Das Problem ist meistens: zu wenig Einsatz

0:00So, when I was starting my first gym, I had a mentor and I wanted to advertise and get people to find out about my gym. And he had a bunch of tanning salons and I was like, "Hey man, like how do you how do you get people in the tanning salon?" He's like, "Oh, we just put flyers out." And I was like, "Oh, duh, I'll go do that." And so, I printed out 300 flyers cuz, you know, paper was expensive and I was broke. And so, we put out 300 flyers. And uh, you know, I get I get back to gym and I was like, "300 flyers, 300 members." I was like, "Boom, I'm going to be full."

0:31And uh, I did get a call and it was a guy and he was like, "Hey, did you put this flyer on my car?" And I was like, "I did, as a matter of fact, kind sir." And he was like, "You scratched my Mercedes." And I just I remember just like immediately hanging up the phone. Like I didn't even think about it. It was like a It was like >> [laughter] >> "I don't have the money for this." And uh, thank god he never called back, but that was the only call I got from my 300 flyers. And and so, I called I called the mentor back up, kind of pissed off. I was like, "Hey man, like He's like, "Oh, how'd that flyers thing go?" I was like, "I'll tell you."

1:01I was like, "It went terrible. I did No one I was like, I spent money on the flyers and you know, we went out there, put them all out and I was like and I all I got was a call from a pissed off guy." And he's like, "Well, how many did you put out?" I was like, "I put out 300." He's like, "300?" Like, "Yeah, 300." He's like, "Ah, not You can't really know anything off 300." I was like, "What do you mean?" He's like, "I mean, we test with 5,000 just to like see if any if like one flyer is good or not." He's like, "And if it's good, we do 5,000 every day."

1:33I know. And uh, I heard that and I and I felt like such a pansy. And um, I remember thinking to myself, that was 150,000 flyers a month that he was putting out to market his business. And I I was calling him to get pissed off him for the fact that my 300 didn't work. And so, there's this big misconception when you're starting out about the volume of effort that is required to win. And one of the the fastest shortcuts is to get around somebody who's already doing that level of volume because you just you you you leapfrog levels, right? I remember I had a a guy and I was doing it just for context on that math. I was doing one 5,000th of his effort. So, a lot of people are like, "Oh, he he doesn't work twice as hard." He was working 5,000 times harder than me.

2:23And so, like people can't comprehend that because everyone's like special snowflake and whatnot. But from an output perspective, it was it was it wasn't I was I was a rounding error. I literally was rounded to zero in terms of my level of effort. And a lot of the beginners that I see who are getting getting their business going. When I say beginners, I I'll I I'm All right, how do I say that the right way? Um making less than a million bucks, I'm still including that in in this kind of concept with with volume. Is that it takes so much more volume and for so much longer than you expect. And so, the best thing to do that I found is to find people who are actually succeeding at that level and find out how much volume they're doing and then double it. And the reason I say double it is because they're probably better than you at it. Like if I make 100 phone calls and you make 100 phone calls and assuming no reputation whatever, I'll probably be better than you at it. Why? Cuz I did it for a long [ __ ] time, right? It's all I did for a very long time to get people into a gym.

3:22And so, my skill gives me leverage what I get back from what I put in. So, I put 100 calls in you put 100 calls in, I get 10 appointments, you get one or zero. More leverage. But if you do 200, you'll be able to start catching up to me in terms of skill. You'll start getting better and better and better until eventually you're also getting 10. And now you're getting 10% of 200, now you're getting 20. Right? You're getting more than I am, but you have to put that extra like there's the work that you do to match someone and then there's the work that you do to catch up. And I think that frame has been helpful for me when I was coming up because um um I don't know everyone's at in terms of their their family, their life, whatever. But I remember looking at I had a my mind you, I started really young at well, really young nowadays isn't young, but I was 23 when I started my gym. And there was a competitor down the street and I remember seeing him on Facebook like post a picture of him and his wife and his kids.

4:11And I was like, "Fuck yeah." I was like, "He's enjoying his time." I was like, "I'm [ __ ] calling right now." I was like, "I'm getting ahead of him." Now, I'm competitive like that. Um and so I I kind of like those Rocky cut scene days. But the issue is that the Rocky cut scene lasts like 2 minutes in a movie and it can last 5 years in real life. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly, where they got stuck and how they got past it. And so we broke it in these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstruct the business and you're trying to scale, we'd love to help you out. On the thank you page, you can book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.