WEBVTT

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Music.

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Welcome to Pilates Elephants. I'm here with Chelsea McBride.

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Hey, Chelsea. Hi, Ralph.

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Great to be here with you. I'm looking forward to hearing about your studio.

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So, yeah, you're in Port Pirie in South Australia, which is,

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I don't know, a bit north of Adelaide.

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Can you sort of give us the rundown of where you are, what you're,

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you know, describe your business, what you do, who you serve?

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Yeah. So, yeah, we're three hours from Adelaide, the middle of nowhere.

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There is towns around. Um, but yeah, I run a reformer studio. We have 11 beds now.

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Um, and yeah, I have six team members working with me. Um, and we're doing roughly

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50 classes a week at the moment.

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Awesome. And my, um, I mean, what I see is like 50 is pretty close to the maximum

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that you can run in a, in a group studio, like 55. I know I was really surprised

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actually. I found one studio the other day that they're doing 63.

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Um, but that's very unusual. Yeah, that's crazy.

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They're more suburban. They've got a lot of mid-morning classes with,

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you know, mums and things, so they can kind of add a lot of those in.

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But 50 is pretty good. 50 is very solid.

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And so Port Pirie, three hours north of Adelaide in Australia,

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for those of you who don't know, Adelaide's kind of like Australia's kind of

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third or fourth largest city, population like a million-ish, I think. Yeah.

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And so you're three hours north of there. Port Pirie, you're in the Great Australian Bight.

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Port Pirie, what's the population there, roughly? I'm going to say 15,000, I think.

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I haven't checked for a while, but... All right, but that gives us a rough ballpark.

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Yeah, we have a lot of people come in and out for work because we have a smelters

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here. So a lot of people travel here for work as well.

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Okay. And so, you know, like, tell me about, you've been open,

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you've been in the location in town like a year, roughly.

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And before that you were seeing one-on-one clients at home, right?

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So when did you, and you're quite young, you're in your early twenties, right? Yeah, 23.

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So when did you first get the idea to open a Pilates studio?

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Um so there's a bit of a story to it I

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had a bit of a um like hard time at

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school in my teenage years um and then

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that kind of went I mean I'm still young but went into early

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adulthood those feelings um and actually escalated to

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the point where I was having panic attacks regularly um and then

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I just knew that I wasn't looking after my body and I never knew thought there

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was anything like wrong with me necessarily I just knew my body was

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giving me like warning signs so then I started Pilates um

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like a girl was doing it here locally um and

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then she left and went to Adelaide which most people do from Piri and I was

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like what am I going to do now um and she was trying to find my way with my

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uni course um I have an exercise science degree and a nutrition degree and I

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was like I'll just add Pilates on the side to make sure I'm busy enough being

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in a small town I knew that I had to make my own way with it um and yeah now Pilates has become the

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full thing and the nutrition and the exercise science stuff is on the side.

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So yeah, then I thought I'll just start just doing one-on-ones from home and to see where it goes.

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But it was like, if I can sort of, me and my partner moved into our own house,

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I'm like, if I can pay the mortgage and the bills, like I'm happy.

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I'm just going to see where this takes me because what I was doing,

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I wasn't loving. And yeah, it just went from there.

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What were you doing before you became a applied instructor? I was working full-time,

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just an office job. which didn't suit me.

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Yeah. I like being around people. I like, I have energy to burn.

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So sitting at an office desk doesn't suit sort of my personality.

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So I was just doing sort of jobs in the government system to see whether I wanted

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to go into dietetics in that way with my uni degree.

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So yeah, I was working full-time doing full-time uni, which was a bit hectic,

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as it was. And then I went and worked for my mum and dad when I finished my

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uni and I did my Pilates degree.

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Well, we took Pilates qualification at the same time, which all got a bit much

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at that time, but we got there in the end. So.

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And, you know, when did you, when did you decide that you wanted to open your

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own business doing Pilates?

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Cause you, I mean, this is a very short timeline cause you're only 23 right

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now. It is a lot has happened in the last few years.

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Um, well there just wasn't the opportunity to really do it here unless I wanted

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to do it at a local gym, um, which I was pretty set that I wanted to do reformer and not mat.

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And the local gyms didn't really have a space, um, to have multiple reformers.

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So really I went into it knowing that the only option was for me to do it myself.

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And my parents have owned businesses, they've owned business for years.

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So I've always sort of been around people that have owned a business.

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So I'm like, why not me too? We'll just give it a shot.

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It's interesting what you say about having that double degree in nutrition and

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exercise science and then actually working as a Pilates instructor.

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I also have a degree in exercise science and a master's in exercise physiology.

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And I know a lot of people with that degree.

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I mean, basically, you're a glorified personal trainer with a four-year degree.

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And I make my money teaching Pilates these days as well.

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And I think there's actually a lot more opportunity as a Pilates instructor

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than there is as an exercise scientist.

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Yes. Once I finished my course, I'm like, what now? Especially being in a small

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town, I'm like, yeah, there's limited opportunities with things like that sometimes.

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Well, you've created your own

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opportunities. So how did you start out teaching one-on-ones from home?

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Like, where did you, like, tell us about how you finished your course and how

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you transitioned into seeing clients.

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Yeah. So when I was doing my course, we had to do a certain amount of teaching

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hours back then and I had sort of friends and family coming in.

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So I sort of started with that and I just thought the more people I could have

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come in for free, the more I'm going to learn. So it started there.

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And then I was like, once I sort of got confident, finished my course,

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I was like, I started charging people to come in, same thing.

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And I was very lucky. I was pretty on the ball with certain things and I got a mentor straight away.

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And they were really good with helping me with pricing and all that side of

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things as well. So they helped me set up my business properly as well.

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And they helped me with like how to market my services and stuff like that so

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I started doing one-on-ones for my parents house and then me and my partner

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bought our own house moved it to there and then it slowly I was doing it after

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my work at my full-time job and then,

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All those spots were full every night. So I was like, something's got to give

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here. So I said, sorry, mom and dad, can I drop a day off?

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So then I had Mondays. And then it was like from 6 a.m. Monday to 9 o'clock

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at night, I was back to back with one-on-ones.

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And I had 15 minutes in between. I'm like, this is not sustainable either.

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So then to me, the natural next step was how can we make this easier?

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And it's like, let's have more people in one room and do a group environment.

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So that was a natural next step.

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But yeah, one-on-ones is my starting point.

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And so you went straight from, you know, all day Mondays and then the rest of

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the evenings to you rented a place in town and put some performers in.

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Yeah. I knew if I didn't try it, I was always going to regret it.

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I'm like, let's just try it.

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And mum and dad were very good. They're like, if it fails, you can always come

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back here. I'm like, I always knew I sort of had that as a safety net.

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Mm-hmm and so like

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how do you I mean it

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sounds like you've kind of grown very

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organically like you basically started doing free for friends and family and

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then the word spread and then you started getting paying clients and the word

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continued to spread how do you get clients now I mean I know in in I don't know

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15,000 is not that small of a town it's not like everyone knows everyone but

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I know that you can I mean word does spread pretty quickly though yeah yeah

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so how do you get clients?

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I think I was lucky that I was offering a service that sort of purely needed at the time.

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And I had a deep interest in injuries and stuff.

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So when I was doing one-on-ones, I sort of was going from that perspective,

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but that's changed since.

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So I was having a lot of like physios encourage people to come because their

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books were quite full and they didn't have time to add Pilates on the side of what they were doing.

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So it was through like, yeah, Referrals, systems like that. Word of mouth is big in a small town.

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And then socials, Instagram and just...

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Like instead of just selling Pilates, you're selling like a fix to a problem that people had.

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And at the time that was back pain and things like that.

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And how did the physios know about you to send clients to you?

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I was lucky that was a small town and I went to school with some of their kids and stuff like that.

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And it's sort of gone from there. And I think as soon as you start,

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like if you give a good service, everyone's going to talk about how much they

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enjoy it and the results they've got.

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And I think it just worked out that little sort of crossover between their clients

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coming to me and then going back to them and saying, I've started Pilates, it's really helping.

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And then I think they've from there gone, all right, well, I'm going to send more people there.

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So it's just building that trust as well. Yeah.

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I think it, I couldn't agree more that it comes down to the results and the

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experience that you provide people.

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And if, if they love it and they get the result they want, it's like,

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why wouldn't they come back? Yeah.

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I think 100% you need to have like a really good service, especially in a small

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town. You can't just have people coming in all the time and like,

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like you have to try and keep the ones that do come in. So yeah.

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And so, you know, right now I know, I know that you have an intro off,

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I think it's like three for 60 is that is that what we have got

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rid of that one um because we found that that

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was bringing in a lot of price sensitive uh people

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that might not have sort of we're trying to go to just

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like a membership model um and we're finding it hard and they will sort of do

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their three um or they wouldn't even get to the three because the price was

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that little bit lower um so our intro offer now is the same as our two class

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per week membership you just do it for three weeks and then you have the decision

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to then go onto the membership from there it's no different you just to get

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a foundations guide as well to help you.

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So that's two classes a week for three weeks, run exactly the same as our membership,

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$50 a week, and it comes out weekly. So it was $150 in total.

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Okay. And how long have you been running that newer offer? We've been running

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that since about the start of the year and we've noticed a big difference.

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And what are the stats comparing that? Because as you experiment with different

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offers, as you put the price point down and you sell more of them,

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presumably, but then you have a lower conversion from that intro offer into the membership, right?

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I mean, as you put the price up, anyone who's going to pay $150 to try it is pretty serious. Yeah.

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So you'd have to do something pretty wrong for them to not continue on.

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But it's probably going to be

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harder to sell that $150 intro than it would be to sell a $60 intro. Yes.

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I think what we've found lately is we've actually had people,

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I think, from our content on our socials jumping straight onto memberships.

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And those that do jump onto the intro offers are the ones that are pretty serious

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and want to sort of give it a bit of a shot to see if they can come consistently

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before they jump on a membership.

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So we have found...

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That sort of not having that, I think that cheap intro offer was just like,

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everyone was like, I'll just jump onto that.

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Um, cause I don't know where to start. And I think sometimes when you have so

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many options on a booking system and sort of no one really has been to a reformer

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studio around here, they're like, I don't know where to start.

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So I'm just going to jump on that one.

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Um, so since we've changed that, we've had a lot of people just like saying

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like, I'm in, let's do it. I want to reach my goals. Let's just go straight on a membership.

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That's interesting. Cause when your intro offers the same price as the membership,

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It's like, well, why wouldn't I just start with a membership?

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And we've got no like lock-in and no cancellation fee or anything.

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So yeah, people just get straight. Well, is your lock-in like,

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well, aside from obviously the quality and the experience, is your lock-in like,

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well, you can go down to Adelaide and try the other Politi studio if you want?

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Yeah. Or is it? Basically.

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It's interesting. uh my i

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don't know i don't know stats on this but my my impression

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like from talking to a lot of studio owners is the studio

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owners i know in small rural towns and even

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regional like capitals are doing really well

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at the moment it's like it's just exploding not just in

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australia in the u.s in europe um the uk uh

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some of the most successful business owners i know are in

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like just this little obscure parts of the countryside um what

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what you mentioned before in your you

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know your intro you get there some kind of a foundations guide what is that

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um so it's just like some recipes um there's a little bit of like hydration

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recovery stuff sleep it's just setting we talk a lot about setting up like foundations

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in the studio of like all right you're doing a movement but let's make sure

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you've got your nutrition you've got your sleep you're focusing on your stress.

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So it's just like a little guide to get them started with us because then I

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do still offer nutrition.

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I just don't advertise it as much because I am quite busy at the moment.

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So it sort of just gives everyone a kickstart on their health journey with us.

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You said before, right at the start, that when you were working out of your

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parents' spare room, you were selling a result, you know, like get over your injuries and pain.

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And, you know, obviously now that's a little bit different because you've got

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a different focus. It's more about wellness and fitness rather than about injury rehab per se.

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And also Pilates is just insanely popular now. You just have to say the word

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Pilates and people will do it.

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But it sounds to me like you are still offering, you know, a solution to a problem

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where you're offering more than just like classes.

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So what do you see as the, you know, as what you offer and what is your brand

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about and what are you trying to build there?

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So one of our values that we have is do hard things.

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So we really might like push people to like build mental

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and physical resilience to then be a better person

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for their kids um be better at their work um

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be better like loved one family member a friend

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um and we also a lot

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of people come to us because they want to get stronger so then

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we talk about like getting stronger so they can like

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they might get to a point where their kids growing up and they can't lift

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them as easily um so we focus on the sort of

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the result rather than just like no one i

00:14:25.883 --> 00:14:28.803

mean pilates is popular at the moment but people do want results so we try

00:14:28.803 --> 00:14:32.123

and yeah advertise for results it's like um flexibility like

00:14:32.123 --> 00:14:35.243

a lot of people come to us because i just want to like tie their shoes up easily

00:14:35.243 --> 00:14:38.263

or a lot of like our older members just

00:14:38.263 --> 00:14:41.003

want to be able to keep being independent as they

00:14:41.003 --> 00:14:45.123

get older um and not rely on people uh we had one lady the other day that talked

00:14:45.123 --> 00:14:48.623

about that she since she started she can turn around and like look out the back

00:14:48.623 --> 00:14:54.483

window of her car um so we just talk about like little life things um yeah and

00:14:54.483 --> 00:14:57.543

And just like the feeling of getting stronger is just amazing mentally and physically.

00:14:57.723 --> 00:14:58.723

So I think everyone wants that.

00:15:00.211 --> 00:15:05.651

For sure. And so what is your onboarding process?

00:15:05.851 --> 00:15:08.431

Like if I'm a new client, I come to your studio for the first time,

00:15:08.591 --> 00:15:11.391

like aside from just showing up and doing a class,

00:15:11.511 --> 00:15:18.991

like what touch points do I have or what do you do to turn me from a fearful

00:15:18.991 --> 00:15:24.331

rabbit in the spotlight to a regular member? Yeah.

00:15:24.791 --> 00:15:27.871

Well, at the moment we've actually closed books and there's a wait list.

00:15:28.391 --> 00:15:32.091

So people that join the waitlist we'll actually get a phone call to start with

00:15:32.091 --> 00:15:33.871

um from one of us to talk about like,

00:15:34.471 --> 00:15:37.191

obviously we've only got a certain amount of room so we want to make sure that they

00:15:37.191 --> 00:15:39.991

actually do have certain goals they want to hit and they are ready to

00:15:39.991 --> 00:15:44.171

sort of start on their their fitness journey um so we usually bring them talk

00:15:44.171 --> 00:15:47.731

about sort of where they're currently at and how we can help get them to where

00:15:47.731 --> 00:15:51.271

they want to be um so that's always a good start because then they if they have

00:15:51.271 --> 00:15:56.331

any questions um they usually talk to marie or i about like yeah any little

00:15:56.331 --> 00:15:57.271

concerns that they have.

00:15:57.431 --> 00:16:00.931

We also send an email as soon as they book their first class with all the information they need.

00:16:01.431 --> 00:16:05.971

And then when they get to the studio, like we are straight over to them,

00:16:06.051 --> 00:16:09.631

introduce ourselves, ask them how they're feeling, if they have any questions.

00:16:10.291 --> 00:16:14.711

And all my team knows, you tell them all the information that they need to know.

00:16:14.871 --> 00:16:19.171

Even if it's like overwhelming, like put your bag here, put your shoes here,

00:16:19.451 --> 00:16:20.971

come over here, here's a reformer.

00:16:21.071 --> 00:16:24.311

And then I also always introduce them to the people next to them and say,

00:16:24.411 --> 00:16:26.231

this person's been coming here for a long time.

00:16:26.391 --> 00:16:28.811

Like they'll help you along the way it's going to be a lot today but you'll

00:16:28.811 --> 00:16:31.871

get there um and then straight away you want to make sure you're giving them

00:16:31.871 --> 00:16:33.151

reassurance through the class as well,

00:16:33.711 --> 00:16:36.791

and always explain to them that the first class is the scariest and the

00:16:36.791 --> 00:16:39.511

one where you're going to feel the most uncoordinated and you're going to be like what

00:16:39.511 --> 00:16:43.651

the heck is happening i said it will get easier from there um so i just think

00:16:43.651 --> 00:16:47.051

reassurance and just giving them all the information because i think lack of

00:16:47.051 --> 00:16:50.391

information is what makes you probably the most nervous you don't know what's

00:16:50.391 --> 00:16:57.031

going to happen or what it involves so what have you what have you.

00:16:59.599 --> 00:17:03.419

I mean, it's been a very short journey, not a very short, it's been a very long

00:17:03.419 --> 00:17:05.179

journey in a very short time for you.

00:17:06.419 --> 00:17:12.559

And so you've gone from, you know, uni student to working in the government,

00:17:12.679 --> 00:17:16.119

to working for your parents, to seeing clients at home, to starting a business.

00:17:16.399 --> 00:17:21.379

And now you're, even within the business, you've gone from being the one person

00:17:21.379 --> 00:17:27.519

band at home to being the one person band in the shop in town to now having six employees.

00:17:28.119 --> 00:17:30.839

And so your role in the business like I know you still teach a lot

00:17:30.839 --> 00:17:33.579

but you are now leading a group of other

00:17:33.579 --> 00:17:37.319

people and so tell me about how you've

00:17:37.319 --> 00:17:41.799

grown or potentially what challenges you've had with with building a team yeah

00:17:41.799 --> 00:17:48.479

um so this has probably been my toughest challenge um because I've gone from

00:17:48.479 --> 00:17:53.179

yeah no staff at the start of this year to six um so I felt like I didn't even

00:17:53.179 --> 00:17:56.879

have room to like sort of just have one and sort of learn as I go.

00:17:57.079 --> 00:18:00.019

It's like, yeah, going zero to a hundred, which I feel like that's been my whole

00:18:00.019 --> 00:18:02.399

journey. So I'm like, I need to get used to that now.

00:18:02.699 --> 00:18:08.259

Um, but I think realizing, I think one thing that stood out for me was that.

00:18:08.599 --> 00:18:11.819

Okay, now I actually have to be organized.

00:18:12.139 --> 00:18:16.419

I have to know how we do things and why we do things.

00:18:16.619 --> 00:18:21.439

And I think I learned that like, I probably wasn't really leading myself properly.

00:18:21.559 --> 00:18:24.779

I was kind of just going through the motions and like I can't lead the

00:18:24.779 --> 00:18:28.339

team the way that I was leading myself

00:18:28.339 --> 00:18:31.279

what do you mean not leading yourself properly going through the motions I

00:18:31.279 --> 00:18:33.959

think I sort of just did stuff like running off vibes and gut

00:18:33.959 --> 00:18:36.799

feelings and then it's like I've had to actually like say okay

00:18:36.799 --> 00:18:39.579

this is where we are in the market and like what

00:18:39.579 --> 00:18:42.319

we focus on so we've gone more like the strength based reformer side of

00:18:42.319 --> 00:18:45.259

things rather than pilates I think I had

00:18:45.259 --> 00:18:48.219

to learn quickly because everyone come in with different ideas

00:18:48.219 --> 00:18:51.039

and then members were like this person does it different to

00:18:51.039 --> 00:18:54.199

you and I think they're so used to like how I

00:18:54.199 --> 00:18:57.279

did it and it was like and I was like well everything falls

00:18:57.279 --> 00:19:00.099

back on me so the girls aren't to know how to do it if

00:19:00.099 --> 00:19:02.999

I haven't given them away that we do it here so I

00:19:02.999 --> 00:19:08.639

think it's just like realizing the lack of like systems and playbooks and everything

00:19:08.639 --> 00:19:13.479

that I had in place and the like lack of leading myself and I was like this

00:19:13.479 --> 00:19:18.659

is not going to be able to be the standard if I have a team of like not showing

00:19:18.659 --> 00:19:21.799

up and we I call it dabbling me my mental court dabbling,

00:19:21.879 --> 00:19:25.439

dabbling in things like half doing jobs and doesn't set a very good standard

00:19:25.439 --> 00:19:26.459

for everyone across the board.

00:19:26.799 --> 00:19:30.379

And how did you, how did you, uh.

00:19:31.729 --> 00:19:36.769

I guess, go from, or how did you manage your own kind of ego or,

00:19:36.769 --> 00:19:42.109

you know, imposter syndrome to go from just being an instructor to telling other

00:19:42.109 --> 00:19:43.309

people how to do their job?

00:19:44.309 --> 00:19:50.189

I think like showing up as a leader for myself, like anytime that I had a doubt,

00:19:50.469 --> 00:19:53.589

I'd write down on a piece of paper, why are you having that doubt?

00:19:53.989 --> 00:19:58.309

Like there's usually a deeper reason. So if I was having a doubt on sort of

00:19:58.309 --> 00:20:00.089

telling someone how I wanted it to be done,

00:20:01.189 --> 00:20:04.049

I'd dive into why that would be and it's like

00:20:04.049 --> 00:20:06.729

well maybe you're not actually sure that that's how you actually want

00:20:06.729 --> 00:20:09.809

it done so you're sort of second-guess telling

00:20:09.809 --> 00:20:13.009

them because you're actually not sure and confident within yourself

00:20:13.009 --> 00:20:18.289

of that's how we do things here so I think I'd always sort of write down a piece

00:20:18.289 --> 00:20:22.929

of paper and then I'd also write out like if I had a scenario that I thought

00:20:22.929 --> 00:20:27.309

would go like I'm always I overthink everything like I'm a chronic overthinker

00:20:27.309 --> 00:20:32.429

so I always write out like a scenario and it's like, well, what would be true for that to happen?

00:20:32.569 --> 00:20:34.949

And then what would be true for that not to happen?

00:20:35.489 --> 00:20:37.349

And then you just adjust from there.

00:20:38.909 --> 00:20:42.849

Did you, are all the instructors you've got like people that you trained up?

00:20:42.929 --> 00:20:45.549

Because where do you find six instructors in the town of 15,000 that had no

00:20:45.549 --> 00:20:48.289

Pilates studios before you opened? Tough, tough.

00:20:48.669 --> 00:20:53.029

Majority of them were members or sort

00:20:53.029 --> 00:20:56.189

of people around the town that are sort of into fitness um that

00:20:56.189 --> 00:20:59.169

I reached out to um I find

00:20:59.169 --> 00:21:01.789

the members are really good because they like I

00:21:01.789 --> 00:21:06.709

found that those girls sort of know exactly how we do things um so they sort

00:21:06.709 --> 00:21:11.129

of just jump straight in and they sort of know um but yeah it's just people

00:21:11.129 --> 00:21:14.469

that I've found or people that have said to me that they're interested in doing

00:21:14.469 --> 00:21:18.369

their course and um they've gone and done their course and I've mentored them

00:21:18.369 --> 00:21:20.649

along the way a little bit um as well.

00:21:22.457 --> 00:21:27.757

What would you say, I mean, it sounds like a lot, but what do you feel like

00:21:27.757 --> 00:21:31.737

is working exceptionally well in your business right now?

00:21:32.537 --> 00:21:39.837

I think having systems, having playbooks and being very certain of not diluting

00:21:39.837 --> 00:21:40.997

yourself to keep people happy.

00:21:41.177 --> 00:21:45.857

I think I was doing a lot of that. And one day our classes would be really hard

00:21:45.857 --> 00:21:49.737

because everyone in the studio I knew would want to do the hard stuff.

00:21:49.737 --> 00:21:52.537

And then the next day and be

00:21:52.537 --> 00:21:55.417

like okay we're gonna go a little bit easier today because I'm getting eye rolls

00:21:55.417 --> 00:21:58.297

and no one's into it so I think holding a

00:21:58.297 --> 00:22:02.017

standard I think that's been really good I think having values that everyone

00:22:02.017 --> 00:22:07.257

knows that like we're about doing hard things so don't come in thinking that

00:22:07.257 --> 00:22:10.097

we're not going to do hard things I think also that's been good for our team

00:22:10.097 --> 00:22:13.937

too because it's like actually we step into doing hard stuff stuff that makes

00:22:13.937 --> 00:22:16.097

us nervous like this podcast for example,

00:22:16.297 --> 00:22:19.617

like I knew if I said no and my members found out, they'd be like,

00:22:19.957 --> 00:22:21.077

well, that's not doing the hard thing.

00:22:21.397 --> 00:22:25.357

So I think it's like having some, like some sort of culture of like,

00:22:25.477 --> 00:22:26.897

this is what we're about.

00:22:27.057 --> 00:22:30.817

And everyone sort of holds to that standard across the board.

00:22:31.337 --> 00:22:34.797

I think that's what's working well at the moment. I saw one of your other values

00:22:34.797 --> 00:22:38.517

is really just doing the, you said doing the 99%, you know, doing the basics

00:22:38.517 --> 00:22:41.177

right before you get to the fancy stuff. Tell me about that.

00:22:41.337 --> 00:22:42.497

Yeah. So doing the foundations.

00:22:42.697 --> 00:22:45.617

So that's why we give them a foundations guide at the start. so

00:22:45.617 --> 00:22:48.417

it's like there's no point

00:22:48.417 --> 00:22:51.157

coming in like all guns blazing and jumping on our

00:22:51.157 --> 00:22:54.117

unlimited membership and like going to all the hard classes and then

00:22:54.117 --> 00:22:57.017

burning yourself out and then we don't see you for three weeks it's like that's

00:22:57.017 --> 00:23:02.137

just like drop the ego and let's ease into it um or it's like there's no point

00:23:02.137 --> 00:23:04.637

doing all the work in the studio if you're not doing the work out the studio

00:23:04.637 --> 00:23:08.417

with nutrition and and recovery and that sort of thing so it's just yeah making

00:23:08.417 --> 00:23:13.797

sure you sort of do do the basics and you do it all the time so yeah like don't come in and.

00:23:14.643 --> 00:23:17.663

Get yeah we've haven't seen for two weeks so you've got to like catch up

00:23:17.663 --> 00:23:20.343

and get all the classes in and because our

00:23:20.343 --> 00:23:23.223

credits roll over too so we roll credits over for 30 days so

00:23:23.223 --> 00:23:26.143

if you're on the two class a week and you you miss two weeks like

00:23:26.143 --> 00:23:28.763

that's not just then go and catch up everything and then

00:23:28.763 --> 00:23:31.903

we don't see you for another two weeks like that's like focus on consistency

00:23:31.903 --> 00:23:35.183

over time because that's what's going to get you results and make you progress

00:23:35.183 --> 00:23:37.943

along the way and how does that value inform the

00:23:37.943 --> 00:23:41.383

way that you teach and the way that your instructors teach we don't

00:23:41.383 --> 00:23:44.243

do the fancy stuff i tell the girls all the time don't do the fancy stuff

00:23:44.243 --> 00:23:47.203

that you see on instagram that looks really good but then it doesn't like

00:23:47.203 --> 00:23:49.903

flow easily to a group class like let's

00:23:49.903 --> 00:23:53.623

just focus on the basics um we teach we

00:23:53.623 --> 00:23:56.363

try and change it up we do about like an 80 20 rule so we

00:23:56.363 --> 00:23:59.143

do like 80 percent of stuff that everyone knows and then 20 percent of

00:23:59.143 --> 00:24:02.943

like something different to change it up um but the

00:24:02.943 --> 00:24:05.763

80 percent it's like let's stick to the basics because that's actually where

00:24:05.763 --> 00:24:07.763

you're going to be able to up your springs and up your weights and actually

00:24:07.763 --> 00:24:08.503

see the progress through.

00:24:08.503 --> 00:24:11.563

The weeks if we're doing something different every every day

00:24:11.563 --> 00:24:14.623

then you're not going to go very far with it so I think

00:24:14.623 --> 00:24:17.463

yeah that I think bringing in those values has

00:24:17.463 --> 00:24:21.043

helped us instructors as well because I think you sort

00:24:21.043 --> 00:24:23.763

of get caught up and I think sometimes you think that your classes are getting

00:24:23.763 --> 00:24:26.563

boring because you teach so many classes in one week

00:24:26.563 --> 00:24:29.703

but it's like I've noticed and I

00:24:29.703 --> 00:24:32.523

try and really dive into all this stuff that our members are happiness

00:24:32.523 --> 00:24:35.323

when they can go onto a flow state and they're not having to think too hard

00:24:35.323 --> 00:24:38.503

about instructions and they know they can just come in and do their lunges in

00:24:38.503 --> 00:24:43.123

rows and then we'll change something tiny in there and then that's the classes

00:24:43.123 --> 00:24:49.423

that we always get the best reviews what what how did what happened when you

00:24:49.423 --> 00:24:51.923

made that change from kind of.

00:24:52.975 --> 00:24:55.775

Trying to read the room and, you know, toning it down when there was eye rolls

00:24:55.775 --> 00:24:59.395

to sort of holding the line and then defining your values and going,

00:24:59.435 --> 00:25:01.475

actually, no, we do hard things and we do it every class here.

00:25:02.555 --> 00:25:05.555

Like, did you lose people or did people just get with the program?

00:25:05.835 --> 00:25:07.215

How did the transition go?

00:25:08.755 --> 00:25:11.055

I was really worried that we're going to lose some people.

00:25:12.895 --> 00:25:17.315

And some people didn't love it, but then we have multiple class themes.

00:25:17.515 --> 00:25:20.355

So it was like, well, maybe this class theme is what

00:25:20.355 --> 00:25:23.415

you need to go to we have a stretch class on the program multiple

00:25:23.415 --> 00:25:26.295

times a week like maybe that's just where you go into and that's

00:25:26.295 --> 00:25:29.115

fine that's all you want to do so I think we got better at redirecting people

00:25:29.115 --> 00:25:33.215

to where they should be um but mainly people just got with the program and we

00:25:33.215 --> 00:25:36.995

grew massively since we've made some of these changes like I think people know

00:25:36.995 --> 00:25:41.275

what we're about to so we've had a lot of new people come in as well and I had

00:25:41.275 --> 00:25:44.715

a new person the other day straight away quote one of our values she was in

00:25:44.715 --> 00:25:48.095

a foundations class she's like do hard things I'm like, yes, love it.

00:25:48.955 --> 00:25:53.635

Yeah. It's, it's quite counterintuitive. I think many Pilates instructors,

00:25:53.795 --> 00:25:58.175

business owners, I think have, have the mistaken belief that when you kind of

00:25:58.175 --> 00:26:00.595

try to appeal to a broader range of people, you get more clients.

00:26:00.695 --> 00:26:03.575

I think it's the opposite. The more you say, no, like actually we're not for everybody.

00:26:03.775 --> 00:26:08.115

And we, you know, we stand for this set of values and this way of doing things.

00:26:08.215 --> 00:26:10.595

And if that doesn't work for you, totally understand, but it's like,

00:26:10.595 --> 00:26:15.735

that's what we do that's actually when you magnetically attract the people that

00:26:15.735 --> 00:26:20.175

that admire those you know those qualities and those values because they can see that you actually

00:26:20.595 --> 00:26:23.535

have you do stand for something it's not you're just not trying to just like

00:26:23.535 --> 00:26:28.115

be bland and beige and and not offend anyone yeah i know and you see it all

00:26:28.115 --> 00:26:31.055

the time like people saying like pilates is for everyone and it's like it is

00:26:31.055 --> 00:26:33.435

and you see that all the time but i've never taken that,

00:26:34.055 --> 00:26:38.015

approach because i just don't think that doesn't pull me into like if i was

00:26:38.015 --> 00:26:41.135

thinking that i was a client like flight is for everyone wouldn't really pull

00:26:41.135 --> 00:26:45.695

me in but do hard things I'm like yes that's sort of where I want to go and

00:26:45.695 --> 00:26:50.675

then it's been a lot easier for us as instructors too because like.

00:26:51.895 --> 00:26:55.515

We've attracted the people that suit the way we teach. So we don't have that

00:26:55.515 --> 00:26:58.255

pushback that we were getting before.

00:26:59.215 --> 00:27:02.875

I mean, I think it's so, it is counterintuitive, but it's like when I think

00:27:02.875 --> 00:27:06.115

if, you know, just talking to the listeners for a second, if you've,

00:27:06.595 --> 00:27:08.315

I mean, if you just think about your own experience in life,

00:27:08.435 --> 00:27:10.395

like when you go and if you were, I don't know, if you had a,

00:27:10.515 --> 00:27:12.615

if you hurt your knee and you were looking for a physiotherapist,

00:27:12.735 --> 00:27:13.955

right? You hurt your knee playing soccer maybe.

00:27:14.535 --> 00:27:17.635

And you see there's a physiotherapist that like specializes in all ages and

00:27:17.635 --> 00:27:20.135

all injuries, et cetera. And then there's another one who's a knee specialist

00:27:20.135 --> 00:27:22.375

like which one are you going to go to you know it's like.

00:27:24.495 --> 00:27:27.735

So it's like of course that works the same in

00:27:27.735 --> 00:27:30.435

in pilates you know

00:27:30.435 --> 00:27:33.495

like we yeah pilates can be for everyone but it's like doesn't mean

00:27:33.495 --> 00:27:36.575

every studio has to be for everyone you

00:27:36.575 --> 00:27:39.495

know yeah yeah it's definitely definitely

00:27:39.495 --> 00:27:44.295

attracted more people to us whether then when if we stayed with the wear for

00:27:44.295 --> 00:27:49.775

everyone outlook um yeah and it hasn't put anyone off because i was very very

00:27:49.775 --> 00:27:53.715

nervous about that um but same thing i was like i'm just gonna take the leap

00:27:53.715 --> 00:27:57.615

and just try this because what i'm doing at the moment is keeping everyone else

00:27:57.615 --> 00:27:58.995

happy but it's burning me out

00:27:59.435 --> 00:28:02.695

trying to keep everyone happy um so i thought i'll just try and yeah i'm gonna

00:28:02.695 --> 00:28:08.475

look back when did you make that change we i probably went hard with it at the

00:28:08.475 --> 00:28:11.095

start of this year i think that same thing like i dabbled in a little bit it's

00:28:11.095 --> 00:28:13.815

like oh we're about this but like then we can be about this?

00:28:14.015 --> 00:28:16.935

And I'm like, from, yeah, about January, I'm like, no, this is what we're about.

00:28:18.175 --> 00:28:22.115

Um, I had a fantastic mentor for a while who gave me this one,

00:28:22.375 --> 00:28:25.555

this one, just when he said dabble it again for like the third time.

00:28:25.695 --> 00:28:26.875

I'm like, okay, that's definitely a thing.

00:28:27.935 --> 00:28:32.395

Um, that I had a mentor, she said to me, a business mentor, she said,

00:28:32.555 --> 00:28:34.215

if you're going to eat shit, don't nibble.

00:28:35.255 --> 00:28:38.335

Right. You just, you have to, if you're going to do a thing, the hard thing,

00:28:38.335 --> 00:28:41.135

right you just do it like don't don't

00:28:41.135 --> 00:28:45.835

dabble don't dabble and I think same thing like my staff came in about January

00:28:45.835 --> 00:28:50.635

and then they were like well what so we chat like I was trying to explain oh

00:28:50.635 --> 00:28:54.555

yeah like when this person's in we do this and I was like this is not gonna

00:28:54.555 --> 00:28:58.495

work like so I'm like no we're going hard with what we're what we're doing so

00:28:58.495 --> 00:29:00.155

and then yeah we all have a look back,

00:29:01.175 --> 00:29:05.015

it's funny you can you can kind of try and contort yourself and your business

00:29:05.015 --> 00:29:09.795

to fit every different person individually, or you can just have the people

00:29:09.795 --> 00:29:14.835

grow into the person that fits what you do as a business.

00:29:15.695 --> 00:29:18.995

And then everyone fits perfectly. Yeah. Well, it was funny how everyone stepped

00:29:18.995 --> 00:29:20.895

up. I'm like, I didn't even know you guys had this in you.

00:29:21.155 --> 00:29:24.855

Like you're picking up the heavier weights. Like how long have we been arguing about this?

00:29:25.775 --> 00:29:30.955

So yeah, everyone does step up. What have been the moments for you where.

00:29:32.693 --> 00:29:40.253

You, you were the most stressed or anxious or, or down about yourself or about the business?

00:29:40.373 --> 00:29:43.433

Like, what were the moments, were there moments where you, you know,

00:29:43.493 --> 00:29:45.793

like you said, when you made this change and you kind of were worried that you

00:29:45.793 --> 00:29:49.313

might lose people, for example, um, when you took on instructors and they realized,

00:29:49.433 --> 00:29:51.873

oh, everybody's doing it differently. I'm going to have to step up here as a leader.

00:29:52.353 --> 00:29:54.853

Uh, like were there moments, have there been, what are the moments,

00:29:54.933 --> 00:29:57.853

I'm sure there have been moments, what have been the moments where you,

00:29:58.093 --> 00:30:01.153

you know, were tossing and turning at three in the morning going,

00:30:01.533 --> 00:30:03.533

shit, you know, what am I going to do about this?

00:30:04.333 --> 00:30:07.213

It was, yeah, definitely, like I said, at the start of the year,

00:30:07.353 --> 00:30:13.053

I feel like that was my toughest moment because I was teaching like a lot of

00:30:13.053 --> 00:30:16.213

hours and the business had steady growth from there.

00:30:16.613 --> 00:30:22.133

And I just knew that like, I couldn't continue like doing the like massive days,

00:30:22.153 --> 00:30:25.333

like up at 4.30, finish at eight o'clock every day.

00:30:25.453 --> 00:30:29.553

Like I was like, I can't continue with like this. and the business was having steady growth.

00:30:29.973 --> 00:30:33.993

So then it was like, yeah, bringing in like people to help me.

00:30:33.993 --> 00:30:36.313

I think that took me a lot to adjust to.

00:30:36.593 --> 00:30:40.353

And multiple times I'm like, or maybe I just, cause we were going backwards

00:30:40.353 --> 00:30:44.313

as well at that time, a little bit with members and things like that.

00:30:44.393 --> 00:30:48.093

And I think I got to a point where it was like, this is all getting too hard.

00:30:48.293 --> 00:30:50.753

Do I just take a step back? And I think.

00:30:52.030 --> 00:30:56.770

It was, I had to go through a lot of like work myself to get me to a point where

00:30:56.770 --> 00:31:02.250

it's like, the problem isn't everyone else, Chelsea, it's you and you aren't certain about,

00:31:02.730 --> 00:31:05.910

I think like everything that come up in my life of like being a people pleaser,

00:31:06.590 --> 00:31:07.890

like overthinking everything.

00:31:07.890 --> 00:31:10.650

I think that all come up and I had to work through a lot of that stuff because

00:31:10.650 --> 00:31:16.710

I'm like, you can either step into the hard stuff and like move past all of

00:31:16.710 --> 00:31:18.610

this or you're going to stay stuck where you are.

00:31:19.210 --> 00:31:22.130

And at the time my partner was like it'd be nice to just have tea with you one

00:31:22.130 --> 00:31:27.530

night like at a normal time and I was like I can't keep and if I had a sick

00:31:27.530 --> 00:31:30.990

day like I got sick I knew like I'd have to shut the business I'm like this

00:31:30.990 --> 00:31:32.790

is not sustainable either so I think it was just,

00:31:34.590 --> 00:31:38.010

really stepping into doing the work to then be able to be the people like person

00:31:38.010 --> 00:31:43.510

to to lead people I think that really took me a lot and I had multiple moments

00:31:43.510 --> 00:31:45.650

where I was like maybe I won't do this.

00:31:45.970 --> 00:31:48.770

Like maybe I'm like, maybe this is not for meant to be for me.

00:31:49.250 --> 00:31:53.590

Um, but I was, it was a cop out. Like I just, I was getting uncomfortable.

00:31:55.750 --> 00:31:58.790

How did you, how did you take on that mindset?

00:31:58.950 --> 00:32:01.730

Because I think that's, that to me, that is the fundamental,

00:32:02.210 --> 00:32:06.070

there are two kinds of people in the world.

00:32:06.230 --> 00:32:10.890

There are people who have an internal locus of control and say like,

00:32:10.950 --> 00:32:14.690

okay, there's the economy, me, there's the clients, there's the weather,

00:32:14.990 --> 00:32:17.510

there's the competition, there's the whatever, but it's like,

00:32:17.570 --> 00:32:18.590

well, I can't control any of that.

00:32:18.670 --> 00:32:22.370

But what I can control is how I show up and the culture I create and the standards

00:32:22.370 --> 00:32:23.590

I step for myself and for others.

00:32:24.050 --> 00:32:26.290

And then there are people that just say like, oh, well, I can't,

00:32:26.350 --> 00:32:28.470

you know, it's not, not my fault. It's like, it's the staff,

00:32:28.590 --> 00:32:30.470

it's the clients, it's the weather, it's the whatever.

00:32:31.990 --> 00:32:35.710

And I'm not exempt from doing that either. Like, you know, we all have moments

00:32:35.710 --> 00:32:37.790

where we play the victim.

00:32:39.913 --> 00:32:44.113

How did you go from, and the thing is when you're in those dark nights of the

00:32:44.113 --> 00:32:47.353

soul where like you can't get people to do it the way you would do it and it's,

00:32:47.413 --> 00:32:51.573

you know, people are cancelling their memberships and you're not having time

00:32:51.573 --> 00:32:52.293

with your partner or whatever.

00:32:52.773 --> 00:32:57.133

It's like, it's really easy to see that it's not your fault and you're doing

00:32:57.133 --> 00:32:59.753

everything right. And it's just like the world is against you.

00:33:00.113 --> 00:33:03.573

How did you take on that mindset of like, no, it's me and I've got to,

00:33:03.633 --> 00:33:04.673

I've got to make some changes here.

00:33:05.313 --> 00:33:08.613

I just knew that it wasn't helpful.

00:33:09.373 --> 00:33:12.353

Like having that mindset was just going to keep me stuck and then

00:33:12.353 --> 00:33:15.273

I was watching a lot of people that I admired in the industry at the time even

00:33:15.273 --> 00:33:19.573

though they were sort of from bigger cities or not from this state I was like

00:33:19.573 --> 00:33:24.273

well they're doing it so why can't I I think I've always had that mindset though

00:33:24.273 --> 00:33:29.853

I'm very stubborn and then I started like I never wait to ask for help

00:33:30.273 --> 00:33:33.213

and I think I started seeing us go

00:33:33.213 --> 00:33:35.933

backwards and stuff and I was like I'm stepping up

00:33:35.933 --> 00:33:38.733

and asking for help and I started working with a mentor and it's like he's like

00:33:38.733 --> 00:33:44.293

all the problems you're having right now are you and I'm like okay um but it

00:33:44.293 --> 00:33:50.633

was true and I think it's always true it's always true like I think me letting

00:33:50.633 --> 00:33:54.213

everything else have control just really would not have helped me it would have

00:33:54.213 --> 00:33:57.833

just like left me staying stuck in that spot for a very long time,

00:33:58.293 --> 00:34:01.533

um and I wouldn't have got anywhere so I think you you

00:34:01.533 --> 00:34:04.333

have control over everything and I think that's the thing too is

00:34:04.333 --> 00:34:07.073

like you have control of like if this is even not

00:34:07.073 --> 00:34:09.753

for you you don't have to do it so don't stay in the

00:34:09.753 --> 00:34:14.193

position and and which but I also feel like I've worked like I think that's

00:34:14.193 --> 00:34:17.973

just a pet peeve like even with nutrition clients everything it's like you have

00:34:17.973 --> 00:34:21.913

control over your situation like that's not just whinge let's find a way to

00:34:21.913 --> 00:34:25.813

move through this because what you're not changing you're choosing and you need

00:34:25.813 --> 00:34:29.553

to not choose to stay the same if it's not working for you.

00:34:30.749 --> 00:34:33.369

Agree. I like what you said before

00:34:33.369 --> 00:34:36.409

that, well, if you can see other people doing it, well, you can do it.

00:34:36.789 --> 00:34:42.089

And I think that is, um, you know, I, I often think that most of like,

00:34:42.169 --> 00:34:45.449

if I'm struggling with something, I'm like, fuck, I can't figure out how to get past this level.

00:34:45.549 --> 00:34:47.949

I'm like, well, there are other people doing it, so I know it's possible.

00:34:48.149 --> 00:34:52.949

Right. So it just, it's not impossible. I just haven't figured out how to do it yet.

00:34:53.049 --> 00:34:56.649

And so that, you know, it's like, oh, meta ads don't work for me.

00:34:56.769 --> 00:35:00.229

It's like, yeah, no, I think meta ads can work. You know, like, uh.

00:35:02.469 --> 00:35:11.009

Uh, yeah, so I love that mindset and what, if anything, I mean,

00:35:11.089 --> 00:35:14.829

I know you must, cause there's no such thing as a business without problems,

00:35:14.909 --> 00:35:17.149

right? All you do is upgrade your problems. You get better problems.

00:35:17.609 --> 00:35:22.529

Um, and it's much better to have the problem of being too busy and have,

00:35:22.689 --> 00:35:26.069

you know, being full and whatever, needing more instructors.

00:35:26.749 --> 00:35:29.469

That's a much better problem to have than the problem of not having enough clients

00:35:29.469 --> 00:35:30.429

and not being able to pay the rent.

00:35:30.729 --> 00:35:33.909

But they're both problems and they both are real problems. And when you solve

00:35:33.909 --> 00:35:36.389

that problem, all that happens is you get to the next problem after that.

00:35:36.669 --> 00:35:39.369

You know, it's how do I open the second studio or whatever it might be.

00:35:40.409 --> 00:35:45.549

So right now, like what is the biggest constraint or pain point in your business?

00:35:46.998 --> 00:35:52.378

I think I strive to create problems because I know that good problems,

00:35:52.498 --> 00:35:55.298

good problems, because I know that it means that we're taking it to the next level.

00:35:55.598 --> 00:36:00.238

And I think the problem that I've created now is we've hit capacity with currently

00:36:00.238 --> 00:36:05.618

like where I'm at and being in a small town, we, that's not just instructors

00:36:05.618 --> 00:36:08.838

walking around. You have to train them up. That might take a few weeks.

00:36:09.278 --> 00:36:12.758

So I'm probably being pulled back onto the floor a bit more at the moment.

00:36:13.658 --> 00:36:16.498

And the problem yeah we just can't fit any more people into our

00:36:16.498 --> 00:36:19.358

little studio at the moment we've got no room at all

00:36:19.358 --> 00:36:22.238

I've got a girl that helps me with admin that

00:36:22.238 --> 00:36:24.958

sits behind the desk and I'm like apologize to her every day

00:36:24.958 --> 00:36:28.058

I'm like sorry there's so much stuff behind here

00:36:28.058 --> 00:36:30.958

like we're just outgrowing the current space we're

00:36:30.958 --> 00:36:33.858

in so I think that's a good problem but

00:36:33.858 --> 00:36:36.718

I think it's also the next problem is how do

00:36:36.718 --> 00:36:39.838

we like maintain and keep this

00:36:39.838 --> 00:36:43.098

level of people retained and happy i think

00:36:43.098 --> 00:36:46.298

that's because we've grown very very quickly so you

00:36:46.298 --> 00:36:50.018

said you've got a waiting list what's your utilization capacity oh capacity

00:36:50.018 --> 00:36:53.078

utilization we i don't

00:36:53.078 --> 00:36:56.558

i don't really know the art to start one but well on

00:36:56.558 --> 00:36:59.878

average like you've got 11 reformers we got 11 yeah yeah so

00:36:59.878 --> 00:37:02.638

out of you know 11 what's the

00:37:02.638 --> 00:37:05.598

average number of you know bums on reformers over the

00:37:05.598 --> 00:37:08.398

month i think in winter we ran a challenge so it was

00:37:08.398 --> 00:37:11.318

like we had 12 on the wait list for nearly most classes

00:37:11.318 --> 00:37:16.538

um which was crazy crazy um so we were very stressed so we were like closed

00:37:16.538 --> 00:37:20.758

books that's it like because our other thing is true we very much like don't

00:37:20.758 --> 00:37:22.958

want people paying for memberships and not being able to get in that's the other

00:37:22.958 --> 00:37:26.898

thing so that's what i said like we ran that challenge and i didn't i thought

00:37:26.898 --> 00:37:31.278

it would just keep people um sort of like coming through winter because we.

00:37:31.358 --> 00:37:34.338

Last winter was quite hard um so one of

00:37:34.338 --> 00:37:40.098

the prizes if you hit the amount of it was 16 sessions in eight weeks and then

00:37:40.098 --> 00:37:43.758

you got a free t-shirt to say that you completed it um i think as soon as we

00:37:43.758 --> 00:37:47.858

said t-shirt it like went crazy and way more people joined than what we expected

00:37:47.858 --> 00:37:52.618

um so we had a long wait list but now that's starting to ease off now that challenge is finished and,

00:37:53.338 --> 00:37:57.718

and we've added some more classes and stuff since then so but and so what is the solution.

00:37:59.133 --> 00:38:02.533

I don't really know currently. It's a good problem to have.

00:38:02.713 --> 00:38:06.053

It'd be definitely a bigger space, but then being in a country town,

00:38:06.193 --> 00:38:09.753

there's not much commercial real estate and it's a tough one.

00:38:10.973 --> 00:38:14.453

So we're just going to keep doing what we're doing at the moment, but we're going to try.

00:38:15.033 --> 00:38:20.253

And we always joke, like if we had a class every hour, we feel like we'd have people every hour.

00:38:20.973 --> 00:38:25.353

And we do have more room to add classes. We're not doing Sundays and stuff.

00:38:26.193 --> 00:38:28.893

So the biggest constraint on your business right now is instructors.

00:38:29.673 --> 00:38:32.193

Instructors, yeah. I don't want to take anything else on myself.

00:38:33.413 --> 00:38:38.573

And so do you have a, I mean, you've hired six people, so you've obviously figured

00:38:38.573 --> 00:38:40.193

out something about how to do that.

00:38:40.393 --> 00:38:43.393

Do you have a process, like do you have a pipeline of instructors?

00:38:43.793 --> 00:38:48.713

Yes, we're getting there. But I found that moving forward, I think we need people

00:38:48.713 --> 00:38:52.173

sort of that, like we've got a lot of girls that are amazing,

00:38:52.293 --> 00:38:53.433

but they have other jobs and stuff.

00:38:53.553 --> 00:38:56.853

So I think moving forward, we need people that are fully, I think with where

00:38:56.853 --> 00:39:01.573

we want to go and the goals that I have and sort of bringing some more nutrition stuff like I need,

00:39:02.473 --> 00:39:06.913

like yeah not just casuals that sort of can do here and there I need people that are,

00:39:07.533 --> 00:39:10.213

that in and can see the vision of where we're going and pushing it forward so

00:39:10.213 --> 00:39:13.193

I've got one staff member at the moment that doesn't have another job she's

00:39:13.193 --> 00:39:16.973

just working with me um and that's been amazing I think that's where we're going

00:39:16.973 --> 00:39:21.053

moving forward my experience with that is,

00:39:21.813 --> 00:39:27.213

it's a double-edged sword because when that person who's teaching 20 classes a week,

00:39:28.073 --> 00:39:30.033

goes on holiday, you're like, shit,

00:39:30.793 --> 00:39:33.233

you know, how do I cover the 20 classes? Yeah.

00:39:34.273 --> 00:39:39.273

It's tough. I find that there's probably not really, I haven't found a good

00:39:39.273 --> 00:39:42.933

fix for this yet because both ways I'm like, I don't know, it's finding it hard.

00:39:44.733 --> 00:39:49.413

Yeah. I think that, I don't think there is a perfect solution. I haven't found it yet.

00:39:49.553 --> 00:39:53.293

Let I don't know if you'd find it, but, uh, I, you know, the solution that we

00:39:53.293 --> 00:39:59.673

use now is we, we have a teaching team of eight and we have like one full timer,

00:39:59.873 --> 00:40:04.693

one part timer and everybody else is sessional and that works best for us.

00:40:04.813 --> 00:40:09.833

It's not perfect, but it's, it's, it's the best when we had more full timers.

00:40:10.909 --> 00:40:14.429

We didn't have enough work for the people that were full-time and.

00:40:15.449 --> 00:40:19.229

But you do need at least somebody there that has that continuity across the

00:40:19.229 --> 00:40:22.549

week, knows all the clients' names, you know, knows all of the foibles of the

00:40:22.549 --> 00:40:24.589

air conditioning system or whatever it might be.

00:40:25.169 --> 00:40:29.329

Um, yeah. So I think like one or two, like more permanent people,

00:40:29.329 --> 00:40:32.029

and then you do need a rotating roster of people that can come in and cover

00:40:32.029 --> 00:40:33.649

and do those other things. Yeah.

00:40:33.829 --> 00:40:36.389

Sorry. That is what we're doing. So I'm probably looking for one more person

00:40:36.389 --> 00:40:40.489

like the, the, um, girl I have now, and then we're definitely like still going to have casuals.

00:40:40.909 --> 00:40:43.769

Um because they're amazing and they pick up stuff if we

00:40:43.769 --> 00:40:47.669

can't do it and like the girl that's working at the moment like she's probably

00:40:47.669 --> 00:40:50.249

not going to be doing the weekends if she's here all week so we need people

00:40:50.249 --> 00:40:52.929

for the weekends if we want to add sundays we need people for sundays so we

00:40:52.929 --> 00:40:56.609

definitely need a mix of both there's definitely room for both but i think moving

00:40:56.609 --> 00:40:59.689

forward i probably need like we've got a few casuals now so the one i'm looking

00:40:59.689 --> 00:41:01.789

for currently at the moment is someone,

00:41:02.269 --> 00:41:05.009

like the one i have now and so there are two ways you

00:41:05.009 --> 00:41:08.449

can get more stuff obviously you can hire in extra humans

00:41:08.449 --> 00:41:11.889

and so you can promote people from within the your your client

00:41:11.889 --> 00:41:14.649

roster and i'm sure you know with the number of

00:41:14.649 --> 00:41:17.689

clients that you have and how fanatical they are you could

00:41:17.689 --> 00:41:20.369

easily find people to tap on the shoulder and say how do you want to

00:41:20.369 --> 00:41:23.489

do you want to work here although there's

00:41:23.489 --> 00:41:26.729

like a six month turnaround on the match of going and getting certified but

00:41:26.729 --> 00:41:29.449

it's like oh well the best time to plant a tree was 20 years ago but the second

00:41:29.449 --> 00:41:34.849

best time is it's today right um but then there's also a conversation you can

00:41:34.849 --> 00:41:38.029

have with those people who are casual and you can say hey look what would it

00:41:38.029 --> 00:41:41.349

take for you to pick up an extra 10 shifts a year and,

00:41:41.349 --> 00:41:44.809

and quit your other job or drop down two days at your main job or whatever it

00:41:44.809 --> 00:41:46.129

might be? Have you had those conversations?

00:41:46.909 --> 00:41:51.689

Yes. The jobs that the girls have are sort of jobs they love and they're hard

00:41:51.689 --> 00:41:52.749

jobs, they're shift work.

00:41:52.969 --> 00:41:57.049

And so, yeah, I've had those conversations with the girls, but they're happy

00:41:57.049 --> 00:42:01.329

doing what they're doing at the moment, which that's, I also love honesty. Like I want to be told,

00:42:02.213 --> 00:42:05.853

so I can move forward too with what we're doing. And so what is your pipeline?

00:42:06.013 --> 00:42:08.393

Are you going to tap members on the shoulder? Is that the strategy?

00:42:09.513 --> 00:42:14.613

Yes, but I'm being fussy with sort of who I want in and stuff like that.

00:42:14.733 --> 00:42:18.913

So me and the girl that I have in at the moment, we're trying to brainstorm

00:42:18.913 --> 00:42:20.973

our next approach with it.

00:42:21.113 --> 00:42:25.133

But yeah, same thing, like where we're going, we need the right type of person

00:42:25.133 --> 00:42:31.573

to fit, like with character-wise and wanting to step into doing hard things.

00:42:31.573 --> 00:42:34.593

And I think that's like, yeah, where we're going, we need the right person.

00:42:35.733 --> 00:42:38.773

It surprised me that you said brainstorm because it seems to me that you're

00:42:38.773 --> 00:42:41.233

super clear on what you want and what you don't want. So like,

00:42:41.333 --> 00:42:42.573

what are you brainstorming?

00:42:42.933 --> 00:42:45.353

Brainstorming members that are coming in and whether they fear.

00:42:45.453 --> 00:42:47.233

I think my mentor tells me all the time too.

00:42:47.373 --> 00:42:53.333

I know I keep talking about them, but don't try and fit the job around the person

00:42:53.333 --> 00:42:55.053

you want to. Oh yeah, good advice.

00:42:55.173 --> 00:42:58.093

I think that's where we're currently at is like

00:42:58.093 --> 00:43:00.933

looking at like members that we think

00:43:00.933 --> 00:43:03.733

would probably be a good fit but whether they're actually a good fit for

00:43:03.733 --> 00:43:06.933

what we need right now so that's what we're brainstorming

00:43:06.933 --> 00:43:10.293

at the moment but don't you just can't you just like i mean

00:43:10.293 --> 00:43:15.913

i'm guessing you've got actually a literal list of things that you want in this

00:43:15.913 --> 00:43:19.153

person right you know like they must have these values these beliefs in these

00:43:19.153 --> 00:43:25.993

attributes whatever you've got that list right yes and so you and so the next

00:43:25.993 --> 00:43:29.113

step after that is you say okay so the person who has these values, beliefs, et cetera,

00:43:29.753 --> 00:43:32.833

they're going to want these specific tangible things.

00:43:32.973 --> 00:43:36.293

Like, you know, they want coached. They want to be coached. They want to be told the truth.

00:43:36.433 --> 00:43:39.613

They don't want to be mollycoddled or sugarcoated stuff. They,

00:43:40.293 --> 00:43:43.293

you know, like whatever the things are, right? You know the things.

00:43:44.393 --> 00:43:48.833

And so, and you just make tangible examples of those and you write it as a job

00:43:48.833 --> 00:43:51.233

description and you say it and you give people the opportunity,

00:43:51.633 --> 00:43:54.113

right? You say, hey, look, here's the job.

00:43:54.393 --> 00:43:56.773

Here's the person we're looking for. Here's the person we're not looking for.

00:43:56.773 --> 00:43:59.813

Here's who it won't suit. If you want these things or don't want these things,

00:43:59.893 --> 00:44:00.693

this is not going to work.

00:44:00.793 --> 00:44:03.013

And if you do want these things, it is going to work.

00:44:03.633 --> 00:44:08.813

Does that fire your soul? And you'll see people's eyes light up or not. Yeah, yeah.

00:44:10.593 --> 00:44:17.673

Yeah, definitely. So I guess, yeah, I mean, I would just put it in front of,

00:44:17.833 --> 00:44:19.833

if you've got a list of 10 people that are maybes.

00:44:21.622 --> 00:44:24.602

Your proposal in front of them to see whose eyes light up.

00:44:24.902 --> 00:44:28.922

Yeah. You know, try and unsell them on the job. Yes. That's why I try and like

00:44:28.922 --> 00:44:31.462

almost nicely scare them off.

00:44:31.682 --> 00:44:34.142

And then I'm like, okay, if they get through all of that, then they'll be fine

00:44:34.142 --> 00:44:36.502

once I actually start. But yeah. Yeah.

00:44:37.762 --> 00:44:40.962

Um, what ultimately is your goal with the business?

00:44:42.662 --> 00:44:47.942

Definitely a bigger location one day. Um, and we want to bring in like all the

00:44:47.942 --> 00:44:51.762

foundation. So I want to, I want to have room to like take on nutrition,

00:44:52.162 --> 00:44:54.742

um, like even workshops and one-on-ones.

00:44:55.122 --> 00:44:56.722

We want a recovery space.

00:44:57.122 --> 00:45:02.722

Um, we want to maybe go into a little bit more like stuff outside of reformer exercise wise.

00:45:03.302 --> 00:45:08.442

Um, yeah, that's probably all I'm going to give away at the moment, but yeah.

00:45:09.962 --> 00:45:13.062

You're, you're the mind body club, right? That's your, that's just you.

00:45:14.062 --> 00:45:17.362

I'm surprised that that, that URL wasn't already taken.

00:45:18.722 --> 00:45:24.002

The MindBodyClub? Yeah, .com. Yeah, nah. Yeah, I did lots of research into it, nah.

00:45:25.762 --> 00:45:30.582

Was that one of the criteria that you had that's like that web address has to be available?

00:45:30.902 --> 00:45:34.022

Yes. When you chose a business name? Yeah, yeah. And I knew that I wanted it

00:45:34.022 --> 00:45:36.602

to be like a focus on mental health and the body.

00:45:38.162 --> 00:45:42.482

So, yeah. I feel that name represents both.

00:45:43.582 --> 00:45:46.722

If you were, if, I mean, you've got a platform here. the

00:45:46.722 --> 00:45:49.642

people listening to this are going to be Pilates instructors

00:45:49.642 --> 00:45:53.902

and especially studio like if someone's still at this point in the in the podcast

00:45:53.902 --> 00:45:59.882

uh they either are a studio owner or they want to be a studio owner yeah you

00:45:59.882 --> 00:46:02.802

know what would you like to say you know you've got a platform here what do

00:46:02.802 --> 00:46:08.502

you want to say to those people I think um I've said it multiple times like,

00:46:09.202 --> 00:46:12.202

step into the hard stuff push through what

00:46:12.202 --> 00:46:15.382

your own comfort zones because it's just

00:46:15.382 --> 00:46:19.602

going to be more proof of what you can do and always

00:46:19.602 --> 00:46:22.582

reflect on yourself and how you can do better I'm always

00:46:22.582 --> 00:46:25.242

on a like relentless path of how can we do

00:46:25.242 --> 00:46:28.622

better um and I think we create enemies so

00:46:28.622 --> 00:46:31.642

we don't have any competition really like a set for local gyms

00:46:31.642 --> 00:46:34.602

or anything but we're very different to them so I think we create like

00:46:34.602 --> 00:46:40.982

if someone was to open a studio today what stands us apart from them so I think

00:46:40.982 --> 00:46:45.422

if you are in a country town like create I shouldn't say enemies but create

00:46:45.422 --> 00:46:50.062

like things scenarios of like that will push you to be better like one percent

00:46:50.062 --> 00:46:52.142

better every day and I think,

00:46:52.702 --> 00:46:57.042

if you're always continuing to be better then you will always have people stay

00:46:57.042 --> 00:47:01.862

and you always have people coming in and you always have people that want to

00:47:01.862 --> 00:47:03.342

be part of your team for the right reasons,

00:47:04.122 --> 00:47:07.862

and just get everyone involved on the vision and the culture.

00:47:09.847 --> 00:47:12.567

I think that's, I think that's really good advice. If I was,

00:47:12.747 --> 00:47:15.907

if I was, I mean, not that I'm going to, of course, but if I was,

00:47:15.907 --> 00:47:20.187

if I was contemplating opening up a Pilates studio in Port Pirie and I had to

00:47:20.187 --> 00:47:23.067

compete with, with you, with all of your massive popularity,

00:47:23.547 --> 00:47:29.187

I know that my, my pitch would be like sick of the waiting lists at MindBodyClub. Yeah.

00:47:30.427 --> 00:47:34.087

Would be like no wait lists. We are always, yeah,

00:47:34.307 --> 00:47:41.647

like, how can we create FOMO and, like, this is the place to be and deepening

00:47:41.647 --> 00:47:45.487

our roots within the town and, yeah, always pushing to be better.

00:47:47.007 --> 00:47:51.387

It seems like you've built something really that has a lot of meaning and gives

00:47:51.387 --> 00:47:56.507

a lot of value is not the word.

00:47:56.507 --> 00:48:02.287

I mean, it kind of is the word, but I don't mean that in a kind of a, you know, trivial way.

00:48:02.427 --> 00:48:06.987

Like you're really enriching people's lives, I think is probably a better way

00:48:06.987 --> 00:48:08.767

of saying it. We call it a third space.

00:48:08.947 --> 00:48:12.167

We're giving people a third space outside of their work, outside of their house,

00:48:12.327 --> 00:48:15.407

where they can come be themselves and push to be better.

00:48:16.447 --> 00:48:19.687

And be fanatical members of your tribe. Yes.

00:48:20.867 --> 00:48:24.627

Club. I wanted club in the name too, because I'm like, I want this to be a club.

00:48:24.627 --> 00:48:26.987

Like I want this to be about community and stuff like that.

00:48:27.087 --> 00:48:29.427

So that's why it's a mind and body club. Do you have the values up on the wall

00:48:29.427 --> 00:48:30.847

or where do you, where do your clients learn?

00:48:31.027 --> 00:48:35.087

We have them on our website and on Instagram, but everyone's personal favorite

00:48:35.087 --> 00:48:39.107

is, is, am I allowed to swear? Yeah. Well, it's too hard. It's too hard shit.

00:48:39.947 --> 00:48:42.907

Do hard shit. And we talk about it all the time in classes. When everyone starts

00:48:42.907 --> 00:48:45.287

like dropping off cause you know, they're getting tired.

00:48:45.387 --> 00:48:48.027

I'm like, come on, we're here to do hard shit. And then they're all like, yeah, we are.

00:48:49.487 --> 00:48:53.707

That's everyone's personal favorite. That's awesome. Great, great talk.

00:48:53.827 --> 00:48:55.667

Thanks for coming on Chelsea. Thanks for having me. It was great.

00:48:57.040 --> 00:49:04.637

Music.