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I'm here with Dallas Nordlinger, and we're going to find out all about her Pilates

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studio, Core Pilates, in Oklahoma City, Oklahoma. Dallas, welcome.

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Hi, thank you. Great to be here with you.

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So yes, tell me, just give us the brief overview of what you do and who you serve there.

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Yeah. So we are an equipment-based Pilates studio, and we're in a pretty good

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area of town, which is helpful, too.

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We're in a neighborhood where a lot of our clients live, and I've been open since 2019,

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and we have 11 reformers, so we have 11 people max in a class,

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and we teach a lot of group classes, but we also do a lot of private lessons,

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too, in between our classes.

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We have I think 14 instructors right

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now so there's quite a few of us and yeah

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we're um balanced body equipment it's

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a little more of a contemporary studio but still try to stay true to the you

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know Pilates method and yeah it's interesting we have a franchise right across

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the street from us a club Pilates that opened a few years ago and so I think it helps us a lot

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a way there to stay more of a boutique studio you

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know and that's we actually will occasionally you know we'll have clients come

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over from there they're asking us you know what's the difference from your studio

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and club bodies and so that's we try to focus more on our quality of instruction

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more than anything and our instructors being thoroughly certified and yeah that's,

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are you the so it's it's interesting that you opened in 2019 i want to ask you

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about covid in a second, but are you the sole owner or do you have business partners?

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So I am the sole owner, as of now, I is this is interesting, actually, the story.

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So I, in 2024, I guess, last Yeah, I guess it's just turned 2026.

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So I was pregnant. And so I thought I needed to sell part of the studio.

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And so I had and one of my instructors purchase half of it from me.

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And then I things weren't quite going the way I wanted them to go.

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So I just repurchased a bath in the last few months actually so um for about a year I had a partner,

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and but it is it's back to it's back

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to me being the sole owner and and yes and in 20 I was

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the sole owner in 2019 too so I had one year of being in a partnership and um

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I thought that was what I needed to do to kind of step away and be a mom for

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a while and I um go on maternity leave you know and have someone owning it with

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me versus managing it, hiring a manager.

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And now I see that I should have probably just hired a manager and continued to own it myself.

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Okay. And what was not going right? Or why did you change your mind on that? Okay.

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It was, I think I, um, during that year, it was exactly about,

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it was a little over a year, actually, that she was, um, her owner.

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There was just the, I would say the overall, like the culture of the studio

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was being slightly damaged.

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You know, the instructors were not as happy. Clients were not as happy.

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I was told a lot, it's just, it doesn't feel the same.

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It's the woman I had sold part of it to, we were just very different personalities.

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And, um, I was there a lot before.

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I mean, I was there every single day teaching, you know, 30 hours a week.

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And so, and then all of a sudden I just kind of disappeared,

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you know, I was gone and she was there taking over.

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And so it just shifted a lot of the way the studio felt.

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I think the overall morale of the studio, things still ran. Okay.

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Like nothing fell apart, you know, but, um.

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I actually sales began to slowly drop actually towards the end of it.

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I began to get I had never seen a drop in our sales.

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And so when I started seeing that old red arrow, I was like, something's wrong.

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And so in October, so just a few months ago, that change and I'm back fully

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and there has, I've been told at least there's a change.

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And it also kind of re motivated me, I think I had a year off, which was pretty nice.

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I was still involved a little bit. I was, I went back and taught a few months

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after my baby was born and I was there and occasionally,

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but I pretty much did have about a year off and that kind of re-motivated me

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to get re-energized and go back in with, I was pretty exhausted before.

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Like I was just worn out by owning a business and teaching a lot and felt like

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I needed a break, you know?

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So that wasn't why I sold, I mean, I intended that the partnership was going

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to last and that was my goal with it.

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I've made mistakes early on getting into partnerships with people who were not

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compatible with me, with the way that we work together.

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What did you originally look for in a partner and how has your understanding of that changed?

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Like what would, what would, what, what, where was the incompatibility and what

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would you look for if you ever did, you know, consider a partner in the future?

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Like what did you learn basically from this experience?

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Yeah. Um, a lot that, that it's really, I mean, it's like a marriage,

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but if anything, it's almost hard.

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It's yeah. And I don't know if I ever would do it again, because I just worry that you do, right.

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You go into it thinking nothing bad can happen, but then, you know,

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that you have to make decisions.

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I think the hardest part for me was having to run everything through

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someone else it was like hey I'm ordering toilet paper

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like FYI you know or I'm buying you know like we need this or

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we did you know and I was just like tired of like I just want to do it

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myself you know it's just easy it's and so there and then there's she didn't

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really luckily have a lot of ideas which was I mean so there wasn't like I didn't

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like what she was doing in that way but I think I felt more like it was I was

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still kind of around the face of the studio and that she wasn't really stepping

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into that role the way I hoped she would have.

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And so it just seemed, and then, you know, you split half of your profit too,

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which is so then it's, if you don't feel like the work is being equally shared,

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then there's a little bit of that discomfort of like that.

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So, okay. What, how do I summarize that as what did I learn altogether?

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Just that, um, I think I learned that I prefer to do things myself.

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Maybe that's, and um that

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it's you know that that i had a lot of pride in

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the studio that i didn't realize that i had to you know that

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it um i valued it i didn't maybe didn't realize how much i valued it and realized

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that i was actually pretty good at what i did before you know and that i um

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that it came a little more intuitively or naturally to me and that i should

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do that i was good at being a business owner. So why not keep doing it?

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And how did you approach the conversations about buying her back out?

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Um, I, yeah, my husband helped me with this because he's more of a businessman here.

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He works at a bank and I bet he helps me with a lot of those types of conversations

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that he phrased it as I went into it as this is going to be a difficult conversation.

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It was first thing I said, and then I just started talking, you know,

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I was like, this is how I feel.

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I feel pretty deeply about it, too. You know, like, I'm basically like,

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you know, I made my decision, like, I'm not interested in a lot of negotiating.

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And she, she was okay.

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It wasn't, luckily, it was pretty drama free. You know, we didn't lose anybody.

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I mean, you know, it was pretty easy to split.

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Just she was gone by the end of that month. Like the sale had been,

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we finalized it. So it was pretty simple.

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And I kind of knew it was going to be simple or I would have probably approached it with a bit more ease.

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I'm glad that I did that she, you know, because it could have gone bad.

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I guess she could have said no or, you know, argued with it or caused the drama.

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But it was yes so

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that that's how i went into just say basically you know i'm interested

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in buying you out and this is why and

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this is how i feel and a little bit of an ultimatum had to happen there you

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know it's either like if i'm gonna probably leave if this doesn't happen and

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so she was just like okay let's do it so now you're back in the driver's seat since,

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five, four or five months.

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Yes, October. So yeah, about four months. And how is the business going since then?

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It's going well. I made some changes. That was part of me wanting to take back

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full ownership too, as I was ready to purchase some new equipment.

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My studio needed a little revitalizing. We have two different sides of the studio,

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so half of the studio, the ceiling was pretty outdated.

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So we did a little cosmetic makeover.

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And then I've just tried to be there as much as possible, too,

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which I wasn't there as much before.

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And I think that's really helped with the instructors feeling more like a team

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and us working together and being there to greet clients.

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And I don't know if it's coincidental, but I actually have seen a change in

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sales in the last few months, too.

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It's january so this is always a good month but we are

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back in the green which is good so that makes me happy and i began reaching

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out to people i hadn't seen in a long time and just asking where they i sent

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out an email we kind of kind of stopped we kind of did we were not doing social

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media we had not sent out a studio newsletter in a year you know none of that

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was happening during that year and so,

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I had a studio photo shoot. We did that in November. So I was like,

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hey, we got to kind of pick things up again. I got to get re-motivated.

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So actually, when I bought it in 2019, I bought the studio from someone else.

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And it was for Grace's Pilates at the time. And so I rebranded it and made it Cork Pilates.

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And it was kind of a similar, I was actually saying it's a very similar situation.

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I had a one-year-old at the time. So I was on maternity leave for a year.

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And then the studio owner said, I want to sell the studio and I said,

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I want to buy it, you know, and so I had all these ideas going into it as how

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I wanted to rebuild it and change it and bring it back up.

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So I felt that that going in back into

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the business now I'm like okay what were some of the things I did before which was

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branding as helps you know just make yourself relevant you know send out emails

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and social media and reach out to clients who haven't some things that we I

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was not doing regularly when the studio is doing well it's okay you don't really

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I felt like I didn't need to do those things but,

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So, yeah. And it's been good. It was a little bit of like a slap in the face

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when I first, that month of October.

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I was like, oh my gosh, this is like I'm back. I was full force,

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you know, like back to doing all the things that I wasn't doing before,

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but I have acclimated the last couple months.

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I think you had contacted me around that time, coincidentally,

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or Derek, your manager, who helps you out.

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And I didn't email back for a while. I was like, I can't handle this right now.

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But then by December, I was like, I can introduce something new.

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Okay. A lot of studio owners, you know, overwhelm is a word that I hear a lot from studio owners.

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And you've got two relatively young children and a pretty substantial studio.

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Like I did a quick back of the envelope count.

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You've got somewhere on the order

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of 40 to 50 classes a week running there by my count and a team of 14.

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So how do you manage overwhelm or how do you manage your attention and your

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energy? yeah I that is it is.

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Challenging, that's for sure. And I would say what's helped me going back into

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it is teaching a little bit less and being able to focus on the business more.

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That's so my a lot of the classes I gave away when I was gone,

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I've just kind of let my instructors keep those.

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And so that and I felt way more relief in the last few months because of that

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I used to teach six or seven classes and privates a day plus manage everything and it was exhausting,

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you know, but and so now I'm able to have time to do payroll during the day

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versus at 10 o'clock at night, you know, and things like that.

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Um, it's be at the front desk and think more.

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I think a lot of times you don't have time to ever really clear your mind and

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think, and that's how you build the studios by thinking,

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you know, I think that again, me taking that year off was helpful because it

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gave me time to come up with new ideas and things I wanted to do and changes I wanted to make.

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But, okay, so yeah, it's overwhelmed. I don't know.

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I think you just have to roll with it, I guess, that some weeks are going to

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be more challenging than others.

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And the weeks that are easy, it's always like, what's wrong?

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Like, it's like, what's going on? Why am I not stressed out this week? Why, you know, but...

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I, through my own practice, I mean, Pilates brings me back to my body.

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And so I think that's really important is to keep your practice and to ultimately

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just be grateful for your business too, that it's, it's a privilege for,

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I look at it in clients who, you know, it's privileged for me to run this business.

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And so I feel lucky that I'm successful and I have these people coming to me

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and it's a good thing to be busy.

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Just source out some of the work I do have someone doing my books now which

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is very helpful and um I have recently hired a kind of semi not quite a manager

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role but she's just helping me with some social media and doing some front desk

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duties and things like that,

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um so yeah um

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note taking I mean I have notebooks all

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over the place I have to write everything down i think that being organized

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you know helps you with the overwhelm and just making lists you know this client's

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account needs to be updated and i need to add this class to schedule yeah and

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that's so i constantly have these lists going and trying to check those off as often as possible.

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Um what do you feel you know you your studio's been successful and profitable

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you know except for that, that few months when you stepped away,

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you know, pretty much from day one.

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And so, you know, what do you feel? And you said you're not,

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it sounds like even with the club Pilates across the street,

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you're still doing well and you're well positioned against them.

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So what do you think are the sort of the top couple of things that you really do right?

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What's really working for you?

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Um, I would say quality of instruction is the most important thing to me.

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So really, I, you know, focus a lot on my instructors talking about how are

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we teaching the best classes.

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And it's, you know, every single class matters, you know, it's like you want

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to look at every student like they are.

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You don't want to know, you know, to never make a bad impression, essentially.

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And so I think that to me, it's the most important thing.

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I'm not going to go back to the studio if I don't enjoy the instructors,

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you know, so that's, quality of instruction and good community and morale of the studio.

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I think we have a great community. And I think that's built up a lot.

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And then in the last six years, it's amazing to me actually how these groups

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of women, they go and they have happy hours and they've started a book club

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and they've, you know, and they've all met each other group bodies.

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And so that's, that's important that I, that your instructors are happy.

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You know, I always say I can't do this without my instructors so

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because you know I can't teach every single class

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and so I make sure that they are getting paid well

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and that they're happy and that they um enjoy

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what they're doing so that they show that in classes and um we I've never we've

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very little turnover like I mean I have the same instructors who I started with

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six years ago and we've just continued to build on them and so I'd say that

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it would be the most important of being reliable you know, communication with the clients,

00:17:08.284 --> 00:17:10.784

you know, always getting back to them before the end of the day,

00:17:10.924 --> 00:17:15.404

things like that, you know, if it's email or phone call or text message and, um...

00:17:17.235 --> 00:17:20.515

So just being consistent that's I think consistency in

00:17:20.515 --> 00:17:23.115

a business is really important it's a restaurant or it's a

00:17:23.115 --> 00:17:25.935

body studio it's like you want to know that you are going to get the same thing

00:17:25.935 --> 00:17:31.775

every time you go you know and so I think that's important and you know sticking

00:17:31.775 --> 00:17:35.575

to kind of the smaller business vibe to the more of the boutique you know we're

00:17:35.575 --> 00:17:40.535

not a franchise we are a small business and um not a.

00:17:41.163 --> 00:17:45.463

I think some people feel more comfortable actually going to a franchise,

00:17:45.663 --> 00:17:47.983

which I find interesting, you know, like maybe they're a little intimidated

00:17:47.983 --> 00:17:53.723

by the boutique studios. And so that and then we have pulled a lot from other

00:17:53.723 --> 00:17:54.983

studios because of that.

00:17:55.223 --> 00:17:59.703

They start at a Club Pilates or something and then they decide to switch over

00:17:59.703 --> 00:18:04.303

to us. And I think Club Pilates has actually been great competition for us.

00:18:04.443 --> 00:18:08.963

And Pilates just in general, I joke that it's when people ask me,

00:18:08.983 --> 00:18:13.983

how has it become successful compared to when I bought it back in 2019?

00:18:13.983 --> 00:18:15.623

It was not doing well at all.

00:18:15.763 --> 00:18:18.443

I mean, it was I remember that first couple of months that I owned it.

00:18:18.543 --> 00:18:22.023

I was like, I'm not making any money with that. You know, like I didn't realize

00:18:22.023 --> 00:18:25.903

that this was that that was the case, you know, that it was that.

00:18:25.903 --> 00:18:30.743

And then since then, it's tripled, you know, or quadrupled, honestly, the sales.

00:18:30.983 --> 00:18:36.983

And part of that's from just coinciding to late Pilates becoming really popular in the last five years.

00:18:37.163 --> 00:18:42.263

And to me, it's timeless. It's been around since the 60s, you know,

00:18:42.323 --> 00:18:45.083

and it's always going to be popular and it's always going to be relevant.

00:18:45.083 --> 00:18:48.503

But it started, you know, trending on TikTok and things like that.

00:18:48.683 --> 00:18:52.763

And like we get these new people coming from, you know, like just so.

00:18:53.183 --> 00:18:58.883

And 2020 was actually a great year. I think we marketed a lot of,

00:18:59.063 --> 00:19:02.463

we only had five people in a class, you know, as every other performer,

00:19:02.763 --> 00:19:10.323

we used masks and our cleaning protocol was very on par, you know.

00:19:10.703 --> 00:19:16.503

And so people felt comfortable being at our studio and they had a lot of time on their hands.

00:19:16.703 --> 00:19:20.183

They wanted to try new activities. They wanted to do private lessons instead

00:19:20.183 --> 00:19:21.303

of being in a group class.

00:19:21.463 --> 00:19:24.023

They didn't feel comfortable in yoga because there were too many people you

00:19:24.023 --> 00:19:29.723

know like so that helped and we grew a ton in 2020 surprisingly even despite

00:19:29.723 --> 00:19:32.783

being closed for you know a few months out of the year but.

00:19:34.484 --> 00:19:39.084

Well, I was going to ask you about COVID, so I'm glad you, thank you for bringing that up.

00:19:39.344 --> 00:19:43.524

I want to ask you about your, you know, you mentioned your instructors and the

00:19:43.524 --> 00:19:46.184

team has been very consistent.

00:19:46.184 --> 00:19:50.484

You have low turnover and it's obvious from a couple of things you've said,

00:19:50.624 --> 00:19:56.624

like that you really trust your instructors and the quality that they provide.

00:19:56.624 --> 00:20:01.684

And I don't hear that very often that owners are very comfortable to step away

00:20:01.684 --> 00:20:05.444

from teaching and hand classes over to their team, because often the team,

00:20:05.684 --> 00:20:08.464

in all honesty, aren't as good as the owner.

00:20:09.124 --> 00:20:13.184

So what gives you that confidence? Like, do you audit classes?

00:20:13.424 --> 00:20:16.804

Do you do team trainings? Like, how do you, what gives you that confidence?

00:20:16.944 --> 00:20:18.164

How do you maintain that?

00:20:18.937 --> 00:20:23.757

Yeah, no. And you're absolutely right that it's, um, I know there was a lot

00:20:23.757 --> 00:20:24.857

of what I went on eternity.

00:20:25.157 --> 00:20:28.377

There was a lot of like, we miss you. And when are you coming back and things like that?

00:20:28.457 --> 00:20:33.497

But, um, one of my main instructors who took over most of my classes,

00:20:33.497 --> 00:20:37.117

she was a client of mine for years before she started teaching.

00:20:37.137 --> 00:20:42.237

And so she learned from me a lot and they call her like, you know, little Dallas.

00:20:42.437 --> 00:20:46.337

Like, I mean, she just teaches basically similar to me.

00:20:46.457 --> 00:20:50.837

I think in the last few years she's developed as her own instructor more I think

00:20:50.837 --> 00:20:56.097

at this point people probably prefer her over me honestly sometimes hey um but

00:20:56.097 --> 00:20:58.937

which is great you know so that's um,

00:20:59.517 --> 00:21:04.037

and then yes we do like tomorrow actually we're having a workshop at the studio

00:21:04.037 --> 00:21:08.017

just two hours getting instructors together and talking about their teaching

00:21:08.017 --> 00:21:12.137

and I try to take their classes as often as possible and give them feedback

00:21:12.137 --> 00:21:17.257

as much as I can too and I think feedback I mean You know, I always,

00:21:17.457 --> 00:21:21.357

that's another struggle with being an owner is you become the mentor,

00:21:21.577 --> 00:21:22.997

you become the master, you know.

00:21:24.697 --> 00:21:29.037

I wish someone gave me feedback that I don't have anyone doing that,

00:21:29.177 --> 00:21:31.137

you know, but because when I go take their classes, you know,

00:21:31.197 --> 00:21:34.657

you could have cued a little more, you know, flex your foot underneath that safety strap.

00:21:34.837 --> 00:21:38.857

Or, you know, when we did this, I was a little confused. Or why are you picking that exercise?

00:21:39.097 --> 00:21:42.517

How does that make sense? You know, was it helpful? And that's where I think

00:21:42.517 --> 00:21:43.997

a lot of times we're not...

00:21:44.827 --> 00:21:49.527

Fully traditional studio fully classical studio but it's just teach Pilates

00:21:49.527 --> 00:21:53.347

like stick to the normal exercises you can little variety here and there but

00:21:53.347 --> 00:21:57.487

sometimes they get a little too creative it's like it doesn't make sense anymore

00:21:57.487 --> 00:22:00.447

you know so I think just helping them understand,

00:22:01.167 --> 00:22:04.027

what they're teaching and why they're teaching and what's your

00:22:04.027 --> 00:22:07.287

why behind your teaching you know and what helps them

00:22:07.287 --> 00:22:10.207

focus and I think have been a role

00:22:10.207 --> 00:22:13.207

model to them also you know this is they see my classes

00:22:13.207 --> 00:22:16.187

and my classes do tend to be waitlisted i mean i'm

00:22:16.187 --> 00:22:19.987

i am a popular way know that um clients

00:22:19.987 --> 00:22:22.987

enjoy taking from me and so if they can teach similar

00:22:22.987 --> 00:22:25.807

to my style i don't want them to be exactly like me i want them to have their

00:22:25.807 --> 00:22:30.067

own thing but if we can all be consistent and know that we're you know providing

00:22:30.067 --> 00:22:35.727

good classes consistently so and that i'm not going to hire someone who's not

00:22:35.727 --> 00:22:40.827

they i don't think knows what they're doing you know what i mean I want them to be fully certified.

00:22:40.827 --> 00:22:44.267

I want them to go through their training. I want them to be serious about teaching qualities and.

00:22:46.311 --> 00:22:49.151

But it's hard because when it was

00:22:49.151 --> 00:22:52.091

especially hard a few years ago when

00:22:52.091 --> 00:22:54.991

we didn't have as many instructors but now everybody wants to

00:22:54.991 --> 00:22:58.231

be a Pilates instructor you know it's like they're these people

00:22:58.231 --> 00:23:01.571

coming from all over play and it's amazing that we've

00:23:01.571 --> 00:23:04.491

grown a lot in that way to just like how Pilates

00:23:04.491 --> 00:23:07.731

is becoming more popular it's also more popular to teach Pilates and

00:23:07.731 --> 00:23:11.311

so that helps to have more instructors coming

00:23:11.311 --> 00:23:14.731

to us and yeah

00:23:14.731 --> 00:23:17.691

so I and then there's the my there's the balance of

00:23:17.691 --> 00:23:20.651

not micromanaging them you know you want them to also be

00:23:20.651 --> 00:23:23.511

able to do to do their own thing and that's

00:23:23.511 --> 00:23:26.491

how you prevent I think a lot of turnovers we

00:23:26.491 --> 00:23:29.311

have I mean I think I've been extremely lucky

00:23:29.311 --> 00:23:36.111

we do not have drama at our studio you know it's I try to be very friendly and

00:23:36.111 --> 00:23:42.251

fair and value them and let them know that they're valued and to keep them happy

00:23:42.251 --> 00:23:46.971

so they don't go teach somewhere else or they want to help the studio,

00:23:47.231 --> 00:23:48.691

help them grow and be a team player.

00:23:53.091 --> 00:24:02.211

What stresses you out or when you do feel overwhelmed or what is it that kind

00:24:02.211 --> 00:24:06.551

of preys on your mind and gives you anxiety about the business? Thank you.

00:24:07.729 --> 00:24:13.309

Oh, like everything. I mean, it's ever present in the studio.

00:24:13.549 --> 00:24:18.569

I mean, you never stop thinking about it. You know, I would say maybe the it's

00:24:18.569 --> 00:24:21.289

the subbing, I would say that is the biggest anxiety.

00:24:21.489 --> 00:24:24.249

And that's where, again, with the maternity leave thing, I thought,

00:24:24.429 --> 00:24:29.049

you know, if someone needs a sub last minute, and I can't go do it,

00:24:29.149 --> 00:24:32.609

you know, so I either need a manager or I need someone else owning the studio with me.

00:24:33.709 --> 00:24:37.589

And so, yeah, I think that waiting on those texts, someone's sick,

00:24:37.829 --> 00:24:41.209

you know, and, you know, they can't teach and then I need to get up and go do

00:24:41.209 --> 00:24:42.949

it, you know, or I need to find a sub quickly.

00:24:43.809 --> 00:24:48.629

And again, it's some weeks, everything's perfect and nobody's sick and nobody

00:24:48.629 --> 00:24:51.989

needs a sub and it's like smooth sailing. And then there's other weeks where

00:24:51.989 --> 00:24:54.329

it's like everything's falling apart, you know.

00:24:54.609 --> 00:25:02.229

And so I'd say that might be the biggest anxiety of that. And you can never really turn it off.

00:25:02.469 --> 00:25:06.589

You know, it doesn't matter if you're traveling or you've always got to have your phone on you.

00:25:06.729 --> 00:25:11.669

You've always got to be available to, you know, take care of problems that are happening.

00:25:11.989 --> 00:25:15.129

Like an hour before class, they can't teach or something. You know,

00:25:15.189 --> 00:25:18.149

what are you going to do? Oh, my God. So, yeah.

00:25:20.269 --> 00:25:20.589

And...

00:25:22.934 --> 00:25:29.514

Uh, in terms of just like where you're at kind of, uh, from a numbers perspective,

00:25:30.194 --> 00:25:33.534

you, you've got 11 reformers.

00:25:34.134 --> 00:25:38.634

I know you do mixed reformer plus equipment classes as well.

00:25:39.574 --> 00:25:43.234

And you're running somewhere on the order of 50 classes a week.

00:25:43.314 --> 00:25:48.534

So my guess is you'd have like 200 to 50 members, something on that order.

00:25:48.734 --> 00:25:49.854

Does that sound about right to you?

00:25:50.434 --> 00:25:53.514

You know I don't know the exact number but I

00:25:53.514 --> 00:25:56.454

would say probably I don't

00:25:56.454 --> 00:26:02.374

know like yeah I and we have memberships so then we also just sell class packages

00:26:02.374 --> 00:26:06.414

so like how many people do we actually have on auto pay you know on memberships

00:26:06.414 --> 00:26:13.514

maybe I don't know if quite 200 or 250 but 100 maybe on auto pay something like

00:26:13.514 --> 00:26:15.734

I should have looked at the numbers before we did this but.

00:26:17.234 --> 00:26:23.654

Um but yeah so i i'm not totally i'm not sure about that so it sounds like then you have a,

00:26:24.394 --> 00:26:27.534

maybe a 50 50 or even 60

00:26:27.534 --> 00:26:33.674

40 split in terms of people who would buy packs versus people who do the auto

00:26:33.674 --> 00:26:40.994

pay a big struggle and i'm sure other studio owners relate to this is the auto

00:26:40.994 --> 00:26:45.474

pay which is a great advantage because it's automatic and it's

00:26:45.734 --> 00:26:51.034

guaranteed revenue but you also just can't you have some clients who come 30

00:26:51.034 --> 00:26:53.954

times a month they're coming every single day or and um.

00:26:55.000 --> 00:26:58.580

So then they're only paying like $8 a class, you know,

00:26:58.940 --> 00:27:03.100

versus other clients of the clients who I have some clients,

00:27:03.280 --> 00:27:06.940

my older clients in particular, they just want me to buy them drop in classes

00:27:06.940 --> 00:27:09.580

every, you know, I mean, they're signed up Mondays and Fridays at 930.

00:27:09.740 --> 00:27:11.520

And at the end of the week, I purchased them drop ins.

00:27:11.800 --> 00:27:15.820

Those are the most profitable clients. And they're consistently paying $30 a

00:27:15.820 --> 00:27:18.980

class versus the auto pay ones who are $9 a class, you know,

00:27:19.420 --> 00:27:22.880

and I've considered should I change the

00:27:22.880 --> 00:27:26.000

structure of the studio to where we don't offer unlimited we don't

00:27:26.000 --> 00:27:28.980

offer auto pay we it's $30 class and that's

00:27:28.980 --> 00:27:31.940

just the and I know we lose a lot of clients by

00:27:31.940 --> 00:27:34.640

doing that because but then I think we but then would

00:27:34.640 --> 00:27:37.880

it balance itself out by instead we um

00:27:37.880 --> 00:27:41.940

would be making more per class there's a studio in Oklahoma City and that's

00:27:41.940 --> 00:27:46.300

their structure they don't sell they don't do memberships and they don't do

00:27:46.300 --> 00:27:50.020

unlimited months they do packages like I think they're they sell 10 classes

00:27:50.020 --> 00:27:55.840

it's their biggest package but the minimum they make per student in a class is $25.

00:27:56.420 --> 00:27:59.260

You know, say, but if you buy a package of 10, it's $2.50 or, you know, and.

00:28:00.258 --> 00:28:04.238

Sounds like a great setup to me because, you know, like sometimes it just depends

00:28:04.238 --> 00:28:08.878

on who's, there's 10 people in a class and they're all on auto pay and they

00:28:08.878 --> 00:28:13.158

come 30 times and it's like, it's hard. The studio is not as profitable that hour.

00:28:13.278 --> 00:28:16.658

But then there's the balance of those people are also still paying regardless

00:28:16.658 --> 00:28:20.278

of if they're, they go on a trip, you know, that auto pay is there.

00:28:20.418 --> 00:28:23.318

And I think it does keep them more consistent. They don't take breaks as often.

00:28:23.478 --> 00:28:26.358

You know, they might, someone else on a package might decide,

00:28:26.438 --> 00:28:30.038

hey, my package is up. I'm going to wait a couple of weeks before I buy another

00:28:30.038 --> 00:28:33.738

package or, and then they might go try another studio or something like that.

00:28:33.858 --> 00:28:37.258

But if you're on that membership, then you're kind of locked in.

00:28:37.478 --> 00:28:40.158

Although we do not have an official contract. I'm never going to,

00:28:40.278 --> 00:28:43.998

you know, make you, I'll cancel it for you if you need to cancel.

00:28:45.938 --> 00:28:50.698

So, yeah. So I think there's a balance between that, the auto,

00:28:50.938 --> 00:28:54.498

and then the wait list, you know, with these unlimited months too,

00:28:54.498 --> 00:28:57.718

is they go book themselves out a month in advance.

00:28:57.798 --> 00:29:01.738

And then with maybe not the intention of actually coming every single,

00:29:01.778 --> 00:29:03.338

they just wanted to save their spots.

00:29:03.558 --> 00:29:08.338

Our studio will look, it is looks like a lot of our classes are waitlisted and

00:29:08.338 --> 00:29:11.718

they are waitlisted technically, but then they end up opening up the day of

00:29:11.718 --> 00:29:13.598

because people go in and cancel.

00:29:13.778 --> 00:29:17.338

And we do have a 12 hour cancellation policy where they get charged if they

00:29:17.338 --> 00:29:20.258

don't come, but they might even cancel the night before.

00:29:20.738 --> 00:29:25.118

And so it can be pretty frustrating. And I would think with Pilates studios,

00:29:25.238 --> 00:29:29.138

especially compared to like a yoga studio where they can accommodate 30 people

00:29:29.138 --> 00:29:33.818

in a class, we can only accommodate 11, you know, so wait lists are much more of an issue.

00:29:33.998 --> 00:29:37.958

And then if you look at our schedule, they might, like our night,

00:29:38.058 --> 00:29:40.158

all of our morning classes have wait lists on them.

00:29:40.238 --> 00:29:42.978

And so it's hard to get new clients because they're like, well,

00:29:43.038 --> 00:29:46.658

I'm not going to join your studio because I can't get into any of your classes.

00:29:47.298 --> 00:29:51.958

I noticed that you have like a four times or five times a month membership and

00:29:51.958 --> 00:29:53.818

then an eight times and then you have the unlimited.

00:29:54.258 --> 00:29:57.458

What's the rough mix that you sell in between those three?

00:29:59.142 --> 00:30:03.362

Definitely the unlimited is the most popular, I would say. And then I would

00:30:03.362 --> 00:30:06.562

say second would be the eight classes and then third, the five.

00:30:07.022 --> 00:30:15.282

But the majority, I'd say we probably 70% unlimited, maybe 20% eight classes, 10% five.

00:30:15.442 --> 00:30:17.842

I think we only have a couple people on five classes a month.

00:30:18.082 --> 00:30:21.662

Have you done an attendance analysis on that unlimited cohort?

00:30:21.882 --> 00:30:24.862

Like, do you know how often they come on average?

00:30:26.102 --> 00:30:28.782

You know i don't know no i'm sure there's a way

00:30:28.782 --> 00:30:31.542

on mind that we use mind body there's probably a way to

00:30:31.542 --> 00:30:34.522

see that i keep a lot of it in my head

00:30:34.522 --> 00:30:37.302

another anxiety being a business owner is it's all

00:30:37.302 --> 00:30:40.122

in my head i'm like i know that's funny and to come all

00:30:40.122 --> 00:30:43.442

the time you know but um so no

00:30:43.442 --> 00:30:46.202

i probably i should look at that and then i go

00:30:46.202 --> 00:30:49.862

back and forth though with what why fix what's

00:30:49.862 --> 00:30:52.762

not broken it's like studios doing well I'm

00:30:52.762 --> 00:30:55.862

pretty happy with what it profits and I wanted

00:30:55.862 --> 00:30:58.642

to clarify when I said there was a red arrow I

00:30:58.642 --> 00:31:01.722

didn't actually mean like that we weren't profiting

00:31:01.722 --> 00:31:04.922

it was just compared to the year before the previous year basically

00:31:04.922 --> 00:31:07.942

that there was red and you know so even during those

00:31:07.942 --> 00:31:10.942

months that I wasn't owning it you know it's continued to

00:31:10.942 --> 00:31:14.162

be comfortable luckily but um

00:31:14.162 --> 00:31:16.942

so I so there's a balance of like okay maybe just

00:31:16.942 --> 00:31:20.842

leave things the way they are why mess with it you know it's working getting

00:31:20.842 --> 00:31:23.502

rid of the unlimited month what i think there would be a

00:31:23.502 --> 00:31:26.162

lot less communication that's what

00:31:26.162 --> 00:31:30.602

i get called and texted about constantly is like i need to sign up in advance

00:31:30.602 --> 00:31:36.862

for it to be so there i don't yeah it's a balance having done unlimited in my

00:31:36.862 --> 00:31:42.022

studio for a few years and made a lot of mistakes around it and just trial and

00:31:42.022 --> 00:31:46.002

error at a bunch and now I coach like 30 plus studio owners.

00:31:46.562 --> 00:31:52.042

What I've seen and what I would suggest for you if you do want to.

00:31:52.732 --> 00:31:57.112

Do anything about that is to start out by just doing an attendance analysis

00:31:57.112 --> 00:32:01.152

in mind-body to just find out like to what extent is it actually a problem because

00:32:01.152 --> 00:32:03.212

what i what i suspect you'll find,

00:32:03.732 --> 00:32:06.652

is that most of those unlimited people probably only come two

00:32:06.652 --> 00:32:09.632

or three times a week and there's probably a small number maybe eight

00:32:09.632 --> 00:32:14.452

or ten of them that literally come every day and there's a small cohort of just

00:32:14.452 --> 00:32:19.452

like probably even twice a day some of them i would suspect that that that very

00:32:19.452 --> 00:32:27.152

small number of people is using up a very disproportionately large amount of your capacity.

00:32:28.492 --> 00:32:33.352

And that probably 80% of the people on that unlimited only come like two and

00:32:33.352 --> 00:32:36.372

a half times a week on average or something like that would be my guess based

00:32:36.372 --> 00:32:37.292

on what I've seen in the past.

00:32:37.952 --> 00:32:42.472

And so that's what I would do is I know in MindBody you can just do a report of,

00:32:42.732 --> 00:32:45.652

you can tag people on unlimited membership, then just do an attendance

00:32:45.652 --> 00:32:48.432

report for those people only with the tag and you

00:32:48.432 --> 00:32:51.072

just export it to a csv file put it

00:32:51.072 --> 00:32:54.072

in an excel spreadsheet or a google sheet and then just sort

00:32:54.072 --> 00:32:57.392

it by how many classes they came during the month okay and

00:32:57.392 --> 00:33:00.832

you'll know like okay oh here's sally she came like 42 times

00:33:00.832 --> 00:33:03.912

right and then there's like but you'd

00:33:03.912 --> 00:33:06.932

be able to just go okay if you just sort it you'll go okay these

00:33:06.932 --> 00:33:10.412

people who came like more than three times

00:33:10.412 --> 00:33:13.692

a week right and there'll probably be you

00:33:13.692 --> 00:33:16.592

know 10 or 20 of those and then there'll be people who

00:33:16.592 --> 00:33:19.352

came three times a week or less and there'll be like 50 or

00:33:19.352 --> 00:33:22.332

60 or 80 or more of those

00:33:22.332 --> 00:33:25.092

and okay so if someone's so then you

00:33:25.092 --> 00:33:28.132

can split it and you can dichotomize it so first you'll see like how much of

00:33:28.132 --> 00:33:31.212

a problem is it like maybe there's only four people that come 40 times a month

00:33:31.212 --> 00:33:35.592

you know it's like you see it's very visible but it's not actually a big problem

00:33:35.592 --> 00:33:39.732

you know it doesn't matter we don't need to fix it but maybe it is a big problem

00:33:39.732 --> 00:33:43.672

you go okay maybe there are like 15 people coming 40 times a month each,

00:33:43.892 --> 00:33:46.812

and they're, you know, chewing through like.

00:33:48.829 --> 00:33:51.509

600 you know like class places a

00:33:51.509 --> 00:33:54.149

month you know like they're taking like a third of your

00:33:54.149 --> 00:33:57.349

class capacity and they're like one tenth of your clients you

00:33:57.349 --> 00:34:00.109

know and so it might be the case so just

00:34:00.109 --> 00:34:02.749

say you did find there's a whole bunch of people that come like three or fewer

00:34:02.749 --> 00:34:08.809

times and a few who come a lot we could instead like change the the unlimited

00:34:08.809 --> 00:34:12.869

membership the 139 or whatever you whatever you're charging change that to a

00:34:12.869 --> 00:34:18.389

three time a week right and that will still suit like 80% of the people who are doing it, right?

00:34:18.789 --> 00:34:22.069

And you just email those people and go, hey, Sally, I noticed the last three

00:34:22.069 --> 00:34:24.569

months you've come an average of 2.1 times a week.

00:34:24.969 --> 00:34:27.029

We're changing the membership to three times a week.

00:34:27.449 --> 00:34:31.169

No effect for you because that's all you use anyway, right? Sally will be totally fine with that.

00:34:31.449 --> 00:34:35.129

And then for those like 10 or whatever number of people that are coming,

00:34:35.289 --> 00:34:38.089

like just excessively, just say, hey, look,

00:34:38.409 --> 00:34:41.429

love that you like coming twice a day, but we're going to have to start charging

00:34:41.429 --> 00:34:44.109

you because you're paying like a quarter of the actual price of what

00:34:44.109 --> 00:34:47.149

it costs us to put that class on so yeah the

00:34:47.149 --> 00:34:49.989

unlimited then becomes you just put it

00:34:49.989 --> 00:34:54.909

up in price you know yeah yeah that's

00:34:54.909 --> 00:35:00.849

a good and i that is i thought about like offering a 12 classes a month option

00:35:00.849 --> 00:35:05.529

you know and then yeah i'm just making them limited right now it's 199 but increasing

00:35:05.529 --> 00:35:11.849

up to like 250 or something like that our pricing it's really hard to rate i

00:35:11.849 --> 00:35:13.469

mean i have a hard time with raising the pricing.

00:35:13.469 --> 00:35:16.589

I just feel bad, you know, it's like, there's a lot, but then I look at these

00:35:16.589 --> 00:35:20.149

other studios, just Oklahoma city, just, um.

00:35:21.954 --> 00:35:25.254

Opened two legree or one legree

00:35:25.254 --> 00:35:28.014

studio and one solid course i guess

00:35:28.014 --> 00:35:31.234

they're separate from each other but that happened this summer

00:35:31.234 --> 00:35:34.374

and they're more i

00:35:34.374 --> 00:35:37.594

mean it's like why are there i'm like how can they charge more than us and they

00:35:37.594 --> 00:35:42.554

have 20 people in a class and their instructors do a weekend course and i know

00:35:42.554 --> 00:35:46.574

it's each their own you know if you like that style of workout then you're gonna

00:35:46.574 --> 00:35:50.914

do that but then i thought we need to raise art we need to be comparable like

00:35:50.914 --> 00:35:52.694

i'm why am i charging less than them,

00:35:52.854 --> 00:35:56.754

you know, but, but then it's just hard to do that to your clients.

00:35:56.754 --> 00:35:58.694

I just feel bad, you know, I don't want to.

00:36:00.094 --> 00:36:04.194

Well, I think, you know, you don't necessarily need to raise your prices just

00:36:04.194 --> 00:36:07.574

because someone else's price differently. Like if you're happy with the profitability

00:36:07.574 --> 00:36:11.634

of the business and, you know, like you don't necessarily need to keep up with

00:36:11.634 --> 00:36:13.634

the Joneses there. Yeah.

00:36:14.662 --> 00:36:21.762

But pricing is one of the levers that you have to influence people's behavior, right?

00:36:21.902 --> 00:36:28.022

And so if you've got these people coming once a day, well, if it was $16 a class

00:36:28.022 --> 00:36:32.582

instead of $8 a class, a lot of them would probably modify their behavior, you know?

00:36:33.102 --> 00:36:37.402

And so it's not necessarily about like making more money from those people.

00:36:37.562 --> 00:36:41.302

It's about like opening up spaces so you're not waitlisted literally every day

00:36:41.302 --> 00:36:46.942

and no one can get in. But in reality, those classes end up being only 70% full

00:36:46.942 --> 00:36:49.882

on the day because people cancel the night before.

00:36:51.942 --> 00:36:56.422

So pricing can be a lever to modify behavior. And I don't know if I were in

00:36:56.422 --> 00:37:00.062

your situation, I would probably do that analysis, see what it tells me,

00:37:00.162 --> 00:37:01.422

and I'd proceed based on that.

00:37:01.502 --> 00:37:06.022

But assuming that you see what I thought you'd see, which is like most of those

00:37:06.022 --> 00:37:10.382

unlimited people come three times a week or less, I would take your current

00:37:10.382 --> 00:37:13.222

unlimited pricing and just turn it into a three times a week pricing.

00:37:14.062 --> 00:37:17.282

You're not increasing the charge, you're just decreasing the ceiling,

00:37:17.442 --> 00:37:19.842

the cap on what they can do per month.

00:37:20.422 --> 00:37:25.802

And then I would either go for that unlimited group, the people who truly are

00:37:25.802 --> 00:37:30.642

using the unlimited as an unlimited, and I would either sell them a five times

00:37:30.642 --> 00:37:34.382

a week membership or something like that, but I would price it commensurately.

00:37:35.302 --> 00:37:38.802

Or I would just say, hey, we're only going up to three times a week.

00:37:38.802 --> 00:37:41.522

You know that's that's the but if i want

00:37:41.522 --> 00:37:44.442

to do five times a week and you they want to pay twenty dollars a

00:37:44.442 --> 00:37:48.662

class great you know but yeah

00:37:48.662 --> 00:37:51.682

so anyway i mean you can take that take that

00:37:51.682 --> 00:37:57.882

or leave it but that's that's what i would do because i think the the i think

00:37:57.882 --> 00:38:01.782

the opportunity cost is you're you're blocking new people from coming into the

00:38:01.782 --> 00:38:06.102

studio because you've got these uh there's probably a small group of people

00:38:06.102 --> 00:38:10.342

who are just booking literally every day for a month, you know? Yeah.

00:38:11.242 --> 00:38:15.002

They are. Thank you. What –.

00:38:16.184 --> 00:38:20.284

What's your, you know, I'm going to guess your average revenue would be somewhere

00:38:20.284 --> 00:38:23.544

in the vicinity of like 25K a month. Is that about right?

00:38:25.384 --> 00:38:28.644

Yeah, 25 to 30, I would say. That's, yeah.

00:38:29.184 --> 00:38:34.884

And do you run the studio as like, are your team like employed or are they contractors?

00:38:35.164 --> 00:38:38.444

And I'm not really, I don't really, I'm not really asking about the legal status.

00:38:38.584 --> 00:38:42.384

I'm more like, do you pay them like a per session price or do they,

00:38:42.584 --> 00:38:45.384

like, do they rent the spice off you

00:38:45.384 --> 00:38:49.144

and by charge the clients we um

00:38:49.144 --> 00:38:52.164

they get paid hourly just based off it doesn't

00:38:52.164 --> 00:38:55.224

matter what the service is i have a couple instructors who

00:38:55.224 --> 00:38:57.984

did requests that they make more if it's a

00:38:57.984 --> 00:39:03.664

class and and actually and i do have one instructor who came from another studio

00:39:03.664 --> 00:39:06.964

and so she wanted to keep the same structure that she was she brought a lot

00:39:06.964 --> 00:39:10.424

of her clients with her basically and so she does pay me a percentage she's

00:39:10.424 --> 00:39:16.624

and she pays me like a studio fee essentially or a percentage of what her clients pay her directly.

00:39:16.844 --> 00:39:20.364

And then she writes me a check versus all my other instructors.

00:39:20.664 --> 00:39:24.384

I, they're, you know, $50 an hour. That's just what I do, regardless of what

00:39:24.384 --> 00:39:26.424

the service is, regardless how many people are in the class,

00:39:26.544 --> 00:39:27.344

that's just what they make.

00:39:27.424 --> 00:39:32.084

And that is just the structure that the previous owner had set up.

00:39:32.144 --> 00:39:35.724

And it's just been, it's really easy to do payroll that way because I'm not

00:39:35.724 --> 00:39:38.784

having to, I know my body does do a percentage and all that,

00:39:38.904 --> 00:39:42.724

but instead I just add up, okay, they taught 10 hours this week. This is what, you know.

00:39:44.604 --> 00:39:48.524

And it's worked so it's worked for I have I've thought about some incentives

00:39:48.524 --> 00:39:53.364

of if you have a full class maybe you make an additional five dollars or things like that but,

00:39:54.381 --> 00:39:58.641

So far, it's not a problem with, I think everyone's happy.

00:40:00.241 --> 00:40:03.841

I mean, I remember when I started teaching Pilates in like 2011,

00:40:04.401 --> 00:40:06.541

it's been years ago, is that 15 years ago?

00:40:06.741 --> 00:40:09.501

I made $25 a class and I thought that was great.

00:40:09.721 --> 00:40:12.361

You know, I was like, I think you're $25 an hour. You know, I was like,

00:40:12.541 --> 00:40:13.941

you know, 19 at the time or something.

00:40:16.121 --> 00:40:19.921

But now, you know, instructors are making like, I think like 50 is the average

00:40:19.921 --> 00:40:24.581

kind of what you make to teach Pilates. And that does make it harder.

00:40:24.861 --> 00:40:28.701

You know, it makes me think that we do sometimes need to raise our pricing because

00:40:28.701 --> 00:40:30.941

I need to be able to pay if I if they did want to.

00:40:32.001 --> 00:40:35.581

If any if I do eventually do another raise and I have every couple of years

00:40:35.581 --> 00:40:38.581

or so, if I give them a raise and it's like, then at that point,

00:40:38.601 --> 00:40:44.501

we're going to need to raise our pricing on our private lessons and classes to accommodate that.

00:40:44.601 --> 00:40:47.861

And then, you know, rent going up every year. it's a

00:40:47.861 --> 00:40:50.681

my husband again back to him being the banker he talks about

00:40:50.681 --> 00:40:54.161

how inflation you have to keep up with inflation so

00:40:54.161 --> 00:40:58.301

that that's where you always want to see that green arrow that it's you are

00:40:58.301 --> 00:41:03.121

right you know from the previous year it should be five percent higher than

00:41:03.121 --> 00:41:11.381

what you made the previous year you know because to um and so yes that's that

00:41:11.381 --> 00:41:13.841

that's the structure we have which is just, it's easy.

00:41:13.961 --> 00:41:17.401

I know that in a lot of studios, there's a lot of ways you can pay.

00:41:17.641 --> 00:41:20.641

Do you have any advice on that or recommendations?

00:41:21.081 --> 00:41:24.281

I think it's, I mean, if it's working for you, I think it's good.

00:41:24.281 --> 00:41:27.041

I agree you should pay a lot.

00:41:27.599 --> 00:41:32.339

My philosophy is to pay top of market, like basically as good or slightly better

00:41:32.339 --> 00:41:34.259

than what they could get if they went across the road.

00:41:35.259 --> 00:41:39.919

Like you already said, that gives you as the owner peace of mind that they're

00:41:39.919 --> 00:41:43.579

not going to get an offer for $5 an hour better, you know, up the road.

00:41:44.659 --> 00:41:48.619

Yeah. So I pretty, I think philosophically we're aligned on that.

00:41:50.279 --> 00:41:55.199

I've got to, and I agree with your husband that an annual price rise should

00:41:55.199 --> 00:42:00.099

just be a standard thing that every business, Pilates Studio or any other type

00:42:00.099 --> 00:42:03.879

of business does because your costs go up every year.

00:42:04.219 --> 00:42:08.479

And so if you keep your pricing the same, you make less money every year than

00:42:08.479 --> 00:42:10.839

you made the year before in real terms.

00:42:11.499 --> 00:42:15.539

So yeah, I 100% agree with your husband. I think, you know, 1st of January every

00:42:15.539 --> 00:42:19.859

year or 1st of June every year or whatever it is, it's just 5% or whatever the

00:42:19.859 --> 00:42:23.339

cost of living increase is.

00:42:23.979 --> 00:42:28.679

And that should just be a routine thing that is scheduled in advance and it's

00:42:28.679 --> 00:42:32.379

not a big deal and your clients will be totally fine with it because they're

00:42:32.379 --> 00:42:36.799

people that exist in the real world and they know that costs have gone up for everyone else.

00:42:36.979 --> 00:42:39.099

They've probably put up their prices in their business as well.

00:42:39.519 --> 00:42:42.059

So, yeah. Yeah.

00:42:44.279 --> 00:42:48.059

So, you know, I asked you before about kind of what stresses you out and you

00:42:48.059 --> 00:42:51.019

said the subbing, you know, that stresses you out.

00:42:51.019 --> 00:42:54.199

Um that's kind of like a day-to-day thing

00:42:54.199 --> 00:42:56.979

right what is it what's the

00:42:56.979 --> 00:43:01.719

number one thing that in just in terms of the business overall that like you

00:43:01.719 --> 00:43:05.759

wish was different or better or you know you kind of feel blocked like you want

00:43:05.759 --> 00:43:09.599

to you want to grow but there's it's not the you know there's something in your

00:43:09.599 --> 00:43:14.659

way or something you can't solve yeah um,

00:43:16.301 --> 00:43:21.221

I, I would say the, like, like we talked about the waitlist issue of,

00:43:21.221 --> 00:43:24.921

like, I, I, a lot of, I struggle with, like, should, do we need more space?

00:43:25.041 --> 00:43:26.041

Do we need more machines?

00:43:26.281 --> 00:43:31.041

Do we need a bigger studio? You know, to relieve those, how are we going to

00:43:31.041 --> 00:43:33.261

grow if we're waitlisted?

00:43:33.461 --> 00:43:37.641

You know what I mean? And so that's, that goes through my mind a lot of,

00:43:37.821 --> 00:43:41.241

but then, then going back to like, no, I like our space.

00:43:41.401 --> 00:43:45.561

I like the size that we are. So I don't want to, and I don't get,

00:43:45.661 --> 00:43:50.501

but I would say mostly it goes through my mind a lot is constantly thinking

00:43:50.501 --> 00:43:53.121

about how to improve things, improve everything,

00:43:53.381 --> 00:43:57.441

improve the quality of instruction,

00:43:57.941 --> 00:44:00.981

improve the equipment, add equipment,

00:44:01.561 --> 00:44:06.321

and not just more reformers, but we don't have a ladder barrel, right?

00:44:06.381 --> 00:44:10.081

And I'm like, do I want to buy a ladder barrel? Do I want to buy this or that?

00:44:11.981 --> 00:44:13.861

So I would say it's more...

00:44:15.203 --> 00:44:21.843

This ever-present feeling of just constantly contemplating what can I do better,

00:44:22.183 --> 00:44:26.903

you know, that then creates anxiety because then I try to go back to,

00:44:27.023 --> 00:44:28.783

okay, maybe, maybe not. Maybe I just leave everything.

00:44:29.003 --> 00:44:31.423

Everything's good. Everything's working well at the moment.

00:44:32.183 --> 00:44:36.463

Maybe we do move someday. Maybe we do need more square footage so that we can

00:44:36.463 --> 00:44:39.283

have 12 or 13 or 14 reformers in there.

00:44:39.383 --> 00:44:44.183

Yeah, I don't know. So, you know, that's. In terms of the ladder barrel,

00:44:44.503 --> 00:44:50.143

my experience of running one is that for most clients, like I'm talking your

00:44:50.143 --> 00:44:52.483

average 50-year-old out of shape,

00:44:52.863 --> 00:44:57.243

stiff, arthritic person, it's like there's like three exercises you can do on

00:44:57.243 --> 00:44:59.803

a ladder barrel. I absolutely agree.

00:45:02.263 --> 00:45:06.323

Yes. And I have one of my, I'm glad you said that because I have a couple of

00:45:06.323 --> 00:45:08.503

my instructors who are like, can we please get a ladder barrel?

00:45:08.863 --> 00:45:12.803

And I'm like, it's, you know, $1,800 or it's like, how are we going to make

00:45:12.803 --> 00:45:16.063

that? You could do glute stretches and side overs on it and that's it. Yeah, you know.

00:45:17.022 --> 00:45:21.582

Um, I agree. So that's, but then there's, there's always, you know,

00:45:21.822 --> 00:45:27.782

always those thoughts of how to, what do I, do I want to spend money on the business or do I not?

00:45:27.962 --> 00:45:31.082

But they do look cool. I mean, they do look really cool.

00:45:31.842 --> 00:45:36.162

And there are a couple exercises, I will say that you do kind of like,

00:45:36.202 --> 00:45:40.502

you know, swan on the ladder girl, you know, things like that.

00:45:40.922 --> 00:45:45.702

Right. My favorite is a thoracic stretch just over the bed. It's just incredible.

00:45:45.702 --> 00:45:48.702

And you can't get that. I can't get that on the small barrels.

00:45:49.682 --> 00:45:53.782

Yeah, exactly. But for $1,800 and how much space it takes up,

00:45:53.862 --> 00:45:58.882

it's like for two exercises, you know, is it really worth it? Yeah.

00:46:00.242 --> 00:46:05.522

In terms of your space, so what you've articulated there is the waitlist thing and the space.

00:46:08.282 --> 00:46:13.062

So broadly speaking, there are, I think, three. I'm going to tell you the number.

00:46:13.062 --> 00:46:16.822

Maybe it'll be four, maybe it'll be three, levers that you can pull there to

00:46:16.822 --> 00:46:19.082

get more people through your doors.

00:46:19.262 --> 00:46:23.082

And I don't think you need to add more reformers in the space,

00:46:23.262 --> 00:46:24.702

although that is an option for sure.

00:46:25.282 --> 00:46:28.142

So one thing is you can just change people's usage patterns,

00:46:28.162 --> 00:46:32.862

like we already said, and pricing is your main lever to do that,

00:46:32.982 --> 00:46:36.442

right? If you just charge more per session, like people will come to fewer sessions.

00:46:36.622 --> 00:46:39.662

And you don't have to do it for everyone, but you could do it for the top tier

00:46:39.662 --> 00:46:43.262

of people who are chewing up a disproportionate amount of your capacity and

00:46:43.262 --> 00:46:45.662

just say, great, if you want to come seven times a week, that's fine,

00:46:45.742 --> 00:46:47.782

but it's going to cost you this much, right?

00:46:49.042 --> 00:46:52.882

So that's one thing. The other thing is I noticed with your classes,

00:46:52.882 --> 00:46:57.522

I'm just looking at your schedule here, they're 45-minute classes, is that correct? Yeah.

00:46:58.432 --> 00:47:01.712

No, they're, they're mostly, we have one 45 minute class.

00:47:01.872 --> 00:47:05.892

I will, there's on Tuesdays. I know it's random Tuesdays at 1215 because it

00:47:05.892 --> 00:47:09.612

used to be a jump board class. And so we had it and I should actually,

00:47:09.772 --> 00:47:12.632

but most of them are 55 minutes. Some of them might even.

00:47:12.932 --> 00:47:16.392

I was just looking at the, yeah, there's the small group strength with Casey.

00:47:16.712 --> 00:47:21.592

Oh, and then there's, yes. And then the strengths training is actually separate

00:47:21.592 --> 00:47:24.632

from the equipment classes.

00:47:24.632 --> 00:47:30.112

So that that's my instructor who came from another studio and she they pay her

00:47:30.112 --> 00:47:33.812

you don't you don't sign up um through mind body on those they're on mind body

00:47:33.812 --> 00:47:38.872

but okay so yeah and those are i think 45 minutes yes but i noticed that your

00:47:38.872 --> 00:47:43.272

classes mostly are 75 minutes apart that you've got and,

00:47:43.832 --> 00:47:51.212

so uh you know you can increase the number of people that you can service by

00:47:51.212 --> 00:47:53.992

just putting the like putting no break in between those classes.

00:47:54.232 --> 00:47:57.832

So you could run one hour long classes on the hour, every hour,

00:47:57.952 --> 00:48:01.952

and you could run like 25% more classes that way.

00:48:02.532 --> 00:48:05.872

So this is my thing, which yes, you're absolutely right.

00:48:06.312 --> 00:48:11.592

But that I think that is what's created a really great community is clients

00:48:11.592 --> 00:48:15.392

are talking before and after class for 15 minutes.

00:48:15.412 --> 00:48:19.332

They get there early and they sit down and they talk to each other for 10 minutes.

00:48:19.492 --> 00:48:22.632

And I know that it's like, It's not benefiting the studio necessarily,

00:48:23.012 --> 00:48:26.732

but I think it has created... I think without allowing those 15 minutes,

00:48:26.852 --> 00:48:27.732

they'd have to be out of there.

00:48:27.832 --> 00:48:30.312

I mean, it'd be like, class is over, pick up your stuff.

00:48:30.572 --> 00:48:34.172

And we do have a little entryway area, but it's small.

00:48:35.112 --> 00:48:39.392

They hang out on the reformer. And I know it's an issue when I come,

00:48:39.472 --> 00:48:42.992

but then maybe... So I think a better strategy would be the pricing.

00:48:42.992 --> 00:48:48.932

Because if I took away those 15-minute blocks, we lose that social time. Well, I mean...

00:48:49.583 --> 00:48:54.523

I think there's, you know, I think it's worth exploring because,

00:48:54.663 --> 00:48:58.443

I mean, I've only seen photos on your website of the space, but it looks like

00:48:58.443 --> 00:49:02.183

you've got quite a spacious situation

00:49:02.183 --> 00:49:05.743

there with you've got reformers and chairs all in the same space.

00:49:06.103 --> 00:49:08.303

And, you know, it looks quite spacious.

00:49:09.763 --> 00:49:14.543

So, again, if I were you, what I would consider would be carving off a little

00:49:14.543 --> 00:49:17.783

bit of that space and turning it into a waiting area.

00:49:17.783 --> 00:49:21.003

We'd put a couple of comfortable sofas and some chairs and things in there,

00:49:21.163 --> 00:49:24.783

maybe a teapot and, you know, bowl of fruit or something.

00:49:25.523 --> 00:49:29.543

And I would make that the waiting area because I 100% agree with you on people

00:49:29.543 --> 00:49:31.063

socializing before and after.

00:49:31.243 --> 00:49:34.623

I think that's hugely valuable and it does build community and that does build

00:49:34.623 --> 00:49:37.803

retention because people don't, they want to show up not just because they've

00:49:37.803 --> 00:49:41.003

booked it, but because their friend Sally's going to be there and they don't want to let Sally down.

00:49:41.463 --> 00:49:46.023

So I 100% agree with you on that. But I think you can eat your cake and have it too.

00:49:46.163 --> 00:49:51.123

If you were to slice off maybe, you know, 20 square feet or whatever.

00:49:51.123 --> 00:49:53.783

I'm not really good with square feet because we do metric here in Australia.

00:49:53.963 --> 00:49:59.163

But yeah, a small lounge that's not cramped, but it's like, it doesn't have to be big.

00:49:59.403 --> 00:50:02.543

And just put some basic seating in there and some cup of tea and whatever.

00:50:02.983 --> 00:50:07.723

And then you can run classes back to back, but people can still arrive 15,

00:50:07.843 --> 00:50:10.863

20 minutes early, have a cup of tea, get changed, talk to their friend,

00:50:11.123 --> 00:50:12.703

read a magazine, whatever it might be.

00:50:12.703 --> 00:50:18.323

And likewise after class, they can hang around if they want,

00:50:18.483 --> 00:50:22.503

but that doesn't reduce the number of classes that you can offer.

00:50:24.243 --> 00:50:24.883

Yeah.

00:50:26.529 --> 00:50:29.909

Yeah. And you're, you are right. But that is,

00:50:30.109 --> 00:50:34.369

and I've had instructors tell me that they get, I think they would prefer that

00:50:34.369 --> 00:50:37.489

their classes were back to back, you know, and because instead they have,

00:50:37.629 --> 00:50:43.649

but I guess I've, I, it's kind of part of, I think what makes the studio special to me too, is that we,

00:50:43.929 --> 00:50:48.469

we are spacious and it is, you get to go sit down on your former and lay down

00:50:48.469 --> 00:50:51.169

for 10 minutes before the class start, you know, and it, I would,

00:50:51.289 --> 00:50:52.509

it would just feel different.

00:50:52.509 --> 00:50:56.329

That's that's where I think we get back to the boutique side of it you know

00:50:56.329 --> 00:51:00.749

in the smaller versus like club qualities which is on their 50 minutes you know

00:51:00.749 --> 00:51:02.709

every 10 minute turnover there and,

00:51:03.549 --> 00:51:07.129

no I don't know I'll have to I'll have to think about that that's gonna because

00:51:07.129 --> 00:51:12.409

I've and I've kept so the previous owner when it was for graces back in 2019

00:51:12.409 --> 00:51:16.249

I've just kind of kept things the way she did it too you know we have an eight

00:51:16.249 --> 00:51:21.729

o'clock and then we have a 9 30 and we have a noon you And it is these big, it doesn't make sense.

00:51:21.889 --> 00:51:26.289

You know, we should have an eight, a nine, you know, but it's the way it's been

00:51:26.289 --> 00:51:30.109

for almost 20 years now. Actually, she opened the studio in 2007.

00:51:30.869 --> 00:51:38.609

So it's been there since 2007, just changed to core qualities in, you know, 2019.

00:51:39.789 --> 00:51:46.769

And we have a lot of those, I call them my OG clients who have been there since 2007. Yeah. Yeah.

00:51:47.972 --> 00:51:51.332

I'm going to push back on that a little bit, if that's okay.

00:51:52.272 --> 00:51:57.452

Yeah, please. I would say what makes something boutique is not the space,

00:51:57.592 --> 00:51:58.652

it's not the square footage.

00:51:58.912 --> 00:52:03.932

It's the, you know, when I think boutique, I think high expertise instructors,

00:52:04.632 --> 00:52:06.052

low instructor turnover.

00:52:06.372 --> 00:52:09.672

The instructors know, you know, care a lot.

00:52:09.792 --> 00:52:15.352

Like they know your name and your pet's name and your kid's school anniversary and all that, you know.

00:52:15.352 --> 00:52:20.452

And whereas Club Pilates are a big franchise, I expect a revolving door of 21-year-old

00:52:20.452 --> 00:52:24.692

instructors who don't know my name or remember that I've got a sore knee or

00:52:24.692 --> 00:52:25.592

any of that kind of stuff.

00:52:25.732 --> 00:52:28.232

And even if I had a sore knee, they wouldn't know what to do about it.

00:52:28.352 --> 00:52:31.712

Now, I don't mean to cast aspersions on Club Pilates instructors.

00:52:31.912 --> 00:52:35.092

There are some awesome instructors there. But when I'm just characterizing the

00:52:35.092 --> 00:52:38.932

difference between what I think of as boutique versus kind of like, you know.

00:52:40.104 --> 00:52:43.304

Franchise globo gym whatever and so

00:52:43.304 --> 00:52:46.084

i think it's about the expertise and the

00:52:46.084 --> 00:52:48.864

personal attention and the care and the attention to

00:52:48.864 --> 00:52:51.844

detail and the relationships that you have

00:52:51.844 --> 00:52:54.824

not necessarily about the brand of equipment

00:52:54.824 --> 00:52:57.704

or the square footage or the any of that and

00:52:57.704 --> 00:53:00.464

so i i think people pay i mean

00:53:00.464 --> 00:53:04.524

i think of like think of some kind of artisanal i

00:53:04.524 --> 00:53:08.124

don't know shoemaker or makeup person or clothier

00:53:08.124 --> 00:53:11.644

or like imagine you go and they've got some kind of like tiny little space and

00:53:11.644 --> 00:53:15.124

there's cuttings all over the floor and it's like but they're a master of their

00:53:15.124 --> 00:53:19.224

craft right that's to me that's a boutique experience and they remember your

00:53:19.224 --> 00:53:23.144

kids birthdays and all of that like it doesn't i think the environment to me

00:53:23.144 --> 00:53:25.924

is not the core differentiator there.

00:53:28.164 --> 00:53:32.364

Yeah no and i agree with that too i yeah

00:53:32.364 --> 00:53:35.364

i guess i but i do think that there there

00:53:35.364 --> 00:53:38.884

is something about the um that time

00:53:38.884 --> 00:53:41.724

between getting to go in and you know sit on

00:53:41.724 --> 00:53:44.364

your reformer and not feel and just

00:53:44.364 --> 00:53:48.644

then we have these people who have their assigned machine they get there 20

00:53:48.644 --> 00:53:52.284

minutes before class it's ridiculous you know and they go sit down on their

00:53:52.284 --> 00:53:56.324

machines if they don't have their machines like that you know but so yeah i

00:53:56.324 --> 00:54:00.144

they that would just be a big change for them but change is good for everybody

00:54:00.144 --> 00:54:04.044

i guess maybe i don't know yeah it's something to contemplate You know,

00:54:04.844 --> 00:54:09.604

I'm not here to push you into doing anything you don't want to do,

00:54:09.664 --> 00:54:15.564

obviously, but I do think, I know from my own experience and also from coaching

00:54:15.564 --> 00:54:18.404

a whole lot of studio owners through this process,

00:54:18.704 --> 00:54:22.264

that if you were to make that change,

00:54:22.784 --> 00:54:24.444

you would, afterwards, you'd be like, oh.

00:54:25.170 --> 00:54:28.150

That was no big deal. Like it's totally fine. No one cared. Um,

00:54:29.010 --> 00:54:33.350

uh, and so I'm going to send you, I recommend you listen to my episode with Brian Darcy.

00:54:33.550 --> 00:54:39.810

He's got a studio called Redwood Pilates in California and he moved to the back to back.

00:54:39.970 --> 00:54:42.170

He's very small boutique studio there.

00:54:42.750 --> 00:54:45.930

And, uh, he moved to the 45 minute back to back classes and,

00:54:46.090 --> 00:54:47.950

and hasn't looked, hasn't looked back.

00:54:48.930 --> 00:54:53.890

So yeah, so listen to that. But yeah, so I think the pricing,

00:54:54.550 --> 00:55:01.530

how close you put the classes together, and also just obviously how many people

00:55:01.530 --> 00:55:04.330

you put into the class itself.

00:55:04.410 --> 00:55:06.550

And I think you could safely go from 11 to 12.

00:55:06.710 --> 00:55:10.210

I don't think there'd be any meaningful difference in the quality level there.

00:55:10.510 --> 00:55:16.470

I find 12, I think 12 is the optimal balance between intimacy and capacity.

00:55:16.470 --> 00:55:23.210

I think above 12, it starts to degrade, but I think 12 is a pretty good, solid number.

00:55:23.350 --> 00:55:26.730

And I see, I mean, Club Pilates does that. There's like, that's the most common

00:55:26.730 --> 00:55:31.350

number that I see in successful studios is 12 reformers. Yeah.

00:55:32.336 --> 00:55:38.076

I think that's the goal this year, too, is to add another reformer there.

00:55:38.876 --> 00:55:43.396

We do get spoiled that we did add one. We had 10 and then we just added the

00:55:43.396 --> 00:55:45.976

11th one to see like a couple of weeks ago, actually.

00:55:46.236 --> 00:55:51.196

And it feels a little cramped, but it's like we compared to other studios,

00:55:51.396 --> 00:55:55.556

we are very spacious, but we're used to having like six feet between each machine.

00:55:55.596 --> 00:55:58.556

And so we just we need to get used to this little

00:55:58.556 --> 00:56:01.656

bit of a tighter feel because it just yeah

00:56:01.656 --> 00:56:04.776

it doesn't make sense financially though well people you know

00:56:04.776 --> 00:56:07.556

i'm sure you've heard of hedonic adaptation and we get used

00:56:07.556 --> 00:56:10.396

to good things and bad things and we just normal you know

00:56:10.396 --> 00:56:13.236

like people who win the lottery are really happy but then a year later they're back

00:56:13.236 --> 00:56:16.436

to the baseline level of happiness people who become paralyzed

00:56:16.436 --> 00:56:19.256

from quadriplegia uh you know they're very

00:56:19.256 --> 00:56:22.856

unhappy but then a year or two later they're back to their same baseline level

00:56:22.856 --> 00:56:27.696

of happiness you know we just normal we normalize you know most things humans

00:56:27.696 --> 00:56:32.036

and so you know you'll totally be fine with squeezing in another reformer and

00:56:32.036 --> 00:56:36.496

having four and a half feet in between your reformers instead of six feet. Yeah, I know.

00:56:37.656 --> 00:56:40.716

Yeah. Is there anything else that you want to share?

00:56:40.896 --> 00:56:44.156

I mean, you've got a platform here. We've probably got like three or 4,000 Pilates

00:56:44.156 --> 00:56:48.156

instructors and studio owners who are listening to this over the next six months.

00:56:48.396 --> 00:56:53.056

Is there anything you'd like to shout from the rooftops or share?

00:56:54.456 --> 00:56:56.216

Yeah. Yeah.

00:56:57.623 --> 00:57:03.463

I, um, I think if there's anything specific that comes to mind, um,

00:57:04.103 --> 00:57:08.323

this year I did, or, um, I guess last year, I forget that it's January now,

00:57:08.603 --> 00:57:13.463

I connect with a yoga studio owner and we've had coffee a few times and that's

00:57:13.463 --> 00:57:17.643

been helpful to get to know other studio owners that it's, we don't need to

00:57:17.643 --> 00:57:19.423

all be in competition with each other.

00:57:19.423 --> 00:57:24.263

You know that then to talk about this you know to really be to have someone

00:57:24.263 --> 00:57:29.163

else to relate to and maybe not feel quite so isolated as an you know as an

00:57:29.163 --> 00:57:33.483

owner that it's okay to be friend you know I take at a couple other Pilate studios

00:57:33.483 --> 00:57:37.003

in Oklahoma City too I like to get out of my studio for my own practice you

00:57:37.003 --> 00:57:39.023

know I want to I go somewhere else so,

00:57:40.051 --> 00:57:45.171

I would say maybe just to encourage that that's acceptable, that it's like we

00:57:45.171 --> 00:57:50.471

can go take at another studio and if we can become friends with other instructors

00:57:50.471 --> 00:57:53.291

and there's plenty of clients to go around,

00:57:53.491 --> 00:57:57.551

you know, and it doesn't need to be all about competition.

00:57:57.551 --> 00:58:00.771

I mean, I do think a little being competitive is a good thing.

00:58:00.891 --> 00:58:04.531

And you, you know, you want to see your studio doing well.

00:58:04.651 --> 00:58:09.451

And I do sometimes get a little competitive of you. I'm one of my friends.

00:58:09.971 --> 00:58:14.391

I've known her for a long time. She opened a studio quite a 20 minutes away from my studio.

00:58:14.571 --> 00:58:18.671

But I see hers getting weightless. I'm like, aren't my people going over there?

00:58:18.671 --> 00:58:19.451

Oh, what's going on here?

00:58:19.571 --> 00:58:21.831

Yeah. But then it's like, no, it's great. I'm glad she's doing well.

00:58:21.971 --> 00:58:23.071

Everybody should do well. Yeah.

00:58:24.791 --> 00:58:28.491

So I don't know. I think that is one thing that would be great if we can normalize that more.

00:58:28.651 --> 00:58:32.651

I remember right before COVID, there was a studio in Chicago called Bodies and

00:58:32.651 --> 00:58:37.711

Coffee, and they were hosting a workshop and it got canceled. It was like May of 2020.

00:58:37.831 --> 00:58:39.971

And then I got and I was signed up to go to it and everything.

00:58:40.111 --> 00:58:43.091

And it was specifically for studio owners to get together.

00:58:43.891 --> 00:58:47.071

And so I don't know, maybe I'm sure that does exist somewhere.

00:58:47.331 --> 00:58:50.351

And I know going to conferences like ones and tour and things like that is a

00:58:50.351 --> 00:58:56.731

way to meet people. But I think that can help to, yeah, I don't know.

00:58:56.791 --> 00:59:01.031

That's kind of my goal to this year is I want to work on my own practice more.

00:59:01.211 --> 00:59:05.751

I want to go to take from other people and not be afraid to go to other studios.

00:59:06.031 --> 00:59:10.071

And so, yeah, I don't know.

00:59:10.151 --> 00:59:14.811

I'm trying to think to specifically just, I don't know.

00:59:14.971 --> 00:59:17.491

Of course, I can't think of it right now. I did have a couple notes of things

00:59:17.491 --> 00:59:22.291

that I wanted to talk about. but I think we got through quite a bit of them.

00:59:24.531 --> 00:59:30.811

And yeah. This has been a really interesting conversation for me as well.

00:59:30.931 --> 00:59:33.551

Like I've actually taken away quite a bit. I think that,

00:59:34.263 --> 00:59:38.363

connection between studio owners is a really underrated thing because it is

00:59:38.363 --> 00:59:43.303

such a lonely job essentially even though like you're like technically you're with people all day,

00:59:44.043 --> 00:59:48.043

there's a certain distance between you and the clients you and the staff even,

00:59:48.543 --> 00:59:52.063

doesn't matter how close you are that you i mean you can't share the stresses

00:59:52.063 --> 00:59:56.103

of being a business owner with those people so there's there's part of you that

00:59:56.103 --> 01:00:00.523

you have to kind of keep aloof from and maintain a distance and it's great to

01:00:00.523 --> 01:00:03.203

be around other studio owners where you can kind going to let your hair down

01:00:03.203 --> 01:00:05.423

a little bit in, in regard to that.

01:00:05.523 --> 01:00:08.863

And it's like, oh yeah, you know, everybody's got else, everybody else got the same problems.

01:00:10.283 --> 01:00:13.483

Exactly. And I remember thinking with bringing on a partner,

01:00:14.023 --> 01:00:15.883

like this, I want a partner.

01:00:16.083 --> 01:00:19.103

I want someone helping me and work. And then it's like, actually,

01:00:19.643 --> 01:00:22.063

actually, no, I think I'm going to share with myself.

01:00:22.923 --> 01:00:29.543

But, um, and yeah. So, and I, we get kind of stagnant.

01:00:29.663 --> 01:00:33.263

I, or, you know, when you're running a business and you how do

01:00:33.263 --> 01:00:36.243

you how do you not get burned out you know but it's really hard

01:00:36.243 --> 01:00:39.383

and but I think for me it's my own

01:00:39.383 --> 01:00:42.683

practice more than anything it's like you've really got to prioritize that

01:00:42.683 --> 01:00:45.663

you are staying involved and loving Pilates that's

01:00:45.663 --> 01:00:48.743

one thing I encounter with my instructors they stop taking class

01:00:48.743 --> 01:00:52.423

they start teaching they go from being these great clients and

01:00:52.423 --> 01:00:55.123

then they begin to teach and they no longer want to

01:00:55.123 --> 01:00:58.403

take and and but it's so important to

01:00:58.403 --> 01:01:01.563

keep taking and to me that's what keeps what

01:01:01.563 --> 01:01:05.903

it helps me but i guess with my you know like overwhelm or it's just like keep

01:01:05.903 --> 01:01:09.283

it in your body you know so and then it makes teaching so much more enjoyable

01:01:09.283 --> 01:01:13.763

and it makes you feel like you know what you're doing you know by running a

01:01:13.763 --> 01:01:17.823

studio you have a purpose you know i'm you know as the Pilates Center in Boulder

01:01:17.823 --> 01:01:19.423

says heal the world you know,

01:01:21.763 --> 01:01:25.763

yeah so um yeah thank you so much this has been a really great conversation

01:01:25.763 --> 01:01:27.823

and i'm sure people are going to find it valuable.

01:01:28.803 --> 01:01:30.723

Yeah. Okay. Well, thank you.