I am super excited to announce that we now have a formal partnership with the prospect wizard. And when I say wizard, I mean wizard. Obviously, you have a website. This allows you to convert your website traffic visitors directly into leads. It's not just another chatbot, and it's not AI, but it allows a visitor to call, text, or leave a voice
mail. Immediately goes to you, your sales team, or anyone else in the club Instantly, MIT shows a study that if you contact the lead within 10 minutes, chance of them converting goes up 9 times that of the average. We got the Atlanta Clubs on it, VITA Fitness, Gold's Gym, Mountainside, City Fitness Philly, College Park, Become one of the next halo companies to deploy the wizard. It's easy to use. Go to the prospectwizard.com. Get
a free 30 day trial. Talk to my boy, Dave Gallon. He will get you all set up and let the leads flow based on the wizard. Go get them. This is Pete Moore on Halo Talks NYC. I am on location, Los Angeles Convention Center, Ursa, future to be known as the Health and Fitness Association, more appropriately, coined. And I am here with Beth and Peter. We are talking Studio Grow. I had the opportunity to join you guys last week at beer convention
out here. It was awesome. Love the enthusiasm and you guys are helping people build stronger businesses and you are needed greatly in this space in order for us to complete the halo effect. So welcome to your first halo talks. Thanks, Pete. We're excited to hear you. Awesome. So you wanna start off, give me your background, Beth, and, tell us how you got to a place where you can, opine expert, testimony and, helping studios get to the next level.
Absolutely. So I will say my fitness journey started about 15 years ago. I actually was obese, struggled with social anxiety disorder and depression. Of course, our doctors didn't say anything about med, exercise. Medication was very much a thing then. And, that kind of propelled me into the group x space, running exercise as medicine. And then I met, my now husband and we launched, fitness Anytime Fitness Studios. So I've been I've
been in the space for a really long time. And what what area are you do you have the locations? Yeah. So we have 9 in Illinois, 2 in Minnesota, and one in Florida. Okay. We I did that for about 7 years, worked myself out of that role, and then I actually worked for SC brands, on their innovation team. Yeah. So we launched physical therapy into clubs after the pandemic, which is really insightful. And then that kinda brought me to studio
growth. So now we are able to be in 40 3 countries and launch studios all over the world. Amazing. Yeah. Peter? Yeah. My background was, I was a professional athlete, for for about 9 years, played squash. Hurt my knee, went into cycling as rehab, learned everything there was about indoor cycling, became a spinning master instructor, opened a couple of studios, the last one's in the Middle East, some in India.
And, then Lisa, our founder, asked me at one one stage because I was a client, being helped to build my studio over over 7 figures in in Abu Dhabi. And then she said, hey. Now that you've done that, would you mind sharing some of that with our clients? And so that's where my coaching journey started, and absolutely love it. Yeah. So, Peter, let's start where where you are a client of StudioGROW. Mhmm. You know, what what what support did they give you? Obviously, you had a lot of experience
before. So what what kind of what Yeah. What what what are certain things that were material? And you say, hey. Like, there are certain inflection points in my business to get it to 7 figures, which a lot of people don't get to. No. Look. Look. Mine was doing a half a1000000, and I was taking 40,000 home working 7 days out of 7, crying, thinking what the hell am I doing because I could get a better job. Yep. And so the first thing that I got was
a an accountability coach, which is what we still do with all our owners. Like, every single week, you got a coach to tell you, hey. You're actually doing this right. You're doing this wrong. And so the first thing that I got was a coach that said, hey. What are we looking at here? I didn't have an introductory journey. So basically, it was hit and miss. People walked in. If they liked it, they came back. If they didn't, I lost them. And and I had a
conversion rate, which actually, funnily enough, I didn't know what it was. Right. Right. And then so 6 months later, we had good intro packs and converted more than 50% of members. To to your point, and let's dig deep on this. I think a lot of people open up studios and feel like my personality I don't need a sales script. Like, my personality is like the sales script. Right? And I'm like, they're not gonna teach people how to do something. I'm
just gonna have them watch me. So talk about, like, the structure, accountability, like, understanding the metrics, not treating something like, hey. You're gonna become my friend, so now you're gonna join. Like, it doesn't really work out way. Look. Look. I was a master instructor for spin, but when I went to the Middle East, nobody cared. They were like, who are you? And and I wouldn't have cared, by the way. Uh-oh. That's lovely. That's just me. No. That's lovely. I'm
a cyclist from Belgium. I and thank you for caring. That's, that's a perfect bell ring. Like that. So so all joking aside, yeah, of course, when people came into the studio, I know my stuff on on the bike, and so I converted quite a few people. But the thing is it's not a strategy to rely on. Right. Right. So we because if I wanted a day off, that was not gonna work. So what what StudioGrow gave me as a client was like, hey. What system have you got in place
to actually make sure people either see you, find you? Because she, my coach said the first coach ever said to me, do me a favor. Go to a cafe or restaurant that's less than half a mile away from you and ask people if they know your studio. And that was a that was a light bulb moment. I just I went into a vegan cafe. Yeah. Nobody knew who I was. Uh-huh. And and it's it's an ego blow, but it's also a really good thing to know. Like, holy holy crap. I need
to get the awareness out. Well, the thing that shocked me, and we done so my my background is we we help people buy and sell companies. We also help them raise money. And I always say to them, like, what's your special sauce? Like, what's your revenue model? Like, we talked about, you know, whether it's Soul Cycle, whether it's, you know, called Pilates, like or solid core. Like, there there's like an engine. Right? And if you don't know what your engine is, you can't really fine tune
it because you don't even know what you're really doing. I see a lot of studios are like spending like $300, $500 on marketing. Like, what do you think is gonna happen? Like, what what what earth shattering revenue or lead gen is gonna happen when you're spending 500 bucks and you're not making an investment in your revenue, and they think it's like it's an expense, and then they brag about it. Oh, I got 300 members. I only spend 500. Do you have 600 members
spend $4,000? If I may, there's to the point to the point, I think there's 2 there's different ways people come in. And also at StudioGrow, we have clients that come in that are passionate, very driven, very charismatic, highly qualified trainers. Like, I I think a little bit, Mike, myself in the beginning. You know your modality, you know nothing about business. Yeah. Exactly. And that's a dangerous cocktail. So so I think for those people, we
are even more important than for people who come from business. We are we're there, like like, for business owners that wanna that wanna scale, we're great. But I think the the passionate, charismatic trainer that wants to open a studio Yeah. They definitely need support.
This is Pete Moore. I wanna let you in on a little secret. There's this company called Promotion Vault, and what they do is they give out rewards from retailers that allow you to incentivize your members without having to do 0 down and 1 month free or giving away shakes or giving away t shirts. What you wanna do is build a rewards program that lasts, that people value, and that doesn't discount your own products and services.
So here's the deal. There's something called rewards vault. The rewards vault is going to allow a member to set up their own profile. They are going to answer questions. You are gonna get those answers. You're gonna be able to target those members, and you're gonna reward them inside your club, inside your spa, and outside of the club, and outside of the spa to get them to become loyal, to get them to pay their monthly dues, and to be rewarded properly for
the actions. A lot of companies are cutting back on rewards. You shouldn't be. Promotion Vault's your answer. Trust me. This is real. So, Beth, when you think about, you know, the the anytime experience, are there certain clients where you say, like, I'm probably the best coach for that or, like, I should be the accountability for them because I I
kind of I I know what their journey is. I always say, like, you gotta understand what the movie was that you're walking into in order to understand how to fix it or how to do the sequel better. Yeah. Absolutely. And I think one thing just to know I wanna I wanna go back to Sure. In our boutique in the boutique industry, I think where we're getting it wrong. A lot of times
we focus on the introductory offer. Right? We're spending all of this time you spent you talked about marketing all of this time and get people in the doors, but we're not focusing on our member journey after we get them in our doors. So what does it look like? How do we retain them? That is a stat that nobody in this industry has on retention. We we just it's it's not out
there. Right. And so really focusing in on the processes and making sure that you're coaching your team to be able to not only get the sale, but even keep them in that customer journey through and through. And so then to caveat off of that, when you're talking about how do we pick the right coach Right. That's what you're asking me. It's studio grow or just in in general? Just in general, like, when you say and I don't know how how it
works. Yeah. Maybe whether you wanna explain it or not or just kinda overlay it. Like Yeah. Yeah. Okay. I come in. I've got 3 studios in New York City. I got a I got a profitability issue. My leases are too high, and, like, I'm just, like, I'm, like, I got I got COVID fatigue. Yep. Yep. Who picks me up? Who who says, like, okay. I'm the right person for that. How does that work? Yeah. Absolutely. So we have such a array of amazing
consultants all over the world with different levels of expertise. Right? We call them subject matter experts. So Peter's actually on the team with me. We do what we call discovery calls. So we just sit down with the studio owner, and we just wanna understand. We're gonna go through every ounce of your studio ownership journey from, are you profitable? What's your marketing look like? What are you doing? What does the sales process look like? And from there, we can kind of pinpoint and diagnose,
like, hey. Yes. The mastermind is the right product for you because it's not right for everybody, and we are very selective in who we choose in our program as well. And then from there, we're like, okay. And this coach is gonna be the right fit. So then we pair them with the coach based on that. How do you maybe you can tell us, like, what what does it cost to become get into the mastermind or even be, like, affiliated with StudioGrow as a
as either a member or as a you know, attending events. How does that work? You know what? I recommend that anybody come to our free webinars. We host them all of the time. We actually have one next week. Okay. But they're all of the time. And it really just depends on the studio. When we when I talk about that diagnosis and and really doing the diagnostic, we try to meet
you where you're at. We have different levels of the of the program. And so, anywhere from, on average, you know, payments as low as 5 50, every yeah. Well, no. Every 2 weeks. Every 2 weeks. Yep. So $550 every 2 weeks. I think sometimes, like, I'll I'll say to someone, hey. I'm gonna help you raise money, but it's, like, $25,000 retainer and then, like, 5 percent. So it's $25. It's like, look. I'm getting you, like, $5,000,000. Like, let the process run out. So I'm I'm I'm
very I feel very positive response saying like, hey. Someone's paying for that because they know that the return on that investment is like, I get my life back. I might have a profitable studio. I'm thinking about expanding. Like, I'm not I actually slept last month. You know? So, like, when you think about, like, what you deliver and what you're getting It's invaluable. That that they're you're pricing it accordingly. Some people are like, oh, yeah.
$99. I like to talk to a a executive coach, like, once a month. I'm like, did it's kinda there's like a price value proposition here and, like, a return on time that probably is not working somewhere because it can't it's not priced properly. I think Oh, I'm so sorry. I wanna cut you off. I was just gonna say it's so much more than that, though. Like, we I mean, we have, you know, a legal team. We have marketing team. We have and we're
inundated. We are in the weeds. So think think of us as, like, you know, a regional director of your studio. Like, we are in there working with you weekly in those accountability sessions. That's awesome. No. And totally, I was actually going to say exactly the same thing. It's not just, 1, you don't get access to 1 coach. Right? Like, if I'm coaching a session with a with an advanced studio and wants to do a a field that I'm not an expert in, I just call one
of my my other coaches in and say, hey, colleague. Can you help them out? So we we have different fields of expertise. That's one. And then the second thing is, as we are all owners or former former owners, we have created templates and and outlines for absolutely everything you can imagine. So the guess works out. You don't guess for anything anymore. So you guys sound like the most awesome franchisor, but you're not a franchisor. Yeah. And you, like, provide all these support services that,
like, I expect from a franchisor. And they might have, like, we're really awesome at selling franchises and then, like, you know, good luck type of thing. Like, in your item 19 in your franchise disclosure document, like, if you hit one of those, like, you know, good luck. And by the way, we're we're drafting, ad funds out of your account. We're drafting, like, technology fees. And you guys are there almost like, like like a rescue service
for, like, franchise or support that doesn't exist. So when you look at certain brands and you say, like, look. It don't we're not gonna use any names here. We'll bleep them out like that. Not gonna use any brands, but I'm saying, like, are you sometimes shocked that you're in a position where you have to be in this position to help someone, or is this, like, how things are? Yeah. Yeah. You can go. I I have an opinion, but because because I work
with a lot of franchises. But I don't I wanna get it out because I want them to understand. I want people to understand like this. You know something? There is a value to franchises. And great franchises that we work with, they might not have everything that we do and and and So you're plugging in. Yeah. I think there is a lot of things that even if you're a really big franchisor, you could use our services. But but, basically, we
have a couple of really big franchises that work with us. Their franchisees well, I mean, their franchisees come to us and say, hey. I get good materials, but I don't get this, this, this, and this. And then is it easier for us if it's a blank page? At times, yes. At times, no. Depends a little bit on what they do. Right? Some of the marketing campaigns totally don't make sense, and
then you have to deal with that because sometimes they're tied. But it's it's actually a nice a nice game for us too to kind of see where can we where can we help these guys where they feel their franchise order doesn't almost like diagnosis and say, look. Look. I know that these are the strengths and weaknesses of these franchise order. I know they're growing 100%.
Rapidly. And I know I can add probably, like, 20,000 of top line revenue into an AUV of a studio if they, like, insert us in there where the franchisor maybe doesn't have that that DNA to them. Is that is that a fair way to think about it? That's that's a 100% fair. Yeah. Yeah. And we want we want to collaborate with these franchisors because we know that it can be better. I I'm a franchisee. I'm very, very I love our franchise org.
Right? Yeah. Yeah. But there are there are certain areas of expertise that they just can't get to or it can't get to the franchisee to that level where when we come in and we can work with them directly, it it is really beneficial for for all parties involved. Totally. Some of the franchises, not not the bigger ones, but even bigger ones, they have a CMO. CMO has to come up with a marketing plan. Right. Now figure this one out.
We have 20 20 plus coaches. We have our founder who's just absolutely genius in marketing. We can come up with strategies and plans that that they just don't even the franchises don't have the resources to build that kind of materials and collaterals up, and we can test it across different modalities, countries, continents. Yeah. So I think it's just where our USB lies, and and we we love working with franchises. When when when franchisors realize,
oh, these guys are actually complementary to what we do. Like, you're not not not not telling somebody they should de identify or, like, they're trying to be removed. Totally not. Look. I like what you got. That'll let me kinda optimize to become, like, the top quartile of what you're doing and and actually enjoy this experience. And one thing I would say, I mentioned at your at your event. You know, if you talk to a lot of franchisees, they'll tell you exactly, like, I'd
do this again or I wouldn't do this again. You know? And it it's like a tell. And it sounds like to me it's like I would do this again, but, like, I'd bring you guys in on the front end maybe and still have, like until I get, you know, I'm I'm a my like, when they say fasten your seat belt, like, then I call you. Maybe I should, like, take off with
you. We're actually doing that now. We have some franchisees. Even know that. We're doing some franchisees that we're working with, and they're, they're actually putting us in the FDD. So franchisees are working with us. Yes. Let's ring that bell. Ring it. Take 1. Take a ring. Take a ring. I'm excited. It actually feels good. That feels really good. Yeah. Amazing. Yeah. That so that's, like, a great way from the studio growth standpoint from being able to
bring on recurring members. So, like, I'm franchise org. Yeah. Yeah. But I'm not detaching from you at any point. I'm basically, like, we're in this for the ride. Yep. You know, one thing that that kind of and I don't know if you have any CrossFit affiliates that that are in your network. But one of the things, like, with CrossFit, people think, like, they're getting support. They're getting, like, an operational plan books. Like, no. You just bought a license. Yep. And you have no exclusivity
rights. And, like, it's, like, survival of the fittest, and and that's not a great place to be when somebody could open up a cross street from you. So do you have those types of of clients, and do you have, like, independents that are kinda, like, freewheeling and be like, hey. Let me, like, let me explain the industry to you. Let me, like, set set some parameters around, like, what we
do and don't do around here. Right? It's it's it's a beautiful example. I I remember CrossFit Box that that was on our application and an amazing owner, absolutely amazing honor. And she was like, yeah, I don't know if I should actually do this because I'm I'm a CrossFit, Wachs. And I was like, what do you mean? So we started talking, and I I don't I kid you not, we were right before a Black Friday deal, which which is one of the things that we do really well, I think, is is doing
that. And and we were she was she was only doing month to month memberships and a little bit scared about signing up. Now the long story short, about 6 weeks into the program, she had completely converted most of her member base to 12 month memberships because we just wrote up a script. How do you do this? These people are with you anyway, so they don't care. They don't mind. Yeah. And she was in tears on on one of our first calls going, I should have done this years ago. Yeah. Yeah.
This is Pete Moore. Here's the last tip for you of the podcast. We are partnered up with a company called Higher Dose, higherdose.com. They are the leader in workout recovery products, infrared technology, LED light masks, neck enhancers, and other products such as PEMF mats and sauna blankets. If you have not gotten on the workout recovery train yet, your time
and your stop is now. You gotta get these products in there before these workout recovery and spas end up saturating your market, having your members walk out of the club and going into one of their locations for $200 per month where they're paying 39 to you, let's become an expert in workout recovery if we are already an authority in workouts. Higher dose, check it out, is a wholesale code, and we look forward to helping you augment your products and
services to meet the demands of your members. And, hey, let's get people happy, healthy, and sweating, and the recovery should be just as good as the workout. So when you take a look at a studio and you say you you do this onboarding and accountability study, you say, okay. Look. A lot of studios come in here, and they kinda burned a lot of their capital already on doing the wrong things. Is there an opportunity
I'm thinking from Integrity Squareside. Is there an opportunity, basically, maybe some prep provide some, like, working capital or, like, a a finance company that comes in and says, hey. Look. If Studio Grove says I could get from here to here, just like a open mic. You know? Like, okay. Everyone's gonna listen to this. We might do this. We might not. So we'll tell you afterwards. But studio growth could say, like, look. I got the studio concept. They got 3 locations. I know
what to do. I could flip these switches and levers. I'm gonna get you up to, like, 20, 30 grand more per month, but I need, like, 20 grand worth of marketing budget. Maybe somebody provides that 20 because now that entrepreneurs, like, dude, like, I can't, like, take a home equity loan or, like, I've tapped out everything else. Is there, like, a financing opportunity here, or is that something where you're like, hey. I'll bridge this for you? I think we
could bridge it for you. Yeah. I think that would I think that would be great. Yeah. Honestly, the more people that we can help, the better. I think our our industry has shifted hugely after the pandemic, and we're seeing more and more studios one opening all over the world. But there still are some that are coming to us with that scarcity mindset that are just they're they're burnt out financially. They need a little bit of help.
Obviously, we try to work with them too internally. And, you know, as they grow their revenue, we we can make some customized payment plan options and stuff with them so that when we can build that up. But, yeah, I think that there would be a lot of clients interested in that. Now a lot of studio owners are under, like, 5 or 10 year franchise agreement. So they're basically locked in. It's personal guarantee on those. And they also signed 5 year leases or maybe 10 year leases or at least have an
extension. We get a lot of calls from groups given we do mergers acquisitions, say, hey. Can you help me sell my studio? My business model, I can't do that, you know, from a financial standpoint. Just that the amount of work it takes to find those people and then to execute on it. How do you help people get to an exit period and then say, like, here's a business broker or here's, like, go put it on biz by sell or,
I always tell people, like, look. Go find people that love your studio, and they're like, there's your buyer base. Right? Like, your members, your instructors will get an SBA loan. So what are some of the things that you guys have looked at? Because that seems to be, like, something where, like, nobody has, like, an exit. And then when they get to the exit, they're like, I can't tell anybody about this. And I was like, my studio is gonna fall apart. It's not gonna fall apart. Like,
people have assets. They sell them. They buy them. You know? Yep. I'll start, and then I'll let you take it over. I think the biggest thing is is when we do that studio diagnostic, and even though it sounds crazy, even if they're just starting out, we're talking through and coaching what their exit strategy is in mind at the start. Good. So we wanna understand, you know, is your goal to sell in 10 years? Are you looking to license franchise? Are you looking to expand?
Do you just want this one owner or studio? What what are your goals? But profitability obviously is our our number one thing, and I think recurring revenue is huge. A lot of people in the boutique space weren't on recurring revenue, and so getting them there and and really focusing on on their pricing and product stock. Yeah. Yeah. Similarly, right, I I do a lot of our what we calls our stage 3, 4 studios, whatever that means at the moment. They're they're they're quite
larger studio owners or larger as if it's them in revenue. And so, basically, it's every 90 days we're gonna check out, hey. Are you still on path what you wanna be doing? Because a lot of these owners, they join us in the beginning, and they're like, oh, I wanna own 15 studios and franchise this out. And then when they see when they're in the weeds of this, they're like, actually, that's not what I want. Yeah. Exactly. Open 3 studios that are company owned,
but how do I even go to an exit? And so we have partners with whom we go. We have obviously legal that can look at valuation. And so so but but it comes like Beth says here. It comes really from like, hey. You gotta prep this from day 1. Because if you're sending month to month memberships, your accounts receivable are very low. Who's gonna wanna buy that? Right? So what is your accounts receivable? What's your long term contract? So we build it up
towards, like, an exit. So but it comes from the owner. If I have people that are like, hey. This is my pension. As long as I can work from home or not work at all, I don't wanna sell. That's the whole thing. Look
at the owner and then and then build a pathway towards that. Yeah. I'd love to we'll we'll take this offline, but I feel like if we could help people solve that and let them understand that, you know, let let someone come or go find somebody that you could almost, like, take 6 to 12 months and, like, have a succession plan and an exit strategy at
the same time. And that might be one of your top ten members, and people are afraid to talk to their members about that because they think the worst thing. You know? Like, oh, the the lights are gonna go out here. I gotta, like, rescue this. It's if you start that conversation, it'd be like, hey. I'm looking to retire. I'm looking to do this or what have you. It's not as, like it doesn't create, like, a vulture type of environment. And, also, you
get comfortable that it's gonna continue on with your culture. So I don't think there's a good solution for this. We started you we put up a channel, Dave and I, on a biz buy sell and try to get people. We just had a lot of random, you know, emails come in. We we try to do something with another group that have brokerage business, but it felt like they were, like, hacking deals around. And I feel like somebody's gotta, like, curate and say, okay. In your
in your city, you know, you got certain amount of instructors. Like, let's actually know who these people are. Who could get an SBA loan? How does that work? You know? Most people get cash out just on an SBA loan by somebody else guaranteeing it. I feel like nobody's, like, giving them a road map for that. So that was something that I'd love to I wanna help people. Let's bring in new, you know, fresh somebody who's looking at the studio saying like, hey. I'll take it from
here. I feel like a lot of people let their lease, you know, expire, and then they call their their Mariana Tech or Mindbody or Wellness Living and say, hey. We're canceling. And they're like, dude, what why didn't you tell me, like, 6 months ago? Like, let me help you. Keep the studio open. So I don't know if you wanna add on to that. Well, we can take it offline, but I'm really interested to hear your online, and we'll take it offline.
Okay. Well, my Bam. I'm interested because the other side of that look at you. Oh. Oh, that's a good one. That's a good one. That's a good one. Good one. The other side of that is we have so many studios now opening up all over the place. And one of the things that we've just launched is how to how to launch your studio successfully and profitably. We did that with all 73 studios that we launched in 2023. All of them were
profitable. And now we're seeing more and more of that as after the pandemic. People are like, I wanna be a part of this industry. I wanna open up. We're seeing more of this holistic approach, so wellness, med spa type things encompassing fitness. And one of the things we have to do is we have to look at your budget. We gotta figure out where you're gonna get the funding, and so we help them with that. But maybe this is a segue into how you might be able
to help us help them. We're try we're trying to do deals like $3,000,000 of of EBITDA and more, but what I wanna do is I wanna make sure I don't wanna say no to anything. Right? I wanna base say, hey. Look. You try
to sell 3 studios, studio growth, you know, marketplace. Like, this is where you go, and you do, like, this 30 day, you know, training of, like, this is how you sell your studio and get confident and know, like, all the nomenclature and the EBITDA and all the KPIs, then go out and do it with confidence. Can you just say EBITDA for me? EBITDA. EBITDA. Adjusting
EBITDA, pro form a EBITDA. You EBITDA with the count. EBITDA with extraordinary expenses that are always recurring, but they're still extraordinary for this one time when I'm selling to you. Well, apply by 6. Bam. Love it. Anyway okay. Last thing. 1, I'm glad I'm glad I met you guys. This is gonna be awesome. We're gonna make a lot of change, and we're gonna get more money into the space. We're trying to solve loneliness, diabetes, and
obesity. In a capitalist society, we gotta make sure people have the 7 out of 10 letters, which is capital. So that's, like, our goal is to try and be the nexus of that. But what you guys are doing is amazing. I didn't really fully appreciate what you guys are doing until I showed up at your event and that we had this conversation. So I'm very energized to be a part of it. And in closing here, we we like quotes. So if you got any quotes that you live by or or certain things, you got a
good one? Mine's easy because it's been on my Facebook, which I never open anymore. But, I know my password. No. Exactly what but my my quote has always been a Socrates one. He who knows, he doesn't know knows. And in our industry, there's I thought I knew a lot, and then I opened the studio and noticed that I knew spinning and nothing else, and then I had to learn marketing management and everything else around. So if you don't know what you don't know, you don't
know. Yeah. Love it. I don't know how to top that. But top it. Just go parallel. I was gonna say, at Studio Grill, we have a thing where we say you can't grow what you don't measure, and we find that most studio owners don't know their numbers. They can't they don't they can't grow. And so really getting into it and not having that blind eye, but digging into the numbers and letting us help you to grow the studio. You can't you can't you can't
grow what you don't measure. Yeah. We live by that at StudioGrow. And then nail it before you scale it. Jeff Ryan told me that once. I like that. Alright. Awesome. So go halo. Go Studio Grow. We're gonna get more and more entrepreneurs in here. Give them confidence to, add more locations, affect more people, and you guys are doing an integral part of that value chain. So great to meet you, and, look forward to working with you guys. Thank you so much.