How to Get More Clients and Retain Them While Earning More Money to Win Back Your Freedom
Who are Chris and Eric Martinez?
Chris and Eric Martinez, CISSN, CSCS, CPT, BA, are #1 Best Selling Authors and the founders of Dynamic Duo Training. The twin brothers, known as the “Dynamic Duo,” have quickly become the leading authorities on health, training, nutrition, and lifestyle in the fitness industry. They provide world class trainings and services with safe, ethical, scientific, and world-class-online-personal-trainer healthy approaches. With a heap of success stories from clients, Chris and Eric have THE NEW ERA OF FITNESS shown time and time again that they know exactly how to get you results. Their online training programs and communication are some of the most talked about in the industry because they get results where others haven’t.
Chris and Eric have the knowledge, the credibility, the passion, the “in the trenches” experience training themselves and clients, and have been mentored under some of the most prestigious coaches in the industry such as Layne Norton, Eric Helms, and Dr. Joe Klemczewski. Chris and Eric are constantly striving to innovate, learn to be better in all areas of life, evolve, and most importantly execute and serve to their clients. They have what it takes to get you in the best shape possible, develop happiness in your own skin, and be confident along with educating you in the process and providing world class customer service.
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How to Get More Clients and Retain Them While Earning More Money to Win Back Your Freedom
as is chad landers for push private fitness in los angeles california we're here on the dynamic lifestyle podcast with Chris and Eric Martinez enjoy all right guys welcome back to another episode on the dynamic lifestyle podcast we have the one and only Chad Landers with us Chad how you doing I'm good how are you guys doing yeah we're doing well and we're really excited about this one because we're actually in your gym Trish private fitness a long time coming up we've been wanting to get together for a long time so nice to finally make it work out exactly I think it's been like five years or not since we've been here I think we first can have it along we got to LA it's been out but place looking clean I mean good equipment always like really liked your place oh thank you yeah and it's good too because Chris and I normally have our interviews at in downtown LA in an office setting sober this is much more visually appealing just more relaxing kind of more of our setting just in the gym saying sure that makes sense yeah I get a couple sessions in so I got ass Chad Christmas is right around the corner have you done all your Christmas shopping I've done absolutely no actually so I haven't done that you know the huge procrastinator on that home I don't want to go to any stores I mean it's just brutal I thought I'd go into a mall I need to love that you know but that was all there was yeah cuz you're like oh cause this thing now it's like I go online click click yeah got to fight for parking your crowds or anything so yeah but I haven't done that either because it's so easy to do get the next day on there so yeah just keep that yeah waiting and waiting exactly so can you tell us like a funny story that's happening to you in 2018 on TV ever 2018 think about that I'm sure there is something funny I made something fairly recent wasn't really funny but it was pretty cool I just turned 50 and I'm pretty like savvy was stuff that's going on so I never thought in a million years my wife would ever pull off a surprise party for me but she was very clever my birthplace it was until the 28th so she had a surprise party for me on the 11th November and I had clients involved in this with her I mean it was a big production well a lot of lies she told me along the way I was just oblivious to and so basically I don't know how familiar with the area but there's a Laurel Canyon there is a convenience thing which for years was all like dilapidated and you know druggies probably hung out there and stuff like that but several years ago they renovated it kind of brought it back to its glory now they rent it out for parties and things like that and so I had thought that we were going to a restaurant further down Laurel Canyon like a minute from the Houdini estate to meet two of my clients actually and as we're going there turned into the community's place here real quick this is you know weird but sure enough she basically had a lot this humongous surprise party and I was so naive but it's a humongous place and it's got like three different levels to it and when we got there everybody was down at the very bottom level and there was some other setup in the center where the actual dinner ended up being but I thought that was somebody else's event I thought my thing was what was down there at the bottom I was thrilled when I come again this is so cool then all of a sudden everybody's done with cocktails I gotta go up to the next level for dinner and we went up to another level by the pool for like coffee and desserts it was a huge blowout definitely something anybody would love to have for a 50th so I'm pretty shocked that she was able to pull it off and have so many of my clients and friends and balls and me not to see a text my clients were texted her I would have instantly been weird like you know one of my quacks like why are they texting you or anybody in here slips oh no see you tonight or it said happy birthday 22 weeks early or something so nobody slipped and she pulled that off so that felt pretty good since the first time of my life like I've ever had a big surprise party like that so probably get a double another 50 years make it to a hundred you will find out yeah yeah that's awesome so yeah I've always been a tree just kind of like your story and just kind of the will and my kind of the guts you've had to come out here and sit down lay in this big city you know be a personal trainer we're total code saturated just like everything else is certainly and to actually open up your own brick and motar right right you're from Illinois Stan I think we're just talking earlier you said that push probably Fitness is normal minutes 15 years it would be 16 years 16 years you know that's amazing to have a brick and made you here in LA for 16 years so it's pretty great yeah so so take me back man like when you were six to 16 years ago where you had this big dream coming from illinois's remember the scary you know LA city with all the the hopes and dreams and everything everybody has you know what was that big like my first time well actually I came to LA ten years before back so I'd already been out here for a decade really before I opened up my place so I originally left Illinois in 92 and I moved to Vegas I stayed there for about ten months and while I was there I didn't know what the hell I was gonna do I just knew that well I've been in Illinois I've been managing a health club since before I'd even graduated college and I wasn't making that much money and I knew I was pretty tapped out you know I'm gonna do it this market and the only place I had to go was either back home work from just rural oh boy which was nothing that I could do there my skill set or I could go to Vegas that family lived there that a free place to stay there someone well I'm going to Vegas and I'll give this a try and while I was there I ended up working at the spa Bally's casino and I was just personable I guess and talk to people and I got job offers from all over the country for all kinds of like weird stuff from being like insurance investigator writing it like my own van like in camera and catch people scanning insurance companies or whatever but one of the ones that I I had to that I thought about taking one was two couples were gonna open up a gym or wanted to live in Northern California I forget what town it was and I really thought about doing that they didn't know anything about how to run a gym ladies had this kind of dream and met with them while they were in Vegas and that looked like that was probably going to be a go and then I had met another guy who was down here in LA was good gir to open up a studio like this if you needed trainers toured for him out of that and it just so happens that he called me first and so I came down and apparently they did call Vegas the northern or the California people a few months later like sorry he already took a job down in LA so who knows if it had been reverse I could be in Northern California you know what some old-timer at a gym nowhere I don't know but I decided that he liked LA I visited once before before I took the job and I came down here and I worked at others do a couple years and then I decided to go out on my own at that time was pretty easy at commercial gyms matter of fact uh the Gold's Gym that I worked out of several years when I first took my clients over there they didn't even charge rental fee as long as the clients membership stayed through so that was easy and then also the surcharge a little nominal rent but they started doing that and over the course of being there for about eight years I thought about opening up a place and look and finally my wife and I got married we moved to this neighborhood and this location were it now used to be kind of a small mom-and-pop commercial gym that had four storefronts when I came and looked at it one of those storefronts had already been taken but I still had these Center two that had the locker-room build-out right ready yeah so I'm like oh this is great I could have had the third one but I decided I'd want to bite off more than I could chew I just wanted to take this because at first I was the only trainer so I was going through my very low overhead my clients at goals too they can okay I got to make this happen to make it happen quick here or I'm gonna be in big trouble yeah so luckily I gave myself basically when I negotiated the lease here instead of a five year I'm with five and a half so that first six months I just had to paid a common area maintenance cost which at that time we're under a thousand month where the real red didn't kick in until six months later so I said okay other than that money you know we personally invested in the beginning I need to have this place functioning at a time that real red cake six I don't want to have to take a single dollar for my personal income after that additional out like right and luckily I made it happen I don't really know how but I did and then luckily I didn't take that third spot because I grown things quite a bit but then with the economy the skids in 2008 9 housing market blew up and all that stuff my business retracted about 30% but I was able to withstand that below where had I been starting out that I've been the first year I was open a couple would been sunk yeah they probably just been over but I had grown things and traders and all that kind of stuff so now I just have grown it more since then and things are good now it's been 16 years it's kind of insane but yeah it is basically got lucky I think a lot a lot of it was luck a lot of it was was timing you know this place happened to be open and available because it happened they closed shortly after 9/11 I believe so it had been vacant here for almost a year when I called on it to see about the space and because it already had the proper permits with the city of La that made it much easier to come in and that's one of the biggest reasons why I haven't changed locations because it's so difficult I'd love to have my own standalone building and not be in the strip center and have a bigger place and all that but it's insanely difficult in LA and the parking requirements and other stuff like that so for me it just became more the double you know so at least I know what I have to cover each month here and I'm established here it something to bring neighborhood Toluca Lake Studio City you know kind of sandwiched in between Universal Studios and Warner Brothers so it's been nice being here so there was really no need to move although obviously I would much rather own my own building and have all that money ever paid to rent for 16 years going towards only no building what I just didn't work out that way so you know at least I still know what the heck I'm doing it was a rental yeah exactly and do you feel like kind of that timing and like I said that malakko just like having this place kind of sandwiched in between Studio City Warner Brothers Universal Studios kind of legend to that position you never that take on some every type of clients I think it was definitely fortunate because a lot of them live around here yeah they know Toluca Lake in Studio C and what's adjacent here like Sherman Oaks and that kind of thing you know they live or work nearby so that initially started strictly because of that I saw to come in and once you get a few people usually will refer a friend maybe they're an actor too maybe they're not but that kind of just you know happened over time we're ganna and you know put up a sign a celebrity here anything you know it just I just got a kind of worked out that way that they ended up getting clients you know like that yeah it's certainly not the bulk of my business you know I still have clients at I met for 24 years mm-hmm long before I ever had trained anybody famous but it's still obviously nice to have that and you see your work on the big screen or whatever it's cool cool fun stuff because but I'm not gonna sit here and say it's not like it is but whether I had a celebrity client or not I would still be doing exactly and with any business that you know that you open and you run there's going to be some sort of adversity there's going to be obstacles the end overcome so what was the biggest hurdle that you guys know overcome to really push through Internet okay yeah this is what I want to do and not throw in the towel right well I would say one of the biggest hurdles over the years has been with staffing I'm two trainers in the past that ended up going to prison yeah they had some things from their youth follow them that I knew nothing about it and they didn't handle it I guess appropriately in their youth and head so it came back to bite them and that was that was kind of odd I've had others you know who I was too nice and they don't make money and I kept letting that hole get deeper that was my fault you know for not stopping the bleeding earlier so have you get rid of people having to get rid of people still it happens occasionally work but we really talk a good game but they don't know what they're doing either they're not safe or they're not professional in some way so that's probably the biggest challenge because I'm all about company culture and yeah having an environment that is conducive to both clients and traders to be happy when they're here and then for a kind of a foundational place for being happy outside of here so I can't have that with negativity in here yeah I've always always I've always thought like I mean even our mentors always said nobody's ever gonna care as much as you about your business and your product and that's the frustrating part it's like you want to sit there and build this great team find these eight players but it's very very difficult to find them so is there anything going forward that you're going to just do differently or is there any tips that you could just you know even give to the listeners if if they're looking to hire new people well I've been lucky because the people that I have with me now most of them I been here a decade all right some would want to know for two decades so it's a very tight-knit group of us that I would trust with my life occasionally I will allow somebody new in but they have to really have their together you know when they come through the door and still you're taking a risk you don't know until you see somebody in action and interact with clients and with other trainers and other trainers clients to see how they're really going to be so it's always a risk but I just I just nowadays trust my spidey senses and so the last time it happened trainer was a nice person was anything that but they you know they were ended paying rent to come in here but still it's my place and so if you're not doing stuff right it reflects poorly on me because clients don't know right you know so if you're not showing up or he's a no-show late or whatever it is all I know is all those traders that push or crap you know they don't know that though that's not really pushing trainer they're just paying me rent you know so now I just I trust my spidey senses I let very very few people in and once I do run a very short leash because I just have to you know make sure that that culture right here some or circle back that's what you're talking about just it's really cool and gratifying like many some of the celebrity clients are on the big screen I mean as how many um so do you feel that just you know training celebrities that there's an extra added pressure to it's a really deliver those results and kind of really foster that relationship with them as like a personal trainer in their being right as opposed just like a general way I mean it's all no matter what client you have it's all about trust you know so it could be you know one of my clients that I've had for 20 years it's been through cancer and different stuff like that it doesn't really matter so much it's a celebrity or not definitely there's more pressure as if there's some kind of a nude scene or a photo shoot with a shirtless ER or whatever it is if you got to deliver the goods and you got to do it without hurting them if there's you know millions of dollars riding on the line I can't just kill somebody in here to try to get the results because I think you've hurt can't do it right I'm probably gonna get sued you know because they've just missed out on a bunch of money yeah because of me so that that can be difficult but you know truth be told you don't have to go crazy on people they do the right stuff consistently so developing that trust so you know what this is all you need to do do this set it and forget it be consistent about this and once you have some success with people like that then it's like oh okay so I always kind of laugh when I see some things in the media were certain celebs you know worked out this many hours a day every day and only ate this and like they didn't have to do that yeah it came to somebody who knew what they were doing like me they would have had a much easier time about yeah you know but that doesn't you know sell magazines or whatever I don't know has there ever been a time like we're working with like a celeb and like they'd like you know maybe want to do something like not a lot of filming in here we did some stuff wouldn't one of my clients he did Dancing with the Stars and so we did a little thing for extra showing his work out comparing for that cuz he was shirtless a lot on the show so a little bit of stuff like that but no I haven't been life has to be it's like I would totally do it I mean when I first came to LA I actually had an agent and all that stuff like you do when you're 20-something and you have decent looking in LA so part of course I hated the business of it I'm glad I got out when I did the acting part is fun but the auditions are driving all over LA and uncertainty of it all is not but I think that because I had that experience with it for a few years when I first came here that makes me even more understand the other clients and a lot of lay people have no clue that every celeb just because they're on TV that they're just immensely wealthy and have a staff people taking care of them constantly and limitless money and attend it's not that especially a lot of people that you know may have had a lot of work before and now they don't you have to budget it in an insane way and so a lot of times when my clients are working they don't have the time to come in but then when they're not working they're a little bit afraid to spend the money cuz they don't know when they're gonna be working again so there's a lot of that that kind of pressure that somebody who has a nine-to-five and knows exactly what they're gonna make each week know they might not get them as wealthy overall as that celebrity but the celebrity does not necessarily have a mate not everybody is like Tom Cruise or somebody who's filthy well a lot of the working day to day people you know that they're paid for the stuff themselves okay you know no it's not like I mean I have had clients where the studios have paid for it but most of the time they're paid for it themselves out of their pocket yeah so yeah take care of them just like you would an idiot exactly I don't know Kristen I told you but that's one of the reasons why we actually got score sitting like two years ago just to pursue that a little bit more just you know utilize that just when things your they've kind of metal eyebrows you know get them on the screen well I remember that was the Doublemint gum because I see the seed banks are like one second about a month but yeah that was one of the big reasons we just want to test that out and we've been doing that act of me the last two years and I'm with you on that it's extremely frustrating the whole business side of it like oh it's brutal it is and it seems to be like even with Mike with my clients who work why you know it it seems to be almost a race to the bottom though now there's so many people out here that what they maybe would used to make a lot of money doing a national come or or being on a guest star on the series or something now they're not making that much money but it's none of the taxes and they're agents and managers are paying all that it's a lot less money that you would think yeah and maybe they had one day of work or two days of work maybe that's all they're gonna have our city's streaming online these days to where it's like nobody needs cable anymore stuff so yeah it's it's a difficult business so enough of that acting stuff occurs but with your Jim as well – I mean in today's era with marketing and advertising I mean the name of the game is getting eyeballs on your place right or – driving sales driving foot traffic what have you done in the last like 16 years to make yourself so successful because that's that's a long time to have this place up and going very profitable so what is it that you've done that's really work for you so you don't know ironically I haven't spent a single dollar on an ad that works now if you want to consider like having a website and AD and that kind of thing sure but traditional whether it's mailers or an ad and paper kind of a thing neighbourhood paper or whatever I've never done any of that all of my growth has been because of the location that I'm in or because of word-of-mouth and then much more recently something around for so long obviously the Internet has taken off when I first started here people had you know websites were more of a business card more of a place holder but you didn't have it but there wasn't social media really taking on yet so nowadays you've got Instagram Facebook not so much Twitter but definitely say Instagram and Facebook or a way to reach more more eyeballs having a good website of course as people a lot of times we should rather go online and check you out rather than call or stop it intimidate or whatever so I tried to make sure that my website had a lot of video content i video profiles of most of the traders and if you client profile videos they kind of see what it is that we do and I think that's led to a lot of people because now they feel comfortable before they never come in here because a lot of people will never walk through either to work with Ajith so today right so I mean let's say that they're I know there's personal trainers out there they're aspiring to kind of have the same goals and dreams of you day right just coming from gonna say I'm going to the Midwest and East Coast you try to be a personal trainer or in the gym owner sharing in Los Angeles so after 16 years of having your own facility and going through like all the ups and downs and all the experience I mean would I want to put this in like a cheap little way what would you recommend to my personal trainer coming out here I wanted to be a personal trainer in the second one trying to open up a facility here in LA right well it's the second one first yeah don't try to open up a yeah well I mean I'm lucky because I started at 16 years ago now things are so expensive and to start out and you know I wouldn't say the market is completely saturated I think if anybody who does really give work will find their audience however it's still very difficult and very challenging and then the most part is this each offense it's going to be much cheaper to do it at almost any other city in the United States than LA so that would be one thing I would I would dealing with that I would open up a facility is if you think you can do it better than anybody you've worked for any where you're at because your overhead it's going to be way more than you're paying for rent as a trainer at you know their facility whatever of yours staff that whatever they cut the ownership so I wouldn't open one unless you absolutely you just have to write there's there's no other way around it I think a lot of traders when they first come at it I think they cuckoo the idea of working at big box gyms and I can completely understand why but that's where you're gonna unless you even if you've been a trainer somewhere else for many years you're gonna be new to LA nobody's gonna know who the hell you are or that you've been a trainer for ten years or whatever so it's gonna take time to deliver clients out well the easiest way to build up my clientele those work at a big box gym because they have the most turnover of people and I'm necessarily gonna end up being long-term clients after 24 years like I have but it's gonna at least get your feet wet and one or two of those people will stick and those people are going to be a source of a lot of referrals and when once you've built data then maybe it's like time to think okay maybe there's a private place like mine where I can pay rent and take clients to it's a little more conducive to a higher in client and be charging more yeah but if I was a trainer coming out here green I was just lucky that I had a job waiting for me at a private space but I was coming in green I would have my resume out at every single big box gym the neighborhood that I wanted to live in a decent driving distance and go that route first and then do you think to like let's say they didn't go the other anyone will work at something like this one do you think they'd be people just like personal trainers how to scare some mindset I'm just having to do the singles how to do the marketing themselves naturally they just want to be personal trainer so they've got a new box that I have to deal with all that all you have to do is just personal trading book um yeah I mean that that is a difficult thing for sure and it's a difficult thing as a business owner because I have to wear all those hats or else I've got to pay for somebody else to do it either way whether it's my time my sweat equity or money somebody's got to do it so that kid that can be a big challenge in a lot that they trainers for maybe you're thinking of opening up their own place don't think about because all of us when we were traders for somebody else thought we should have got more of the money we're doing all the work what the hell you know but once you start paying the bill to realize what overhead is in this space you're very lucky to have a space you know go up on your own space if you want to you know bitch about what amount you're getting paid you know so it's it's been good for me to be on both sides of the fence side they know exactly what the trainers thinking too but I know what the owners thinking so I try to balance that line so my trainers are happy the ones that I got kept and stay with me because I try to think about them as much as I can and sometimes to my own detriment probably I probably you could have you more money if I thought more about me than them but I also probably wouldn't sleep as well at night and wouldn't have the loyalty and all these things not so much experience just being a personal trainer yourself and you know we're it's it's closing and evolving right whether it's going online whether it's still in person I think that the whole hybrid of you know in person and you know online is a thing of beauty I think that that's something that's here to stay where do you see personal training going in the next five years I mean I think just always going to be roost for those you know there's always going to be people who if they have the income to afford it are gonna want you have that one-on-one attention like there's no substitute for that I mean I found in the last year since I started doing some more online stuff that I was able to do what I do in-person in a virtual way I didn't know that I would be able to do I was a little bit nervous about that it probably kept me from jumping into that arena earlier but I couldn't do it but I think the reason why I could do it is because I had so many years of one-on-one yeah I don't think somebody who's never trained anybody in a commercial gym or ever has only been a trainer for a year or two she'd be trying to jump into online of coaching you got to be able to coach people in person develop that relationship to then be able to more easily develop that relationship online as much harder to do that when you don't have that face-to-face time to three days ago yeah you normally do so I think just because of that experience of just relationship building for that many years that's made the online space much easier for me in that regard I like I get home on that point there like nobody should just go right into it because of them a day it is a skill set I mean whether it's in person or online any especially in person I mean you have to have that human interaction you have to literally be there for that person show empathy be vulnerable at the same time to teach them and have them execute certain movement patters alright know how to how to tie this all into habits in the lifestyle I see too many people nowadays just because you do a show they have their a study weight gifted right they're like oh Quarter Quell I'm a coach now I'm a trainer I can sit there in and help people with their health and it's very scary their service and I call them on Instagram a dietician so many out there but that's why I want to ask you like where do you see it going because it's kind of like a double-edged it's a good thing that it's a bad day well that's the Internet as a whole right I mean it started out it was amazing thing because all of a sudden it doesn't matter what you wanted to know you didn't have to find it a cyclopædia Britannica or something you know go to this library you could just being boom and oh this is who won the World Series in 1947 or this is you know what this song came out or whatever you wanted to know it was out there now obviously oh yes is out there too so nobody knows what the hell to do right good thing for somebody like me I think is because I've been around for so long and developed a certain level of trust now people will just come to me to be the BS filter and say okay this is what you should be paying attention to this is what you should because people are overwhelmed they don't know what to believe should I be a little car shouldn't be alone affectionate family okey doke carnivore whatever BS is going on they don't need any of that stuff but they don't know you know there's no what's shiny and new or what's showing up on the main page of Yahoo that day or whatever so I think it's actually been a benefit for me to have all this craziness because I know what to do and I have that confidence that I know what to do so I can relate to people about it you know very easily and make them feel comfortable yeah so yeah I you're not gonna put the genie back in the bottle the internet is here to stay exactly so you just gotta be I guess I think being good at it in person is important because there's so many things that you're never going to experience training somebody online that you experience in person that's in there all the things that I've been through in 25 years to doing it I seen pretty much everything that deal with it so some comes up online no big deal seen that done it this is probably what's going on how we're gonna try to address yeah you know where if you don't know that experience you you can't do it you know sometimes you gotta specially online you got to kind of read between the lines people won't necessarily be completely forthcoming with you about what's going on is that we're in person you can kind of see if somebody's ready man all their eyes out it happened many times in you know and at times where we didn't even do a workout where we went got some coffee and just talked that day or whatever and you don't get that online necessarily or it takes time to develop that rapport with you yes I think for me what's made the online transition easier as I come in with a built in trust factor and I don't I'm not trying to be yes anybody or impress anybody how much I know because I know I know what I know it's kind of like the elite martial artists the real guys who know they're doing you would never know it they don't talk about they don't thump their chest but now they're trying to pick fights walk around very quiet you know it's all the ones that are on their way of trying to get people to notice them yeah start to fight crap like that it's kind of the same way here yeah you know like you said a lot of the Instagram heroes that have no business training a person have said okay so let's say let's switch gears on this I want to talk about just done you know daily ritual was like what is it what's the day in a life chad liners like so literally from like what time you wake up in the morning what are some that like morning rituals you have day-to-day stuff here at the gym you should you know I'm not one of those guys who has this like you know a lot of people have like a big exact set thing and every morning they you know write five lines and do this and do that you know I've been doing this a long time so for me is this like I want to get up I want to have some caffeine like you should ever get to the gym and get to work you know I want to sleep as long as I can usually what happens is I get around 7:00 usually the dogs wake me up earlier than that to think about to pee so then I'll be up you know and just try to get my day going you know I'm not most people it's going to get up at 5:00 and do an hour to worth of stuff before I commit right maybe 20 years ago video yeah you know it's like it is what it is usually I have a full day of clients in the morning so usually I'll get out of here about one or two able to go home run errands all that kind of stuff sometimes I have to come back in in the afternoon or early evening for clients I try not to have very many regulars like that like you think being burned out on the schedule is a real common thing because you're always either going to be or most of the time before work or after work person or both for your clients and so that can make for long days if you've got clients 5 or 6 a.m. and then also at 7 or 8 p.m. you know Wendy's lead when the you know I'm lucky I literally live five minutes or less if I hit all the lights right from the gym so for me I can go home during the day even if I only have an hour break if I needed to I could run home take care of some stuff and be back here in plenty of time which is a rarity in LA as you guys know so I'm just very lucky in that regard I don't because I have a freedom I don't have to have necessarily a set regimented day now I will try to like look at my week as a whole or next week coming up and schedule things like doctor's appointments and stuff like that accordingly but I try to be very flexible for my client so even though what most of them have regular time slots I have a lot of the performers who don't and so I have to have that flexibility to be able to move people around and know somebody now needs to do this time I may have to make all the Domino's start to fall to fit in the right spot to accommodate everybody right so I like having that that degree of freedom it keeps me from having necessarily regimented think right now certain things are getting down on a certain day at a certain time but it allows me that freedom for the clients and I think that's part of the reason why I've been successful because I'm not one of these people that's charging people for our last-minute cancelations yes stuff like that they've got a legit reason you know if their agent just called them they need to be on the west side for a callback now they can't come in what am I going to say I'm in charge you know that callback they make the money to the force to come see me to begin with so I pretended like I'd like to have more freedom to my schedule which makes me a little bit less regiment that I would probably get more accomplished I had a more regimented schedule but I don't know what I would necessarily have the clientele that I have was kept in for as long I have if I was a little bit stricter with my time yeah I do think I need to in 2019 because of the online stuff and some other things revenue stream ideas and stuff that are gonna take my brain power to do rather than be physically being here I need to mark out time whether it's you know writing or or even just thinking it's a lot cuz that's a the hardest part is you need time quiet time to sit down and think and a lot of times I don't give myself enough time to do that because I'm so busy and then I'm tired you know I was like that by the time it's time to think I started thinking I starts like me trying to meditate I'm just that something I need to get better and then do you have like a date night with your wife here sound like a certain time you guys have dinner you know not really a gift she works in the film business and her schedule can be really weird so we typically when she's working she doesn't even get done until 7:00 p.m. so usually don't have dinner until 8:00 p.m. or so depend on if I don't have any client or whatever so there's nothing really kind of set with that we do tend to be pretty good about and watch TV shows like everybody will go to movies Universal really close by to us showing up early watching oh let's see we're actually now we're watching more Academy screeners here's my wife stuck out in the Academy and she's got a vote so we've been watching a lot of movies lately but the things that we're like we normally watch stuff like Walking Dead or Game of Thrones Handmaid's Tale on Hulu Castlerock was also on Hulu so haunting of Hill House on Nestle was yeah I thought they did but oh yeah week we tend to that that so we're gonna have kids we like our like our vintage TV and our and our movies nobody have pets so yeah I'm just gonna spend time with the pets and you know when you're a certain age and you have a wholeness stuff like that most of your time has to be kind of around Nestea and taking care there's always something to do with the house all right you know I got to take care of stuff finally rained in LA yeah the body wagon is like oh roof leaks that's the who knew yeah so you know as always there's always stuff like that yeah but we try to get away and get out of LA we both love it here it's not like we're like retired but you know like anybody we like holiday we like downtime and so Northern California or the Central Coast of California where it's a little quieter by the beach and stuff like that you know we try to do that as much as we can we've been lucky because of her work especially to do a lot of traveling in go to Europe and that kind of thing so that's kind of where I think are our golden years if you will will holiness is is less things and more traveling experience but hey you know other than that we don't even in a car the watchers you know let's say one day you woke up in the morning you had your caffeine because that's important it is very fun and you got an email from a Mark Zuckerberg owner Facebook things like Chad I love what you're doing you change the game it's like I want to grant you a one-minute viral video it's going to go to billions and billions of billions of people what would that one minute viral video be and why well I think that it would be I think one of the problems in the fitness industry is and I don't know why we do this but we tend to market to other traders because those people are buyers for sure you know somebody like me he's been around for someone probably the e-book together on how to be a trainer and have it go bananas and training circles you know where the general public does to be fickle people don't need a market to them and it's people who do market for them to the market scams because they have no scruple but telling them good content won't sell which I just think is BS I think people just haven't done a good enough job of trying to reach them so my one minute would being at the general population who's not working out kind of like the people I've been working with online we don't think it's possible I've gotten multiple you have 50 or nearly 50 year old people dead have lost 50 60 pounds in a short period of time with me strictly because they believed in me and electrolytes holder and believed it was possible because nobody ever told me was possible before the only other people who did put him on some kind of crappy you know quick weight loss diet and they gained all the weight back and that kind of yeah so my one minute would just be getting the regular average person to believe that their fitness and health dreams are actually a possibility because the reason why most people don't exist so you don't think it's kind of bad no they don't think it's gonna work for them you know if they may have had fits and starts with difference different pasta off food commercials and all that but they've never sat down and really committed to themselves doing the right things either to know what the right thing is or they don't believe in themselves yeah and so that would be what I would do look like all right you can do this and I'm sure exactly how to do it it's not that hard you just have to be yeah yeah that's powerful yeah something's kind of decided going on my mind is has ever been like a failure and that's turning it like that a success for you or just it was a failure to where was just like holy like I needed this to kind of see before the church like a lesson learned I mean I think you have those all the time if you're paying attention I think that there's been times I would say where I probably said the wrong thing or did the wrong thing in relation to like a client or sinner thinking I was being encouraging or joking and not knowing how that person was necessarily gonna take it you know and I've had people call me out on stuff and that was very beneficial that's so awful of course my god no I that's not what all what my intention was to do and no idea that would trigger maybe a negative feeling or something like that so I think one of the most powerful things you can do is a lot have a big chip on her shoulders and you know we can never be wrong and never fail and whatever get mad clients and stuff like that something called ego right yeah absolutely and for me it's like ownership you know fighting something wrong I'm gonna own it I'm apologized for it I'm gonna do whatever I can to make it better I'm not gonna sit there and get an argument about you why I wasn't really at fault 99 times the more you argued about that the more you really know it was your fault it so you argue even harder about how oh no it was maybe married you don't see how that fit oh yeah so that's that's probably because I have a wife who doesn't let me get away with my either it's been very very beneficial as well but yeah I just think whatever whatever you do fail own it and don't let that particular failure happen again we're do everything in your power to prevent it from @midnight that's really kind of what I try to do I try to take their ego out of the equation and try to just be like okay they're probably right you know even if my intention wasn't in a bad thing all that matters is people's perception and so you know researchers wrote a book called good business meet hi she sent me hi his name and he said that people rightly or wrongly it's their perception that the service that makes them happy so they can believe that whatever I do makes them happy where I'm giving them the right or wrong information as long as they believe it they're happy right you know so for me it's like okay I need to fix this and even if their perception is wrong if they think I was a negative and I better find a way to flip that into a positive yeah you know even if I wasn't really doing anything thank you yeah because I mean it just kind of goes back to that little things like you can't please everybody right it's like if we're gonna have a certain perception on you churches it's kind of just holidays you never in life yeah and you know I've had customers come in before that we're a particular type of place for private one-on-one only personal training studio we don't do small groups don't do tandems we don't do memberships and some people they come in and they want to just work out yeah it's like well no you have to have a trainer or whatever I don't want that oh well and you have to go somewhere else well no I want to come here because it is close to my house well no that's not what we do well what you wouldn't rather have some money than no money well no because that's not what we do you know it's like people sometimes just don't get it and I better Kevin kick people you gotta leave you know you're not gonna get what you wanted they just seem dumbfounded by it because the customer is not always right yeah you know nothin Eric it's like going to Burger King and demanding a pizza no I want you to make me a pizza right now well sorry what Burger King you know so that's that kind of a thing yeah you're not going to be able to please everybody all the time definitely do you feel like you've had more wins or losses in your life and to kind of piggyback on that do you is there anything in your life that's currently missing what we have more wins I mean you don't get this far for this long without having more wins I think you with just turning 50 the thing that hits you is even though you've done whatever in your career with your relationships or whatever it's those losses of people that you don't have around anymore you know goodbye my in-laws my wife's mom and dad were both great people you know both died in the last 15 years or so my grandma and my uncle who raised me both passed away you know there's been lots of people who have died about that first client passed away they were you know 95 years old dad had never happened before that was a few years ago so you you notice the losses more because of the people that are no longer around ships but you don't think for one bit about the failures oh I didn't make you know an expert 20 bucks that week or the I didn't get invited to this party or you know whatever the BS stuff when you're a kid you're young and you think this is gonna make you successful or happy or whatever you don't think about any of that stuff it's all about people and relationships and so I think you value the people who are around more the more the more people you start to lose the more you realize you know what it really is all just about people and so I'm thrilled to come to work every day and see the people that I work with and work with me and I can't imagine ever retire you know because that that's what fills you up right what's your and I don't think it matters really what age you are here if you're paying attention relationships are what it's all about if you're a little kid or in your 20s but you tend to get that once college gets to you and after college it's all because about yourself and what I can do to show the world I'm this and I'm that the other and once you realize no it's not about you it's about everybody else you're gonna get yours you know and it's like forgive who said it now second yeah you're good you'll tell everybody about it maybe great other people will tell everybody about it you know so I try not to you know talk myself up bunk good or not somebody else yeah it's just having that that give her mentality as opposed to having that taker mentality you know I mean it's always gonna come back the universe works in mysterious ways towards like it's gonna come back in and rich in your life absolutely and that's the thing I mean when you're younger you're insecure maybe you don't make as much money as somebody else or especially an orange tree you don't think you're after good-looking as somebody else or whatever whatever it is you know that kind of stuff each section yeah when you get older you really tensed it's not really important at all right and I feel much happier as a human being when I'm helping out other people and when I'm seeing them succeed then what something's happening for me yeah but you know realize that it's a you've had some successes there girl I you know that wasn't that big a deal man I really like hit me when I help somebody else and that meant so much to them mm-hmm to have my help yeah you know that point okay so I'm gonna put you through the scenario might be a little bit deep so let's say you're the only listeners are gonna be able to see what I'm talking about in play right there's a window right here that we're looking at so he wears it on YouTube you can see this but let's say 16 years ago Chad was that up there outside that window right then you're currently here in this position right and 16 years ago you're about to open up this gym again right and you know everything that you know this past 16 years are the business you've gone through what would you tell that Chad 15 years ago the advice I would say start a YouTube channel and start putting out content hmm you know because I see people first it's like Ben Bruno it's a friend of mine pretty well known now since he's moved to LA because he got a lot of way more famous people than I trained certainly more quantity of them anyway and he started out you know back at Mike Boyles on the East Coast making 14 bucks an hour but putting out a lot of video content and a lot of writing content and so people got to know who he was and that's how a guy first brought him out here to work out here at his facility how he got on his radar and got him out here so the app I have to do all over again you know you're it's scary to put stuff out there whether it's writing or whether it's you on video or whatever because anybody can say anything at any time and so I tend to be more of a kind of an emotional sentimental guy so I don't like people to not like me here and say bad stuff but that mentality kept me back there's absolutely no reason why somebody like me who's been around for so many years is trying to be polite training shouldn't be a household name I wanted it to be you know right but I kept myself small I should have the best YouTube channel you know whatever going so that's what I would tell like I say oh you got a facility now you're gonna start shooting stuff all the time gonna spend your free time you know writing and putting out content and making people aware of you and I used to kind of stupidly wear this kind of badge of honor I thought that I'm the best kept secret in LA well that's stupid you know like John Goodman's a friend of mine he always says is do a good job and make sure everybody knows about well I was doing a fantastic freaking job but nobody knew some people who were doing a good job we're getting all the acclaim because everybody knew about it you know me just so happened over time finally because I stuck around so long people find out who the hell I was but I didn't do enough to make that happen so that would be the person truth we're gonna hold you accountable that's good what I think one of things Julie comes with just turning 50 as well it's like what do I give a crap yeah now usually I would be critics and who says what well that's true everybody's gonna I mean I have you know with my celebrity clients they can we do the most generous thing and somebody online twist it around and make it seem self-serving in some way in citement that was BS I was here to witness what the real story was you know so yeah you're you're absolutely right this like the thing is I'm not gonna put out something that I wouldn't be proud of or didn't think that I had investigated and put the work into so I'll know what's good and some consists of about a second or third misinformed so I can't help that yeah and I was looking to I mean it would it would add so much more to your legacy going forward for the next like 25 30 40 years I mean you can document all the stuff that you've done in the last like 20 years and started with focusing on that content order and people are like wow Chapman isn't like that's just where you got to kind of look at it right yeah well that's like very very few people like bring up John Goodman again you guys know him right anyway personal training circles people don't know you know he started pttc calm and no it's never spit as work monthly and also make making so much money from a guy who was you probably after I opened this place years after was just starting out as a trainer and then Jim and John you know so what he's done has kind of opened my eyes Wow obviously a big friend of mine kind of kind of helps with that but yeah I forgetting that what I was gonna say well he well he says that I'm gonna be the first trainer to retire as a personal trainer because I've been doing this for 25 years already it's my only thing and so you know the three years maybe okay go watch or whatever yes thirty years but but I do think you're right that because of that I have this wealth of knowledge that I forget that I have yeah because for me it's just day-to-day everybody knows this I'm not special you know but it's not true a lot of people don't know and they don't know what they don't know and so yeah I would be serving a much greater purpose and have a much bigger legacy the more good trainers I can put out there they're treating people right and doing the right thing the more I can reach them just people what I portrayed yeah absolutely it's yeah there's so much possibilities so what is next for Chad Landers and what has been the biggest lesson you've learned in 2018 huh well what's next I got to finally get the landing page the website for Chad Landers dot-com up that's where it's going to be kind of the portal for the online training and nutrition stuff will happen that I haven't launched Ickx I've been doing that more in almost like beta testing mode right to make sure I could do it so I didn't want to have that out there so that's that's coming up very soon we've got some other stuff possibly Lords with different you know writing and I'm singing a fitness conference in Spokane and April talking on another one in November of this year so starting to get more writing stuff hooked I mean speaking engagements booked for next year but I think the online thing is gonna be the biggest focus because now that I know that I can do it and I can do it well I think I can at least make it a more viable revenue stream than just a hobby this dough takes time you know it's not like it's easy you just like click it and forget it you know it may not be exactly the same time to move it is one-on-one with a client but you're also making far less money I mean my charge in a month when I can make an hour or so you've got to be careful with your time and that kind of thing so I definitely need to get those aside on the landing page and that kind of thing I need to get the kind of more the logistics and nuts and bolts of it kind of fine tune and get systems in place so that I can do it and do it well without it overwhelming the free time that I have I still want to be able to binge watch the exciting I think so I think it's a big you know like I said one of the big things with turning 50 is this kind of like now why not you know I'm not going to go hungry if something fails I'm not gonna have to go back to Illinois or anything like that you know it's like I'm here to stay it's gonna be okay and no matter what and quite frankly I'm better at it than I've ever been so you got a great lineup so still do whatever absolutely for sure okay so before we ask the last question I want to commend you and well I just want to say thank you I know we came back here about five years ago and people you open your door to us and even gave us suggestions on places to live and I'm studying for a test so we're looking like they're like new personal trainers it was an NSC a yeah you open your doors to us and you know just I'm always gonna remember that and I was always thankful for that so it was thank you for that and you just thank you for everything that you're doing you know so that the personal training community the fitness industry and just making it a better place you know for four people or to prove their health and everything like that so I just want to commend you thank you for that thank you yeah so the final question what is living a dynamic lifestyle meaning the challenge well for me I think that like I told you before everything all becomes about relationships and for me one of the things that is mix relationship building even easier is travel and reading so becoming a better kind of citizen of the world once you realize and you've traveled the world you see that somebody that lives in Iran is just having the same day you are trying to make ends meet the food on the table you know we tend to start to thinking more like nationalistic ways and us-versus-them work it's not about the leaders of countries it's about the people of countries or places you go and once you travel more and done that and see that you're a much better citizen of the world and I think you're less likely to be judgmental and and think that you're so great somebody else is so bad you don't think in those terms the more you try to be more understanding and just apply more care yeah exactly so for me that that dynamic part of travel and reading and it lends itself to Fitness too because for me I've always had Fitness be the foundation of that kind of stuff for clients if you're not fit you not gonna be able to travel to Machu Picchu and client that kind of thing so for me it's you know that that whole fitness thing just makes you want to go and do and see more and meet more people and talk to them and that kind of thing and the less fit you are the more you just tend to sit at home and do nothing because you don't have the energy to exactly so for me at all it all kind of blends itself together Fitness part of travel and relationships it's all part of you know the traveling is there anything that like we can support you on that currently maybe you're you know promoting there's something big you know just on the radar for you or even our listeners I mean you know right now I'm still putting the finishing touches on the chat I just calm obviously there's only so many people that I can work with even online directly one-on-one more high-end stuff but I do plan on putting together programs and possibly maybe more of a kind of course like a that deliverable course type thing so when that type of stuff is up and ready to go yes I would definitely love a plug on that kind of stuff oh you know other than that you know just keep doing what you guys are doing and putting good stuff out there working our listeners finding more about you just your information just social media well the best part of being old is you if you did on the ground floor things so like when the internet started practically I was Chad Landers doctor at Chad Landers on Instagram at Chad Landers on Twitter I don't know how many channels are on Facebook I'm the best looking once you come out or push private fitness comm if you want to see you know what the gym looks like and kind of what we're doing here but yeah if you give you google chat Landers I'll I'm sure I'll be the first one that pops up perfect love all that plugged up in the shownotes chat once again thank you so much for you know your time and just all the ways I'm really appreciate it thanks Matt presenters you guys thank you thank you alright guys until next time hey guys thanks so much for watching this podcast video if you guys are interested in learning how to build your online fitness business we have two free videos for you guys the first video is how to build your online fitness business and make more money and the second one is how to retain your actual online clients so you can sustain your online business so make sure to click the link in the description box below to access those two videos and wait for the next podcast that comes on