Giving VALUE To Your Community with Austin Toloza

gym, coach, people, work, fitness, leads, austin, business, community, ads, facebook ads, owners, spend, kids, day, clients, run, play

TTyler 00:00

Ladies and gentlemen, welcome to this week's episode The gym owners podcast. Do we have a special episode starring a special guest? I am your host, Tyler Stone over there. John Fairbanks, our special guest this week, gym owner out of Austin, San Jose, California, San Jose, California, Austin toloza. Austin, thanks for coming on the show. Austin caught our eye a long time ago and John and you and John and you have been going back and forth quite a bit. We want to cover for you guys that are listening here something that I think Austin does really well, that I think a lot of the big gym owner fitness consultant, fucking, I don't want to just use the word scam to describe all of them. But the vultures, the things that they're selling out there is just this very one dimensional lead acquisition strategy, which is Facebook ads, shitty challenges, just run an ads on ads on ads, it's through one, maybe two social media platforms if you're lucky, and it becomes one dimensional, robotic, inhuman. And frankly, I think it scales really, really poorly in the long run because you were out those. You were out. You're welcome on those platforms quite a bit. So Austin Tilos is here, Austin, thanks for joining us. And we want to cover some of the things that Austin does really, really, really well. Which is like being a dude out in his community. And like the things that start to make people think about you and go, Oh, yeah, I know that guy. I like that guy. What's he doing? And next thing you know what someone's thinking about going to a hiring a personal trainer going to a gym, they got a guy that they know that they like who's in the front of their mind. So awesome. Tell us a little bit about your budget, Jim.



Austin Oloza 01:28

Well, thank you. Well, first off, I'm glad to be here. Very honored to be here. Thank you for having me. A little bit about my gym is called hyper strength and conditioning at San Jose, California. We do personal training in semi private, small group classes. And we like to nerd out and workout a lot of fandom and fitness stuff in our realm. And what we do is we just love to coach people. So that's what we do. We've been doing it since 2015. We pushed to the pandemic, Jesus and now here I don't know if you guys like to go over like, like numbers or all we



Tyler 02:07

can keep a lot of them. We can keep a lot of the numbers stuff vague, I think I think the main thing is Austin, you we talked about two things that you do that keep you involved in the community that work really well. One of them is coaching local football. And while this sounds very, like small, like just regular dads are out there coach and football people do this. There are a lot of fitness professionals like we talked with DJ last time that are just like autistic guys that like fitness. And then you get them in front of people and they like you know, like they almost barely should be coaching, let alone marketing themselves. And it becomes a big Ken problem in the industry. And that's I think why a lot of people in this industry turn to like, oh shit, can I just pay for somebody to give me 30 leads a month through some thing and I think this involvement that you have coaching local football, and you're also on the water was the hype team for the San Francisco 40 Niners is that oh yeah. Yeah.



Austin Oloza 03:04

I am. They gave it to me this week. Ah, but yeah, so I mean, going into, you know, the high school football stuff. I'm just a big high school football player. Like for me, I love football. I love football. I love sports. I love the camaraderie, the team aspect of it, but I was lucky enough. When I was doing high school football, I think it's one thing where you're like, Oh, I had a coach. He was cool. It was great. We won games, we lost games, this and the other. But this specific coach had a very great impact. I mean, his name, Coach Kotoko and his dad like they're like known in the high school football space here in the Bay Area. Like they brought championships to Los Gatos high school, but he kind of showed me what a really good culture is in an organization. And I said, it sounds like I you know, I worked for the NFL, which I helped. I mean, I entered for the Oakland Raiders for a good stint. But it allowed me to see how much of an impact a coach has on someone. I mean, his impact now resonates still with me. I text him when I need advice for coaching football and, and coaching kids and all that stuff. And this is like 1520 years later, man and it's insane and, and that's what I wanted. When I opened the gym, everyone when they opened a business, right? You fall in love with the coaching you like. I want to do this for the rest of my life. So I want to coach you to open a business, but then you get to the part of like, I gotta sell myself. Oh, that's the business part. But people need to understand to like when you open up, like how can I get myself out there and to your point of like, well, I just, I'm going to be efficient and I'm just going to have someone give me leads. It's like, okay, sure. But can you form a true connection with the community? Can you actually go in front of people and be like, This is who I am, this is what I'm doing and can you actually capture their attention, but I'll capture their hearts, like, I want to work with that guy. And that's what casaco did with me. I mean, this guy was an up and coming coach, he won a state championship. Eventually he used to coach Arik Armstead for the 40 Niners like this hour like this is like. And that's how I say, I'm lucky because when I was coaching, when I was training under him, you know, it showed me like, this is what leadership looks like, this is what accountability looks like. This is what being part of a community means: he didn't have to be there, he could have gone to a really rich private school and trained and coached and got paid whatever the hell he wanted. But he coached that Eastside, San Jose, just to show that if you how to make an impact positively, and if you start turning a culture around, the community around, it starts changing as well. And that's what he did, because it was a losing program. And he turned it into a winning program. And because of that a lot of our teammates got chances to go to the next level to play college ball, some of them even got a chance to play at the professional level. And that's crazy. So going into my business, I was struggling for a bit as with anyone who starts a business and you get lost in the weeds. You're like, well, you know, do any Google ads, Facebook ads? Do I need to do a six week challenge all the time? But then like, I'm sure it's like beating a dead horse. But you know, some of the people you got the six week challenges you're like, Do you know what you signed up for? I'm here for the six week challenge. And it's like, this is not exactly what I want to train. This person cannot afford our services, I don't know how the heck this person found us. They don't even know who we are, they thought we were someone else. And of course, yeah. And then God forbid you, you attract someone who has no idea what you're doing, not in your client avatar, but saw an ad come in. And don't like the experience because you wore a specific clothing attire that they just don't agree with, then they give you a one star, you're on your Yelp training.



Tyler 07:03

So I think I also think that type of alignment we talked about, like, we generally like to go on, like the straight business terms lead quality, political term, right? Quality of the leads that you're going to get when you're just combing Facebook, for general fitness, interest is tough, it's local. So essentially, you're gonna run out of people within a 15 minute drive of your area. And so at some point, you're going to have touched on every single human being within 15 minutes of it. The problem is, a lot of those, especially the ones that are just on spending time on Facebook, there's a survivorship bias to those leads in that it's people that are on Facebook, which is not all the coolest fucking people in the world, either. I don't know if you guys know this. And also, there's just some people you don't want to do business with. And so these companies that are just shoveling leads in front of you, they don't really care about lead quality, necessarily. They just want to get people on their form so that their ads guy can have his cost per lead fucking number way down. And so everybody's just trying to adjust the metrics that are relevant to them. The metric that matters most to you is quality of the lead is one thing, right? But that's tough to measure short of like, do they sign up? How long do they stay? That's a couple metrics of lead quality? The truth is, do they know who you are, what you're trying to do? And do they know that they do? They already know that they want to work with you. And you being involved in, say, the football team, the high school team, let's stay on the coaching side of things. First, John does similar stuff, where he's out locally. And that means that when people are looking for somebody to work with the amount of gym owners that I know who are trying to get more say like offseason sports, porn, sports performance, coaching, right, like to get some high school athletes in the summer, that'd be great. And they really, really, really struggle and they don't understand why. And then when you look back the debt, literally the depth of their strategy to try to get high school athletes out of season is like maybe one post and they're doing like a group thing that's like, summer fitness at our fucking functional gym. And it's not fucking anything, and it doesn't connect to anybody. And it's not about anyone's particular interest, there's no direct line really to it to that person who owns that gym, and that person is going to coach and the product and the suit. It's just there's too many gaps in there. So it turns into this transactional just lobbying shit down the road and hoping and it kind of works enough and the term I'm always going to use about this because I don't like to shit on fully I should know Facebook ads and stuff like that a lot. But I don't see them completely because it's a dimension and you need to have a multi dimensional strategy for lead acquisition and I think that needs to come from referrals it needs to come from community outreach, it needs to come from any number of different things you can run a challenge right you can absolutely run a challenge I don't mind it it's good gives people something to get behind it has a start and an end and I don't fucking hate them completely. But you guys see what's up. How do I even do this job? What's the terms we use? When we searched for face, I'd love for all of you gym owners out there to do this, go into Facebook and you can look up their ads library, just Google Facebook ads library, and just looking up, like fitness challenge,



John Fairbanks 10:10

I just haven't challenged myself. It



Tyler 10:13

I can't use the words weight loss in it or anything like that. So there's some terms that are already kind of off limits for Facebook. So whatever you start catching, whether it's in your area, or otherwise, you'll see and what you'll see is they're all the fucking same, the same, they're all the same. So when I say it's okay to run a challenge, I'm okay. It's okay with it. But you're gonna see that that's all that's happening out there right now. It's all that's happening, or some bait and switch intro offers stuff. And it all sucks versus my kid and my older kid and my younger kids, they all play for the same program that Austin goes to. And I like him, I see him, I ask about him, he seems friendly. He has a gym, I know that because he's within my sphere of influence, or I'm within his, which at that point, it goes when I am looking for somebody, he barely needs to make an ask for me to compel my kids or myself or my spouse to go train at his facility because I see him I like him. And I know what he does. You guys know people in your world who are and Whose an attorney. Right? You guys just know maybe you guys don't deal with lawyers regularly. But like, if you get run over by a fucking Mail Truck tomorrow, you guys, who's the lawyer, you're going to call? I want you guys out there to think about this. Mine. Who is it going to be? It's the guy who hired me as a personal trainer. That's the one it's the only one that's on my list. And I know other lawyers, I grew up with other people, but the one who's closest to me, closest to my sphere of influence. That's what I'm going to rely on. Because I don't fucking know, I don't know. Anybody else really does that as well. So that's the thing to get out there. And I think Austin, you're doing a really good job of that. Because if you fuck in shows, it shows in the branding. It shows when people look at your gym, they go, you don't have to be something that you're not now, it just is I want to work with that guy. I want to go to that guy's gym.



John Fairbanks 11:56

Well, it's the history right? And I think I want to get into it because often you shared with Tyler and I off air right offline that it was when you started getting started coaching in your community. What was the year again?



Austin Oloza 12:09

So we started in 2019. Okay,



John Fairbanks 12:12

so this is what's so dope about this, is that it wasn't just you, you're not just somebody that started coaching, it was all all of your coaches, like, oh, yeah, so that, because that's what I'm most interested in, because this, I'm going to set the scene, everywhere is fucking locked down, you're not allowed to see people, you have to keep a six foot distance. And there's a virus that's going around, that makes it impossible. And every gym is only thinking what we all remember, oh, outside, it's all we all have to be virtual, we all have to be, I'm gonna, I'm gonna have hybrid programs of the build online libraries of fitness libraries, because now I'm going to create my own YouTube fucking stuff, because now everyone's going to work from home and they're gonna borrow. And you and your staff did something radically different, that really has paved the way for where you are now. And that's kind of where I want to take back because it comes right in line with what we're talking about.



Austin Oloza 13:14

Oh, yeah, no, I mean, I appreciate that now. Yeah, so 2019 My whole staff, they helped me out with this. I didn't volunteer, they helped me out. I didn't even pay for it. Like because we were already struggling, they don't recommend that. Volunteer. I reiterated, especially the state California, I reiterate, this is a volunteer opportunity. You don't have to do this with me, this is just a passion project that I'm trying to get off the ground. I volunteered my services for Evergreen Valley High School to coach their football program for free because I just love coaching football. If you want to do that, come with me. And then I had five coaches come out with me and they did it. It got to the point where they are actually doing it without me there, which was cool. When we did that the first season we built the relationship with that staff, we built a relationship with the staff at the school, the head football coach, the athletic director, the assistants. And so when 2020 happened, and we I did one full season under my belt just as just as a strength coach, they asked for kind of like I kind of worked my way you know, these things, I kind of worked my way to become an assistant because like, I got caught by the bug of like, just after coaching the strength training, my staff would leave but I would stick around here like I could go watch football practice and then it went from watching football practice to like I could I could give a little tip here and there and they're like, Hey, you want to go and help me coach and I'm like, I mean I can do that. And then eventually one thing led to another and I'm the head JV coach for 2020 Get home like I'm like all dialed in. I don't know anything about like, I know football but I didn't know the chess pieces of like offensive coordinator, defensive coordinator. I didn't know any of that. I didn't know much of that. And they gave it to me and you know, I sold myself. I said I will learn whatever I need. Learn to coach these kids up because I just love coaching. Took my word for it. I learned everything I needed to know about offense and defense and all that and we figured it out. But when 2020 hit, like, everything was shut down. And I'm like, yo, Gabe, who's like, head coach, I need a place to train my guys like, just my clients. And they gave me a key to the field. But I had to be respectful. And I didn't want to step on people's toes. And they're like Austin. Yeah, you could do it. Yeah, go ahead. And so we had the opportunity for a few weekends to go there. I drove my truck and brought the equipment. I told everyone, hey, we're at this football field. And let's just go to town. And I had my boy, film us and we filmed a social message of like, Hey, this is what we're doing. This is what's going on. And we're able to kind of do that for a while on top of, we were still trying to hold football practice. So I was still coaching football during the pandemic, which was insane. So we were doing all that. And that kind of got us that allowed us as a business to be like, Hey, we have this on top of everything else that we're doing, because everyone was freaking on Zoom. But it came out and people loved it. They're like, Oh, my God, awesome. This is great. But with all



John Fairbanks 16:07

those opportunities, right, those are opportunities that came to you because of this next level. And this is kind of where we're driving the ship here is that this next level of connecting and community where a lot of the folks that we've interacted with over the last decade, Tyler have been fucking hermit dorks that just stay inside their weird cement kingdoms with all their iron around them, and kind of lameness gite learn



Tyler 16:35

Getting smarter about fitness is not the key. It's just that I've always told people that if you know a little bit more than the person in front of you, you can guide them through their next step. So your obligation is ideally you want to stay far enough ahead. So you have some good perspective. But you don't need to be 25 years of knowledge ahead of every single person that you coach that's building that level of a intellectual gap is a fucking stupid waste of your time. And you're better off spending that time and resources, entrenching yourself in your community and spending that time and effort serving the people who you hope to actually provide opportunities for you and building relationships. And I think whether you're, you know, fucking just out volunteering for pet projects that you care about whether it's humane society or weekend fundraisers are getting out in for god knows what, whatever is out there in your guys's community, that you give a shit about? Yeah, then you need to be involved in it. Because, by the way, you can come out, you can spend a couple grand couple, three, five grand a month on at Facebook ads, like if you want you spent to raise 10,000 bucks a month easier Facebook ads, but like how much does that cost you in labor, like, let's be real Austin, if whatever you're gonna pay your coaches, if you spent that 1000 bucks next month, to send them out, pay them an hourly wage and send them each out there to spend a few hours somewhere in the community. I promise you that for a few months, the leads and interaction and goodwill that you will get that will come back to you from that will be exponentially greater, and a lot less fucking annoying than the ones you're gonna get off of Facebook ads, I guarantee it. And that's I just we talked about there's a thing we've talked about a little bit, John in the past that where it was like charitable marketing, if you will, right. Every time there's a fundraiser with silent auctions and stuff, be there one, get your business involved in it, right? donate something to those types of things, or whatever. Because frankly, with none of our services, we can always find something that's pretty scalable and easy. And is it going to break the bank to donate a little to a cause that matters to us. The other thing is to get out there and put your name on some stuff and make some awesome shit. Sign up for some raffles and buy some of that stuff. If you spent your advertising budget on that stuff over a long enough timeline, you'll never you'll never need to hit up. Go back to Facebook again.



John Fairbanks 18:57

Yeah, and you can and you can play that game. And awesome. We didn't ask you, but it's Is this in line, right? This is Tyler and I just write I've read Pat, like we're gonna get up high on these pillars. And we're going to shut down upon everybody on these topics, right? Because it just waits for what we've seen so consistently. You're now in the People's Republic of California. Right? So that's where you're at? And the reality is, is that exactly that is that in line, because you've now been in business now for a hot minute, right? You're coming up on a decade. So the reality is, has that been your reality? Has that been your experience as well? comes to like advertising when it comes to running ads doing these things. Have you played these games before? Oh,



Austin Oloza 19:41

yeah. No. The control of the quality of the leads is something that I love how you said like well, you call them the snake oil salesman or whatever the scam artist they don't they don't Aleut and oh my god, it's you don't know how many DMS I get about someone who's like I can I can increase your leads. But it's it's The quality of the damn lead like and it's it's not fair for a small business owner who owns a gym to compare themselves to a Barry's Bootcamp or an orange theory who have millions of dollars behind their ad research who can actually press a button and just true sheer spending dollars find so happenstance the people that they're looking for, you know what I mean? But if you are trying to, you know, if you are in a pain point of like, I don't find leads, I can't find leads. And I just need ads. It's always like, I mean, I think the first one, two to three, four years of like, owning a business, you're like, I need ads, I need I need leads, but it's like, No, dude, you need to form a connection with people that you want to work with. Because client lifetime value man CTV, when you're like when you get a client that you resonate with, they are with you for a long time. That means they're spending money on you for a long time, investing in your business in themselves, but also continuing their education. And if that's galvanized, then of course, you have access to their sphere of influence. And it's just if you guys are listening to this, don't feel like you're so high and mighty that you You're too good to volunteer for something that's happening local, because guess what, you don't know if that parent is a doctor who's just so damn busy to put their kid somewhere and they just saw this. And now they see you and you're always spending time with their kid like, exactly what happened to me on the football team. I am coaching these kids, you know, they get paid 10 cents an hour to coach these kids. In football, football is a very demanding sport to coach even at the JV level. Like I'm still watching film, I still feel like Jesus, but you know, I may be tested in a sense now. But it's the payoff of when these kids win in front of their parents. And you see their parents hug them. And it's just intrinsically it's great. But also the parents go up to you. And this feels great. Because as a business owner, you just always feel like you're shitting on because like everyone always has something to complain about everything has someone on standby your staff, your employees, your your your your customers. There's always so someone who like people are just always harping on you. But then you get a parent who generally goes thank you for coaching my kid, where I noticed that you you work out, they tell the kids, the kids talk about you, right? If you make the kids say you own a gym in San Jose, what is it? I'm like, I'll type or shake. Oh, okay, well, you know, Dylan needs to work on his feet for track. Can we go in and do a visit for you? And I'll give you money? Yeah. I'm very upfront. I'm like, yo, to train with us. It starts at 150 a session, you know, thank you, you know, thank you. We appreciate it. But you know, that's somewhere around your wheelhouse. We'd love to, you know, I just don't you know, I just made very transparent, you know, and, you know, I don't want to make it seem like I'm trying to sell people but they're just like, oh, yeah, okay. Yeah, I'll talk to Dylan and he could probably bring a couple of his friends to they're looking for people. And I'm like, okay, yeah. And in my head, I don't, I don't know who's gonna take him like in my staff, because I didn't build it out. But I'm like, no, no, no, no, no, let's we'll take we'll take foreigners. But it's, it's that that's, that's where you start building your clientele. Because I don't coach at Evergreen anymore actually got offered a job at a new high school at San Jose. We are building the program from the bottom up, and the Coach



John Fairbanks 23:17

Harbaugh, we'll get you on to the next thing. It helped raise these poor kids. So high. 20 cents an hour. You're like, hey, Buck, you guys. I'm out. I'm going down the street. I feel bad. But



Austin Oloza 23:36

like the high school is 10 minutes away from my house. So I was like, add their new high school. But the coach was like, This is Coach bird. They offered me the offensive coordinator position at JV level, because, you know, just a break time constricting, so I didn't want to be a head coach anymore. But he saw what I was doing. And he goes, What are you trying to do? And I'm like, I'm trying to build out a youth program, you know, youth athletics, this and the other. And he goes, Oh, no, my and I told him straight up like, oh, I ran into the field, don't worry, like, I wanted to make sure to tell him straight up. Like, I'm not coaching you for your field. I'm not trying to use you, I generally want to build his program. But I'm just telling you like, because he was asking, and so he goes, maybe I can help you out with the field stuff. And I'm like, what? And he goes, let me let me figure something out for you. And then we could probably do it together because I believe in what you're doing. I see what you're doing. And we because we coached against each other. And he beat me by a freakin 'touchdown because whatever, I'm not gonna get into that, but the rest of the cost of them, but it's okay, whatever. But um, but you know, we joke about it, but he was just like, I love what you're doing. Because, you know, he knew about me because I coached against him. This is how crazy this whole thing is. And he's like, let me just try to help you out with something. Let me just try to help, maybe we can get you in this field and we could start something together for that and it's like I wouldn't. I would have never had that opportunity. If I didn't just pursue this. Like I want to start coaching again and just truly give back to the community. That's been you know, that I've been opening my business around that's generally where it comes. From.



Tyler 25:00

So, there's an interesting takeaway here as well as that not only is the quality of leads that you're getting is better from just being out making better relationships, like actually making real relationships in your community. Because those people are aligned with you and they know you and there's already it sells itself when somebody's already been told that you're awesome within that they should want to work with you at that referral comes fucking primed and ready to go, right. But I implore all you gym owners that are listening out there gym owners personal training, to think back to is like when are the best opportunities that have come in front of you? And what are they from? And have you ever gotten like a real game changing opportunity where you suddenly get access to 25 more people or tire new families or a whole nother subset of people in your community that you never had access before? How many of those new big scale opportunities come along from running ads. And I want you to compare the ones that you've got from like people that you know, really the people that you know, that you knew from a person to a person to a person, in my case, all of them all of my biggest ticket clients that I currently have all the biggest ticket ones that I ever had, there were not people that came to me out of the blue, not ever not a one. And all of them are people that I've had a relationship with frankly, like my wife's not only are my top five paying clients this year, from that method, as are at least my wife's top eight or nine. It's all reputation. It's not that I saw an ad, it's that I didn't see this thing. And again, this is not to diminish ads, it's just as one dimensional. And so this is you can become 3d 45 D here in your approach by just you have your things your staff has their other things and this is where I want you guys to also start to level up this strategy as well get yourself out there do things that matter to you to your family, your kids in your community, um, yet staff that also might have pet projects. Yep, I'll turn them loose. I never like giving staff the keys to the city or anything like this. But your coaches should be encouraged to point themselves in it when I talk about coaches that don't like marketing themselves. Maybe they're not, maybe they're just I don't know, I don't want to be flushed. Maybe their thing is to be out there. dishing up soup for the homeless on Thanksgiving handing out turkeys before Christmas or, or whatever. Maybe that's how they self promote. Maybe that's your best strategy for them. Because they're not going to be great at writing big wordy posts on social media about their job and maybe but that's a way you can kind of buffer against somebody that is John has initial strategy because Austin you're very extroverted. You're very happy, upbeat, you talk, you speak well, like it's very easy. I mean, some gym owners, man, it's just it's like, What the fuck are you doing in this business? Right? Oh, yeah. But I This isn't, you know, it's not it's not completely, like, exclusive. So like, yes, somebody can try. But if you're an introverted coach, fuck me, man, you might be in the wrong business. But you gotta figure it out. I don't want to say some of these things you can. The reason is, I've been working with a new personal trainer who's just starting. And fitness is like the thing, it's the only thing you can get them to talk a bunch about. So that doesn't mean that this isn't the industry for them. It's not it just means that now that we can get you in a place where you're not like stuck talking to somebody at the hardware store, about nuts and bolts or shit, you don't give a fuck about or shingles or Windows. Of course, that's why you don't like talking to customers, because you hate those things. So now that they're in a situation where they're surrounded by where the conversation is about the one goddamn thing they're enthusiastic about. Now, we got to help them a little bit. We want to get them some reps, and we want to try to buffer because you can't stay introverted and do very well in this business for very long. So if you guys got coaches out there that are struggling to like, connect with clients who are struggling to sell themselves. Maybe this is a way to get them out. They're like, Well, what do you like doing? What sports do you play? City league something or other? Do you have any? Are there any charitable organizations in here like I'd pay for you to go help them for a couple hours a week. If that gets you out in the community. I like to get involved. Those are all really great opportunities. And that money travels much further in your community than it does because let's be real, you start spending lots of money on Facebook ads, and Facebook ads management. There's two entities that get that money. The person managing your ads, and fucking Zuckerberg, okay, so this isn't, it's not like that money is rattling around in your community getting spent for a good cause or getting spent at your local grocery store that money that you're spending to try to attract these people. It's all getting leached out of your fucking pocket forever and never getting spent in your town again, either. And so this is one more step of making your resources work better for you. And I don't think that there is. I would love to see someone take that strategy too far. Donate too much money. spend too much time in your community let you have your staff do too much out there, see what see how far that fucking line goes and really, really see what that cost you in the end. Because I bet it's less than running like a heavy fucking ads for a few months, I'll tell you that. But it still is less. I think I think it's a reasonable thing when people John, you and I talk about this, in Austin, this is most people are gonna run Facebook ads, I don't recommend you run them for 12, mahtim 52 weeks a year is kind of a lot, because there's only so many people in your area. Yeah, everybody's gonna be tired of seeing your jam on their feed, like you just you'll see it, it'll get oversaturated very quickly, let's



John Fairbanks 30:36

just because you don't have a virtual aspect of your business time, you



Tyler 30:40

should just be selling virtual. But then I think that what you need to do is I believe in having a marketing budget. So one of the short term strategies here is your marketing budget should be spread out over 12 months to two weeks. And at some point re appropriate the money you're spending on Facebook ads, or god knows what else and put it towards this, put an effort towards this for three months. Just do that type of stuff. And you don't yeah, like I said lagging a little hyperbolic spend all the fucking money go bankrupt doing it. But spend what you're going to spend on ads and like pay your coach their hourly wage, get them out in the community to do some stuff, you do some stuff, like, like, make sure that everything's accounted for well, like put some money towards some things don't like I hated when people would come and ask me to donate money for 5k Because I don't give up when I own my gym, I'll give a fuck about your 5k None of the people that are coming in aren't my clients either. It just wasn't a thing that I gave a shit about. There are other things that I would absolutely have gotten involved in. But they're just the wrong people coming to me. And so what you can do is instead of waiting for people to come to your business, because the people that come to your business and knock on your door, and ask him for money asking you for help ask for you to donate to their little fucking thing. Normally, those things suck because they're not for you. But you have things if you proactively get out there. Now all of a sudden, you flip the script and you're really choosing where your resources go, you're in charge. And now it really really will work for you. Instead of you just John we had a gym owner one time we got duped for like practically 1000 bucks to put their name on the inside of a folder for a preschool or some shit. Like, it basically doesn't end. He didn't have kids classes and didn't have kids class. So it's like what the fuck good is I want to be able to get the parents not even in an offer. And it's just among, by the way, 25 or 30 other businesses next to Wendy's and some law firms and some funeral homes. It's literally like fucking money on the unit. Okay, so we got some of you guys who are really easy at getting sold. And I think that choosing really likes to think like, okay to spend that kind of money on something. How about we make a decision like, like, you go out there and you decide what you want to spend it on not just this thing that fell on my lap, yes or no, that's the wrong way to do philanthropy. That's the wrong way to do outreach.



John Fairbanks 33:05

What is a real number is if you want to do a 90 day Blitz, you're ready to do ads. A very realistic range is between three and five grand. Right? If you're talking about the ad spend that you're going to spend, and then the manager that you're gonna have run, right and you can be in that range, but it's gonna be between three and 5000. Holy shit. Could you imagine the three of us right off the top of you and I we all say we got five grand to spend Austin in your community in the next 90 days. Just to maximize the right offseason for football. One of your coaches is really in the fucking crew or something stupid like that. And we want to be like, hey, yeah, rowing team, whatever, it's going to be a bowling team. And the locals can be like, whatever it's going to be when you pick a bunch of shit. And we're going to drop five grand in 90 days, I'd be willing to Guaran fucking tee the amount of leads that we could get and goodwill you could do in the community with five grand in 90 days. And it's not being spent with the lizard people like you brought up Tyler. So it's gonna be right there right in your hometown. Like holy shit, Austin likes to think about that, what you can infuse because just like you said, it will take you to the fringes. And it's like, three to 5000 in 90 days is even the fringe. That's gonna be like right smack dab in the goddamn middle. And it's gonna be like, that's what that's what i You don't understand. For anybody who's listening right? If you're new to the game and you think about these things, there's like a long list like a Tim Allen's Santa Claus naughty and nice list length of a list that you want to do before you start playing the game of Facebook ads and Instagram ads and all that kind of shit. Now there are some fun ways that we've been playing with Tyler doing stuff locally. Bring attention to a local event or thing you're doing in your gym and allow some of just those basic reach and all that kind of stuff where you can leverage that. But to play the game of clicks and leads and all that, like that, like I said, there's so much more to be done, and so much more that could be done with that same money that essentially, at the end of the day, you're gonna end up with 567 leads, and not a single one of them was converted. And now you're gonna chase a bunch of people that maybe don't exist, and they've been dead for three years. And so how they feel about your opt in, right? That's true.



Tyler 35:26

So often, you also have what is described as a kind of a unique client experience as well. And I think that that's, you have arcade machines in your gym, you guys have done? Yeah, all sorts of like themed events, themed challenges that are, they're quirky, they're fun, there's all sorts of stuff that I would say is different, far different than like a 24 hour gym, where y'all just gonna come in and put on headphones and ignore each other far different than maybe a traditional CrossFit gym far different than a highly competitive Jim. It's, it's its own thing. And because of that, needing people to already know who you are, and knowing what this is, the vibe is like, is really, I think it's essential to make sure that you make good first impressions because a good first impression allows you to make a second impression. And I think people coming in brief, like, this guy rules, it's fun, it's super fun, but tell us about how you kind of set up the, the vibe of your gym and what that client experience is like, oh, man, so



Austin Oloza 36:21

it came from a place of like breaking down the walls of gyms intimidation, right? I mean, I'm a Marvel fan, I know, when the height of Marvel, calm mo comic guy, you know, anime, all that fun stuff. And I was really big into, you know, this pop culture fandom world. And when I, when I attended Comic Con, it kind of sparked that, you know, everyone, when they write before they open their business, there's like some type of event that kind of like, that kind of like kind of triggers and like, you gotta do this, you just gotta make it happen. And, when I was at Comic Con, it was like, I just fell in love with the whole thing. It was my first time at Comic Con 2015. And I just fell in love with the atmosphere. It was great, you know, people were loving what they were into, you saw shots, freaking celebrities, just walking around, just having fun. So I was like, I need to make my gym and I need me to make my gym fun and exciting, but also, like, serious about the training, but also just like a really nice vibe. So that's what we did. So I opened it up with the premise of like, hyper strengthening auditioning, we nerd out and work out, you know, I you know, I used a lot of like enemy references, Dragon Ball Z and all that like leveling up and Super Saiyan and all that stuff. And when people walk into the doors, it's a JIT. I mean, we redid the floors now. It's like a nice clean gym. But you know, there are arcade machines there's nice little graphics on the wall but it's like there's a we're playing Captain America Winter Soldier On the screen like we're like we're on the on our TV. And you know, we're able to have banners of different teams, we break up the gym into different houses kind of like Harry Potter stuff, and we do competitions together. We make it more than I don't want to say more than just because it's like oh, it's more than just a gym. But we'd make it a bigger experience than just going in there and working out because I don't know if I heard this on your podcast or someone else but we are convincing people to pay us to make them do something they don't want to do. We are and eventually it's gonna get to a point where it's like do I really have to do this but if we create this sense of people always say community in this and the other which I do believe in community but we have a sense of a sense of belonging people just want to belong somewhere they want a space where people know their name like that cheers whole mentality but just to get it from not just like but not to force feed it I feel like a lot of franchises like like Orangetheory burial or whatever they have a way of force feeding it like we have fitness bingo today but but it's more of like hey man, do you guys catch the game? Or a you Why are you guys coming out to watch the Marvel was the Avengers endgame? Did I tell you like when a vendor's endgame was about to be released. All we did as a gem is staff the members. We just binge watched every Marvel movie leading up to that day watching and every day we're watching a new movie even after your training session was done the class was done. You had like 10 people watching the TV while we were trying to teach class it was badass right



John Fairbanks 39:20

everyone's doing squats and Hulk is carrying shit on the big screen in the in the gym like that's super fucking yeah like



Austin Oloza 39:26

and I'm sure other gyms could do this but we go in the sense of like you know it's and I borrowed it. I borrowed this from Mark Fisher's method of training like silly humans but serious fitness that's the element. And I want to take a nod to I want to I want to nod and the godfather of all this was nerd strong is Andrew and Andrew Deutsch and, and he was the owner of nerd strong. He probably saw his gym on men's health but he's good . He was a mentor of mine when I reached out to him because we had similar premises but he was in LA I was in San Jose, but He did it so well. He did it so well. And when he had themed workouts he had a workout called Old Tron and every day was like an old Tron workout but a better version, and you had to beat them. And you cannot beat Ultron because it was always something harder. And the way he did it, I was able to influence the way I did my training. And right now we do we're really big on personal training now we kind of, we kind of pivoted towards more like a serious type of training, you know, there's, they're gonna go work out, they're gonna get evidence based training, programming and all that. But the sense of camaraderie we built, especially when we did weekly games of like, you know, you know, we had yet to do was a catch the light, we had that, dude, I had that thing that, you know, the light sensors and the bottom and we had, yeah, so I had that had people like face off against each other. My landlord walked in, and he saw what we were doing. He's like, Can I play? And I'm like, yeah, come on Play man. He was playing as one of my coaches. It was hilarious. It was great. And, yeah, that's, that's pretty much how we keep it fun, keep it engaging. It's funny how people get competitive, like after a workout, they'll play a video game, they'll play Centipede, they'll sit the highest score, and then they'll leave and then someone will beat it. And they're like, Who the hell's Chris, who's, who is Chris with a cake because they'd be by school. But it's like that now it creates a more sense of like, they want to know who's there, they want to be there. And that's pretty much how we try to keep it light hearted, we kind of try to keep it fun, we try to keep it engaging. And that's the experience of what a client could expect when they come to our gym. So yeah,



Tyler 41:35

and I think because there's that type of involvement, it needs to align. If I'm responding to fitness, it adds to a challenge, and it says, and I just think that I'm gonna come in, and hopefully, I'm just gonna get to work by myself. Most of those fitness challenge ads that people are running are nearly unbranded, you don't know what gym it is, or what it's associated with until you've already either so one size fits all that, then I come into, if you're a gym out there is unique, okay? Your gym is unique, and has a unique life and unique character. And there are people that will like your gym, and people that wouldn't like your gym, then maybe the most fucking big, large swath blanket advertising probably isn't the best solution for you. Because you're going to pay for a lot of leads that are not going to work for you. And it's not going to work for them. And like you said, if you're the type of space where people all know each other's name, and they want people to know their name, and they want to know your name, you know, it's a good strategy out there is for the people who aren't members of your gym, to know your fucking name, and to know who you are, and to have you out in the space, and I think that that is, you don't get to be a hermit, you don't get to hide away. A lot of gym owners I know just want our posers who want to be internet celebrities, they want to be internet fitness influencers. And that sucks too because it's like, then you see him in person, and they're just kind of terrible at it. And they're not good at much else. And they just talk smart. And that's no good. That's no good because fundamentally we are a brick and mortar business that relies on human interaction, humans need to be here. And these humans need to work hard. And these humans need to buy in every day that they choose to come in. So we can't trick people into coming and joining our gyms, you can't you can't trick people into spending twice as much money, you can't dupe them in on some bait and switch challenge stuff. Why? Because even if you get them in, they're not going to recommit the next day, the next week, when they need to show up, and they need to work hard, they're not going to recommit to this process when they need to put the fucking fork down tonight or make a better food decision tomorrow doesn't work for him. So by feeding all these other things, you're feeding a system that's never gonna fucking work, it's just never going to work. And then we're always going to be struggling, we're always going to be spinning our wheels. And I think that went as long as you're in a brick and mortar business that relies on people, you better be a fucking person in the community that surrounds that brick and mortar business. And if you're not, you're always going to struggle. You're always going to struggle, or at the very least you're stuck where you are in some of these businesses, I see they work and pay the bills. It works. But it's when we talk about growth. Oh, yeah, growth requires that it just does require how are you? I would say this, how are you going to double your revenue? Most gym owners right now will tell you honestly, that doubling their revenue isn't like a goal. Some would think it's a lofty goal. But the fact is, if you told them that their revenue doesn't isn't doubled in the next 10 years, a lot of them are gonna wonder what the fuck they've spent their life doing and how they're going to retire and all this stuff. So like a but when asked by a gym owner, how are you going to double your revenue?



John Fairbanks 44:37

That's revenue that not members remember? Revenue.



Tyler 44:44

But like, how are you going to double your revenue, then at some point, it requires growth. That's going to be members. It's going to be a product. It's going to be staff, it's going to be needing people to invest more in you. It's going to need more opportunities for people to do so. You're going to need more of the things you do right now. though, and some things that you currently don't do. And that requires growth and that growth is not going to happen Hiding in your cave, so if you're a gym owner, and you're like I do Alright, oh, we do fine, we do fine, great. Well, if your plan is to have the same revenue next year, as you do this year, and have that be the same forever, wonderful, but then somebody with deeper pockets is going to set up shop right next to you, and they're gonna scrape all the easy opportunities away. And easy opportunities are what a lot of gyms are fucking living off of right now. That's not what you're getting, you're turning difficult to get situations into easy guaranteed opportunities by being out there in your community. Say coach, football volunteer. Now, that person doesn't give a fuck that Planet Fitness setup next door and his fucking $15 A month or $10? Well, they don't give a shit. They go, who are you? Like you, where's your gym? Perfect. That's where I want to go. They don't care that you will. If you're a gem that is being stale, stagnant, and you're hanging on, you are not going to survive. When the deep pockets come in and scrape away all those easy opportunities you just won't. So you need to be entrenched in your community got to have your greasy fucking fingers in every aspect of your community so that at some point, when someone comes and tries to pull those away from you, like this guy's dug into the boot, do this. He's dug in deep. There's no getting them out of here. Everybody knows him. Everybody likes him. Everybody trusts me and go fucking nowhere. People won't let you go under. When you get that evolve. That's the truth. They will not let you go under, they will not let you struggle. They'll fight for you. But yeah, I'm a lazy plug in gym owner, man, there's a lot of them out there.



Austin Oloza 46:34

You got ya know, you gotta you gotta eat with your hands. Man. I always use your hands with your spoon and fork. Not at a country club. You want to be a small business owner and get used to getting your hands dirty. And that's, that's the one advantage you have over these, like you said deep pocket business people and I've dealt with some of them, I talked to them about their mindsets. Like they will they will want to run you into the ground because they don't give a flying fuck who you are, what your family does, or how what your history is or your connection to the community. If I can fucking drive you out by spending 50k on this good. So I can take all your clients and drive you out of business. That is their mentality. People don't want to talk about it. But I've talked to people and it amazes you. It's like, oh,



Tyler 47:16

you lose money for five years. Yeah, just the fuck you. Yes, simply to gradually run you to a point where you can't sustain operations. You and five or six other people in your area wander. So they buy market shares is what Walmart did with grocery stores with groceries. It's what Amazon has done for such a long time. Walmart loses money on all sorts of things, especially in groceries, they've lost tons of money on groceries when they first opened like the Super Centers, it didn't matter because simply people started going there for groceries. That market share has its own price value. Then in 10 years, 15 years, when the bottom half of the mom pops are gone. Walmart can pump up the prices, they don't have to fucking compete on price. They never, they only did enough to just run you into the ground. So I think it's very important to set yourself apart from those larger juggernauts by the way guys, Nikes common Nikes doing fitness studios, thank you. There's lots of other stuff that's coming out there. And there's going to be plenty of people looking to invest money in this industry as it continues to grow. And not only that, it continues to grow in value. While it continues to fail to impact the overall health of the community, which means not and as a target could double in size. And clients' success probably isn't going to be that much better either. Which means this can be an infinitely deep well with which they can be extracting money. Unless people like us come in and go let's fucking make this shit actually work. Let's do this, right let's work with the people and let's make the shift happen when people get fit. We don't need people to just spend more money with us. We need it. We need it to all work. And everybody has a unique approach much like yours. There's plenty of gyms out there that have a unique proposition, unique angle on the fitness that they do in their gym. And I think there's a place for all of it. But nobody is going to know if they don't know who you are and don't know what you do. Sure.



John Fairbanks 49:07

We only have a few more minutes left and Tyler I didn't prepare you for this. Oh, but Austin's here. Okay, Austin's here. We owe it to him. He has an untapped market that I want to play. Just Austin Tyler and I do a lot of thought experiments. And again, I didn't prepare time for this because I thought about it midway through. We're not editing this goddamn podcast,



Austin Oloza 49:30

no singing,



Tyler 49:32

if that's what I'm saying.



John Fairbanks 49:34

Austin Austin, specifically as targeted nerds, but we've stayed in the fitness realm. And the reality is there's a large portion of the population, I guarantee and asked, I've started to see you started. You're thinking about doing fitness, kids stuff, teen stuff. You're targeting football players and athletes and stuff like that. But there's a large portion of society that's being forgotten. That still falls right in your niche and there not gonna get swept up by Nike and all these others, and their fucking Dungeons and Dragons, dorks. And specifically kids that are getting beaten up and putting in lockers every day. And I think you could have a very strong marketing strategy where they could be stronger at throwing the dice, right? You could do dice exercises that help throw those dice easier. The bigger their muscles are, the better their brain works when they have to fucking read the fucking thing. Yeah. Creativity, because they have huge muscles. Like, I want you to think benchwarmers like the movie for the app, but we're not playing baseball. We're talking, we're going to take it but like, she's all that she's not the nerdy girl that likes art. These are nerdy fucking kids that are getting their asses kicked by the athletes and they're gonna come to hyper strength. And we're gonna give them trends. Don't worry. They're gonna get super fucking jacked and yes, just all in their feelings. And they're just ready for revenge. With you, I oh my gosh,



Tyler 50:59

if you could blend like trend rage with nerd rage,



Austin Oloza 51:04

the 20 strength strike, get your daily dose of tread on us.



John Fairbanks 51:11

We just do it just as in six months, you're gonna transform some of those schools. What are those fucking



Tyler 51:21

I do believe this. And this is kind of aside from Austin, your business in general. But like, that is one of the gaps that I see so much is that like I do see coaches trying to do and it's rightfully so it's an opportunity and it works. And these are you who want to do business with people who want to do business. And so we're always trying to get to high school athletes and things like this and but man, there's there's a lot of fucking people out there that just don't think that fitness is for them. And I think that that's where like even like your spot, you know, coming up with a unique type of fitness a unique angle unique experiences, like where someone can walk in and maybe as never was never going to feel comfortable in a high school weight room, maybe it's gonna go in and go, Oh, I kind of like some of this stuff like this as these guys are alright. And, and I wish that there's a better way because I think so much of the culture for people that like kind of do get left behind in those things. So much of their culture is literally just not not exercise. It's just everything is not exercise and, and stay away from the sun. But I do feel like there's, it's kind of where like, I think like jujitsu kind of filled a lot of that space is like the dorky kids now we're like, Oh, I'm just gonna fucking get good at ripping people's heels off to get high.



John Fairbanks 52:31

I'm gonna get high.



Austin Oloza 52:34

Sue and love that leveling up system and gamifying everything. I mean, that's, that's a big, I mean, to your point of tapping up a market where it's like, they're just used to video games, and they don't want to be in the gym. I mean, I had this workout, we're probably going to do it again, where I create a grid, and I call it a game. It's like an event. And it's called, like, don't get killed by Homeland or you guys watch the boys. Yeah, that was on. So there's a grid. It's a 10 by 10 square. And you start here and you have to get to the endpoint, but you have to pick which square to go and the whole group, depending on where you go in Veals, either a workout or you dodge it or whatever. But basically, if you run into a home lender, you have to do a crazy ass workout. And so every time everyone gets a turn to choose, and I've done it and people get so dramatic, I don't know what to say I would choose that. And then I'll even add, like you hear, the homeland is flying around in this area. And they're like, they get scared like, oh, shit, man. But he gets the adrenaline pumping. And people who didn't really want to work out like I like this. This was cool. Can we do it again? So yeah, stuff like that, man. It definitely helps. One



Tyler 53:38

of the subjects that we talked about last week that I think is important to reiterate in this conversation is what are we optimizing for? Right? Now, I'm going to be honest, picking things that are not necessarily made for me that are on a board or playing the game, right? That's not the best guarantee. What is that? Is that the right RPE for me that week? Like how many how many? How many working sets? Do I have above this? Is this my D load? Like, like, how does that happen? Fuck all of that stuff, guys? I know it matters. And I know that somebody needs to be dialed into what is the most optimized way to train for whatever outcomes, but the thing we need to optimize for? That's the thing I think all gym owners need to understand : what are you optimizing for client experiences one client results in now over a long enough timeline. That's what really matters. Okay? Meaning we can have the most fun in two weeks, three weeks, right? But if you if you don't get any results in a year, okay, we've had too much fun and you're not going to stay training in which means three years from now, four years from now, you will not be continuing to exercise you will fallen off you have missed an opportunity to benefit from fitness. But if I optimize purely for outcomes and everything that happens right away as the most dialed in perfect programming for you today, tomorrow the next day. You're also going to quit probably Sooner even than if you were having fun, so you're still not going to see the longest benefit, which is a consistency over a long timeline. So I think it's really important that when I, this is a day I you hear very sports science dork shit on like the CrossFit methodology for similar reasons, oh, they're just coming in, it's like, yeah, but if it's fun, and it's gamified, so most people will stay with it for a very, very, very, very long time. Which means whatever fitness you do for two or three years, just that that gives you some sort of progress is probably the one that you should be doing. And I think that making your gym, the A, you'd haven't had a unique angle on it, a unique perspective, a unique balancing of that ratio now is very different. What is Orangetheory offer one fucking thing kinda you go and you do one thing with SoulCycle, you do, you're going in, you're doing one thing, it's very much very narrow in its fitness capacity. Therefore, like, I don't believe that there's a ton of people that are spending seven, eight years at fucking SoulCycle having that be their primary source of fitness. It's fine, there's a place for everybody. But I think that it's very important to know that, optimizing for the actual experience, and then making sure that fitness is just a part of that package, I think matters because, again, sometimes you need to trick people into working hard by making it fun. Yep. And that's an angle that works like you want, I could get people work really hard to I just fucking yell at them. Immediately, it'll get the same, they'll do the same work. The problem is, which ones are going to write a check to me again next month. That's a lot, so I think that that's the thing that you do really well. I think that's the thing for all gym owners out there to kind of realize it, sir. Think through those things in that capacity. Well, what are you optimizing for? In your client experience? What does it really optimize for? So are you out there trying to really worry about the best angle for your knees and your ankles to have with your hips? Because that really fucking matter. If you can't get people to stay for more than two months,



John Fairbanks 57:01

a lot that you're fucking telling people and that the god damn mistake, they don't care. Just know it in your goddamn mind and keep it there. And then just coach them because you're really good at that. And don't because only this is against me. I'm not going to digress too far. But it's just like it's that is the issue with being the fucking influencer, which is if you're making nerdy goddamn squat University got fucking posts, it's that dude's not selling to clients. Nobody's going to his gym, you know what I mean? Like 200 members, it doesn't mean you're not. That's it your social media shit is for people that follow you locally. And if you're not careful enough, you will end up getting too many followers that aren't ever going to be clients of yours. And so you have to understand what the game is that you're playing. And if you're not now Austin, we say this within a fine line because you're over 30,000 followers and you play an influencer style game all you know what I mean? Like you play that game. Yeah, but but but it's a different but it's a different like it's you clearly are playing that game. After you have established your gym where it is your staff where they can run it, where you have a brand new baby who's fucking adorable, right? And if you do all this stuff, you will leave your gym completely. You're able to completely walk away from it and you had staff that were there and could run it in your absence. Like okay great once that once you are there, then you get to go play influencer bullshit. And you get to tie watermelons to their tits. Yeah. Your wife like you did like all he put type watermelons to his stomach and his tits. Tyler, he was walking around like he was pregnant. Like doing shit like



Austin Oloza 58:47

that, like my wife, should do that. Yeah, it was awesome.



John Fairbanks 58:50

It was awesome. It was hilarious. That was the first video I ever saw of you. Right? That was the very first introduction I have, like, Oh, that's an awesome guy. He's got this right. And so it's so that you can play that game. But if you're new to the game, you're wasting. It is not seen as not understood that it's you who put in years of work. Yours of pouring a deep, deep, concrete filled foundation for your business that allowed you to then be able to get to the point where you get to play that game. Because you were happy. You were interested in that your



Austin Oloza 59:26

valor saw that soldier and Yeah, real quick. I know we were out of time. But like a lot of especially young people, they want the followers fast and they want the audience and it's very, very me, me, me, me, me. But it's like, I didn't set out to be an influencer. I just like making content especially with the pandemic. And it just so happened to blow up. But yeah, these 100,000 200,000 followers die. They're not going to be members there. It's a very passive way they engage, you know, so don't let that get to your head. It's really about like I see ya. Like you say, I've been working on this injury since 2006. Opened my gym in 2015. And just now people are starting to be like, Oh, I know, Austin, but that's like, this is 2023 2024. And people are like, Oh, wow, you're doing this. I'm so happy for you. But you're the Thank you. But, you know, like, they don't, they don't see the man the shit the five VMs to 11 PMS. You know what I mean? You know what I mean? If you've been in this industry, you are the split shifts, and you're still trying to find clients and you only have two minutes to ship between clients. Like that's the they don't see that and hours



Tyler 1:00:34

traveling for football games. Or for that? Yeah, so



Austin Oloza 1:00:37

The social media stuff is nice. But don't let that shit get to your head. I don't. I don't like when people call me an influencer and all that. But it's like, and it's a game. But now I got to a point where like, I'm just gonna post what I want to post now. And I just don't. But it's funny when you change that mindset now, like, Snickers just paid me like a couple grand and be like, Oh, high protein. Like I didn't want that. But I'm like, okay, yeah, I'll do it now, like Fitbit reached out, I auditioned for it. And I'm like a background coach. And I don't like this. I'm getting paid like 1000 a day to be a background coach. And I got to meet some really, like celebrity type trainers and I got to talk to them. This is cool. Like, this is cool. And yeah, it's just but don't let that just be. It's just when you start flipping the mindset of like, I'm just gonna do what I want to do. Instead of like, oh, please like me, please like me, then you'll be somewhat amazed how everything just starts shifting in your favor. So



Tyler 1:01:42

yeah, awesome. How can people find you on Instagram? You can find me.



Austin Oloza 1:01:49

You can find me at coach toloza You could find me there on Instagram. Tik Tok. Same thing at coach Loza. You can follow my personal YouTube vlog that 's just a very new channel. I'm just vlogging stuff. It's we won't we won't judge you. No, no, it's basically documenting life lessons for my son. That is the theme of it. And yeah, it's at coach solos on YouTube. So



Tyler 1:02:12

yeah, and the gym we can find it on hyper strength and



Austin Oloza 1:02:16

conditioning. You can find it on YouTube hypershade the conditioning you can find it HSE gym at on Instagram are pretty active on Instagram. HSC. Jim, we still gotta watch The Tick Tock one but yeah, that's that's where we're at. And I want to plug my nerd out and workout podcasts. We've been doing that that's a fun project between me and my friend and yeah, so



Tyler 1:02:35

awesome nerd on workout. We can find that on Apple, Spotify, all the other place



Austin Oloza 1:02:39

all the things Apple Spotify. Google is on



Tyler 1:02:43

all that perfect. Alright, thanks a lot, Austin. Thanks for coming in. Guys. For those of us if you want to work with us directly, make sure you get into the gym owners revolution. Go to gym owners revolution.com We have the Gear Academy work with gyms one on one we also do some real direct one on one very high specific stuff you want to reach out to us directly. You can message us with your mom at hacker gym.com We say real one we have some other ones but we'll just go with that one right now. They all send to the same place. All the things he just mentioned follow John at Jay banks at Bell on Instagram. You can follow the show at the gym owners podcast on Instagram. Follow me at Tyler Efron stone. That's how the EFF I installed. Thanks for listening, everybody. We'll see you next week.