The Subscription Business Model : Making Millions From Memberships - Episode #220 w/ Matt and Fabiana Ferrarini
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February 14, 2022
TLDR: Power couple Matt and Fabiana Ferrarini discuss building their multi-million dollar health/wellness business QueenWarrior, revolutionizing fitness coaching for women, using obstacles to create opportunities, leveraging Live Fitness Training, scaling with an app, subscription-based models for generational wealth, mind/body connection in fitness, and creating a business with partner.
Empowered Connections: Building a supportive community for women can empower them to heal, grow, and thrive together, as seen in Savannah's journey with Queen Warriors, a platform fostering self-love and connection.
Building a supportive community can empower women to heal and grow together. Savannah, who faced difficulties in her early life including an abusive relationship, found strength in surrounding herself with like-minded women. She started Queen Warriors, a subscription service for women’s health and wellness, emphasizing the importance of connection and support in improving self-esteem. By sharing her journey and creating a platform solely for women, she aims to uplift others and change the narrative surrounding women’s empowerment. This highlights how transformative and pivotal relationships among women can be, creating a safe space for growth, self-love, and resilience. In uniting, they can establish powerful bonds that help each other overcome personal challenges and thrive in their journeys. Savannah’s story showcases the potential of collective healing and motivation through shared experiences, ultimately leading to a more robust and empowered community.
Understanding Growth: Relationships grow through patience and understanding, overcoming past challenges and embracing compromise leads to deeper connections and lasting bonds.
Building lasting relationships requires patience and understanding, as seen in how the two individuals from the conversation took their time to really get to know each other through college. They faced challenges such as past relationships and responsibilities but eventually realized the importance of love and compromise, leading to a deeper bond. Their journey shows that true connection often involves overcoming obstacles and acknowledging each other's backgrounds, which fosters growth and maturity, ultimately culminating in a strong partnership.
Finding Purpose: Balancing motherhood and personal dreams can be tough. With support and resilience, one can explore new passions and find fulfillment, like a woman who found joy in fitness while being a stay-at-home mom, despite initial struggles and sacrifices.
Navigating life as a young parent can be incredibly challenging, especially when personal dreams seem out of reach. A woman found herself torn between her aspirations of becoming a pharmacist and her responsibilities as a stay-at-home mom. Despite feeling unfulfilled and battling postpartum depression, she received support from her husband, who encouraged her to find her purpose. This led her to discover a passion for fitness, offering her a renewed sense of identity and community. Through prayer and resilience, she learned that while sacrifices were necessary, it was possible to pursue personal dreams alongside motherhood, ultimately fostering personal growth and fulfillment. Their journey highlights the importance of support, communication, and the courage to seek out what brings joy and passion even amidst struggles.
Queen Warrior Journey: Becoming a 'Queen Warrior' requires self-care and confronting past challenges to build confidence. Pursuing fitness goals can lead to entrepreneurial opportunities, showing that commitment and resilience pave the way for personal growth and empowerment.
The journey to becoming a 'Queen Warrior' emphasizes the importance of self-care and personal growth. By setting fitness goals and confronting past traumas, one can build confidence and strength. Participating in challenges like the Oxygen Magazine contest propelled her into the fitness business, revealing that entrepreneurship often involves hard work and persistence. Growth can come from discipline and commitment, while using those experiences helps inspire others. Personal growth involves understanding one's limitations and breaking free from negative beliefs developed during childhood. The transformation highlights a deeper quest for identity and purpose, culminating in the creation of a community focused on empowerment and positivity.
Partnership Lessons: Success in entrepreneurship comes from nurturing an audience and adapting to challenges. Passion and purpose should guide efforts, while team collaboration can drive growth even after setbacks.
Entrepreneurship often involves ups and downs, as seen through the experiences of a couple who pivoted multiple times after an initial app failure. They learned the importance of scaling marketing beyond their initial social media following and understood that true success comes from nurturing and cultivating an audience without immediate sales pressure. One spouse focused on delivering valuable content and connecting with women, which built a loyal community over four years. Their journey highlights that passion and purpose should drive business efforts, and the benefits of collaboration in partnerships can lead to long-term growth, even if initial ventures do not succeed. Supporting each other's strengths within the team dynamic was crucial for their eventual success.
Growth Through Adversity: Obstacles can inspire personal growth and innovation. Embracing challenges, like the COVID-19 crisis, can lead to new opportunities if approached with resilience and creativity.
Life’s obstacles can often lead to personal growth and new opportunities. Amidst crises like COVID-19, it’s common to feel lost or discouraged, as experienced by the couple who faced a loss of contracts and revenue. However, maintaining creativity and actively pursuing one's passions, despite limiting beliefs, can pave the way for new ventures. The woman admired her husband’s entrepreneurial spirit and sought to carve her own path inspired by him. Together, they navigated their downturn, understanding that challenges can serve as stepping stones rather than roadblocks. This mindset fosters resilience and the opportunity to innovate, reminding us that tough times can yield new ideas and revival in business and personal endeavors.
Empowerment through Fitness: Fitness can empower women, especially during tough times. One woman's online workout program brought together a community, showing that real-life struggles can inspire others. Embracing imperfections and fostering connections can lead to personal and communal growth.
Fitness can be a powerful tool for self-improvement, especially for women facing challenges like postpartum struggles. One woman's journey to help herself and others led to a successful online fitness program, demonstrating that sharing real-life experiences can inspire and motivate others. By creating a supportive community, she not only addressed her own mental health needs but also built a thriving business, showing that anyone can make a difference by simply reaching out and being authentic. Her story reminds us to embrace our vulnerabilities and that it's okay to not be perfect. In a time of isolation, she found strength in bringing women together through fitness, proving that shared struggles can create a sense of belonging and empowerment. Every entrepreneurial journey starts with identifying a problem; this one began with the desire to feel better and connect with others, highlighting the importance of community in achieving personal goals.
Business Growth Strategies: Effective business growth stems from leveraging owned media, encouraging customer referrals, and forming partnerships. Focusing on low-cost strategies can help businesses build a strong community and increase client acquisition without relying on expensive advertising.
To grow a business effectively, it's important to focus on low-cost marketing strategies. This includes utilizing your owned media, like social media accounts, and encouraging referrals from satisfied customers. Companies can also use partnerships to expand their reach, maximizing resources and attracting new clients through cross-collaboration. When small businesses leverage these strategies, they can create a strong, engaged community that naturally promotes growth. Using referral and viral strategies, like giveaways, enhances customer involvement while efficiently building a customer base. Paid advertising is costly, so learning to create valuable content and forming partnerships helps reduce expenses while increasing visibility and engagement. Ultimately, prioritizing these low-cost yet powerful strategies leads to a sustainable business model that nurtures both growth and community engagement.
Media Strategies: Successful businesses leverage earned media for free publicity, validate products with organic audiences, and reinvest profits into marketing to grow. This strategy enhances customer lifetime value and maintains consistent growth by attracting new clients while securing recurring revenue from existing customers.
Building a successful business requires understanding the different types of media strategies: earned, owned, and paid. By utilizing earned media, you can leverage your hard work to gain organic publicity at no cost. Investing early profits into advertising allows businesses to grow their audience and increase customer lifetime value. Initially, focus on validating your product with your organic audience before transitioning to paid promotions. Once you’ve established a strong foundation, reinvest 100% of early gains into marketing to reach new customers. This approach helps maintain a consistent growth cycle, ensuring that as your business expands, you’re continuously optimizing and attracting fresh leads while securing ongoing revenue from existing customers.
Value-Driven Growth: To succeed in business, offer immense value and address clients' mental well-being alongside physical goals. Create genuine connections for sustainable growth.
Building a strong online presence and business requires not just attracting followers but providing them with immense value over time. By offering quality content, such as fitness tips and affirmations, a brand can foster engagement. Moreover, addressing the mental aspect of fitness is crucial. Instead of just focusing on physical results, it’s important to engage with clients on a psychological level, helping them overcome personal issues that lead to unhealthy habits. This holistic approach ensures that customers feel supported and valued, increasing the likelihood that they will convert into loyal clients. When businesses prioritize genuine relationships and meaningful offers, they create a sustainable cycle of growth, acceptance, and fulfillment for both the brand and its clients.
Growth Mindset: Positive self-talk boosts emotions and resilience. Companies thrive with consistent growth and live engagement. Prioritize progress over perfection to unlock greater opportunities.
Positive self-talk can significantly influence our emotions and mindset, encouraging a mindset of growth and resilience. Companies need consistent growth strategies to avoid decline, and leveraging live interaction can create a unique platform in industries dominated by static content. Embracing imperfection and prioritizing progress over perfection can lead to substantial revenue opportunities. Building a strong community and maintaining engagement is crucial for success, even when faced with obstacles such as platform shutdowns or technical challenges. As demonstrated, adapting quickly and using available resources wisely can create opportunities for further expansion, ultimately enhancing customer experience and satisfaction.
App Growth Strategy: Successful apps need strong tech support and subscription models. Offering high value at low prices boosts member retention and growth, as seen with a fitness app's success. This approach also enhances company valuations, encouraging stability and scalability.
Building a successful app requires strong infrastructure and a dedicated technology team to manage and develop features continually. Subscription models can greatly enhance company valuations, especially in the tech sector, allowing for predictable revenue. Valuable services at low prices can ensure high retention, leading to growth in members. By creating significant value at a low ticket price, companies can maintain a loyal customer base while scaling effectively. For instance, a fitness app achieved considerable growth by offering extensive services at affordable prices, demonstrating that combining quality content with a supportive community attracts users. Overall, maintaining security and making sound strategic choices is vital for long-term success in the digital space.
Business Growth: To thrive, prioritize high volume sales, tap into large markets, and establish recurring revenue while also emphasizing gratitude and giving back.
To succeed in a low-ticket business model, focus on high volume, a large target market, and recurring revenue to drive growth. Emphasizing gratitude, personal development, and giving back creates a strong foundation for success. Building connections and helping others can also lead to increased fulfillment and community impact in the long run.
Limitless Living: Choose your path wisely and embrace hard work, gratitude, and community to live a meaningful life. Remember, you are limitless and can inspire others by sharing your journey.
Life is a precious journey where we should choose our paths wisely. Hard work, gratitude, and making a positive impact are essential for living a meaningful life. Remember that we are limitless, and overcoming our fears is vital. By working towards our goals and sharing our knowledge with others, we can build a legacy that inspires those around us. Connecting with like-minded individuals and participating in supportive communities can help us grow in our personal and professional lives. In the end, it's about living fully and staying hydrated for the journey ahead, making smart choices every day.
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So how many people do you think you brought in that first post? Do you remember? On the Shaver? Yeah.
I mean, I know we crushed it. Like, I'm like, I'm gonna keep it all the way transparent with you guys. Like, we crushed it. You know, like, I used to hit Neil. He used to be like, he used to be like, dude, how are you even doing that? Say you crushed it. What do you mean? Like, give me some numbers. I mean, we were spending three, like, and making 15 on the front end. Like front end, like, and what's the back end? The back ends of lifetime. I have three, two, one.
You're listening to the Real Social Proof Podcast with Mr. Sleepers for Suckers and Cell, David Shands. Let's get it. Welcome to another edition of the Social Proof Podcast. You're going to clap. OK, right now. Welcome to the Daily Mail.
25 really dope people that have really, really dope stuff, man. And today is no different. We have a power couple that is absolutely killing the game. I just have to applaud y'all because what you've been able to do, not only in business, but to do it as a couple is phenomenal because I'm
Me and my wife can't work together. Anybody who try to work with your girlfriend or your spouse, it's easy to know. No, it's not easy. So I will get into a lot of that, but I would definitely love for you all to introduce yourself, maybe ladies first. Of course. We can get into the interview.
All right. So I'm Savannah Surini. We've been married for 11 years. And you know what? I don't like to give myself a title and a business because I'm like really passionate about what I do. And I'm really passionate overall for the business. You know, I like to learn a little bit of everything, but I'm also. She wants to touch everything.
That's what she's really saying. But that's what she's saying. I want to be everywhere. I want to know my finances. I want to know the marketing. I think it's really important that you're well-rounded about your business. I won't be able to step into a conference or meeting and at least have an idea. What do you tell people that you do? I'm an entrepreneur. I'm a podcaster. What do you call yourself?
When I call myself, that's a really good question. So in the business, I, I'm the main instructor, you know, I do the class. I'm a fitness, I always say I'm a fitness instructor, right? But I'm more than that. I'm the founder. I'm, I'm the queen warrior. You know, that's what I say. I'm the queen warrior.
So, man, how do you introduce yourself, brother? I'm a serial entrepreneur. I've been entrepreneurs since I was 18, and for Queen Warriors and the CEO. But I'm also, I own another design and renovation company called Ferranini and Co. And I'm the principal designer there, and also just the main business owner.
Do you still do that? Yeah. Really? Yeah. We just got finished filming our first episode of our issue TV show. Really? Oh, that's lit. But you guys have 30,000 plus subscribers in Queen Warrior. Yeah. Right. Yep. And it's $14 a month.
That's right. 40,000 a month. Yeah. So it's Queen Warriors, you know, female subscription, health and wellness company. Only female. Only female. Always live. Never prerecorded. And they see the, you got the, we're in the mobile stores now. So the app stores or it's queenwars.com. Like we're hitting both sides. So why only female?
Why only female? I feel like the world doesn't do a good job bringing women together. They're always trying to separate us, right? And when you really dig deep into it, you ask yourself why? And it's like when women come together, genuinely,
We do some crazy stuff. It's magical how women to women, we can heal each other. We can uplift each other. It's different when Matt tells me you look beautiful. I'll be like, OK, thank you, babe. But when a woman tells me I look beautiful, I'm like, yes, girls, thank you. So it hits different. And so for me, coming from where I came from and all my struggles, I understood what I needed and what I needed was to be around women, like-minded women.
Throughout my journey, when I finally got to a good place, I was like, you know what? I want to turn around and be able to like use my pain to uplift other women, right? Because I felt like there's not enough spaces for us, right? And it's just like, it's a two for one. You know, you tap into the mind, but you also get amazing results because it's like when you look good, you feel good. And so it's just like... So you alluded a couple of times that like you had like there was, it was sparked out of some sort of pain or hurt. Can you tell me about it?
Yeah, so we're a blended family. I had my son when I was 17. And this was like my first relationship ever. I had a baby and it was abusive, physically, mentally. So coming from mom and dad, you know, a family of mom and dad, like this was something completely different for me. Like I'd never experienced it. And so for me, family is everything. And I try to like ride it out, you know, figure things out, but it didn't work.
And so I'm saying you stayed in the abusive relationship for five years. For the sake of family. For the sake of family. Is it not for the sake of, you know, I'm glad we're having this conversation because I never understood it. Like if somebody, if somebody lies to me, they're almost like out of my life. Because now you're lying. You know what I mean? But what?
Like the first time, like you, and I hope you can talk about it, but you could abuse first time, second time, third time, fourth time. Do you get used to it? Well, you know what it is? When you really like backtrack, there was something that happened in your childhood, right?
So for example, for me, it's like my dad was always traveling. So my dad, we grew up with my mom and my dad, but my dad wasn't really an act of father role. So I craved that love from a male, and I craved to feel safe.
And I know it's kind of weird because you're like, okay, you crave to be saved, but you were in a relationship where you weren't saved. But this person gave me love, right? It made me feel sick of whatever, right? Or whatever I thought love was at that time. And so it's
It's, it's a lot in a sense, right? Because I always ask myself, well, why did I stay? But because you feel like there's some hope, right? And then you feel like they're going to change. But you don't realize that the more hope you give, you're somehow losing yourself in the mix of it. You know? So Matt, that seems like she's bringing some sort of baggage. Well, yes. Bring it a lot. Yeah. Right. So from your perspective, how did you have to bear some of that?
Yeah. So we met freshman year of college and we didn't just like jump into a relationship, you know, it was more like a friendship, mainly because- Hold on, I'm sorry, what year was this? 2006. Or how old were you when y'all met? 18. So you were with an abusive relationship since you were how old? 15. 15. Yeah. So that was three years?
almost. Yeah, no, I was we were together. So I was about there was some overlap from the friendship to the, you know, wow. Yeah. And I guess experiencing it that young, it just, it's just a party that God lead. Yeah. Yeah. You know, um, but I'm a woman of faith and I feel like, you know, like, well, I know, like Matt came into my life for a special purpose.
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You know what I mean? And like to him, he was like, he probably thought this is a real cute girl, whatever. But to me, he was like a rough or fresh air. And he was like my best friend. You know what I mean? And he showed me that I can be loved and cared for and feel safe, completely different. And I didn't have to.
you know, go through abuse to fill love. Absolutely. So yeah, I want to hear from your perspective. Yeah. So I mean, I didn't know her situation. Like when I met her, so first time I saw I was freshman orientation there. I'm up in the bleachers and with my boy, and I got perfect birds out of view of the whole situation. You know, you can kind of pick them. I saw her and I was like, I told my man, I was like, yo, I'm like, yeah, I'm going to definitely check her out.
He's like, yeah, I'm telling him. So anyway, so I ran into her in the hallway like first time face-to-face interaction. And we had instant chemistry. You know, as a guy, it's like, you see a girl you like, you're thinking about a certain line, or is that what I'm gonna say to her? It's gonna be mine.
We just kind of walked up to each other and was just like, hi. And she was like, hi. And it was just like, it was just so organic. The chemistry was crazy. But more than anything, I saw that, like, you had this phenomenal, beautiful woman, but her spirit was so low. You know what I mean? Like, it sensed that instantly. And literally one of the first things I said was like, why aren't you smiling?
And she's like, she gave me that Philly attitude like, ain't nothing to smile about. So literally like, I knew there was something there. You know, you could see the pain, but I didn't know the specifics. You know, I didn't know the specifics of it until much, much later. So walk me through getting to know and like uncovering the layers that I'm. Yeah, yeah, yeah. So.
So basically that hallway situation, we would meet there, because I was even in class, she was going into a class. So every week we knew, okay, we want to see each other here. But she had a lot to do, you know what I mean? Like all the ball players, everybody was kind of on us. I was just like,
I'm gonna play cool, you know what I mean? I'm not gonna, I'm gonna take my time with this. I'm gonna play the long game with this. So we would chop it up, talk, you know, and I'd be like, all right, see you later. And she was like, damn, like, I don't call that action. I'm a CTA. You just gonna draw some game and roll out.
So I did that prior for like, I don't know, maybe four weeks. And then she finally just gave me her number. She was just like, you know what? Just like, you know what? She was like, here's my number. Call me. You know, call me. And I probably waited. You know, you had at least wait three days type of thing, you know? So I was like, all right. And I can call her and finally called and, you know, chemistry was great. And, um,
You know, we were just, you know, we kind of had a good friendship. And she obviously, she had Enrique, he was my son now. He's 15, I believe it or not. He was three months when we were in college. He was three months. So for me as an 18 year old, you know, I wasn't in no position to
pursue a serious relationship with somebody that had a child. I just mentally, I just wasn't looking for anything like that. Meanwhile, she was still kind of back and forth with her first relationship trying to put one foot in, one foot out, everything. So it kind of worked out because I wasn't mentally there, and then she was still trying to see if she could salvage that relationship. So we basically spent
our whole college off all four years, we were five years, we were super seniors. But I just sat out there. I just sat out there. Those years. Welcome home for five years? Yeah, those are the men together. Yeah, exactly.
And we basically spent that just kind of being friends, you know, we were, you know, we were intimate, things like that. But it was just like, we were just in different phases in our life. And then senior year, it was kind of like, all right, man, I can't shake this girl. You know, our minds will just, you know, we might as well just do this thing. So senior year, we just kind of got serious and then it moved pretty quick from there.
Like right after senior year, we got married. Well, senior year, we actually got married. Oh, wow. I finished the final exam and then went to the wedding the same day. Yeah. Wow. So basically I matured throughout college. I realized, you know, you're never going to get a perfect, perfect situation. You know, like life doesn't work that way. And it took me four or five years to realize that, you know, this girl's amazing. She's smart. She's beautiful. She's caring. She's kind, you know, all these great qualities, ambitious.
But okay, she has a child. So I had to learn that, you know, you got to be wanting to compromise, you know, and it was the best compromise I've ever been because, you know, senior year, I guess you guys graduate. What was the plans for the future? What was that conversation like? Was it, you know, I'm gonna get a good job. You get a good job and we just have a job or like, what was that like?
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What a back, the little bit of back story is when we were in college, you know, I was working as a handyman. My mom and I had a handyman business. So your mom and I. Oh, yeah. So basically when I was in college, my mom and stepfather broke up divorce. He was the main breadwinner. So basically we were just kind of, we didn't have any real income. So my mom and I got together and said, all right, we're just going to do our own business.
So I was literally going to school during the day and then like unclogging toilets at night. You know, she wasn't doing the work. She was doing phone calls and sales and stuff like that. So the first thought wouldn't be our major bread when he's leaving. I'm gonna go get a job. Yeah, that's not the first thought.
No, because honestly, I don't think a job would have been enough to provide for me and my mom, you know, our entire household. You know, this is a mortgage payment. This is, you know, I'm, and I'm a student and my mom didn't have any like formal training. She's always kind of done different entrepreneurial things.
Gosh, yeah. And where were you at in terms of your career? So when I was in college, I was working three jobs. Like I was working on campus. And because I had my son, so like my schedule had to be like a little different. I couldn't work a full time. And I was a full time student too. So I was working three jobs. I worked two jobs on campus and then Thursdays, Fridays and Saturdays. I worked at a bank as a retail. Really? Yeah. Find it. So when did that finally stop?
when we got married. I quit when I got married. That was making enough money to take care of. Yeah, but at that time, so yeah, I started that business like sophomore year. And then by the time we graduated, got married, we transitioned to an actual kitchen and bath company. And we were making enough to where, yeah, she was able to quit and stay at home mom. Because I was working like 80 hours a week. Kind of strange. Yeah. The type of strain was that on the relationship.
It was a lot because we were just married. We had just graduated. And I was expecting Josiah, which is my middle child, my second one. And so it wasn't what I envisioned. It was really hard to see all my friends go away to grad school. And I was home with two kids while Matt was working. He was working literally early mornings, late night. So it was a lot for me to handle.
On top of that, like, I wanted to be a pharmacist. I have a bachelor's in biology. My goal was to be, I wanted to be a pharmacist. And I worked at, oh, I worked at CVS too. And so, you know, when that wasn't, you know, in your head, you have these plants. And like, when you don't see them through, you're like,
You know, that's where it was really tough, you know, and then I was struggling with like postpartum depression too. So it was very, very tough for me, but
I, however my parents' relationship was, like one thing that I learned from my mom, my mom wrote out, like my mom's been a writer for my dad forever. She, you know, she's been such a great example of what a family and what a wife is supposed to do for their husband. So I knew my responsibility, my duty was to support my husband. That meant I had to stay home and be with the kids, and that's what I was gonna do. Wow, can we clap that up though? Like, that's a hard,
So in terms of I have dreams, but I'm going to give up my dreams and I'm going to be a stay at home mom with the kids and support my husband even though there's some things that I want to do in my life.
That's any depression set in with that on top of. Oh my God, for sure. It's such a constant battle, right? Because in your heart, you know what you want, right? I want it to be out there. I want it to be a pharmacist, go to pharmacy school or nursing school, whatever. But in my mind, like I knew that that wasn't my time right there, you know? And, you know, we're a big family of faith and it took a lot of prayer. But nonetheless, like it didn't mean like,
I wasn't like, I wasn't going to be unhappy about it, you know, and it did contribute to my postpartum. And, you know, literally Matt would come home and I felt so bad, but he would come home and I would literally like, we would go to bed. And he was like, how was your day? And I was just like, breakdown crying. I was like, I just don't know what I want to be. Like what I want to do. I don't even have friends. My friends are away. I'm saying here talking to kids, you know, because my kids were little. I'm like, I don't even have interactions with no adults.
and I'm like, I knew I was meant for big stuff. I knew I was meant to have a big impact where I just didn't know what it was, but I needed to find my purpose. I love being a mom,
I felt though like I grew up feeling like when you're a mom, you got to like go of your life and I didn't want to do that. You know, I still wanted to be a mom, but be me. You know, because before my kids, it was me. You know, and I want to continue to live my dream. So it was tough. It was tough. Yeah, I mean, we just to add to that point, it's like,
She didn't know where her purpose was. So basically consolidated. And we would go out, okay, what do you want to do? You know, what about this? What about, you know, you know, problem solver? No, you're just like, we can fix it. And she just, there wasn't really much that resonating. We were talking about for a couple of years here, which was just like, you know, so imagine you just seeing your wife
you know, just not fully fulfilled, not her purpose and just like, so it was tough. It was really tough. And do you work all day? You come home, you're tired, but you got to hear it. You got to listen to him out of sleep. You're like, oh man, good experience. I was like, I can't, I'm tired. I'm trying to fix this problem. And like, you know, but it wasn't one of those type of things. It was like, you know, God kind of was molded, still molded in shape. So this was going on for years. A couple of years. The first was Queen Warrior, the first concept or?
What was it? Well, it's funny, right? Because, because I, you know, I have already experienced abuse, right? So I have that trauma. Then I'm dealing with postpartum depression. Then I'm feeling unfulfilled because I didn't get to go to school. I didn't get to like fulfill like my desire to be a pharmacist. And so, um, when Matt was saying like, we really literally just try to hold a bunch of stuff like,
I was just like, no, no, don't like it. Doesn't do anything for me. I needed to feel like I'm a field person. I needed to feel that this really like made my heart feel warm and cozy and it wasn't doing it. So a girlfriend of mine at the time invited me to a group on class. What year is this?
2012. So she invited me, she's like, come on, I want to work out, like come with me to the group on class. And I'm like, all right, girl, whatever, like, let's go get out the house. And he's always been so patient, so supportive, regardless. And he was like, just go like I'll stay with the kids. Boom, I show up to this. And it's a, it's a class.
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Check out the Patreon. We got three tiers. I don't care what tier you join. The support is appreciated. Okay. Thank you so much. Now back to the episode. It's a fitness class, no equipment, no equipment necessary. Like no equipment necessary. He was like, I think he was like a veteran. And it was just so cool. Like,
Were you into working out? No, no, that's a funny part. Like, I mean, I'm Latina, you know, we love to eat. I didn't play no sports. I'm like, the only sport I play was soccer. And my coach only put us on the team so I can distract the boys. But I stopped the boys.
I was the only running I did. And so I started going to this class and what I noticed is it made me feel so good. And what I realized is that I needed at least one hour to be able to fill my cup so I can then go back home and fill everybody else's cup.
And so I've always been like that person that like, I need a goal, like what am I working towards, right? And so I was like, you know what, I want to be a queen warrior. Like I want to build myself to be a queen warrior, right? Where did the man come from? The heart of a queen, a mind of a warrior. Like I just wanted her to be strong, to be confident, to be bold, you know, because I went through a whole relationship where I didn't have a sense of like,
It's present and controlling myself. So it's like, you never let go of those traumas. You didn't come up with the name as the name of a business. You just came up with the name of what you wanted to become yourself. That's what I wanted to become. So that's why like Queen Warriors, like Queen Warriors is not just a workout. Like this is who I wanted to be when I was like broken and like not broken, but when I was like just falling apart and it was like my darkest time in my life. And so
I worked out, and I was just every single time I remind myself, I'm become a Queen Warrior. It's 2012. It's 2012. And when do we actually start Queen Warrior 2020? Last year. March 2020. So for eight years, you're just working out consistently, and this becomes a love or a passion. So when'd you start working out? Do you work out? Do you look like you work out, right? Well, you know, you kind of have to, if you're married to like, you know, then Queen Warrior is like, you know,
So I was thinking about a marriage, like she wasn't in the fitness when we got married. She became in the fitness and got into fitness. So, you know, it's one of those things you kind of gravitate towards, but I mean, I do fitness because I have to, because it's the right, it's good for you. But I'm not like, I'm not a hardcore. Me too, y'all. I really am. Yeah. I just do the minimum. I'm like, minimum effective, those guys, like what's the minimum I can do to get like, to be able to sit here next to her and not look like, yo, who's the ball set next to her? You know, like you go to the gym and you work out and you leave like, yes.
I don't even like that. Like even in the gym, I feel terrible. Why not do that? I'm tired, my legs hurt. I'm trying to break out of this though. You're like, where's the hack? Where's the hack for this? I found one though, I think. I know after a while. I'm doing intermittent fasting. So I only eat between 12 and eight. I say it like it's a lifestyle for me, but I'm like four or five days in intermittent fasting.
It's a mindset thing. For eight years, were you thinking of business or you're just like, you're doing this because you want to look good, feel good, do you start products around fitness or what? No, at that time, no.
I mean, she did 2012 all the way to 2016. So when she really got into her fitness journey, there was a challenge that Oxygen Magazine had. It was open to everybody. And Oxygen Magazine said, OK, we're going to do a challenge, 90-day challenge. And she came to me one day and she was just like, oh, there's this challenge. I want to do it. So the winner of the challenge would be on the cover of her magazine. And the magazine goes like 50 countries. It's like a big deal.
So she's like, yeah, I want to sign up for this. And I'm like, OK, cool. So she went through that process because this is kind of like the shifting moment where we're like, OK, maybe maybe we should do a business with this. But she did that whole process. And to this day, I don't eat Brussels sprouts because that was part of the routine. She had to eat Brussels sprouts like every day in the whole house.
and like smell like trash. So like if I see Brussels sprouts as a matter of its being made, Brussels sprouts, like I don't want no parts of Brussels sprouts because my house is distinct like that for like 90 days. So, but she went real disciplined and you know long story short like she ended up winning like 10,000 women. First Latino. Yeah. We clapped it up.
Congratulations. This is a win for you, like, are you finding, like, more confidence now and you're loving more of who you are at this point? Yeah, you know, it's been a journey. It's been a journey. And I feel like the older you get, the more comfortable you are to, like, explore and continue to explore yourself. I call it the dating journey. And that's where I'm at right now with it. You know, you get to dig deep and truly get to know yourself the good and the bad and try to, like, really get down to the root.
of what's causing you know certain beliefs or what's you know what are these limited beliefs that you're creating in your hand because you realize like a lot of things that we tell ourselves these are like limited beliefs that we've created and somehow pinpoint to somewhere in your childhood or your adolescent years where you kind of like created this in your hand and now it's like you carry it on as an adult so
So 2016, you win and you get on the cover. You're on 16, right? Yeah. So what were you thinking business at this point? So yes, at this point, I mean, was like,
instant kind of exposure, you know, I can say that people think you get a break and then like automatically money starts like just rolling and rolling into your bank account, but it doesn't work that way. You know, she made the cover and then we really hustled it. You know, we really, you know, went to order to the news stations and, you know, really kept pitching it and packaging it different ways.
uh pitching what like pitching to basically like hey there's this you know woman here she's a mom she's a mama too and she transformed her life and basically just trying to get more opportunities from that opportunity right but there's nothing we're selling at this point no when i said we're just literally trying to look for that moment on that brand exposure got you got you got you got you got you got you
So that's working out, I'm sure. Like, speaking engagements that we're going to have? It was like she was on Fox News for a bond. She was on Dr. Oz. She was on... We don't have it. We don't have it, so. We don't have it. We don't have it. We don't have it. We don't have it. We don't have it. We don't have it. We don't have it. We don't have it. We don't have it. We don't have it. We don't have it. We don't have it. We don't have it.
Yeah, so that came a little bit later. So the next thing we did was the Fit With Bobby Mobile app. That was like... Fit With Bobby, okay. Yeah, it was called Fit With Bobby Mobile. This was 2016. Yeah, 2016. Fit With Bobby Mobile app. Tell me about that.
worked around the clock on it. Oh my God. Yeah, 16 hour days. Literally launched a few hours before the new year. So we were home at our dining room table, grinding, uploading the workouts, doing the whole back end. Do you want to have that yourself? It was a white label. Yeah. Yeah. So we were always just a final white label that could work, jumped into it, did all the filming, did all the editing, did everything pretty much. Launched it was great.
First couple of weeks, like 500 members were like, okay, this thing is rolling. How much was it? $28. $28 a month? $28 a month. Okay. So with the same model that you guys have now? No. Well, it wasn't live. Yeah. It was prerecorded. And it was just her, like it was just her program's on it. But the big difference was it wasn't live. It was just prerecorded.
Yeah. God, you got why? 28. What y'all still in from all right? 28? The judge that used that as a model. Who was it? All right. 28. You know what I mean? All right. 28. It's like a 28 day. My 20 Jason and Jake. No, I give me X 28. X 28. Oh, no, I don't even know. It was called our eye 28. Oh, back in the day. Okay. I'm wondering where you guys got the $28 from.
I think I just saw that like, I mean, something we always do. And this is, you know, I recommend every entrepreneur. I mean, if you're about to do an offer, just check with the best, the best people in the space are doing check, which is a better one. That was like a good price that seemed to have, you know, price point wise.
gotcha gotcha so the app you guys upload a bunch of videos $20 a month and I'm just guessing that you just continue to upload videos every month is like fresh yeah gotcha so we release it 500 people sign up yeah so I went like this and then it just it was a complete complete failure why um
We couldn't grow it past like organic growth. Number one, number two, it was literally Matt and I and Juni, right? So yeah, it was, we didn't know how to scale it from a marketing standpoint and we had technology issues. Yeah. Okay. So tech had issues, you know, you kind of just jump into a white label. You just assuming every, everything that's supposed to work is going to work, but there was a bunch of like bugs and issues in it.
It has so many different features or something we learned about. Sometimes simpler is better because they had all these cool features. So we went with that, you know, that particular software company, but it was buggy. There was issues, but the biggest thing was we didn't know how to scale. So this is applicable to like most people on social media, right? You have a following. It could be a thousand people, 5,000 people. And you do an offer. You put something out there.
You get sales, right? Because, you know, as your aunt, you know, as your buddy from high school, we share, you know, people that just like David, people that just like Bobby, and they say they support you, right? And they buy it, and maybe they enjoy it, maybe they don't. But then, once you go through that following,
And that's like your only marketing strategy, it flatlines. So this happens all the time, that's what you see. What are you doing in that situation right now? Right now? Okay, yeah, yes. Okay, I'm with you. It happens all the time. I mean, how many people do you see? They start selling something. And then all of a sudden, a month later, they're not selling anything anymore. And they're trying something else, they're trying something else. They call it rebranding. Rebranding. They call it rebranding. Exactly.
And they think that the issue is the product or the offer, but the issue is really they haven't figured out how to scale that marketing. You're going to teach us how to do this, right? For sure. Okay, for sure. Yeah. Give her a round of applause. All right. All right. We get to these 30,000. All right. So the app didn't work in our use. So I'm get this still a four hour.
I mean a four year gap between, I dropped my first app to this massive business that you guys built now. So like walk me through it drops then what happens.
So Paul, I mean, something you'll notice just from our story, we constantly pivoted like our spotlight from me at first, she supported me, then boom, she got some energy. So I supported her when she made oxygen. And then after that kind of, you know, that didn't work to fit with Fabi around that same time, I had did a big project with Gordon Ramsay on the home renovation side of things. He hired me to do a big project. I was a TV show, got like three million views. So it was big. So that kind of,
then we kind of shifted energy back to our other brand. But I want to point out too for like a couple that like every single time you're not going to be the driver on the bus, you know what I mean? And you got to be comfortable to take the back seat and lead from the back, right? When you have a fire truck, you have the guy driving on the time, right? Because he drives the back wheels and then you have the driver in the front. So it's like, it works the same way. And we've been able to like
have the success we have because we're okay. Like, okay, you drive in the front, I'm gonna be in the back. I'm gonna be in the front, you're gonna be in the back. And then when Matt says like, you know, we switched spotlight, that's what it's been. It's like, different times, like when the app failed, it was like, all right, cool.
I'm done. Then his project came up. You know, this happened to come up and shifted all energy to mine, you know, because at the end of the day, we're married. So his wins are my wins. My wins are his. And you know what I mean? It's not we're not here as individuals. We're a team. So, you know, you guys are making.
that it's a lot harder than you're saying. I mean, especially, I mean, unless both of you are on the same accord in terms of not being so prideful to say, go ahead, you do this. So, okay, we have to add now, we're like, all right, forget that. You probably shut that down.
Yeah, no, we shut it down. I'm like, I got to get back to make a money. So I'm gonna go back to this. We got some great opportunities there. And that rolled into just like a bunch of other opportunities for like three years. It's just three years with his role in architectural digest, you know, the big magazines, national awards, all of that stuff. And she's just supporting me. You know what I mean? Like she went from cover magazine girl being on the news and everything to back to being a stay at home. I mean, like,
The story is crazy. So it was like, it's a tough, like, it's a tough pivot, but, you know, we kind of have our unified vision and, you know, we have our angle that we look at. But, um, so we shipped it back gears. Now, the thing is she never stopped posting.
And that's what I was on social media. I'm like, I'm like, look, like, when I started my journey, I was like, I don't see nobody that looks like me. I'm a Latina Brown, you know, I don't see nobody looks like me, curvy, mom. I was like, I can't relate to any of these. He's on the big commercial space. Look at the big fitness companies.
really? So you always look for somebody that you can say, oh, I look like her, or I want to look like her. She's body goals. And it's like, I don't have that. So I'm like, you know what? I'm gonna start sharing. So I started posting what I did with my kids, my workouts, and so forth. So fast forward to when the ad fell, I was just like,
I still believe in this mission, right? I still believe that, like, I have a connection with women, and I want to make sure that I'm helping them regardless. Whether I monetize it or not, like, I still want to continue to deliver, to educate. And so, like, I went ham, I was creating content, and he would be like, what are you doing? Like, you're spending so much time on social media. He's like, you're not even selling anything. I'm like, dinner's not even ready. I'm like, you're sick in pictures, I like it.
I just worked 12 hours on my own. I'm like, you know, pizza. I'm like, yo, what's going on here? What are you doing?
He was just still building the bridge. She was helping women. She had to feel that connection to women. And she had to feel like she was making an impact. But the beauty in this whole thing is she spent four years cultivating an audience and not asking them for a single thing. So that's where people skip. People just see from zero to 30,000 subscribers and 20 months and they're just like,
But she cultivated and nurtured this audience for four years and never asked for anything. Not an affiliate, not a supplement pop, not nothing. You know what I mean? So I didn't understand it, but she knew in her heart that she was just, she was doing, she was operating out of passion, not a purpose.
And I was thinking about business. So, you know what I mean? Like, and she's always the purpose passion, one in our ventures. So anything we do, it has to make business sense, but it has to have that purpose and passion. Like it has to bounce off. If Bobby, you're just doing it. Like in your head, were you thinking, all right, I'm going to be building another business. And I think I'm going to do this Queen Warrior thing. So I'm just going to keep building in the back of your mind. Was it there? Or you're just saying, I'm going to follow what feels good to me.
Well, you know what, after that failed, it did kill my morale. I'm not gonna lie. I went back to those childhood feelings, like, I'm not good enough. You know what I mean? Maybe this is not for me. And you start to remind yourself of those limited beliefs. I'm not good enough. And then I was just like, you know what, maybe I'm just meant to be a stay-at-home mom and just be Matt's wife.
But now looking at it, this is what I was telling myself, but I was doing something different because I was still creating the content. So it meant that both of those worlds just didn't align. I was doing something different, but I was telling myself,
these limited beliefs, right? So it can at least make me feel good that I was okay where I was at. I'm doing the activity through your limiting beliefs. You're doing that activity anyway. But you might write that down. Like I feel like, like somebody write a key text that to me, Joe. Like, I mean, seriously, we have these games in our head where we don't think it's going to work, which affects our activity. But you like, yeah, I'm just going to do it anyway. Yeah. Yeah. Absolutely.
Yeah. So, so walk me up to 2019. Oh, I see it now because you're in like construction and things like that. And then COVID hits. Oh, yeah. Exactly. It's almost like a first throw reversal because who's doing construction? I mean, what?
But I was, can I just say that like for so long, like I've always admired Matt, like when I met him at such a young age, this guy was such a hardworking man, you know what I mean? He's always been so bold, so risky. And he went after the things that like he really got to do, I mean, and he's such a great communicator. So for me, I've always admired those characteristics from him, you know? And even when I wasn't working, I was still like, in my mind, be like, I won't be like home when I grow up.
I wanna walk into a room and be like this at, you know, April. Yeah, we go good. You know? You know, boss lady, and you know, I wanna talk and be confident and feel like I know what I'm talking about. And so I will always like sit by his side and be like, so what are you doing babe? And so who's your customer? And what's your designing? And so like, you know, I started to slowly make my way to his world, right? To the entrepreneur world. Wow. Because I wanted,
like I wanted to like do what he's doing, you know, in a sense like character-wise, you know, like I've always like loved that. You know what this resonates with me? It's because my wife isn't like an entrepreneur. She's doing some things like I'll start like a chore business and she'll like kind of run it or we'll do Airbnb and she'll start doing it. But I, and I'm just thinking about it now, is she'll ask me certain questions, but I'm thinking she's asking me the question just to be engaging.
just to support her husband. But she's probably taking it all in. When she said something the other day, she's like, I'm gonna buy you a Lambo. And then we both laugh. We both laugh about it, right? And I'm like, oh, yeah, that's what's up. But I just realized that I was almost laughing off what she sees in her head.
And you're probably sitting there like, yo, I want to be, I see what he's doing. And we never, we never know like who's watching us. You know what I mean? So you're studying your husband. Yeah, I was, and I still do. And I've learned a lot from him, you know? And so like that's how I made my way into like the entrepreneur way. And let me tell you, he is not easy. So when like, I wanted to like present any ideas, I'll be like, I'm ready. Like I want to launch a program. It was like Shark Tank or something.
He was like, what do you got? Did you do it? What is your plan? And I'll just be like, I don't have it. I don't have it, but this is my idea. And he'd just be like, nah, like, how are you going to make money from it? Or if I'll be like, I won't get the certifications. Like, OK, what are you going to do to make sure that you get that money that you invested in that certification? I'll just be like.
Damn it. I'm gonna come back. I'm gonna come back. So when like, it's like, I already knew it's like, I used to call my sister, like, and I used to be like, yo, I'm telling you, like, when I find that perfect, like, you know, business, I'm gonna pitch it and I'm gonna just be ready waiting for like a perfect moment to be like, here you go, baby. I got it. And we covered. Yeah. Nah, for sure. I mean, people have a
Often people have a habit. If they're not seeing progress, they're just like, you know, like in her case, okay, she got a certification and personal change, got certification and health coaching. So I get a certification and prenatal, which I'm just like, yo, we got to cool out on these certifications and like figure out, you know, what you actually want to do. So that's, that's a lot I wish you would speak into, but.
But yeah, it was a process. Walk me through the birthing of this Queen warrior situation. It's crazy. I just want to preface and say, most great opportunities are birthed from obstacles. Most great opportunities come from obstacles.
big fat because this was the biggest obstacle we faced. COVID-19. COVID-19. Yeah. So basically, you know, as I was mentioning, we had a lot of great momentum with our company, with seven-figure company, with the multi-million dollars. And, yeah, my design comes out. I keep saying construction. We do design and renovation. For Iranian co. So, you know, multi-million dollar company.
And then, you know, COVID happened, right? And the whole world kind of shut down. So within like seven days, I lost over a million dollars in contracts. Yeah. So people between people like postponing, you got to understand. So this is a luxury business. We do 200,000 kitchens, like, you know, luxury stuff. Yeah. So I bet your house is crazy.
It's nice, you know. It's like, you know what's tough on ourselves. Then your podcast is like the best. You know, it's good. You lose a million dollars worth of contracts.
Yeah, so basically between customers, postponing projects and canceling and see what happens in our business, we'll spend a quarter, three months, three to six months to prep for a project, you know, to design it all, order everything laid out. So we put a lot of hours into it up front.
So when that happens, not only did you lose the million, but you also lost all that operational costs from about a quarter. And at that point, we were operating about 50,000 a month.
So you're throwing another 150,000. So that all happened at once. And that was probably one of the most difficult times because we have full staff, employees, things like that. So yeah, I remember we were in our living room at the house. And it was like,
It was a little bit, it was late at night. It was a little bit dark. And we were just like, you know, what are we going to do? You know, and it was just like, I probably spent about a week just waking up, like, just not wanting to wake up. When you wake up, you're just like, man, you know, what are we going to do? And, um,
you know, through that, you know, we learned a lot. And I think the biggest pressure is that's not something you could just work your way through. You know, it's not like, you know, you have obstacles by, oh, well, I'll just go make more sales or that's, it's so out of your control. How did you, how did you feel like as a man that's normally the builder that you can't, it's 100% out of your control? Yeah. How did you feel? It's, um,
You know, it was a scary feeling, you know, just because, you know, you've worked so hard, you built something and then all these things are happening in South Saudi control. And I have my wife, I'm like, kids, remember that business I own with my mom, you know, I have other family members part of that business. So it wasn't just like her and I was like our whole family and all these employees and things like that about to be impacted. So it was the hardest time of my life as an entrepreneur.
You know what I mean? Like literally. So superwoman sweeps in and says, I got this. He's just like, that's my moment. But you know what? I remember too, because he's very like, he was feeling really crappy. And like that Sunday night, I think he was in bed. And I remember it was Sunday night, he was in bed, storm in the bedroom, you know, like, ah, open the door. And I'm like, babe, oh my God, I'm like, I got a really good idea.
And he's like, yeah, what's up? And I'm like, how about if I teach live, like if I work out live with women? And he's like, what do you mean? And I'm like, well, you know, like for me, it was like, I just had my daughter, you know, she was five months at the time. But I also
through my past pregnancies, because I deal with postpartum, the only thing that helped me get over that was fitness, fitness became my lifesaver. And so I'm like, I just had a baby, five months, I was at my fittest, I put some weight on, that was hard for me, so I was starting to slowly feel like I was getting back into that postpartum back, and then my kids are about to be home from school, my husband's about to be home,
I'm like, yo, like every stay home mom's worst nightmare, right? Everybody home seven days a week, 24 hours, like what? So I was like, yo, I just want to work out. And I was just starting to get into the rhythm of like going back to the gym. Like I literally just went twice before like everything was shut down. That's it.
And I was like, yo, I just want to work out. And I'm like, but I want to work out with women. And because we were secluded, I'm like, I just want to work out with women. I'm like, I just need 10 girls. That's it. And he was like, just 10. I was like, I just need 10 girls. And I'll be good. It's going to fill me. And that's what matters. Every business is solving some sort of problem. And for me, it was solving my health, my mental health. She was the avatar. Yeah. She was the avatar at the time.
Yeah. And I think it's cool. You said you just had a baby five months ago, and you're not at your perfect model of fitness or weight. Yes. But you do it anyway. Yes.
That's commendable. But you know what? For me, one of the things that I take a lot of pride with my social media, I've always been 100% transparent. It's cute, you show me the good stuff, but I wanna see the real life stuff, right? And so for me, it's like, you gotta be the change you wanna see. So it's like, all right, let's see real life stuff, right? And it's like, show up with your crappy pajamas and your crazy bonnet. So it's like, I want it to show up like, okay, I know like,
before my pregnancy, I looked real good, abs was popping. And now, you know, I got extra 20 pounds, but I was like, I want to show women that it's not just about the physical, right? It's about the mental. And I was like, we don't start here, but we won't work our way because we can do anything we put our minds. Did you charge these 10 girls?
Yeah. How much was it? $14.14. Yeah. So you had a $150 a month business plan. Well, I was listening to any of that. I'm the emotional purpose. His mind is like two things. Part of the situation with COVID was just like, OK, my business was significantly affected by what industries are thriving from it.
and gyms were closed, right? So, you know, it made sense. People were home, people were eating more, people were drinking a lot more, you know? So, it kind of checked off a lot of the boxes and that was like March 20th and we stood up there offering like 72 hours and launched March 23rd, 2020. How many people joined on the launch?
Um, it wasn't really a launch, you know, like, you know, I think about launch, a launch now is like, you know, we're going to build up a wait list for 14 days a month. It was just like, yeah, we're here.
Y'all would work out. It was just like, let's see what happens. But instantly click. I mean, first day, we had over 100 members. But remember, four years of nurturing, these people had just been rocking what I was just like. So first day, we got over 100 members. I was just like, OK. I was like, all right. I'm thinking we might have something. But the biggest thing I think came a month later when
I saw the results of the before and afters in 30 days. That's when I was just like, yo, what the hell are you? What's going on here? Like, what are you teaching these girls? Like, right? Like, what is this? You know, when I started seeing the before and after pictures come in. So you wasn't really paying attention to the business. Like, it's just her thing. No, I was. I was. But it was like,
You know, I was just like, you know, I was like, we'll see, you know, we know as entrepreneurs, you're gonna fail seven times just to see once, you know, that's just, that's just what it is. But you just, you keep swinging, right? So he did say that he's like, we'll see. And I'm like, whatever, you know, I'm like, I'm like, I told him, like I straight up told him, I was like, I promise you, I'm like, this is going to be big. Yeah. You know what I mean? Did you see 30,000 though?
I just, listen, I was praying and like, I knew like God told me to sit down for a little bit for a reason, you know what I mean? And I felt like those four years was that moment for me to somehow work on myself, try to figure out whatever it was that God wanted me to see. But I told them like, I felt it in my heart and I was like, dude, this is gonna be really big. And he's like, all right, you know what I'm saying? Did you see 30,000? From the door? From the door? No. What the, like, what was the, what was the max?
You know what? It was just like, I mean, okay, so when people run subscription models, right? Realistically, you're like, okay, if I can get a thousand people to sign up, you know, at 14 bucks. That's where I met, actually, because I have a subscription model. Before we talked yesterday, when you said, yo, we got 30,000, because I think somebody mentioned it, I just didn't think, but then you said it, I said, how is it possible to get 30,000 people to pay anything? What do you get 30,000 people from? Yeah.
This is probably a 30 piece here, like a 30,000? Yeah. Okay, yeah, because we got to get into how you did that. Yeah. Because I need to know. Yeah. I need to know.
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Yeah, so it just, it just really started growing. I mean, so with marketing, there's like three levels of marketing, right? From low cost to high cost, right? Your lowest cost is going to be the media that you own, which is if you own an Instagram page, you own a podcast, this is your own media, media, own, it's your stuff, right?
Are you not taking notes? That's going to be the least expensive. You're not taking notes? Really? I was so surprised. I see everybody taking notes. Okay. And then on that same level, you have referrals, right? Who was the first one? Own media, like media that you meet. So that's TikTok, Instagram, anything that you own because it doesn't cost you, right? Yep. Yep.
The other thing on that same level one is referrals. From your own media. From your people, from your customers. So if you can get your customers, you can get them a great experience that they love, and they share it with five other people, and they share it with five other people that doesn't cost you anything.
And obviously your convergence is much higher with referrals because they're saying, you know, girl, you need to try this because it was up a phone app or whatever the case is, right? So those two things, if you could figure out virality, you know, virality strategy for your business and, you know, you look at drugs. I'm guessing that means viral. Like viral, a viral referral program, essentially where people are just spreading it and then they tell more people and they tell more people it's, you know, that component.
And there's virality. Virality, yes. Virality strategy. I'm going to look that up because I really don't think that's a word. But it is. It is. You look at Dropbox, PayPal, Uber. So Dropbox was at about 100,000 members. And then they did the thing where if you recommend somebody, they get like two gigs of storage, you get two gigs of storage. They went from 100,000 to a million subscribers in like 30 days.
Yes, Uber did the same thing with, you know, paying you a credit. You know, if you recommend this amount of you got a 10, like $10 or something like that, they got $10 PayPal did the same thing. And that's what blew up those companies from a subscription standpoint.
That's getting into referral programs, which is a little bit different of a strategy. But first level, low cost, media that you own. And because paid media has become so expensive, paid ads, YouTube ads, Facebook, right now, I mean, you're in the best space. You're in the best space, brother. You got me in life. You got my head? You got my head here.
You're the best but you, we know when you're media. So literally, so that is the cheapest way to really, you know, build. So right now, companies are shifting from massive marketing companies to massive content, content creation companies, you know, replace the marketing departments with content creation, podcast, all these type of things. Because if you can own your media,
then it's one of the cheapest ways to acquire clients. So own media and then referrals, right? So we did something where if you did your workout, film the video yourself, talking about the workout, shared it on your story, you qualified to win $50 every single class. All you gotta do is tag Fabiana and Queen Warriors. How do you pick the person?
for the winner for that contest at random. Yeah. At random. So do you, so you just look through all the people that you know, so there's the softwares. Um, like the websites you put all the names in and you press the button and spit it out. I need that. Yeah. What's the, what's the name of it? Wheel of names. Wheel of names. Wheel of names. Yeah. He did that. He showed you all that. Yeah. Yeah. Yeah. I mean, Nio is instrumental in a lot of this growth.
Yeah, he was instrumental in a lot of this growth. Like, you know, we were able to skip a lot of steps because he already been through a lot of them. And it kind of went full circle. So when we did fit with Bobby, he has started Circle of Greatness, which was a subscription business. Yeah, years ago, in 2006, we started the same time. So we would hang out, chop it up. You know, we learned ClickFunnels together.
I feel like I'm behind, because I started my program when y'all started. I didn't know y'all started too, but when he started his, I started mine. I feel like I'm behind. Why y'all even put me in the group chat? Well, where was I? Okay. All right. So, yeah. So that's just the side note. So I went back to doing that. I'm sorry real quick. The real names. Yeah. How does the software get the names? Because they're tagging you. You can import like an Excel sheet too.
from Instagram? No, you haven't. So our VA's go through it, extract the name. It's the manual thing. Yeah. I got you. So whoever times you have your VA that goes in, puts their Instagram name in or whatever. And then you do the wheel of names and it picks it at random. Exactly. Yeah. Yeah. So what it did just, you know, it encouraged our members just to share their journey, you know, and so that was just a, and then from that, I mean, we acquired a lot of clients, just people sharing it.
I think it's like two-foldo real quick because you encourage them to learn things. Encourage the members to share their journey so the people that they're sharing in front of, one, they're attracted to the journey, but the person that's doing it
Like they're doing that for the referrals, but they probably get so much love from the people that shared it from their journey. They want to share their journey even more. Yeah. Oh, a thousand percent. I mean, it's, yeah, a thousand percent. And so as the community gets bigger, that virality effect increases.
you know, because now you have this culture where, you know, and it's inspiring and it's part of the mission, you know, to help everyday women looking for amazing soda lines. That's lit. That's lit. Okay. So that's level one. Oh, that's level one. Okay. Number two. Give me two. Yeah. So level two, you get into, um,
Partnerships okay partnerships right and earn media so partnerships are Basically if we're a fitness company and we do a partnership with a A meal prep company, right? They got a million people. We got a million people Hey, can we cross collaborate? We can service your people you can service our people, right? This is what big companies do all the time Explain what that looks like give me an example of a company that you did that way. Yeah, so um
There was an empower company out. I won't drop the names, but, um, cause we're not allowed to or yet it's over. Yeah. So we were kind of, yeah, we're dropping our own power. We had our audience, you know, it was just similar to our avatar. So we were able to leverage their community and our community. So it could be as simple as she's wearing that outfit.
Oh, by the way, this is da-da-da. And vice versa. Okay, if you guys want to discount special coupon code to Queen Warriors, here you go. So they can hit their whole list. And do they, do you do an affiliate with them?
Yeah. Yeah. So there's different ways you can structure. You can do an affiliate. It depends on the, on the size. The communities are kind of equal and you both can win from it. Then you can just do an even exchange. Got it. You know, but this is what big companies do. They figure out where they can just leverage a partnership. We work so hard as entrepreneurs. We always try to just muscle our way through everything and just, I got to figure it out. You know, but if somebody has your clientele and you can offer their people value,
And vice versa. You set up a partnership. Got it. And that works with any industry. And that's the same as the earned media, because it's a partnership and earned media. I'm just wondering if I can understand that. No, separate. So earned media is what we're doing right here. We're sitting on your amazing extraordinary podcast, which is one of the best. That's a fact. Right. This is true. Sorry. I know that's right.
We don't have any, you know, there's no arrangements and nothing like that, right? We've earned it in the sense that we bust our ass. We built a great company. I'm sorry, brother. We built a great company and we're in a position to share what we did, you know, on an amazing platform like that, like this. Oh, so earned media means you do something in the work earns you an opportunity to be invited by other media outlets because of what you did. That doesn't cost you anything.
Right. Right. I like that. You know what I mean? So earn media. So, and that's with anything. That's like with the news. Think about the news. You do something great. You're on the news, podcast, anything like that. Got it. Okay. All right. Cool. So we got partnerships in our media and what's the third level? And then the third tier, which the most expensive is paid advertisement. Paid media. Got you. You know, and that's all your traditional, you know, job. You're tearing a shade from up.
I know y'all love videos. I know that you behind the camera, too. Like, babe, where you going? And she's talking around. I was like, I brought to the chair or something like that. That's dope. That is dope. All right, so how much else been I'll show you on?
What do you think? It's a great question. Um, so they just had a price increase. Grandfather then? No, we shut up. I was the thing we had some equity in that company, but, um, they just had a price increase. They've just raised its 10 K a post. Yeah. Let me ask you the first time you did it.
The first time, it obviously works for y'all because you wouldn't be spending this money or whatever. What was the return? Do you remember what you paid the first time and what that return looked like? Yeah, so when we first started, it was probably around 3K. This was like 18 months ago.
I don't think they are. Yeah. 3,000 to 10,000. Right. Who are you talking? Yeah, I'll leave. You're going to see less and less of that. It's not fair if not already. But yeah. 3K. What do you think it brought back? Because you know what? I was, and I should have did it. I was nervous. I was thinking, I got a, it's a dollar trial. Yeah. And it's $79 a month. But I'm thinking,
If I put this money out and it's only a dollar, I don't know if I get my money back. Up front? Yeah. Well, the big thing you got, the game you really got to play is LTV, you know, it's lifetime value. You know, you can't, you could play the front end game, but your spend is going to be capped. You know, meaning if you're trying to spend a hundred, make a hundred,
You have to look at if your community is staying on average three months, six months. That's really 240, a customer's worth to you. If it's 79 a month time, you know what I mean? It's really 240. So even if you spent 100 to get them in the door, you're still netting 140.
LTV, you know, that's, and as media becomes more expensive, that's like the only way to really be able to scale. And you have to start looking at the lifetime value of your client in terms of return on investment. So how many people do you think you brought in that first post? Do you remember? On the Shaver? Yeah.
I know we crushed it. I'm going to keep it all the way transparent with you guys. We crushed it. I used to hit Neil. He used to be like, he used to be like, dude, how are you even doing that? Say you crushed it. What do you mean? Give me some numbers. I mean, we were spending three and making 15 on the front end. Like front end. And what's the back end?
the back ends of lifetime value. So remember, that's just the initial, that's just the initial, and then they're going to stay with our average member stays with us like eight months. So you was getting like a post, you would get like a thousand members come in?
from Shae Room? Well, we also have enhancements. We also have offers to be a meal plan to buy. If they bought the subscription, we also offer a meal plan. You can also buy a booty plan, things like that to just make to help them accomplish their goals. I see. I see. OK, that's lit. All right.
So okay, so how do I still know how we got the 30,000? So I'll give you the play. I'll give you a big part of the play.
Remember, let's go back to fit with Bobby and that failure. We didn't know how to scale, right? Everybody has an audience, right? You get all excited, you drop an offer. Boom. You get themselves. Cool. Yeah, you're calling everybody. Yeah, you're about to quit your job. You're right. I'm going to put together a course on how to do this.
I saw that push. It's like maybe $70,000 a year, and he's dropping a close. But I can't even lose my hand.
No, so the idea is right, you write in a resignation letter and then all of a sudden your sales flat line, right? These slowly decreases. And in the business, if you're not growing, you're dying. So you have to be adamant. We were adamant about seeing a 10% increase month over month. But the main issue is you didn't really, so say you have 10,000 followers, you drop off, okay. You monetize off those 10,000 followers, you give them a lot of value they buy.
That's it. So you have to create like a growth cycle. All right. And this, this is how it works. So basically you're running, you'll set up a paid promotion. Well, first let me, let me say first step is you want to validate what your organic audience before you start paying for paid promotion.
validate with your organic, that this thing works. That this thing works and that people want it and it does what it's supposed to do and people like it, fix any little bugs, fix any little tweaks, get that feedback, you know, because this is like your aunt giving me the feedback, right? Your first clients is like, you want to hear it from them, you know, and they're going to be a lot nicer with you about getting your craft, you know, making, you know, getting your stuff together as a growing company.
So you want to, you know, don't jump right into the paid promos. You want to validate and optimize what your organic audience. Once that's solid, meaning people are getting results and whatever that is that you're doing. And the bugs that worked out, things like that. Now, okay, you take that revenue because you, and here's another, so you take that revenue from that first batch. So let's just say you dropping off or you got 10,000 followers and you make 10K from it. You selling something, you make 10K from it.
What do people do? They usually go by a laptop, you know, put a little bit in a pocket. You know, you're a little chain. You know, hit out the mall, you're a little bit of Louie, you're a little bit of Fendi, you know, right? They spend it, or a portion of it. You have to put a hundred percent of that back into advertising, just advertising.
100%. I had guys in my ear like Neo like spend it all on marketing, spend it all on marketing. So it was like a, it was like a reprogramming of, you know, spend it on a market. So like you make that first 10,000 reinvest that not into an office base, not into an employee just on marketing. Right? Yeah.
And so what happens is you developed that $10,000. It didn't cost you anything because this was your organic audience. This is your aunt, your uncles, your friends, whoever, boom. You got $10,000. That $10,000 is the most important decision that you can possibly make with your resources. Why? Because you'll never get another chance.
at that because those people that you've been nurturing for a year, four years in our case, they're going to support it, boom. But that's it. So you have to then take that money and build your audience and get fresh people into your account. So what we would do is we got the organic boom, and then we took that and did advertising. So in the case of Instagram, you would take that 10 grand, do a paid promotion.
That pay promotion, here's the thing with pay promotion. As long as you break even up front, it didn't cost you anything. And you just get exposure for free pretty much. I mean, you're getting customers, right? It's a break even, but you're still getting customers. And if you're a subscription, you got the second month, the third month, the sixth month, if you got a good product, right? So you're breaking even, but you're also getting the followers.
And the followers are really like, you know, people that, so say you run a post on a shave room, you might get 5,000 people to follow you from that. Maybe 500 will buy from you on that first day. But the other people are still following you. So you- So it's attribution is the marketing term of it. You know, it's, these are people that
are now kind of like in your ecosystem and then you give them massive value on your feet. You know, so if you're in the fitness space, you want to give them free workout content, free nutrition tips, like to the point where, you know, they're just like, man, she's giving away so much value, she's giving away so much gain. So when they're ready on their time,
they can join the community. And as long as you break even, you can do this in a limitless fashion. It makes sense. You can spend $100,000 a month on posts. It doesn't matter. If you spend $100,000, you make up $100,000 back. It's not costing you anything. But what happens is, because her followers went from $60,000 to $550,000 over a half a million. 20? Yeah, 20 months.
about half a million followers. 60,000 to half a million followers. And this is the real game. You know what I mean? This is the real play. You know what I mean?
If you can create the cycle, but there's a couple of things that have to be there to make it work, you have to have a ridiculously good offer. You have to be, you have to be over delivering on this offer. It can't be a BS online marketing offer. You have to be changed. You have to really have an impactful product or service that's changing lives. You know what I mean? In order for that to work. Okay, we've got to have a really good offer. What else?
Yeah, it has to the value has to be crazy. So the value has to be stacked. Yeah, you have to over deliver on the value. So that when when you do that, everything's solid. I mean, that's that's really the main thing for that cycle is just like the value has to be crazy and the results have to be there. You have to deliver on what you're saying you're going to do. So Bobby, from your perspective of growing the business, what are you doing? That is so special. I know you're getting obviously you're
You're working out and you're getting results. And I think if somebody knows the workouts to do, their clients will get results, but they don't have the effect that you have. What do you think your sauce is?
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It's transparency. You know what I mean? I'm a huge introvert. I mean, I say here, and I'm comfortable now it's a talk, but I'm a huge introvert. But when I started doing my career life classes, I started doing affirmations.
Right? Because for me, fitness is not just a physical thing, it's also a mental thing. And if you can prime the mind to like, when the mind and the body are not aligned, meaning we don't like, my mind is like, I'm feeling really crappy and my body like, when it's not aligned, that you don't get, you're not happy, you know what I mean? Like, you don't find that joy. So it's really important that both of them are moving forward.
at the same time. So that way, when you get the results, you're like, I feel really good about my results, right? Because you've seen it a lot of times when a lot of people start to work out and they lose the weight, but in their mind, they're not right and they still have these limited beliefs and they still feel like they're worthless and they still feel like they're not capable. It doesn't matter how many pounds you've lost, you're still going to feel real crappy about yourself, right? And that's why it becomes like this constant like yo-yo cycle, right? You go up and down and up and down. So for me, the secret sauce, what I have, it's like I'm working on women from the
for the source. She's going from the source. So if somebody's not happy with our physically, it's typically those are symptoms. If you're overweight, you know, things like that, those are symptoms from something. Everything in the market right now is treating symptoms. Yeah. Just work out.
Take the shake. Do this. Nobody's getting down to like, what's making them eat that food at 11 p.m. at night because they're stressed out or they're not happy about something or they're not feeling loved or they're not feeling confident. So like she went, she cut out the other stuff and went to that source of mindset because that's what she had to do for herself.
You get what I'm saying? She didn't want to just treat the symptoms. She went to the source. And through that, you can accomplish amazing. You get rid of all your symptoms once you start loving yourself and start believing in yourself and start having that kind and feel like you're worth it. And what was that personal development mindset work that you had to do?
Oh my, for myself or for like what I... So it's like at the same time as I'm coaching these women, I'm also coaching myself. You know, as I'm speaking these words of affirmation, they're for me too, you know? And so it's like every day, the mind is just like your muscle. It's like it's a constant thing. You gotta work on it every day. It's not like it just happens one time and boom, tomorrow you wake up and you're like feeling really good. No, it's a constant thing. So it's like we do... Are you like reading or listening to audio? No, I speak how I feel.
So it's like, I start my class and we're like, all right, ladies, like, high energy, right? High energy because energy is contagious. And even though they can see me and I can't see them, but I know that it transfers across, right? And they feel real good when I'm showing up super excited. And it's like, we make a promise and we make a commitment to ourselves, right? Because we often do workouts for everybody else. I want to do it for my man. I want to do it for my whatever.
No, this is for you. This is your time. It's your moment. It's your class, right? And we make a commitment. Not only do we make a commitment, but we raise our right hand, right? Because we want to, for real, for real show that this is for me. I'm feeling it. My hand is up in the air. Like I'm really making it like a place.
it's a pledge and we speak words of affirmation that as simple as the words are words are so powerful and they carry so much power and the more you say it the more like you start to believe it right and it's like one thing that we know it's that like the mind doesn't know the difference between reality and like make believe right explain that like the mind doesn't know the difference like when you say I'm feeling really good and you smile then automatically it shifts with your energy
So the mind doesn't really know the difference if it's like something you're just saying it or it's really happening. Wow. So if you say I'm having a great day, have a great day, the mind just reads, I'm having a great day. Whether you're having a great day or not. Because emotion is energy with, emotion is energy with emotion.
All right, so as you say it, you smile, you're like, I'm feeling really good and you smile. You're like, I'm feeling really good and you smile. It's like, oh, you know what? I am really feeling good. Yeah. And the shift happens. Mm. Write that down. We're going to make that C-shirt.
Did y'all have like a spike at some point or was it just, is it consistent growth? It was consistent growth. Like our goal was 10% month over month. So we always had, so you know, you have a great month where you're like, damn, okay, now we got to figure out how to beat that month. And now we got to figure out how to beat that month. So it was a good ball and I think that's important for companies.
If you don't have some type of growth, and it doesn't have to be 10%, it could be 3%, but you need to know what it needs to be so that you can continue to grow, because again, if you're not growing, you're dying. One thing I think is really important to mention that's part of success is the live component. We talk about the secret sauce. The live component is what's considered an industry disruptor.
Right? Because the fitness space for decades has been prerecorded. Right? Beachbody. Beachbody. All those guys. So what they would do, they're running studio like this, the good or girl like this, right? They'll take two days to film a whole program and then they'll sell that for the next year. Yeah.
and the girls out on the beach, everybody else is just chilling. They're just collecting this chat. Right, right. Also, what plays a huge part to the live component is that I'm doing the exercise too.
I was on get to that, so we were able to come in and take market share because the giants in the industry that's been doing this for 10, 20 years, they're like, oh hell no, I'm not teaching three live classes a week, 150 classes a year. You know what I mean? They were already conditioned to make millions of dollars by doing a two day pre recording and giving it to their people.
Part of what made people love Fabius, she was showing up with them. Each and every workout when she was sick, when she was tired, when she didn't feel well, there was times you've got to remember and this is part of the live thing. You know how we went live to start on Instagram?
but how if people are paying for it? We set up, we set up, in order for you to get access to the group, we would go through and check, essentially that you pay for it, do that. So if you didn't pay, you're out. Oh, you got a private group. Private, I just read. Yeah, and we will, yeah.
I didn't even think about that. You know, I was thinking there's a group. There's a like, you know, like on Instagram, did that. And I don't recommend this full disclosure. Why? Because well, when I paid, I paid you guys shut down multiple times. I paid you guys so much action, like removing and adding and removing and adding, removing. And it's like it alerts Instagram. That's something.
This is when you have 10,050 as you start growing in numbers, right? So I wouldn't recommend that on America. I wouldn't recommend it. But I would recommend not waiting for perfection. You know, like perfection is the enemy of progress. We could have sat there and said, we're going to take six months to build an app out. And we would have missed that whole wave from March. We didn't miss out over a million dollars. We did over a million dollars for six months.
So we would have missed out on that if we would have, if we would have chose perfection over progress. We just said, all right, this is Instagram thing. They, at this time they were the leaders of live, you know, of going live. They were the only one that had a stable platform. We were testing it. So our amount will test it here before we go spend all this money on an app, right? And we literally started with that. And I think we were able to get to about $10 in members, literally with the Instagram page.
I didn't it rough. I feel like because I was thinking like I want to have these little groups or whatever, but the group, you know, like on Instagram, you can only have a group. It's only like 32 people, I believe, but having a whole new page that that's private.
Give him a round of applause. I know you said you don't like the media, bro. It's cool if you're like, if it's... I'm still going to do it. I'm not, I'm not a member of something. I don't, it became an issue when it was just too many, too many people, like, too many actions at once, like it triggers, you know what I mean? But if you're under a couple, you know, if you're under a couple of hundred actions a day, you should, you should be totally fine, but... What was your other quote so baby, when you say all the time? Was the Cesslo speak? There you go.
Yeah. Yeah. We're all using the same style. This is where I met, right? We have our morning meetup and we're actually in the process of building an app. I wrote out all the stuff that I wanted. Then I saw y'all drop the app. Yeah.
Is it, is it white label this time too? So what's cool about this is we use the platform for all of our live streaming. Like when we got, when our second phase Instagram page got shut down, we were already working on something else. But remember I said opportunities come from obstacles, right? So our page gets shut down, sped up our timeline to launch on this other platform. So we've been on that platform.
for almost a year now. A year now. So that platform also has built in what's called OTTS where they can do, where they can develop mobile apps and everything like that for you in-house. So the platform, I've ever shared a platform? Yeah, it's called Uscreen. Uscreen is the platform that you are housing your whole company on, right? I mean, like all your members. All of our content.
It was a payment process, too. Yeah. So they do payment processing and they do everything. So they go to the website and they pay for it. And the company decides who goes in, who leaves, if they stop paying, it kicks them out, all that kind of stuff. Oh, yeah. It's full managed, full subscription management. Got you. And that company has a app department where they're building apps to house these people. Yeah, exactly.
Mmm. Yeah. So right now we're on like, I'm on an Apple store, you know, iOS, Android, Roku, Firestick. So, how do you do it on Firestick? What do you mean? Like Roku? Similar process, like their team can build out, you know. So on Roku, they sign up on Roku and they can see it on their TV. Yeah. Script subscription on their TV.
So yeah, we have different ways that you can find us on the app store and buy. You can find her on Instagram. You can see an ad. You can go from your TV on broke. There's all different channels that people can enter. Why didn't you just build out in that traditional event? Well, you remember when I told you in 2016, we got some PTSD from that. But no, but it was just like, so live as a newer technology. Like I really... Oh, so you're not...
Okay, so let me ask you this. Yeah. Go ahead, finish what you're saying. I'm sorry. So live is like a still new technology where it's like, you know, it takes certain development requires a stream live and be stable to 10,000 people however many people. So, um,
For now, our main focus was keeping it simple and having the best ability. And that's what we were able to get with this platform. We are in the process, and even though we just launched our app, we're still in the process of developing our own custom app, but it's going to be about 24 months in development because
You need a CTO, you need two developers on your team, chief technology officer. So you're talking about a minimum 30 grand a month to really build a nap properly and to maintain it. 30 grand a month for 24 months? No, no, period. Just like that's just added to your overhead. What's your means?
So if you want to have an app at this caliber where you're doing live streams and you have tens of thousands of people, we want to get to hundreds of thousands of millions of people. So the infrastructure that's needed for that, you need to have full-time staff.
You know, managing that if you want to drop a new feature, you go to development team. Hey, we want to add, you know, morning meditation. They build all of that. So it's a reoccurring. It's just you have a, you have a technology department within your organization. If you want to truly have an app, but I can tell you side note was great about that for subscriptions.
And when you're a tech company, your valuation skyrockets, you get like 10x, 15x. So sweat fitness, female mobile app, they just sold for 300 million. What are their numbers, you know? They were around a million subscribers, a million subscribers. Another company, OB, they just got a valuation of 190 million, and they're only at 100,000 members.
So you can get 10x, 20x, you know, evaluations as a technology company. And as a subscription, even if you're not a tech company or a subscription company,
You can, you have high, it's very easy for you to get a high evaluation. If you were looking to exit, you can sell your company, those type of things because they're essentially buying, you have predictability. Got you. Yeah. But that's a whole nother pocket. Oh, please get more out of applause for this situation. Oh yeah, real quick, last question. When did you feel you needed security?
That's a great question. I mean, I'm thinking, you know, you all got security yet, dude. Not all the time, sometimes. I've read Justin, he always got security, Alex, he got security all the time. I think the minute you decide to be in the spotlight on a high visibility level, you have to be conscious about that. Because you don't know, you know, I mean, in her case, you don't know who's following her, like on Instagram. Did anything happen that caused you to say, y'all need security or?
We've had like small stops that happen, but you know, for that reason, we'd say precaution, like we never post our locations, you know? Except today. Except today. And that's why we have to go. But yeah, I mean, you know, we've got kids, we're family, you know, it's just, you got to protect your family, you know, in this spot, like, you know, it comes, it comes with that.
Gosh, you got you. Well, I gotta, I gotta pace. Let's do some questions. We'll get some questions and it's like, y'all do questions? Y'all do questions? Is that going to clap or something?
I got to do a quick commercial because we're not in 30,000 yet. So I still got to promote that before you meet up. This episode is sponsored by the morning meetup, the morning meetup.com. Your mind's going to come in while we still intimate. You know what I'm saying before we get to 30,000, all right? But it's the only organization that gathers every day. And I do show up every day. And we teach entrepreneurship. Don't I show up every day, y'all? Every day, y'all don't know.
Don't I show up every day? Give me the claps. I need the claps. We can hear that, you know what I mean? So we do like a dollar trial for seven days to see if you like the value of information, the community, and we're really growing, just not as fast as y'all. But it's amazing, only because I don't really know how to super duper scale
Yeah. Um, I just know how to just show up. Yeah. And I mean, so everybody gets value. And, um, so you have, you have my, so just hurry up and sign up, try it for a dollar. Go to the morning meetup.com. Y'all want to come on and speak one morning? Oh, yeah. Yeah, we're gonna, yeah. I love it. I want them to come speak one morning at the claps.
Every time, yeah, yes. Your yes is a prop, okay? We need that right there. All right, cool. So, I got to ask y'all real quick, I like to make predictions on the podcast. Let's do it. They're called Manifestation. And Neo's over. Neo's faxed to me like, yo, you didn't cover that, the L.W.H.R. model. L.W.H.R. Did you miss, did you? Yeah, we will leave it alone. We'll save it alone. We'll save it alone. I can hear the L.W.R.
It's already clapped for it, man. So, for sure, it's a WR model, whatever that is. Yeah, basically. Yeah, so it's really tied into how we just got from zero to 30,000 members. So, it's L-H-H-R. And basically, the L is low ticket, right? And low ticket, the pricing is very important for your offer.
I consider a low ticket, ideally anything under $14. Because at $14 is less than 50 cents a day. If you go under $10, that's even better in terms of retention. People are much more likely to stay. We have about a 90% retention rate at $14. Every dollar you add to that, your retention rate, you're going to see it adjust, just like a formula. So a lot of times people want to come in
like me first time, $28 a month. But if you can offer massive value at a great price, and this is only based on this whole, following this whole model, right? So you come in low price, $14 if possible, $10 or less is even better if you can make the numbers work, overdeliver on that. So it should be something that's worth like, I don't know, three times that, four times that. So you go a little ticket.
That's going to help you with your turn. It's going to minimize your turn. So not, you're not just, not, not your marketing becomes more impactful because you're not just having people leave. Now you're bringing new people in, you're bringing new people in and stacking up. Yeah. A lot of companies just, they bring new people and the people, you know, so pricing is very important. Um, $14 or less, I would say low ticket. And then the age was high value.
I mean, like ridiculous value. Like we were charging half of what other companies were charging for pre-recording and we were going live, you know, multiple times we were given. We started stacking more and more value. I mean, right now you get
It work out. Stand. You get a strength training workout. You get a dance. You get yoga. You get mindset coaching. You get fashion. You get beauty. Different days of the week. Different days of the week. You get daily affirmations. That's your phone, video affirmations from our queen warrior mindset coach. So we've constantly just added more and more and more value. You know, so that piece there has to be high value because then you're embarrassed to answer. You don't even have to sell it. It's all $14 a month. And I'm getting this, this is just like,
You know what I mean? That the value is ridiculous. It's like Netflix. Yeah, for sure. For sure. You don't know who cancel on Netflix. You know, all right. So think about that. I don't share with our friends and family and becomes less than $10. How many people are sharing the Netflix with your friend? Yeah, I remember once I started, I got that to do with that. But I was, I think somebody came to my house and they,
They, they logged into the Netflix, but they weren't there anymore. So for like months, I'm just watching the Netflix. It did. It did. One day it was off. And I got pissed. I was so mad. I called him like, yo, what's up with the Netflix?
I was like, yo, you already been paying. So I'm sorry. I'm sorry. That makes sense because nobody cancels that. Like any event that they might want to work out, they'll just keep it. Yeah. Yeah. I mean, you spend more than that, you know, Starbucks coffee, right? Sure. Two days. So the scary part is if you go super low, you add high value. I don't know if the, if like extreme marketing is in there somewhere,
But anybody who did something really, really low and you have a couple people, but you still don't grow it. And now you're stuck doing a lot of work for a few people with a little bit of money. That's why the next age is high volume. Had to be. Yeah. It's all, it's a system. It has to all come together. And this is part like, you know, I have a roadmap where I break down how we got from zero to 30,000.
You know, I'm gonna be giving that away free to your amazing people. For sure. And it's the amazing audience, but this is part of that model of high volume. So you can't be low ticket, high value, and then low volume. The economics don't work. So each of these letters are critical, right? So you have to be high volume. And that comes down to being able, first of all, your market has to be big enough.
Right? How big is it? Is it a mass market? Is it a niche market? It's a lot more difficult in a niche market to do a high volume just because share numbers, right? In our case, you know, there's a lot of women that are struggling, you know, to figure out a good solution on how to, you know, look and feel good.
And we're global, too, we're in 60 countries. So we have the really big market, right? So you can apply that. So it has to be a big enough market for it to make sense. For this play. And then the last one is just reoccurring. So it's just breaking down like that reoccurring component. If you set those up, if you can hit all four of those, low ticket, high volume, reoccurring, that's essentially what we did.
Clap that up for the L-A-T. Is there anything else you want to text them? Because that was good. I mean, just let us know. We got you. All right, so all right, cool. I like to make predictions on the podcast, and I want to hear from both of you individually. Where do you see yourself in the next five years? Because I want to be able to watch this interview five years from today and say, yo, five years ago, look, I got the video. Matt said it was going to do that five years ago and look, they own a city.
So what do you say? So our three G's that we live by is like gratitude growing and giving.
Those are our three. So growth is definitely on our horizon. Personal and business here, all around growth. So gratitude is just something we try to live in. Because when you're so ambitious, it's important to each and every day celebrate what you've already accomplished. For a long time, we were just focusing on where we're trying to get to and the fact that we're already winning. We're already blessed. We've been blessed. So the growing part
Where I see from a business standpoint, growth-wise is really us turning more into a private equity fund, essentially where we own dozens, if not hundreds of businesses, and can just offer massive value across different categories.
That's me, you know, as a serial entrepreneur. My wife is going to do fitness until the day she dies. That's this she is. But that's like five years out, you know, I would say, yeah, we'll by that time be a official holding company on multiple entities. I mean, we kind of already do, but in a more robust sense, Queen Warriors wise,
I mean, yeah, I would say within three years we'll be at a million subscribers.
I mean, a million subscribers. Fabi, talked to me five years. I mean, I totally aligned with, you know, the business part of it. Like he said, the given part is, like, really big. So we're... Right, it's all a piece, yeah. Yeah, the given part is, like, really big, family-wise. You know, I'm from Honduras, so, like...
It's all about making sure everybody's done, you know, because there's that myth that's like the top is lonely and it's like the top doesn't have to be lonely, right? If you're constantly giving back and making sure everybody's winning stuff. We're really big on like giving and also
Like formerly and formerly. So big philanthropy goals, you know, going back to inner city, you know, you broke up in Philly, public schools. We want to be able to go back and set up some entrepreneurial like incubators there, stuff like that. We do a lot of stuff on Honduras. We want to do more like building some schools and villages and stuff like that. But also my nephew's right here. Joey, this is this is one of my mentees right here. So just trying to really. You rich too.
He's on the road. I'm working on that mindset. Like, you know, so I'm just giving back, you know, taking what we've learned and, you know, coming back and opening that door for everybody else is real important to us. You know, family, friends with just people in our community, you know, all together. Got you. Okay.
So, um, I want to, uh, I got to say thank you for, um, coming and we'll have, we'll have a link here for you, for anybody that wants to work out. Sell it, Bobby. So we don't have a link for them. So I can sell it.
How do you do it in a real special way? Let me just pull out the phone. So, you know, for all the women, I always say, like, your time is now, you know, like, we don't have to wait until New Year's resolution or we don't have to have these crazy dates. It's like, if you're feeling it and it's your time, it's like no more excuses, you know, like, it's time for you to take care, make yourself a priority, right? Set yourself up to win every single day, not just by like physical, but also mental. So it's like home workouts.
There's no excuses. Like, we worry ourselves every single excuse. You may have babysitters. No problem. We at home, you know what I mean? I don't have the time. No worries. We got a full library, constant replays. Like, whatever excuse you need help when nutrition, we got recipes. You need help to get you in a mental, like, give you more, get you motivated. We have, like, the application on there somewhere.
Oh, yeah. Listen, we're all about helping everyday women look and feel their best everyday women. I didn't expect to see that. Like, I was looking at like the offerings. And I saw like fashion and something like that. So like you get your body right. It's a whole like transformation all at once. And so it's like super excited to be able to like continue to help women look and feel their best every single day. Yeah.
Well, we are pretty sure. And when we did something special, obviously, you know, for your amazing audience. Oh, yeah, get there. Yeah. So just queenwarriors.com. And we're going to do a special discount for anybody, any of your podcasts. Can we make it social proof? Social proof. That's what it is. Just discount codes already set up.
Just put in social proof when you check out, you're going to get a nice discount. On the $14, but how do you just go? Listen, you know, it's the big mission for sure. You know, it's the big mission. So just.
helping everyday women looking for amazing. And then for that road map that was mentioned, if you're somebody that's interested in the business road map of how we went from zero to 30,000 subscribers, I'm giving that away for free. How do you do, is it a, we'll have a. You just text my phone. You get this text to me. It's two, one, five, seven, zero, nine, three, two, seven, four, two, one, five.
I'd soon need this. 2.1.5. 7.0.9. 7.0.9. 3.2.7.4. 2.7.4. And that's my number. And just put on social proof when you text, just so I know what it corresponds to. And then my team will get that out to you. And it'll break down the L.W.H.R. model and just kind of our roadmap, how we got from 0 to 30,000 completely free. That was me to just text you.
You see me come through. That was me. Well, look, man, thank y'all so much. I want to say thank you on behalf of myself. And you guys want to say thank you as well.
Yeah, this was absolutely amazing. And we'll do like a Q&A for our Patreons, okay? So we're gonna end the episode, then we're gonna, so our Patreon has like, you see what I did there? So Patreon, it's our pay, anybody on our Patreon?
You get extra episodes, you get early episodes, you get all the behind the scenes Q&A stuff, you know what I mean? patreon.com forward slash David ever sleeps. Check that out. Okay. And we'll handle the Q&A there. So thank you all so much. I would love to have you all try to go ahead. You can do it. I want to hear both of you kind of close us out with a word of wisdom, whatever is on your heart to put a bow on this whole conversation and maybe ladies first.
Oh, well, yeah, put me in the spot. I mean, it's like life is so short, you know, and life is so beautiful. And regardless of what you decide to do, like you have to pick and choose which heart you want, right? It can be really hard. Just watching everybody like do amazing things or it can be really hard. You busting your butt and reaching like this tremendous success.
living with a purpose, right? At the end of the day, you still have a heart to choose, but it's completely up to you, which heart you want to choose, right? And I say always go with the hard work and heart and getting tremendous results, right? Because it's all about living with gratitude. It's all about, when that says love, joy and peace, right? Feeling good, but also making sure that you're leaving an impact, right? You're leaving a legacy for people to like, look back and be like, damn, like she really, she really did something. She helped women, but
That's my little strength. Matt, hold this on, my brother. Give us a word of wisdom. You're limitless.
You know, it's a simple concept, but you literally have no limits to what you can do, to what you can be. You just have to convince yourself for that. You know, that's the biggest thing. I mean, that's the, I'm sorry, you got to convince yourself of that. How do you do that? Yeah, you have, I mean, that's, so we're wired. Our brains are wired. It's an old antiquated brain from millions of years ago where it was based on survival.
So, you know, when you out hunting stuff like that, it was all about survival. We're wired to be fearful.
So when we wake up, we start that same brain, right? When we wake up, we're looking at what we, you know, what's wrong with the problem is out of survival. We still have that old brain. So it's just rewiring and acknowledging that, you know, you are limitless. You can do any, and I know it sounds cheesy, but it's, this is how we live our life and it's how we've been able to do what we've been able to do.
And it's the continual journey, but you are limitless. If you remind yourself of that each and every day, I think then sky's the limits. There it is. Listen, man.
So again, thank y'all so much, man. Make sure y'all follow Matt and Fabi, OK? And we can't close it out. No better than they close it out. So I'm not even going to try it, man. Make sure you do yourself a favor. Go get you some social proof, meaning go build something, but then go back to your community and teach them how you did it. That's the only way we grow, OK? We are out here.
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