goingthrough the roof.
You gotta have a good culture,and that's the secret.
And and the reason when I sayI'm not gonna share the secret
is because you can't share that.
Like, that's not that's nottaught.
Like, you have to learn that andyou have to you know earn it and
get out there and understandlike how do you want to be
treated?
That's how we treat everyonehere.
And I call I call everyone,people like to say we're a
(12:55):
family.
I don't say we're a familybecause families don't win
championships, teams do.
Okay, and at the end of the day,sometimes you might not have
that right person on the team.
You gotta trade them.
Sometimes that happens.
That's business.
But we have the most amazingteam ever, and um, it's pretty
incredible.
And you watch that video withinfive minutes of watching that
video, you will understand whatI'm talking about.
SPEAKER_03 (13:16):
That's awesome.
Culture is so important.
Um, you know, it's interesting.
I was talking to um, do you knowCharles Von Figlio, CEO of
Tintworld?
You met?
Oh, yeah, yeah.
I know, yeah, I met him,Charles.
Yeah, he lives, we're likeneighbors.
So um we see him out on thewalk.
Um, we're working with a client,and I called him Saturday
morning.
(13:36):
He's like you, CEO, big company,important guy.
He answers his phone Saturdaymorning.
I'm like, hey Charles, sorry,sorry to bother you on a
Saturday.
He's like, call me anytime.
I'm I'm always when I say this,for those of you listening, I
don't want you to take thiswrong.
But he said, I'm always working.
And it when you own your ownbusiness, it's not like it was
when you worked for corporateAmerica.
It's like, oh man, I have towork this week.
(13:57):
And it's like, dude, I I wantto, I want to do this stuff, I
want to work on deals.
And there's a reason why Charleswas that the first ever$2
million franchisee at Midas.
You know, that's what propelledhim into becoming a franchise or
a reason Jill and I were thefirst ever France$2 million
franchise consultants.
It's when you can, and it's areason why you have grown such
an incredible business, when youcan translate that passion, when
(14:20):
you can have that goal and justbe relentless into growing a
company.
And that's something everyfranchise owner, every franchise
consultant, every franchise orneeds to remember is that we
have to be relentless and wehave to be goal-oriented.
SPEAKER_01 (14:33):
Dude, 100%.
And listen, I'm 24-7, 365, and Ibalance everything.
Uh look, first of all, there'sno such thing as work-life
balance.
You balance it, you make itwork.
You want to go, you know, seeyour kid at school at lunch,
okay, you can make it happen.
Work your calls around that.
You want to do something late atnight?
Okay, do it and then work after.
I love working.
I'm 24-7.
(14:54):
Listen, I talk to all myfranchisees every single
quarter.
Sometimes weekly, I talk tothem.
And I and they all have mynumbers, every single one of
them.
And you know, my executive teamgets mad a lot, like, Josh, you
got to stop doing that.
I'm never gonna stop doing thatbecause that's who I am.
And honestly, that's why we sellso many, and that's why I have
so many so much success in thesystem, is because I am very
(15:14):
involved.
I will pick up the phone.
I will say, listen, that callyou just had was not the right
call.
I actually just heard it becauseoperations sent it to me.
This is how the call has tohappen.
Call this lead back.
This is what I would say.
This is how you're gonna closethe deal.
Works like a charm every time.
SPEAKER_03 (15:28):
That's awesome.
So, Josh, obviously, and by theway, you should Brian and and uh
David both, they're they're likeyou.
They both like they when whenyou meet them in person, like I
thought I had, you know, decentmuscle, and then these two guys
show up like hiding flag, youknow.
Um, but it's important to buildmuscle.
We know that we have to eat theright foods to continue to build
(15:48):
muscle.
But something that Jill and Ididn't learn until we got a
little further, so we didn't wedidn't take enough time on
taking care of our bodies afterthe workout.
And that's something that inrecent years, um, like massage,
stretching, cold plunge, sauna.
I would say I spend as much timeon recovery now as I do, you
know, on the actual workout.
(16:09):
I'd love to hear your thoughtson that and maybe where your
business is going and how howyou guys will continue to expand
if you're on that same track aswell.
SPEAKER_01 (16:18):
Absolutely.
So yeah, it's definitelysomething that we're gonna be
expanding to at some point.
Um, because we're obviouslyalready in the household or at
the you know place of locationthat we're servicing.
But number one, everyone shouldbe pre-cooling their body before
exercise.
Okay.
My testosterone, never eventouched testosterone, never in
my life.
It's like a 17-year-old.
It's over a thousand, almost athousand milligrams.
(16:39):
Um seriously, if you it'sthere's actually proven studies.
If you pre-cool your body intemperature of 50 degrees or
less, I do 27 every day becauseI just like I like it, it's
comfortable to me.
Um, but if you do it every day,and but you do it before
exercise, and then you actuallywarm your body up, you will
increase your testosterone.
And again, my testosterone isthrough the roof.
(16:59):
That's number one.
Number two, yes, recovery isvery important.
And everyone always thinks yougot to constantly pound, pound,
pound, pound, pound.
So there is something I do, andI share this often, it's very
hard to do because I'm alunatic.
But every like nine to twelveweeks, I actually take a full
week off of training because Itrain so hard.
And um, you're you know, whenyou train as hard as I train,
(17:21):
and I train like very, veryhard.
Your central nervous systemneeds to recover, your
ligaments, your tendons need torecover.
So that recovery is very, veryimportant.
Also, I should be sleeping more.
It's just tough, you know,sometimes in my schedule and
playing late night with my kids,or I gotta get my little guy to
bed and he doesn't want to go tobed, and then I'm up with him
all and that, but you know, somy sleep should be something I
(17:41):
should prioritize more.
But yeah, sleep's definitelyalso very, very important.
SPEAKER_03 (17:45):
How do you track your sleep?
Like I do the aura, and then Ijust ordered the whoop.
Do you do either of thesethings?
SPEAKER_01 (17:50):
No, I don't I don't do that.
I just you know go to bed atthis time, wake up at this time,
I know how many hours I sleep,and uh, you know, one thing I
like to do is old-fashioned way.
Yeah, I try I try to I try totake an 18-minute nap every day,
and I swear by that.
Literally swear by that.
I it doesn't matter when it is,it could be first thing when I
get into my office, or it couldbe lunchtime, or it could be at
six o'clock, or before I gohome, whatever it is.
But I try to take an 18-minutenap and I and I swear by that.
(18:13):
But you know, I'm also very biginto the sauna.
I go to the sauna four uhliterally four days a week, but
like people like to go in thesauna like I go in the sauna.
Like last five minutes in thesauna should be so challenging
that you feel like you're gonnadie.
That's how you're actuallyreally doing a real sauna
session.
Um, not going in there for 10minutes, like, oh, okay, you
know, towels off, and you know,you're walking out and you feel
(18:34):
great.
No, you you have to reallybecause you're detoxing your
body, you're you're releasingyou know, shock proteins, like
uh horm growth hormone goes up.
There's so many advantages toit.
And it also everyone's like,what do you do for your skin?
I don't do anything for my skin.
My skin's just so clean becauseI'm constantly like detoxing it.
SPEAKER_03 (18:49):
I also drink a lot of water and people show punch,
Josh, is good for the skin.
Um, I really do.
I think if like I always makesure I immerse my face for at
least like 10 seconds.
SPEAKER_01 (18:59):
Yeah, that's good too.
That's really good too.
SPEAKER_03 (19:01):
The sauna, you're so right.
Like I did it this morning, andI at the 20-minute mark is where
it gets hard.
Uh, here's my question to you.
And and Brian and David, I wantyour thoughts too.
Red light sauna versustraditional.
This is something Jill and Iwere debating the other day.
Jill, Jill wants to get a redlight.
What do you guys think?
SPEAKER_01 (19:17):
It's very funny.
You're we're having this.
So I just had this conversationwith someone else the other day.
I swear the red light, infraredsauna is a hundred times harder
than the regular sauna becauseI've gone in like so so well,
actually, I take that back.
I did go in one sauna that wasjust out of control.
But most regular saunas, I don'tknow.
I just feel like they don't theydon't do it for me like an
infrared, like the way I sweatin an infrared sauna is like not
(19:40):
normal.
And you know, I you know ittakes like two and a half hours
to like really warm up to the tothe top temperature, but I have
one at my house, I love it.
I also have infrared the the redlight on it too, so I'm getting
bolted at the same time.
And uh yeah, I love it.
It's great.
SPEAKER_02 (19:53):
What do you guys think, David?
Brian?
All right, actually, so Josh, Iwant to I actually want your
take on this.
So we talked about you knowlowering the body temperature
important to that.
I've seen a lot of the researchthere.
How about someone like myself?
I I love to work out, dosomething daily, but I kind of
do this thing where I get lazy.
I say, you know what, actuallyI'm just in maintain mode.
(20:15):
I'm not trying to push myselfbecause it's comfortable.
And then I also love the sauna,and I I do exactly what you just
said.
I go for 10 minutes because it'scomfortable, and then I go on
with my day.
So what do you recommend forthat post-workout?
SPEAKER_01 (20:28):
Yeah, post-workout.
Well, first of all, everyonelike I you know, I drink a
gallon of water a day, buteveryone's gotta like drink a
water with like electrolytes.
Like people think you drinkwater and you hydrate, like you
you actually don't hydrate yourbody if you just drink water.
You need to have electrolytes orsome form of salt in your water
to actually hydrate your bias,number one.
But after a workout, look, yougotta be having protein every
meal.
That's very, very important.
(20:49):
Um, you know, a lot of peoplelike have these crappy protein
shakes all the time, and that'sreally not good.
You should be getting yoursource for mostly food.
You know, I do have one shake aday, and that's it.
But um, you know, I'm constantlylike just giving myself, you
know, healthy foods, like foodsthat are grown in in the ground,
you know, and um I think at theend of the day, like people
still can realize they can enjoythemselves.
(21:10):
Like, you know, I went out onSaturday night, you know, I took
my boys to the opening night forthe Islander hockey game, and we
were in this club, and like thefood was just unbelievable.
So I just went to town.
Like, I must have had likehonestly, I don't even know how
many calories I must have had.
It was not even normal, but liketwo days later I'm back to my
normal weight.
But I don't eat like that everyday, but you can still enjoy.
But like 90, like I'd say 85 to90 percent of the time, you you
(21:30):
got you gotta be healthy.
But post-workout, you just gottamake sure you're hydrated, you
gotta have good protein, and youknow, make sure you're resting
properly because you know yourbody's not gonna recover if if
it doesn't.
And if someone who you know islooking to like really amp it
up, you got to get into thatzone that like, see, I like I
believe like I'm thisunstoppable superhero and that
no one could touch me, andthat's why I'm the greatest in
(21:52):
the world.
That's just what I believe, andyou should believe the same
thing.
But I just push myself, and it'sjust I get off on the fact that
no one could do what I do.
Like the things I do are sochallenging, I love that.
Like when I do my sprints,sometimes I duct tape my mouth
and I only breathe from my nose.
It's so hard, you have no idea,but it's it's very good, first
of all, for my hockey skills,because I was I'm also a big
hockey player, I still playevery week.
(22:12):
But the point is, is like I liketo do things other don't others
don't, and I know I'm gonna getrewarded in ways that others
don't.
So that's how I think about it.
And then for those who are lazy,can't get up in the morning or
have a problem.
Think about someone you reallylove, right?
So I focus on my family.
I literally tell myself thatsomething really bad is about to
happen to my family if I don'tget up and get out of bed.
And I get up every single time,it works every single time.
(22:35):
So, like the mind is so powerfuland can play lots of tricks on
you, but you also have tobelieve these things too, and
that's what's gonna allow youyourself to elevate.
And also, I say to myself, man,I got like thousands of team
members in seven countries, inthree thousand cities, in
thirty-two states, and everyonerelies on me, and I'll never let
them down.
So that's another way I look atit.
(22:56):
So you have to kind of likesomewhat play tricks with your
mind with certain things thatwork for you, and that will help
motivate and inspire you to getafter and do what you got to do.
And you know once you get itdone, you're gonna feel great.
SPEAKER_00 (23:07):
Jack, I I'm an infrared guy, and I think it's
mostly just because of the smellin the in the sauna rooms that
when they're not infrared, it'ssomething about that smell that
I I can just smell it now whileI'm talking about it.
Um But uh you you just touchedon a big point there, Josh, um
meal meals, right?
Uh, and and nutrition.
I see on your website you guysalso provide meal services with
(23:29):
gym guys.
Can you talk a little bit aboutthat?
Because I came from abodybuilding background and my
workhouse didn't change much,but my diet sure did.
SPEAKER_01 (23:37):
Yeah, 100%.
Like, yeah, we so we have apartner with a you know with a
company that you know takes careof all the meals and nutrition
for all of our clients.
And you you gotta have that.
And and again, like if you'renot if you don't have the time,
because everyone's like, I don'thave the time to do it.
Okay, so order them.
Like, honestly, the meals comeout to like six, seven dollars a
meal.
You'd probably be paying thesame price you'd be paying if
you were going out to the store.
So, you know, um, there's noexcuse then, right?
(23:59):
You have an air fryer, the mealsare unbelievable in an air
fryer.
You have a microwave, whatever.
You got to get by, throw it in.
Like, that's all I eat are thosemeals because it just works for
me.
Like, the only time I'm eatinghome with my family usually is,
you know, like on a Fridaynight, Saturday, or Sunday.
Other than that, like during theweek, like I am just with my
meals.
Lunch, dinner, breakfast is mysame thing I eat at home, but it
(24:20):
keeps you organized and you needto have structure, right?
If you don't have structure,you're not gonna have any
success with your fitness, withyour business, with your family
life, with your relationships.
Structure is needed, and youneed to be obsessed about that.
Where it's like, I like toalways say I'm a sniper's best
friend.
I take the same step at the samesecond every single day.
When you're that calculated, youcan't lose.
(24:41):
It's impossible.
You just can't lose.
The problem is people think it'sgonna happen in a day or a week
or a month.
No, try like 10 years, okay?
So you got to put the work inand you gotta keep that
consistency.
Like, dude, I don't ever miss.
Ever.
Ever.
But it's so funny.
I watch everyone else around me,everyone's always missing.
Everyone's always missing.
Soon as a bad snowstorm comes inor a rainstorm or you know, it's
(25:04):
over, right?
Oh, I stay in today, I'll missit.
A holiday comes in.
Oh, today I'm not gonna, I'mI'll take off the day.
I don't ever miss, and youshould never miss.
And that's what's gonna turn youinto a very high-performing
person.
SPEAKER_04 (25:17):
We need Josh to call us every morning and most I'll
just think the same thing.
SPEAKER_03 (25:22):
Uh can add you to my friends' list.
Yeah, you need like Josh to giveyou the thought of the day, or
like Josh, I'm like, you'realarmed.
Come on, let's go.
SPEAKER_04 (25:32):
Let's go.
SPEAKER_03 (25:34):
But it's so, you know what though, I think that
that that's so important.
Like we, you know, there's a lotof times where we say to
clients, you need to bepertinent.
In fact, we have a calculator,Josh, that before we do
anything, before we show themany franchises, we want to see
what their financials are sothat we can look at their 12 to
18 month survival fund as theybuild their business.
(25:55):
Because we want them to beprepared.
As you're building the business,it might go slow.
Sure, maybe you might jump outof the gate and be a record
setter, but we'd rather prepareyou and make sure you have
enough cash so that as you go,because don't you agree the
first 12 months are so critical.
We want to make sure that youare prepared for that journey.
And I had so I've had multiplepeople say to me, Why aren't you
(26:16):
just selling me this dream ofabsentee and all this stuff?
And it's because, dude, I don'twant to call you six months from
now, you know, and you tell me Isold you a fairy tale.
Like building a business isfreaking hard.
But I'll tell you what, the therewards when you do it right,
and when you finally make thatmoney that takes you to that
next level of financial freedom,unless you're like some lucky
(26:37):
tech guy in Silicon Valley,you're probably not getting a
piece of the pie.
So the best way to do this is tobuild your own business and a
franchise that gives you thatplaybook, but you've got to be
prepared for the heart first.
SPEAKER_01 (26:48):
100%.
And you know, I couldn't agreewith you more.
A lot of brands where they gowrong, they don't actually teach
about cash flow and aboutmanagement of cash and PLs and
you know where your expensesshould be and how much your
margin should be.
Like, that's the most importantthing.
Like, if you're not financiallyliterate, like you're gonna have
a very big problem in business.
(27:09):
So I would implore other brandsto really put a lot of time and
energy into this because youknow, when someone starts out,
you know, running theiroperation, I see this happen all
the time.
Someone takes in a lot of money,like, oh my God, uh I made so
much money, but then they forgotthey had to pay out payroll and
they have to pay out the cost ofthe services.
Maybe they might be prepaid.
They're not, there's so manydifferent you know, ways to skin
(27:29):
this here, but you gottaunderstand cash management.
SPEAKER_03 (27:33):
It's shocking to me how many people don't.
I mean, it's like franchiseeswhen they approach us, some who
didn't work with us, because wesay, build your business to sell
from day one.
Oh, but I don't want to sell mybusiness.
That's okay.
Build your business to sell.
Aim, have an aiming point fromday one.
Build your business so that oneday the right person calls you
and says, Hey, I'm interested inpotentially buying your business
(27:56):
so that you can achieve a greatvaluation.
And it shocks me.
There are people out there thatdon't have a dialed-in PL.
You you should you should almostevery day look at your PL and
make sure everything is dialedin.
SPEAKER_01 (28:08):
Yeah, dude, I like I'm so nuts at the numbers.
Like, I don't think there's aday I've not looked at the bank
account, at the PL.
Like everything.
Like, I'm just nuts.
Like, I don't even understand.
And what's crazy is like, youknow, this is actually, I was
this is what I was saying duringmy keynote at our convention at
the recharge.
Like, our theme was all in.
And I said, like, if you don't,like, do you know your numbers?
(28:28):
Like, do you know your weeklyrevenues?
Do you know like your conversionrate from like, you know, you
know, client to trainer toutilization?
Like, do you know that?
If you don't, you don't knowyour business.
Like, all in owners know theirnumbers.
You have to know their numbers.
And if you're listening to thisright now and you don't know
your numbers, okay, there'snothing wrong with that.
Change it today.
Fix that and make sure you getvery successful around
(28:50):
understanding your numbers andeducated so you know, you know,
what you know, really how to runyour business.
You know, I see sometimes peoplelike, you know, they might have
loans out and they're they'renot even running them properly
on their PL and they think theirbusiness is losing money, and
it's actually not losing money.
Like, okay, yeah, you have apayment, but you are profitable,
but you have this loan rightnow, and after X amount of time,
the loan's gonna be paid off.
(29:10):
Like, people don't even realizethat.
So that's why you know you gotto get bundled up there.
SPEAKER_03 (29:14):
Josh, give us a crazy story.
The last time Josh was on thepodcast with us, man, I it was
at a particularly challengingpoint of the year for us.
And I'll never forget Joshsaying, dude, if you ever think
it's hard, there was a moment intime in the early stages of my
business where I had to go tothe casino and bet it all on
(29:34):
black to keep my company alive.
Josh, tell me if I'm gettingthis wrong.
Yeah.
And you did, and you made ithappen.
And I remember saying to Joe,yes, that's what it is.
Like you're never, you're neverout of it.
You you gotta keep you gottakeep it going.
SPEAKER_01 (29:47):
Yeah, it was actually red.
I ended up actually in there, Iended up doing it.
I came up with another idea.
The red's our color at gym guys,so obviously you gotta go red.
But um, here's the thing like itit's really quite simple.
There's no plan B.
Be and you figure out a way.
There's always a way.
There's always a way.
And I have suffered with more,more pain and cash flow issues
(30:08):
than you could possibly imagine.
I don't know anyone who wouldhave lasted longer than six
months.
Things I've had to do, uh, justthe pain I've had to experience
and go through.
But one story I don't think I'vereally shared, I'll tell you.
So I took out um a loan from abank not too long ago.
Uh well, it was actually verylong ago when I was saying it
was like, I don't know, yeah,like 10 years ago about
probably.
(30:28):
I took out this loan from thisbank, and uh I was like, all
right, I'm gonna use some ofthis money to pay the loan.
I don't need all the of themoney, but I'll use some of it
to pay it, and I'll just begood, right?
And uh had this huge agreementthat from the bank, and
everyone's like, man, you gottaget an attorney to read that.
The attorney wanted like$3,000to review it.
I I didn't even have like$3,000.
(30:48):
Like, and I needed to close theloan to get the money to even do
it.
So I did what I always do.
I said, I'll figure it out.
You know, I I I breezed throughit, you know, looked at like the
basics, it looked good to me.
I signed it, got the money.
Well, there came a point acouple years later where I ran
out of that money to pay thatloan every month, and I didn't
have the money to pay the loan.
And I went month after monthafter month with not being able
(31:12):
to pay the loan.
So now we're at six months.
I personally guaranteed that,and I put my house up on it.
So now they come to my house,it's on a weekend.
So they came to literally likefigure out how much they could
liquidate to like get back allthe money for the loan, and they
were gonna take over my house.
So now they had so think aboutthis, right?
So you want to talk about beingmentally tough, like I just kept
(31:33):
in the whole time, all I keptsaying was, I got it.
I got it.
The whole time I knew I wasgonna figure it out somehow,
some way I was gonna figure itout.
Long story short, I made it myjob to find another bank at a
lower interest rate to take overthat loan, and I worked my
magic, and it's a very longstory.
We'd be here probably for 30,another 30 minutes if I told you
it, but the long story is I gotthis other bank to take to take
(31:56):
it over, and I eventually paidthe loan off uh like two years
later.
But there's always a way out.
The the reason most people failand lose is because as soon as
things get hard, they just stop.
And honestly, that's like themost critical point because as
soon as things get so bad, youare like right around the corner
(32:17):
for the biggest breakthrough.
You have no idea, but you can'thold on any longer.
I tell people you got a doggypaddle, just doggy paddle a
little bit longer.
All right, you owe someonemoney, what's gonna happen?
They're not gonna get paid.
Okay, so maybe they call acollection company company on
you.
By the time all that happens,you'll be able to pay them back.
Doggy paddle a little bitlonger.
And that's that's really what itcomes down to.
(32:38):
But I have stories like that.
I can go on forever and ever andever.
I literally ran into a cash flowissue once.
I had a huge bill I had to pay,or they were gonna turn off the
electric in like my whole area.
It was crazy.
And they were gonna literallylike um they were gonna lock
down this other.
I had this um uh storage unitfacility, I had all my stuff in
(33:00):
there.
Long story short, I was able totake out a credit card last
minute to get enough money justto pay off what I owed.
And then I paid the credit cardoff.
But like, there's always a way.
You gotta sometimes it's veryimportant.
I like to advise people this allthe time.
Sometimes you just need to sitor take a drive and just be
totally quiet so you can justthink and gather your thoughts,
especially during challengingtimes.
(33:21):
And that feeling in yourstomach, when your stomach's
spinning at a thousand miles aminute, yeah, I know that
feeling very, very well.
That's an exercise for you todevelop the ability to you know
push through when you're havingthose times, but also get used
to that feeling.
Because the more you have thatfeeling, the more comfortable
it's gonna become.
So that's why I always talkabout being very uncomfortable,
(33:43):
because the more uncomfortableyou are, you eventually become
numb to that feeling.
It's just like anything else.
So, uh, and that also ties intothe fitness side of it too.
And I know I'm taking this alittle bit you know sideways
here, but I want to, you know,pivot here too because it's
important.
If you do hard things firstthing in the morning, like jump
in a 27-degree ice bat, pushyourself in a workout, go crazy
(34:04):
in a sauna for 25 minutes, andand that day something bad
happens, you already putyourself through so much pain
that it's like, yeah, that'snothing.
Easy, I'll brush it off.
So you you it there's also likea method here to like being able
to like conquer great things andbe super successful.
And that's kind of how I do it.
SPEAKER_03 (34:21):
You know, and I should add, and Josh, that was a
powerful story.
And for those of you listening,Josh and I have spoken about
where his business is now.
And let me just tell you, Joshhas an incredibly valuable
business now.
He has successful, happyfranchisees.
He has scaled the mountaintop.
So for all of you listening nowwho maybe it's not quite time
for you to to invest in afranchise, or maybe you are a
(34:44):
franchise owner and you're goingthrough it, Josh's point is
exactly right.
You have to keep going.
It's like my dad, um, we had anad agency when I was uh uh when
I was younger, and that adagency went bankrupt um in 2000,
and he was 62 years old, notemployable, tried to buy a uh
visiting angels franchise, theyturned him down.
(35:06):
So, what did he do?
He started his own home carecompany called Home Care
Assistance, and he went and hegot this little office.
And I remember all of us sayinghe's crazy, he's lost his mind,
just into this business thatworks with old people.
Well, he had the last lapbecause a couple of years later
we all were asking him for jobs,and we eventually built the
company and sold it to privateequity.
So the point is that listen toJosh's words because they're
(35:28):
powerful.
Do whatever the hell you can tosurvive.
Um, and to your point, Josh,doing hard things.
I noticed when I start my daywith the cold plunge, my resting
heart rate is 49.
Versus if I don't do the coldplunge, it's you know 58.
That tells you something.
Cold plunge builds you up yourresilience to deal with stress.
(35:48):
And Brian, I know, I know I'mworking on you still in the cold
plunge, but that I'm not doingit.
Yeah, Jill's never gonna do it.
SPEAKER_01 (35:56):
Jill, I'm telling you, it's very good for you.
No, my wife, she won't do iteither.
She won't do it.
So I actually almost convincedher at one point.
She later had her bathing suiton.
She goes in, she took one stepin it, she goes, You're a sicko,
and walked out, and that was it.
SPEAKER_04 (36:09):
My elbow in sweaty.
I had like a bug bite.
Jack made me put my elbow in.
That was that was it for me.
So I like a good ice roller onmy face, but that's it's not the
same.
SPEAKER_03 (36:19):
It's not the same.
SPEAKER_04 (36:20):
And I know, I know that it's really good.
I really I understand thebenefits.
SPEAKER_01 (36:24):
Just you you can start with a cold shower.
You don't gotta go crazy and gowith an ice.
SPEAKER_04 (36:30):
That's shocking my system.
SPEAKER_03 (36:32):
Have you added on the the Wim Hof breathing?
Have you done that in in combowith it?
SPEAKER_01 (36:36):
Nah, I don't do that.
No, I just go in there and justdo my thing.
SPEAKER_03 (36:39):
I love I love the Wim Hof breathing.
I think for I I can't meditate,like just sit there and
meditate.
So for me to get into ameditative state, that that Wim
Hof does it every time.
SPEAKER_01 (36:49):
So I'll tell you something I like to do, and I
and and and you know, I'm givingyou like some of my secrets
here.
But so so what I do in the icebath is so every night I've been
doing this for the last, I don'tknow, my God, 25 years.
Before I go to bed, I write downmy goals every single night.
And they're they're goals thatI'm gonna accomplish.
And that list has changed somuch over the last, my God, the
(37:12):
15, 16 years.
Um, believe it or not, one of mybuddies posted a picture of I
have 147 notebooks in my closetstacked up, and Richard Branson
actually saw it and commented onit on LinkedIn and said it was a
brilliant habit.
Well, not that I need him totell me that, I already know
that, but um, you know, thesegoals you write down, you close
your eyes, and there's a processto it.
(37:32):
And manifestation is is is 100%real, but there's a process to
it.
So, like, for example, let's sayyou want to drive a Ferrari, you
would close your eyes and youwould say, I am going to own a
Ferrari, but you it you have tohave a timeline on it, right?
Like by 2025, you'll fit you'llclose your eyes, you say it, you
picture yourself riding in it,right?
So, Jack, you're in it, you seeJill right next to you, and
you're like you see the windjust blowing the hair back and
(37:55):
you see it, right?
Open your eyes back up, you sayit out loud again, then write
your next goal down.
So I do that at night, and it'sgot to be before bed because
that's when most people like,I'll do it tomorrow.
No, you don't do it tomorrow.
You do it right before you go tobed when you're most tired and
you never miss a night.
I also recite them out loud inthe morning in my ice bath.
So as soon as I get in, it takesme about 15, 20 seconds before I
can kind of like remain calm,close my eyes, I go through all
(38:17):
my goals.
By the time I'm done with mygoals, I got a minute left, and
it's like a joke.
So that's what that's how I doit, and it works really, really
well.
And you know, as you once youget acclimated to it, like after
a certain period of time, itjust feels like a fine, like
you're you're okay with it, youknow.
So uh that's that's that'sthat's how I've been doing it
for a very long time now.
SPEAKER_03 (38:35):
Josh, how many franchisees do you guys have?
SPEAKER_01 (38:38):
Uh gym guys.
Uh we are approaching what 78franchise owners now.
SPEAKER_03 (38:43):
Wow.
And is it true that there mightbe a new concept coming down the
pipe?
SPEAKER_01 (38:48):
It is true.
We are getting ready to roll outa new concept in the beginning
of 2026, and uh we're literallygonna disrupt another industry
in the fitness world.
It's gonna be absolutelyincredible, and uh, I'm very
excited about it.
SPEAKER_03 (39:00):
Yeah, I I we've got some some secret intel on what
that might be, and I I thinkyou're really on to something
because it's a it's a greatsector.
And so for those of youlistening, once uh once Josh
gives us the green light, we'llmake sure everybody uh gets the
uh the email.
So make sure you're subscribed.
Go to thefranchiseinsiders.comand subscribe.
Hey, Brian, you're you're alwaysso good at keeping us on track.
(39:22):
What what's an importantquestion that we haven't asked
yet?
What do you like?
What do you see your topfranchisees doing?
SPEAKER_02 (39:28):
What's when it comes to their culture, they're
building their teams.
Like, what are the top what'smaking the top ones different?
SPEAKER_01 (39:34):
Yeah, dude, they literally just follow exactly
what we say in the playbook.
Like they just follow theplaybook.
That's it.
They follow the playbook.
You know, it's funny.
I started social media to kindof like indirectly market to my
franchisees, and it just becamejust so freaking huge and blew
up, which is awesome.
Like it was blew up, and it'sgreat, but they also see that.
So I'm constantly putting outcontent really for them.
(39:54):
Like, you know, it obviously itit it it it it's for everyone
else as well, because they'rethey're getting the benefit of
it.
But they followed the blueprint,man.
They see me doing it every day.
You know, every day, the firstthing I do on my Instagram
story, I have not missed a dayever.
I do a timestamp of my alarmclock, usually around 3.27, 328,
or 329 when I wake up.
(40:15):
Uh, and I've never missed a day.
And I just keep doing that overand over and over again.
When I go into sewing, I take avideo of it over and over and
over again.
What does that show?
Consistency, discipline.
So good leaders lead by example.
I don't even have to say a word.
They see.
That's it.
Like everyone's like, man, yourkids are so respectful and
they're so driven and they're sosmart.
What do you how do you teachthem?
(40:36):
I don't teach them anything.
They follow me and they seeeverything I do.
That's how they learn, andthat's how I teach them.
You have to be a good leader.
When you're a good leader,that's how you develop a good
culture.
And most of these culturesaround here, I'd say 90% of them
are all destroyed because it'slike you say one thing, but do
something different.
Yeah, we're we're the I'm thefirst one in, last one out.
(40:57):
Meanwhile, you show up to workat 10 in the morning.
Like, no, that doesn't work.
Like, no one's gonna get buyingfrom that.
Everyone's gonna know you'refull of it, right?
So it's like to really have thatgood culture, you you have to
you really got you really gottawalk it and talk it.
Like, that's really what itcomes down to.
You know, it's not thatcomplicated, like, you know, and
I and I'm not just saying thisbecause I'm on this call, but
like I know Jack and Jill, likeI know I we just met guys, but I
(41:18):
know that like you, they'rethey're great people, like and
they do a really good job.
And I and I listen, and I I I Ilike all the stuff you guys put
out there, but like everythingyou say is real.
Like, most people don't say thereal things, right?
Like you talk aboutsemi-absentee, like I saw that
video the other uh post aboutthe other day.
That's real, right?
Like you need somebody to beworking a business, like, but
(41:39):
people don't talk about that.
You you're not gonna build agood culture, like you guys
wouldn't be great if theyweren't great, right?
You guys are great, I know youguys are great, but that's
because they're great, right?
And then you're gonna createother great people because
you're gonna have that same typeof great energy and it's gonna
just roll out, right?
And it just goes down toeverybody else, and that's how
it works.
It it's really not thatcomplicated.
Like, people like, how do youscale internationally in all
(42:00):
these countries?
Same way.
That's it.
But it starts with me, and if Idon't feel that good energy,
that good vibe, I don't carewhat type of bank account they
have, it's not gonna work,right?
You've got to have thatconnection, and that's where it
starts.
And that's the same way with myfranchisees.
Like, you know, when I bringpeople into this, into this this
this organization and they're onthis team, I gotta feel it, man.
(42:21):
And I've gotten very good atthat.
I've been doing this a very longtime, so I I could feel it, and
I just know it.
And it's funny, like one of ournewest owners, like year one,
they did over 700,000 in sales,like made their money back and
made a massive profit.
And I knew it.
They almost didn't even sign.
They said they weren't gonnamove forward.
(42:41):
I was like, screw that.
I called them right away.
I said, Listen, I usually don'tdo this, but I'm telling you
right now, this is the model foryou, and you need to rethink it.
Here's why.
They said, you know what, Josh?
I'm in.
And we joke about that all thetime.
Like, you guys almost walkedaway from this.
You made that happen.
SPEAKER_03 (42:57):
You made that happen.
The franchisees who follow thegame plan do well.
The franchisees that say, Well,I think you know what they're
doing in this market doesn'twork here, and we're gonna do
things differently.
Well, yeah, you're you're gonnaget different results, and it
may not be good.
SPEAKER_01 (43:12):
100%, man.
100%.
SPEAKER_03 (43:14):
What'd you say the other day, David?
Just run the damn ball.
SPEAKER_00 (43:18):
But uh, I'm gonna I'm not stealing Brandon's
Thunder, but that's BrandonDowner's main thing.
Just run the damn ball.
Just old school football runningdown their throats and just keep
running the same play over andover again.
SPEAKER_03 (43:29):
Yeah.
I mean, I saw it the other nighton Monday night football.
I'm uh that you watch the theChicago Bears have had tons of
offensive line issues protectingthe passer.
What did they do?
They went back to the basics,they went back to running the
ball 70% of the time to pre-upplay action so they could
actually pass, and it's exactlyright.
So, and that's it.
It is executing, it is followingthe game plan.
(43:49):
It's being a passionate brandadvocate.
And I think if you're on Josh'steam, you probably have no
choice.
Hey, Josh, how can people learnmore about gym guys?
Where should they go?
SPEAKER_01 (43:58):
Yeah, they could just visit gymguys.com, Google
us, you know, we'll pop up rightaway.
Um, yeah, that's it.
Okay.
We're all over the place.
SPEAKER_03 (44:06):
And if any of you out there would like either
Brian, David, Morgan, orCatherine to introduce you to
gym guys, um, just go to oursite, thefranchiseinsiders.com.
Um, you can also reach outdirectly.
Brian, David, I don't know, youwant to share your your contact
information?
SPEAKER_02 (44:22):
Brian Gross.
And you can reach me atthefranchisinsiders.com slash
Brian Gross or 573-701-6530.
SPEAKER_00 (44:32):
And David San Juan, uh, as well, you can reach me at
305-496-4883-305-496-4883.
SPEAKER_03 (44:41):
This has been great.
Josh, as usual, wonderful tohave you on the podcast.
Do you want to give your phonenumber out too?
SPEAKER_04 (44:46):
No, I give you.
No, I still don't really knowyour phone number.
SPEAKER_03 (44:50):
I still think Josh, any closing thoughts?
SPEAKER_01 (44:56):
No, this is absolutely great, man.
Guys, I really appreciated youhaving me on.
Thank you so much.
Um, you know, I think justpeople listening to this really
need to listen.
You know, these guys are great,and you know, I'm I'm backing
them up and validating thatthey're legit.
So, like obviously, if you'relooking into franchising, you
want to be with the rightpeople, and these are the right
people, and that's very, veryimportant.
There's a there's a lot outthere, and very, very few
high-level rock stars that knowwhat they're doing and have that
(45:19):
passion and that desire to helppeople.
So uh that's really it.
You know, I hope you knowthere's some valuable
information here for you tolearn from.
And um, you know, thanks again,guys, for having me on.
SPEAKER_03 (45:29):
Yeah, of course.
And for any of you listening, ifyou want any of our calculators,
any of our checklist, the twentyseven red flags to watch out
for, how to decode an itemnineteen, text us three zero
five seven one zero zero zerofive zero.
For this episode of We Bought aFranchise, I'm Jack Johnson.
SPEAKER_04 (45:45):
I'm Jill Johnson.
SPEAKER_03 (45:46):
And we'll talk to you next time.
Hi everyone, welcome back to the We Bought a
Franchise podcast.
I'm Jack Johnson.
SPEAKER_04 (00:03):
I'm Jill Johnson.
SPEAKER_03 (00:04):
And today, of course, we're joined by our
esteemed panel of franchiseconsultants.
We've got Brian Gross and DavidSam Juan.
But we also have one of ourfavorite all-time guests.
This is his second time on ourshow, uh, Josh York.
Josh, welcome back.
SPEAKER_01 (00:19):
Jack, Jill, guys, thank you so much for having me
on the show.
I'm beyond excited and gratefulto be on here.
So looking forward to it.
SPEAKER_03 (00:26):
You know, uh, Josh, I once heard David Lee Roth say
it's like a shot of lightning inyour Cheerios.
And for all of you listeningfirst thing in the morning, you
ready for a lightning bolt inyour Cheerios?
Here comes Josh York.
What I love about Josh is that,dude, you you just you built
your franchise from humblebeginnings to now like this this
(00:48):
massive nationwide, maybeinternational franchise.
Josh, what does it take to scalesomething like this?
How'd you do it?
SPEAKER_01 (00:57):
It takes the right mindset.
That's what it takes.
Like if you don't have the rightmindset, you're not going
anywhere in life.
That's that's just that's just afact.
If you want to get, you know, ifyou want to be like normal
people, try to get normalresults.
You gotta do what normal peopledo.
If you want to be extraordinary,you do what everyone else
doesn't do because doing thingsthe normal way will never ever
work.
And speaking of uh, you know,international, we uh just
actually sold seven, uh nowwe're in seven countries, four
(01:19):
new countries.
We just closed the dealliterally yesterday.
We're now going into SaudiArabia, the UAE, Morocco, and
Egypt.
Uh, super, super excited.
Uh the partners are incredible,and we are about to blow up.
We're gonna open up a couplehundred locations now in the
Middle East.
So uh very excited about it.
SPEAKER_03 (01:36):
Have you have you been there before?
Have you been to that regionbefore?
SPEAKER_01 (01:39):
I have not, but I will be actually going there in
the beginning of the new year.
SPEAKER_04 (01:42):
How cool.
SPEAKER_01 (01:43):
Yeah.
SPEAKER_04 (01:43):
Josh, can you tell us a little bit about your
franchise?
Just people probably seenbefore, but just give us kind of
an overview.
SPEAKER_01 (01:51):
Sure, sure, sure.
Yeah.
So so we bring the we bring theworkout to you, right?
We're not a gym.
We're the rebellion against it.
Gym models don't work.
90% of people have a gymmembership, don't go.
Treadmills become the mostamazing clothing racks, apps
don't work, AI, it'll helpenhance, but it's never going to
solve the problem.
People need accountability andpeople need human interaction.
So we come in our fully loadedadvanced, stocked with enough
equipment that you couldpossibly think of to provide you
(02:13):
an incredible workout, 365 daysa year, backed by our three C's,
convenient, customized, andcreative workouts, and we
service clients anywhere.
Home, office, pool, park, placeof worship, hospital, senior
homes.
We work with large businesses.
We are literally running PEprograms for schools, like you
name it, senior centers, uh,retirement homes, we're
(02:35):
everywhere.
And we do what we love to do.
Make a living, but really make adifference.
We help people, we change lives.
It's the most rewarding thing inthe world.
I can sit here and tell youstories.
Some of them get me emotional.
We also do a lot of stuff withum disabilities, work with a lot
of young kids with autism.
We really help people, and it'sthe most rewarding feeling in
the world.
I got a call not too long agofrom uh a parent of a child who
(02:58):
severely disabled, um, neededhelp to start walking again.
Very bad accident, uh, you know,heartbreaking to see.
You know, I have kids, you know.
I'm I know you guys have youknow kids, everybody, I don't
know if you guys have kids,everybody on here, but
heartbreaking to see, and wejust made it our job to help
this this this child, and and wedid.
And it was the most amazingthing in the world.
(03:18):
Like the mother called us up,like hysterical crying.
Like, what would I have donewithout you guys?
And uh, you know, she literallycame to actually to my world
headquarters to give me a hug.
It's just incredible, man, whatwe do.
So it's very, very rewarding,and um, I love it, and I'm you
know, I'm very passionate aboutit.
SPEAKER_03 (03:34):
Doing well by doing good, Josh.
Yep.
That's excellent.
I I mean to be able to havesomething that gives back that
helps people.
Um, and let's face it, for thoseof us that are, you know, it
we're busy, right?
Life is busy.
It's like we're getting allthese great tools.
I mean, I I'm sure you guys haveseen it.
AI has helped our businesstremendously.
(03:54):
Um, right now we're actuallydoing a project where all of our
consultants were building alltheir Microsoft sites on AI.
And the the just the conveniencewe have now versus a couple
years is incredible.
But we're all now doing more andtaking on more stress.
And and Josh, how important isphysical fitness?
Is being mindful, is things likemindfulness and the thing, the
(04:16):
services that you provide.
How important is that toeverybody from all walks of
life?
SPEAKER_01 (04:20):
So doctors love to prescribe medications, right?
Like they should be prescribingexercise.
Everyone always wants to knowman, Josh, how do I get energy
like you?
How much coffee you drink?
How many energy drinks do youdo?
Zero.
Zip, nothing.
I've never drank coffee in mylife.
I don't drink any energy drinks.
I've never taken a drug, neversmoked, never been drunk.
I'm just high on life.
But you know what?
My drug is my exercise.
(04:41):
And it doesn't matter how Ifeel, doesn't matter if I'm
having a bad day, doesn'tmatter.
You do it every single day.
I, you know, everyone herebrushes their teeth twice a day,
right?
Hope so.
Well, if you stop doing that,your teeth are gonna rot.
Same rules apply to your body,and movement is medicine.
You need to exercise, you willfeel better about yourself.
And honestly, why do you want tobe walking around like not in
shape?
(05:02):
Like you just your clothes fitbetter, you're more confident,
you feel great.
Like it's the most powerfulthing you can have in the world.
It's it's your calling card, itsays everything about you.
And then on the flip side,because I see this all the time,
you have children and you can'tkeep up with your kids because
you're out of shape.
Like, you need to be on top ofyour game.
And I understand that everyonelikes it, but there's really no
(05:24):
excuses anymore because nowthere's a service out there,
like Jim Guys, that holds youaccountable and comes right to
you wherever you want.
You can't say you don't havespace, you can't say you're busy
at work.
Well, we can come to work, wecan work you out in a parking
lot.
We we make it work, we bring theworkout to you.
So um, exercise, everything,number one.
And people be like, oh, well, Ican't exercise, I'm too busy.
(05:45):
That's not an excuse either.
And honestly, you need to be alittle bit selfish.
The first person you need totake care of yourself, because
if you can't take care ofyourself, you can't take care of
anyone else.
And you gotta just figure outwhen to make it happen.
And uh, it's very important.
SPEAKER_02 (05:59):
Josh, uh I'm curious about uh trying to petition here
over to the economics of thismodel, right?
I think what you're doing reallycool in the fitness space.
We're seeing it in otherindustries as well, mobile,
mobile, like say pet grooming,for example.
So if I'm at the gym thismorning, I look around, there's
a hundred people there, allpaying membership, all paying
dues, there's trainers, multiplesources of revenue.
(06:22):
So, how does a business likethis scale where you're showing
up working with one client at atime?
SPEAKER_01 (06:29):
So we don't just work with one client.
We do one-on-ones, we dosemi-privates, we do small
groups, we do large groups.
We have some B2B accounts wherewe have 50, 60 people in a
class, right?
So uh it's it's very scalable.
You also got to remember in thegym model, okay, you know, you
have a bunch of people showingup, your expenses are also like
times 100 compared to whateverit is in our business model,
right?
(06:49):
I have I have owners doing, youknow, again, I'm sharing it, not
saying you're gonna do it.
You could do it, but I haveowners doing seven figures a
year, making 50 to 60 percentnet profit margins.
How do you do that?
By working hard, right?
Here's the next problem.
People think you buy a franchiseand you get sprinkled with fairy
dust, you become a millionaire.
No, you still have to put thework in and you still have to
inspect what you expect, and yougot to create good leaders.
(07:11):
You got to hire good teammembers, you gotta be on top of
them, and you got to be thatperson that people want to be
around.
Like being a boss is probablythe worst thing you could do.
You got to be a good leader.
But when it comes to theeconomics of the model, the
model's incredible, right?
We are our youngest client, six,seven years old, and we actually
have a couple that's 103 thatyou would believe you wouldn't
even believe it.
(07:31):
They look like they're in their70s, and their parents said
we've changed their entire life.
We've given them probablyanother 10, 15 years of life
just by them moving andexercising.
So the demand is super high, andyou're probably going to a gym,
that's probably a one-offbecause most gyms don't work.
Okay.
I I tell you, we got it withinlike our world headquarters
here, we have 37 gyms withinfive miles.
(07:53):
And I don't even know how theysurvive.
And then I go, Oh, wait, stop.
I know how they survive.
People pay$10 a month,$15 amonth, and people say, all
right, you know what?
I go once a month, it's betterthan not going.
Oh, I keep the membership.
That's how you make money.
It's not about really helpingpeople and making a difference.
It's about just filling up thatbank count with how many members
can I have, not show up.
SPEAKER_03 (08:12):
Josh, you know what I like about your franchise?
One of the things that weabsolutely mandate for our
clients is speak to five to tenfranchisees.
Speak to a low performer, speakto a high performer, speak to a
mid-performer, speak to someonethat left the system.
Because you're right, thereain't no such thing as that
franchise fairy dust.
You've got to be the one thatmakes it happen as the franchise
(08:33):
owner.
And so we know if we send aclient to you guys, it's not
going to be like, oh, well, hey,you can talk to one or two
owners.
With you guys, you have so manyfranchisees out there, people
can really do their duediligence because look, it has
to, an item 19 can show you amillion dollars average revenue.
That's fine.
But you've got to talk to thepeople that are out there.
You've got to hear them.
You've got to feel like, hey, ifthat guy can do it, if that gal
(08:54):
can do it, I can do it too.
You know, it's like we just hada client that got approved for a
franchise, a great franchiseyesterday, but he still had only
called two franchisees so far.
He had gone to the DiscoveryDay, and I'm like, dude, you
still have five more phone callsto make at least.
Don't you can't move forward.
Look, you're gonna work with afranchise consultant, you're
gonna get this pushback.
You can't move forward till youtalk to those five franchisees.
(09:15):
So that's what I love about asystem like yours is I know when
I send someone to you, myclient's gonna have built-in
exit and acquisition partners,meaning that if in 18 months it
ain't a good fit, they can sellto one of your other
franchisees.
But if they're rolling, you'regonna have other franchisees
that they can acquire.
SPEAKER_01 (09:31):
100%.
Couldn't couldn't have said thatbetter.
SPEAKER_00 (09:33):
You're right, Jack.
You you told me yesterday you'regonna love this guy and his
energy and and everything hetalks about.
You're 100% since the minute Ijoined the call.
It we just, you know, Joshspeaks my love language with uh
with the gym.
Uh I've been working out myentire life, played division one
baseball.
Um, obsessed with working out,and I 100% agree with you.
Like your body's gotta comefirst.
And it's funny, I got into a rutlast couple weeks, and I look
(09:56):
back and what was I not doing?
I wasn't waking up early enoughto get my workout in, said I'll
do it later.
So again, I I love all this.
My question to you, and andcoming from also the fitness
industry, I'm actually acertified personal trainer, is
how do you retain your yourtrainers?
Like, you know, we know in thegym model they come and go,
whoever pays more, whoever youhave to pay less fees to, how do
(10:19):
you keep your guys from saying,hey, I'll call you on Saturday
and charge you less?
SPEAKER_01 (10:23):
Yeah, so that's the secret sauce, man.
And I can't share all thosegoodies, but I will tell you,
no, you know, it's funny.
If I you know, if I sat here andcounted about all the people
that told me this would neverwork, come man, we'd be here a
very, very long time.
Look, here's the deal culturewill kill anyone with a good
strategy.
If you don't have a good cultureand start there, that's a big
problem.
You need to have core values inyour company, you need to have a
(10:45):
mission, and you need to reallyactually align with it.
I love how people say, oh yeah,uh, you know, you we we have
respect in our company, and thenthe person's out of shape and
they don't take care ofthemselves.
Well, you don't have respect foryourself, so how are you gonna
have respect in your company?
That makes zero sense, right?
Like 99% of the time people haveissues, they should look in the
mirror first and look atthemselves before they start,
you know, blaming other people.
But look, it's very simple.
(11:06):
We've actually created a careerpath.
And remember, I was a trainer.
I haven't trained anyone in like14 years now.
But look, being a personaltrainer is not scalable.
I tell everyone that.
We actually share that ininterviews, and people look
like, what?
Because most gyms want you to beslaves.
We let them get opportunitieswhere they can come from being
you know part-time trainers tofull-time trainers to territory
(11:28):
managers to master trainers.
We have many trainers who'vecome in zero dollars, partnered
with franchise owners, and gotequity in their company from
their hard work.
You're never getting anopportunity like that.
Now, look, are you gonna havetrainers that are come in and
some will work, some won't?
Yeah, but I'll tell you, like,you know, we have thousands of
them now, and we just had ourannual convention in Vegas.
And if you want to go onYouTube, type in Jim Guys, and
(11:50):
go watch our video.
I also make our uh our ownlittle rapslash pop song.
It's unbelievable.
You can also download it on allplatforms.
It's called All In this Year.
The energy is so nuts.
We call it the recharge, not ourconference, because it's it's
meant for you to come learn,connect, evolve, and recharge
your batteries, recharge yourbusiness and get out there and
drive it.
(12:10):
We the amount of managers andtrainers that came this year and
how fired up they are.
I had an owner call me.
I just crack open.
He tells me, he goes, dude, likeI don't know if you put
something in those drinks, butmy trainer's brainwashed, like
he's nuts.
Like he is all in the business.
The guy's waking up super early,he's working now, like four or
five hours extra a night.
He's obsessed, and he's like,This is what I'm doing the rest
(12:32):
of my life.
And the guy's sales are goingthrough the roof.
You gotta have a good culture,and that's the secret.
And and the reason when I sayI'm not gonna share the secret
is because you can't share that.
Like, that's not that's nottaught.
Like, you have to learn that andyou have to you know earn it and
get out there and understandlike how do you want to be
treated?
That's how we treat everyonehere.
And I call I call everyone,people like to say we're a
(12:55):
family.
I don't say we're a familybecause families don't win
championships, teams do.
Okay, and at the end of the day,sometimes you might not have
that right person on the team.
You gotta trade them.
Sometimes that happens.
That's business.
But we have the most amazingteam ever, and um, it's pretty
incredible.
And you watch that video withinfive minutes of watching that
video, you will understand whatI'm talking about.
SPEAKER_03 (13:16):
That's awesome.
Culture is so important.
Um, you know, it's interesting.
I was talking to um, do you knowCharles Von Figlio, CEO of
Tintworld?
You met?
Oh, yeah, yeah.
I know, yeah, I met him,Charles.
Yeah, he lives, we're likeneighbors.
So um we see him out on thewalk.
Um, we're working with a client,and I called him Saturday
morning.
(13:36):
He's like you, CEO, big company,important guy.
He answers his phone Saturdaymorning.
I'm like, hey Charles, sorry,sorry to bother you on a
Saturday.
He's like, call me anytime.
I'm I'm always when I say this,for those of you listening, I
don't want you to take thiswrong.
But he said, I'm always working.
And it when you own your ownbusiness, it's not like it was
when you worked for corporateAmerica.
It's like, oh man, I have towork this week.
(13:57):
And it's like, dude, I I wantto, I want to do this stuff, I
want to work on deals.
And there's a reason why Charleswas that the first ever$2
million franchisee at Midas.
You know, that's what propelledhim into becoming a franchise or
a reason Jill and I were thefirst ever France$2 million
franchise consultants.
It's when you can, and it's areason why you have grown such
an incredible business, when youcan translate that passion, when
(14:20):
you can have that goal and justbe relentless into growing a
company.
And that's something everyfranchise owner, every franchise
consultant, every franchise orneeds to remember is that we
have to be relentless and wehave to be goal-oriented.
SPEAKER_01 (14:33):
Dude, 100%.
And listen, I'm 24-7, 365, and Ibalance everything.
Uh look, first of all, there'sno such thing as work-life
balance.
You balance it, you make itwork.
You want to go, you know, seeyour kid at school at lunch,
okay, you can make it happen.
Work your calls around that.
You want to do something late atnight?
Okay, do it and then work after.
I love working.
I'm 24-7.
(14:54):
Listen, I talk to all myfranchisees every single
quarter.
Sometimes weekly, I talk tothem.
And I and they all have mynumbers, every single one of
them.
And you know, my executive teamgets mad a lot, like, Josh, you
got to stop doing that.
I'm never gonna stop doing thatbecause that's who I am.
And honestly, that's why we sellso many, and that's why I have
so many so much success in thesystem, is because I am very
(15:14):
involved.
I will pick up the phone.
I will say, listen, that callyou just had was not the right
call.
I actually just heard it becauseoperations sent it to me.
This is how the call has tohappen.
Call this lead back.
This is what I would say.
This is how you're gonna closethe deal.
Works like a charm every time.
SPEAKER_03 (15:28):
That's awesome.
So, Josh, obviously, and by theway, you should Brian and and uh
David both, they're they're likeyou.
They both like they when whenyou meet them in person, like I
thought I had, you know, decentmuscle, and then these two guys
show up like hiding flag, youknow.
Um, but it's important to buildmuscle.
We know that we have to eat theright foods to continue to build
(15:48):
muscle.
But something that Jill and Ididn't learn until we got a
little further, so we didn't wedidn't take enough time on
taking care of our bodies afterthe workout.
And that's something that inrecent years, um, like massage,
stretching, cold plunge, sauna.
I would say I spend as much timeon recovery now as I do, you
know, on the actual workout.
(16:09):
I'd love to hear your thoughtson that and maybe where your
business is going and how howyou guys will continue to expand
if you're on that same track aswell.
SPEAKER_01 (16:18):
Absolutely.
So yeah, it's definitelysomething that we're gonna be
expanding to at some point.
Um, because we're obviouslyalready in the household or at
the you know place of locationthat we're servicing.
But number one, everyone shouldbe pre-cooling their body before
exercise.
Okay.
My testosterone, never eventouched testosterone, never in
my life.
It's like a 17-year-old.
It's over a thousand, almost athousand milligrams.
(16:39):
Um seriously, if you it'sthere's actually proven studies.
If you pre-cool your body intemperature of 50 degrees or
less, I do 27 every day becauseI just like I like it, it's
comfortable to me.
Um, but if you do it every day,and but you do it before
exercise, and then you actuallywarm your body up, you will
increase your testosterone.
And again, my testosterone isthrough the roof.
(16:59):
That's number one.
Number two, yes, recovery isvery important.
And everyone always thinks yougot to constantly pound, pound,
pound, pound, pound.
So there is something I do, andI share this often, it's very
hard to do because I'm alunatic.
But every like nine to twelveweeks, I actually take a full
week off of training because Itrain so hard.
And um, you're you know, whenyou train as hard as I train,
(17:21):
and I train like very, veryhard.
Your central nervous systemneeds to recover, your
ligaments, your tendons need torecover.
So that recovery is very, veryimportant.
Also, I should be sleeping more.
It's just tough, you know,sometimes in my schedule and
playing late night with my kids,or I gotta get my little guy to
bed and he doesn't want to go tobed, and then I'm up with him
all and that, but you know, somy sleep should be something I
(17:41):
should prioritize more.
But yeah, sleep's definitelyalso very, very important.
SPEAKER_03 (17:45):
How do you track your sleep?
Like I do the aura, and then Ijust ordered the whoop.
Do you do either of thesethings?
SPEAKER_01 (17:50):
No, I don't I don't do that.
I just you know go to bed atthis time, wake up at this time,
I know how many hours I sleep,and uh, you know, one thing I
like to do is old-fashioned way.
Yeah, I try I try to I try totake an 18-minute nap every day,
and I swear by that.
Literally swear by that.
I it doesn't matter when it is,it could be first thing when I
get into my office, or it couldbe lunchtime, or it could be at
six o'clock, or before I gohome, whatever it is.
But I try to take an 18-minutenap and I and I swear by that.
(18:13):
But you know, I'm also very biginto the sauna.
I go to the sauna four uhliterally four days a week, but
like people like to go in thesauna like I go in the sauna.
Like last five minutes in thesauna should be so challenging
that you feel like you're gonnadie.
That's how you're actuallyreally doing a real sauna
session.
Um, not going in there for 10minutes, like, oh, okay, you
know, towels off, and you know,you're walking out and you feel
(18:34):
great.
No, you you have to reallybecause you're detoxing your
body, you're you're releasingyou know, shock proteins, like
uh horm growth hormone goes up.
There's so many advantages toit.
And it also everyone's like,what do you do for your skin?
I don't do anything for my skin.
My skin's just so clean becauseI'm constantly like detoxing it.
SPEAKER_03 (18:49):
I also drink a lot of water and people show punch,
Josh, is good for the skin.
Um, I really do.
I think if like I always makesure I immerse my face for at
least like 10 seconds.
SPEAKER_01 (18:59):
Yeah, that's good too.
That's really good too.
SPEAKER_03 (19:01):
The sauna, you're so right.
Like I did it this morning, andI at the 20-minute mark is where
it gets hard.
Uh, here's my question to you.
And and Brian and David, I wantyour thoughts too.
Red light sauna versustraditional.
This is something Jill and Iwere debating the other day.
Jill, Jill wants to get a redlight.
What do you guys think?
SPEAKER_01 (19:17):
It's very funny.
You're we're having this.
So I just had this conversationwith someone else the other day.
I swear the red light, infraredsauna is a hundred times harder
than the regular sauna becauseI've gone in like so so well,
actually, I take that back.
I did go in one sauna that wasjust out of control.
But most regular saunas, I don'tknow.
I just feel like they don't theydon't do it for me like an
infrared, like the way I sweatin an infrared sauna is like not
(19:40):
normal.
And you know, I you know ittakes like two and a half hours
to like really warm up to the tothe top temperature, but I have
one at my house, I love it.
I also have infrared the the redlight on it too, so I'm getting
bolted at the same time.
And uh yeah, I love it.
It's great.
SPEAKER_02 (19:53):
What do you guys think, David?
Brian?
All right, actually, so Josh, Iwant to I actually want your
take on this.
So we talked about you knowlowering the body temperature
important to that.
I've seen a lot of the researchthere.
How about someone like myself?
I I love to work out, dosomething daily, but I kind of
do this thing where I get lazy.
I say, you know what, actuallyI'm just in maintain mode.
(20:15):
I'm not trying to push myselfbecause it's comfortable.
And then I also love the sauna,and I I do exactly what you just
said.
I go for 10 minutes because it'scomfortable, and then I go on
with my day.
So what do you recommend forthat post-workout?
SPEAKER_01 (20:28):
Yeah, post-workout.
Well, first of all, everyonelike I you know, I drink a
gallon of water a day, buteveryone's gotta like drink a
water with like electrolytes.
Like people think you drinkwater and you hydrate, like you
you actually don't hydrate yourbody if you just drink water.
You need to have electrolytes orsome form of salt in your water
to actually hydrate your bias,number one.
But after a workout, look, yougotta be having protein every
meal.
That's very, very important.
(20:49):
Um, you know, a lot of peoplelike have these crappy protein
shakes all the time, and that'sreally not good.
You should be getting yoursource for mostly food.
You know, I do have one shake aday, and that's it.
But um, you know, I'm constantlylike just giving myself, you
know, healthy foods, like foodsthat are grown in in the ground,
you know, and um I think at theend of the day, like people
still can realize they can enjoythemselves.
(21:10):
Like, you know, I went out onSaturday night, you know, I took
my boys to the opening night forthe Islander hockey game, and we
were in this club, and like thefood was just unbelievable.
So I just went to town.
Like, I must have had likehonestly, I don't even know how
many calories I must have had.
It was not even normal, but liketwo days later I'm back to my
normal weight.
But I don't eat like that everyday, but you can still enjoy.
But like 90, like I'd say 85 to90 percent of the time, you you
(21:30):
got you gotta be healthy.
But post-workout, you just gottamake sure you're hydrated, you
gotta have good protein, and youknow, make sure you're resting
properly because you know yourbody's not gonna recover if if
it doesn't.
And if someone who you know islooking to like really amp it
up, you got to get into thatzone that like, see, I like I
believe like I'm thisunstoppable superhero and that
no one could touch me, andthat's why I'm the greatest in
(21:52):
the world.
That's just what I believe, andyou should believe the same
thing.
But I just push myself, and it'sjust I get off on the fact that
no one could do what I do.
Like the things I do are sochallenging, I love that.
Like when I do my sprints,sometimes I duct tape my mouth
and I only breathe from my nose.
It's so hard, you have no idea,but it's it's very good, first
of all, for my hockey skills,because I was I'm also a big
hockey player, I still playevery week.
(22:12):
But the point is, is like I liketo do things other don't others
don't, and I know I'm gonna getrewarded in ways that others
don't.
So that's how I think about it.
And then for those who are lazy,can't get up in the morning or
have a problem.
Think about someone you reallylove, right?
So I focus on my family.
I literally tell myself thatsomething really bad is about to
happen to my family if I don'tget up and get out of bed.
And I get up every single time,it works every single time.
(22:35):
So, like the mind is so powerfuland can play lots of tricks on
you, but you also have tobelieve these things too, and
that's what's gonna allow youyourself to elevate.
And also, I say to myself, man,I got like thousands of team
members in seven countries, inthree thousand cities, in
thirty-two states, and everyonerelies on me, and I'll never let
them down.
So that's another way I look atit.
(22:56):
So you have to kind of likesomewhat play tricks with your
mind with certain things thatwork for you, and that will help
motivate and inspire you to getafter and do what you got to do.
And you know once you get itdone, you're gonna feel great.
SPEAKER_00 (23:07):
Jack, I I'm an infrared guy, and I think it's
mostly just because of the smellin the in the sauna rooms that
when they're not infrared, it'ssomething about that smell that
I I can just smell it now whileI'm talking about it.
Um But uh you you just touchedon a big point there, Josh, um
meal meals, right?
Uh, and and nutrition.
I see on your website you guysalso provide meal services with
(23:29):
gym guys.
Can you talk a little bit aboutthat?
Because I came from abodybuilding background and my
workhouse didn't change much,but my diet sure did.
SPEAKER_01 (23:37):
Yeah, 100%.
Like, yeah, we so we have apartner with a you know with a
company that you know takes careof all the meals and nutrition
for all of our clients.
And you you gotta have that.
And and again, like if you'renot if you don't have the time,
because everyone's like, I don'thave the time to do it.
Okay, so order them.
Like, honestly, the meals comeout to like six, seven dollars a
meal.
You'd probably be paying thesame price you'd be paying if
you were going out to the store.
So, you know, um, there's noexcuse then, right?
(23:59):
You have an air fryer, the mealsare unbelievable in an air
fryer.
You have a microwave, whatever.
You got to get by, throw it in.
Like, that's all I eat are thosemeals because it just works for
me.
Like, the only time I'm eatinghome with my family usually is,
you know, like on a Fridaynight, Saturday, or Sunday.
Other than that, like during theweek, like I am just with my
meals.
Lunch, dinner, breakfast is mysame thing I eat at home, but it
(24:20):
keeps you organized and you needto have structure, right?
If you don't have structure,you're not gonna have any
success with your fitness, withyour business, with your family
life, with your relationships.
Structure is needed, and youneed to be obsessed about that.
Where it's like, I like toalways say I'm a sniper's best
friend.
I take the same step at the samesecond every single day.
When you're that calculated, youcan't lose.
(24:41):
It's impossible.
You just can't lose.
The problem is people think it'sgonna happen in a day or a week
or a month.
No, try like 10 years, okay?
So you got to put the work inand you gotta keep that
consistency.
Like, dude, I don't ever miss.
Ever.
Ever.
But it's so funny.
I watch everyone else around me,everyone's always missing.
Everyone's always missing.
Soon as a bad snowstorm comes inor a rainstorm or you know, it's
(25:04):
over, right?
Oh, I stay in today, I'll missit.
A holiday comes in.
Oh, today I'm not gonna, I'mI'll take off the day.
I don't ever miss, and youshould never miss.
And that's what's gonna turn youinto a very high-performing
person.
SPEAKER_04 (25:17):
We need Josh to call us every morning and most I'll
just think the same thing.
SPEAKER_03 (25:22):
Uh can add you to my friends' list.
Yeah, you need like Josh to giveyou the thought of the day, or
like Josh, I'm like, you'realarmed.
Come on, let's go.
SPEAKER_04 (25:32):
Let's go.
SPEAKER_03 (25:34):
But it's so, you know what though, I think that
that that's so important.
Like we, you know, there's a lotof times where we say to
clients, you need to bepertinent.
In fact, we have a calculator,Josh, that before we do
anything, before we show themany franchises, we want to see
what their financials are sothat we can look at their 12 to
18 month survival fund as theybuild their business.
(25:55):
Because we want them to beprepared.
As you're building the business,it might go slow.
Sure, maybe you might jump outof the gate and be a record
setter, but we'd rather prepareyou and make sure you have
enough cash so that as you go,because don't you agree the
first 12 months are so critical.
We want to make sure that youare prepared for that journey.
And I had so I've had multiplepeople say to me, Why aren't you
(26:16):
just selling me this dream ofabsentee and all this stuff?
And it's because, dude, I don'twant to call you six months from
now, you know, and you tell me Isold you a fairy tale.
Like building a business isfreaking hard.
But I'll tell you what, the therewards when you do it right,
and when you finally make thatmoney that takes you to that
next level of financial freedom,unless you're like some lucky
(26:37):
tech guy in Silicon Valley,you're probably not getting a
piece of the pie.
So the best way to do this is tobuild your own business and a
franchise that gives you thatplaybook, but you've got to be
prepared for the heart first.
SPEAKER_01 (26:48):
100%.
And you know, I couldn't agreewith you more.
A lot of brands where they gowrong, they don't actually teach
about cash flow and aboutmanagement of cash and PLs and
you know where your expensesshould be and how much your
margin should be.
Like, that's the most importantthing.
Like, if you're not financiallyliterate, like you're gonna have
a very big problem in business.
(27:09):
So I would implore other brandsto really put a lot of time and
energy into this because youknow, when someone starts out,
you know, running theiroperation, I see this happen all
the time.
Someone takes in a lot of money,like, oh my God, uh I made so
much money, but then they forgotthey had to pay out payroll and
they have to pay out the cost ofthe services.
Maybe they might be prepaid.
They're not, there's so manydifferent you know, ways to skin
(27:29):
this here, but you gottaunderstand cash management.
SPEAKER_03 (27:33):
It's shocking to me how many people don't.
I mean, it's like franchiseeswhen they approach us, some who
didn't work with us, because wesay, build your business to sell
from day one.
Oh, but I don't want to sell mybusiness.
That's okay.
Build your business to sell.
Aim, have an aiming point fromday one.
Build your business so that oneday the right person calls you
and says, Hey, I'm interested inpotentially buying your business
(27:56):
so that you can achieve a greatvaluation.
And it shocks me.
There are people out there thatdon't have a dialed-in PL.
You you should you should almostevery day look at your PL and
make sure everything is dialedin.
SPEAKER_01 (28:08):
Yeah, dude, I like I'm so nuts at the numbers.
Like, I don't think there's aday I've not looked at the bank
account, at the PL.
Like everything.
Like, I'm just nuts.
Like, I don't even understand.
And what's crazy is like, youknow, this is actually, I was
this is what I was saying duringmy keynote at our convention at
the recharge.
Like, our theme was all in.
And I said, like, if you don't,like, do you know your numbers?
(28:28):
Like, do you know your weeklyrevenues?
Do you know like your conversionrate from like, you know, you
know, client to trainer toutilization?
Like, do you know that?
If you don't, you don't knowyour business.
Like, all in owners know theirnumbers.
You have to know their numbers.
And if you're listening to thisright now and you don't know
your numbers, okay, there'snothing wrong with that.
Change it today.
Fix that and make sure you getvery successful around
(28:50):
understanding your numbers andeducated so you know, you know,
what you know, really how to runyour business.
You know, I see sometimes peoplelike, you know, they might have
loans out and they're they'renot even running them properly
on their PL and they think theirbusiness is losing money, and
it's actually not losing money.
Like, okay, yeah, you have apayment, but you are profitable,
but you have this loan rightnow, and after X amount of time,
the loan's gonna be paid off.
(29:10):
Like, people don't even realizethat.
So that's why you know you gotto get bundled up there.
SPEAKER_03 (29:14):
Josh, give us a crazy story.
The last time Josh was on thepodcast with us, man, I it was
at a particularly challengingpoint of the year for us.
And I'll never forget Joshsaying, dude, if you ever think
it's hard, there was a moment intime in the early stages of my
business where I had to go tothe casino and bet it all on
(29:34):
black to keep my company alive.
Josh, tell me if I'm gettingthis wrong.
Yeah.
And you did, and you made ithappen.
And I remember saying to Joe,yes, that's what it is.
Like you're never, you're neverout of it.
You you gotta keep you gottakeep it going.
SPEAKER_01 (29:47):
Yeah, it was actually red.
I ended up actually in there, Iended up doing it.
I came up with another idea.
The red's our color at gym guys,so obviously you gotta go red.
But um, here's the thing like itit's really quite simple.
There's no plan B.
Be and you figure out a way.
There's always a way.
There's always a way.
And I have suffered with more,more pain and cash flow issues
(30:08):
than you could possibly imagine.
I don't know anyone who wouldhave lasted longer than six
months.
Things I've had to do, uh, justthe pain I've had to experience
and go through.
But one story I don't think I'vereally shared, I'll tell you.
So I took out um a loan from abank not too long ago.
Uh well, it was actually verylong ago when I was saying it
was like, I don't know, yeah,like 10 years ago about
probably.
(30:28):
I took out this loan from thisbank, and uh I was like, all
right, I'm gonna use some ofthis money to pay the loan.
I don't need all the of themoney, but I'll use some of it
to pay it, and I'll just begood, right?
And uh had this huge agreementthat from the bank, and
everyone's like, man, you gottaget an attorney to read that.
The attorney wanted like$3,000to review it.
I I didn't even have like$3,000.
(30:48):
Like, and I needed to close theloan to get the money to even do
it.
So I did what I always do.
I said, I'll figure it out.
You know, I I I breezed throughit, you know, looked at like the
basics, it looked good to me.
I signed it, got the money.
Well, there came a point acouple years later where I ran
out of that money to pay thatloan every month, and I didn't
have the money to pay the loan.
And I went month after monthafter month with not being able
(31:12):
to pay the loan.
So now we're at six months.
I personally guaranteed that,and I put my house up on it.
So now they come to my house,it's on a weekend.
So they came to literally likefigure out how much they could
liquidate to like get back allthe money for the loan, and they
were gonna take over my house.
So now they had so think aboutthis, right?
So you want to talk about beingmentally tough, like I just kept
(31:33):
in the whole time, all I keptsaying was, I got it.
I got it.
The whole time I knew I wasgonna figure it out somehow,
some way I was gonna figure itout.
Long story short, I made it myjob to find another bank at a
lower interest rate to take overthat loan, and I worked my
magic, and it's a very longstory.
We'd be here probably for 30,another 30 minutes if I told you
it, but the long story is I gotthis other bank to take to take
(31:56):
it over, and I eventually paidthe loan off uh like two years
later.
But there's always a way out.
The the reason most people failand lose is because as soon as
things get hard, they just stop.
And honestly, that's like themost critical point because as
soon as things get so bad, youare like right around the corner
(32:17):
for the biggest breakthrough.
You have no idea, but you can'thold on any longer.
I tell people you got a doggypaddle, just doggy paddle a
little bit longer.
All right, you owe someonemoney, what's gonna happen?
They're not gonna get paid.
Okay, so maybe they call acollection company company on
you.
By the time all that happens,you'll be able to pay them back.
Doggy paddle a little bitlonger.
And that's that's really what itcomes down to.
(32:38):
But I have stories like that.
I can go on forever and ever andever.
I literally ran into a cash flowissue once.
I had a huge bill I had to pay,or they were gonna turn off the
electric in like my whole area.
It was crazy.
And they were gonna literallylike um they were gonna lock
down this other.
I had this um uh storage unitfacility, I had all my stuff in
(33:00):
there.
Long story short, I was able totake out a credit card last
minute to get enough money justto pay off what I owed.
And then I paid the credit cardoff.
But like, there's always a way.
You gotta sometimes it's veryimportant.
I like to advise people this allthe time.
Sometimes you just need to sitor take a drive and just be
totally quiet so you can justthink and gather your thoughts,
especially during challengingtimes.
(33:21):
And that feeling in yourstomach, when your stomach's
spinning at a thousand miles aminute, yeah, I know that
feeling very, very well.
That's an exercise for you todevelop the ability to you know
push through when you're havingthose times, but also get used
to that feeling.
Because the more you have thatfeeling, the more comfortable
it's gonna become.
So that's why I always talkabout being very uncomfortable,
(33:43):
because the more uncomfortableyou are, you eventually become
numb to that feeling.
It's just like anything else.
So, uh, and that also ties intothe fitness side of it too.
And I know I'm taking this alittle bit you know sideways
here, but I want to, you know,pivot here too because it's
important.
If you do hard things firstthing in the morning, like jump
in a 27-degree ice bat, pushyourself in a workout, go crazy
(34:04):
in a sauna for 25 minutes, andand that day something bad
happens, you already putyourself through so much pain
that it's like, yeah, that'snothing.
Easy, I'll brush it off.
So you you it there's also likea method here to like being able
to like conquer great things andbe super successful.
And that's kind of how I do it.
SPEAKER_03 (34:21):
You know, and I should add, and Josh, that was a
powerful story.
And for those of you listening,Josh and I have spoken about
where his business is now.
And let me just tell you, Joshhas an incredibly valuable
business now.
He has successful, happyfranchisees.
He has scaled the mountaintop.
So for all of you listening nowwho maybe it's not quite time
for you to to invest in afranchise, or maybe you are a
(34:44):
franchise owner and you're goingthrough it, Josh's point is
exactly right.
You have to keep going.
It's like my dad, um, we had anad agency when I was uh uh when
I was younger, and that adagency went bankrupt um in 2000,
and he was 62 years old, notemployable, tried to buy a uh
visiting angels franchise, theyturned him down.
(35:06):
So, what did he do?
He started his own home carecompany called Home Care
Assistance, and he went and hegot this little office.
And I remember all of us sayinghe's crazy, he's lost his mind,
just into this business thatworks with old people.
Well, he had the last lapbecause a couple of years later
we all were asking him for jobs,and we eventually built the
company and sold it to privateequity.
So the point is that listen toJosh's words because they're
(35:28):
powerful.
Do whatever the hell you can tosurvive.
Um, and to your point, Josh,doing hard things.
I noticed when I start my daywith the cold plunge, my resting
heart rate is 49.
Versus if I don't do the coldplunge, it's you know 58.
That tells you something.
Cold plunge builds you up yourresilience to deal with stress.
(35:48):
And Brian, I know, I know I'mworking on you still in the cold
plunge, but that I'm not doingit.
Yeah, Jill's never gonna do it.
SPEAKER_01 (35:56):
Jill, I'm telling you, it's very good for you.
No, my wife, she won't do iteither.
She won't do it.
So I actually almost convincedher at one point.
She later had her bathing suiton.
She goes in, she took one stepin it, she goes, You're a sicko,
and walked out, and that was it.
SPEAKER_04 (36:09):
My elbow in sweaty.
I had like a bug bite.
Jack made me put my elbow in.
That was that was it for me.
So I like a good ice roller onmy face, but that's it's not the
same.
SPEAKER_03 (36:19):
It's not the same.
SPEAKER_04 (36:20):
And I know, I know that it's really good.
I really I understand thebenefits.
SPEAKER_01 (36:24):
Just you you can start with a cold shower.
You don't gotta go crazy and gowith an ice.
SPEAKER_04 (36:30):
That's shocking my system.
SPEAKER_03 (36:32):
Have you added on the the Wim Hof breathing?
Have you done that in in combowith it?
SPEAKER_01 (36:36):
Nah, I don't do that.
No, I just go in there and justdo my thing.
SPEAKER_03 (36:39):
I love I love the Wim Hof breathing.
I think for I I can't meditate,like just sit there and
meditate.
So for me to get into ameditative state, that that Wim
Hof does it every time.
SPEAKER_01 (36:49):
So I'll tell you something I like to do, and I
and and and you know, I'm givingyou like some of my secrets
here.
But so so what I do in the icebath is so every night I've been
doing this for the last, I don'tknow, my God, 25 years.
Before I go to bed, I write downmy goals every single night.
And they're they're goals thatI'm gonna accomplish.
And that list has changed somuch over the last, my God, the
(37:12):
15, 16 years.
Um, believe it or not, one of mybuddies posted a picture of I
have 147 notebooks in my closetstacked up, and Richard Branson
actually saw it and commented onit on LinkedIn and said it was a
brilliant habit.
Well, not that I need him totell me that, I already know
that, but um, you know, thesegoals you write down, you close
your eyes, and there's a processto it.
(37:32):
And manifestation is is is 100%real, but there's a process to
it.
So, like, for example, let's sayyou want to drive a Ferrari, you
would close your eyes and youwould say, I am going to own a
Ferrari, but you it you have tohave a timeline on it, right?
Like by 2025, you'll fit you'llclose your eyes, you say it, you
picture yourself riding in it,right?
So, Jack, you're in it, you seeJill right next to you, and
you're like you see the windjust blowing the hair back and
(37:55):
you see it, right?
Open your eyes back up, you sayit out loud again, then write
your next goal down.
So I do that at night, and it'sgot to be before bed because
that's when most people like,I'll do it tomorrow.
No, you don't do it tomorrow.
You do it right before you go tobed when you're most tired and
you never miss a night.
I also recite them out loud inthe morning in my ice bath.
So as soon as I get in, it takesme about 15, 20 seconds before I
can kind of like remain calm,close my eyes, I go through all
(38:17):
my goals.
By the time I'm done with mygoals, I got a minute left, and
it's like a joke.
So that's what that's how I doit, and it works really, really
well.
And you know, as you once youget acclimated to it, like after
a certain period of time, itjust feels like a fine, like
you're you're okay with it, youknow.
So uh that's that's that'sthat's how I've been doing it
for a very long time now.
SPEAKER_03 (38:35):
Josh, how many franchisees do you guys have?
SPEAKER_01 (38:38):
Uh gym guys.
Uh we are approaching what 78franchise owners now.
SPEAKER_03 (38:43):
Wow.
And is it true that there mightbe a new concept coming down the
pipe?
SPEAKER_01 (38:48):
It is true.
We are getting ready to roll outa new concept in the beginning
of 2026, and uh we're literallygonna disrupt another industry
in the fitness world.
It's gonna be absolutelyincredible, and uh, I'm very
excited about it.
SPEAKER_03 (39:00):
Yeah, I I we've got some some secret intel on what
that might be, and I I thinkyou're really on to something
because it's a it's a greatsector.
And so for those of youlistening, once uh once Josh
gives us the green light, we'llmake sure everybody uh gets the
uh the email.
So make sure you're subscribed.
Go to thefranchiseinsiders.comand subscribe.
Hey, Brian, you're you're alwaysso good at keeping us on track.
(39:22):
What what's an importantquestion that we haven't asked
yet?
What do you like?
What do you see your topfranchisees doing?
SPEAKER_02 (39:28):
What's when it comes to their culture, they're
building their teams.
Like, what are the top what'smaking the top ones different?
SPEAKER_01 (39:34):
Yeah, dude, they literally just follow exactly
what we say in the playbook.
Like they just follow theplaybook.
That's it.
They follow the playbook.
You know, it's funny.
I started social media to kindof like indirectly market to my
franchisees, and it just becamejust so freaking huge and blew
up, which is awesome.
Like it was blew up, and it'sgreat, but they also see that.
So I'm constantly putting outcontent really for them.
(39:54):
Like, you know, it obviously itit it it it it's for everyone
else as well, because they'rethey're getting the benefit of
it.
But they followed the blueprint,man.
They see me doing it every day.
You know, every day, the firstthing I do on my Instagram
story, I have not missed a dayever.
I do a timestamp of my alarmclock, usually around 3.27, 328,
or 329 when I wake up.
(40:15):
Uh, and I've never missed a day.
And I just keep doing that overand over and over again.
When I go into sewing, I take avideo of it over and over and
over again.
What does that show?
Consistency, discipline.
So good leaders lead by example.
I don't even have to say a word.
They see.
That's it.
Like everyone's like, man, yourkids are so respectful and
they're so driven and they're sosmart.
What do you how do you teachthem?
(40:36):
I don't teach them anything.
They follow me and they seeeverything I do.
That's how they learn, andthat's how I teach them.
You have to be a good leader.
When you're a good leader,that's how you develop a good
culture.
And most of these culturesaround here, I'd say 90% of them
are all destroyed because it'slike you say one thing, but do
something different.
Yeah, we're we're the I'm thefirst one in, last one out.
(40:57):
Meanwhile, you show up to workat 10 in the morning.
Like, no, that doesn't work.
Like, no one's gonna get buyingfrom that.
Everyone's gonna know you'refull of it, right?
So it's like to really have thatgood culture, you you have to
you really got you really gottawalk it and talk it.
Like, that's really what itcomes down to.
You know, it's not thatcomplicated, like, you know, and
I and I'm not just saying thisbecause I'm on this call, but
like I know Jack and Jill, likeI know I we just met guys, but I
(41:18):
know that like you, they'rethey're great people, like and
they do a really good job.
And I and I listen, and I I I Ilike all the stuff you guys put
out there, but like everythingyou say is real.
Like, most people don't say thereal things, right?
Like you talk aboutsemi-absentee, like I saw that
video the other uh post aboutthe other day.
That's real, right?
Like you need somebody to beworking a business, like, but
(41:39):
people don't talk about that.
You you're not gonna build agood culture, like you guys
wouldn't be great if theyweren't great, right?
You guys are great, I know youguys are great, but that's
because they're great, right?
And then you're gonna createother great people because
you're gonna have that same typeof great energy and it's gonna
just roll out, right?
And it just goes down toeverybody else, and that's how
it works.
It it's really not thatcomplicated.
Like, people like, how do youscale internationally in all
(42:00):
these countries?
Same way.
That's it.
But it starts with me, and if Idon't feel that good energy,
that good vibe, I don't carewhat type of bank account they
have, it's not gonna work,right?
You've got to have thatconnection, and that's where it
starts.
And that's the same way with myfranchisees.
Like, you know, when I bringpeople into this, into this this
this organization and they're onthis team, I gotta feel it, man.
(42:21):
And I've gotten very good atthat.
I've been doing this a very longtime, so I I could feel it, and
I just know it.
And it's funny, like one of ournewest owners, like year one,
they did over 700,000 in sales,like made their money back and
made a massive profit.
And I knew it.
They almost didn't even sign.
They said they weren't gonnamove forward.
(42:41):
I was like, screw that.
I called them right away.
I said, Listen, I usually don'tdo this, but I'm telling you
right now, this is the model foryou, and you need to rethink it.
Here's why.
They said, you know what, Josh?
I'm in.
And we joke about that all thetime.
Like, you guys almost walkedaway from this.
You made that happen.
SPEAKER_03 (42:57):
You made that happen.
The franchisees who follow thegame plan do well.
The franchisees that say, Well,I think you know what they're
doing in this market doesn'twork here, and we're gonna do
things differently.
Well, yeah, you're you're gonnaget different results, and it
may not be good.
SPEAKER_01 (43:12):
100%, man.
100%.
SPEAKER_03 (43:14):
What'd you say the other day, David?
Just run the damn ball.
SPEAKER_00 (43:18):
But uh, I'm gonna I'm not stealing Brandon's
Thunder, but that's BrandonDowner's main thing.
Just run the damn ball.
Just old school football runningdown their throats and just keep
running the same play over andover again.
SPEAKER_03 (43:29):
Yeah.
I mean, I saw it the other nighton Monday night football.
I'm uh that you watch the theChicago Bears have had tons of
offensive line issues protectingthe passer.
What did they do?
They went back to the basics,they went back to running the
ball 70% of the time to pre-upplay action so they could
actually pass, and it's exactlyright.
So, and that's it.
It is executing, it is followingthe game plan.
(43:49):
It's being a passionate brandadvocate.
And I think if you're on Josh'steam, you probably have no
choice.
Hey, Josh, how can people learnmore about gym guys?
Where should they go?
SPEAKER_01 (43:58):
Yeah, they could just visit gymguys.com, Google
us, you know, we'll pop up rightaway.
Um, yeah, that's it.
Okay.
We're all over the place.
SPEAKER_03 (44:06):
And if any of you out there would like either
Brian, David, Morgan, orCatherine to introduce you to
gym guys, um, just go to oursite, thefranchiseinsiders.com.
Um, you can also reach outdirectly.
Brian, David, I don't know, youwant to share your your contact
information?
SPEAKER_02 (44:22):
Brian Gross.
And you can reach me atthefranchisinsiders.com slash
Brian Gross or 573-701-6530.
SPEAKER_00 (44:32):
And David San Juan, uh, as well, you can reach me at
305-496-4883-305-496-4883.
SPEAKER_03 (44:41):
This has been great.
Josh, as usual, wonderful tohave you on the podcast.
Do you want to give your phonenumber out too?
SPEAKER_04 (44:46):
No, I give you.
No, I still don't really knowyour phone number.
SPEAKER_03 (44:50):
I still think Josh, any closing thoughts?
SPEAKER_01 (44:56):
No, this is absolutely great, man.
Guys, I really appreciated youhaving me on.
Thank you so much.
Um, you know, I think justpeople listening to this really
need to listen.
You know, these guys are great,and you know, I'm I'm backing
them up and validating thatthey're legit.
So, like obviously, if you'relooking into franchising, you
want to be with the rightpeople, and these are the right
people, and that's very, veryimportant.
There's a there's a lot outthere, and very, very few
high-level rock stars that knowwhat they're doing and have that
(45:19):
passion and that desire to helppeople.
So uh that's really it.
You know, I hope you knowthere's some valuable
information here for you tolearn from.
And um, you know, thanks again,guys, for having me on.
SPEAKER_03 (45:29):
Yeah, of course.
And for any of you listening, ifyou want any of our calculators,
any of our checklist, the twentyseven red flags to watch out
for, how to decode an itemnineteen, text us three zero
five seven one zero zero zerofive zero.
For this episode of We Bought aFranchise, I'm Jack Johnson.
SPEAKER_04 (45:45):
I'm Jill Johnson.
SPEAKER_03 (45:46):
And we'll talk to you next time.
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
CrimeLess: Hillbilly Heist
It’s 1996 in rural North Carolina, and an oddball crew makes history when they pull off America’s third largest cash heist. But it’s all downhill from there. Join host Johnny Knoxville as he unspools a wild and woolly tale about a group of regular ‘ol folks who risked it all for a chance at a better life. CrimeLess: Hillbilly Heist answers the question: what would you do with 17.3 million dollars? The answer includes diamond rings, mansions, velvet Elvis paintings, plus a run for the border, murder-for-hire-plots, and FBI busts.