Mike Barnhart

They do get removed. But definitely looking at quality metrics and then looking at – certainly in our business model, that turnover percentage is super important. So bring that up every week. The way that we actually sold 10,000 and created 10,000 new members last week, we talked about it every single week. So Aaron and I still get – on a 7 a.m.

They do get removed. But definitely looking at quality metrics and then looking at – certainly in our business model, that turnover percentage is super important. So bring that up every week. The way that we actually sold 10,000 and created 10,000 new members last week, we talked about it every single week. So Aaron and I still get – on a 7 a.m.

call every Wednesday with the entire field staff across all locations, and we talk about certain things. And, you know, for 52 straight weeks last year, we brought up memberships. That was something we just weren't going to drop until it was really adopted within the business.

call every Wednesday with the entire field staff across all locations, and we talk about certain things. And, you know, for 52 straight weeks last year, we brought up memberships. That was something we just weren't going to drop until it was really adopted within the business.

Yeah. So, I mean, I love budgeting actually. It's one of my favorite times of the year. And there's a couple of things I always do is one, when you say everybody needs to have a budget, you're entirely right. If you ever look up, you know, the four steps of execution, we always call it the five steps of execution. You got to have your mission statement. You got to have your KPIs.

Yeah. So, I mean, I love budgeting actually. It's one of my favorite times of the year. And there's a couple of things I always do is one, when you say everybody needs to have a budget, you're entirely right. If you ever look up, you know, the four steps of execution, we always call it the five steps of execution. You got to have your mission statement. You got to have your KPIs.

You got to have your visual scorecards of whether you're winning and losing. That creates accountability and then you can celebrate it. If you don't have a budget, you can't literally do any of those things. So that's number one. Another thing that I always like to do with the budgeting cycle is reflection on the past year. Successful people, they do two things.

You got to have your visual scorecards of whether you're winning and losing. That creates accountability and then you can celebrate it. If you don't have a budget, you can't literally do any of those things. So that's number one. Another thing that I always like to do with the budgeting cycle is reflection on the past year. Successful people, they do two things.

One, they reflect on what is happening in their lives and usually the readers.

One, they reflect on what is happening in their lives and usually the readers.

um but one of the things that we do in in our business is you know jim collins he had a book called great by choice talk about bullets and cannonballs and you know you have you've got your i heard you on your podcast you've got your four cannonballs you know you've got your call center your marketing we do the same thing as we look at throughout the past year what are all these bullets that we fired

um but one of the things that we do in in our business is you know jim collins he had a book called great by choice talk about bullets and cannonballs and you know you have you've got your i heard you on your podcast you've got your four cannonballs you know you've got your call center your marketing we do the same thing as we look at throughout the past year what are all these bullets that we fired

And what are all the small things that we tested out to see if they were going to work or not? And which one of those should we actually dedicate a lot more traction to within the budgeting process? Getting at the budgeting level, I actually work with the GMs to build each of their budgets in each location. And we start out at the department level at your basic KPIs. How many texts do you have?

And what are all the small things that we tested out to see if they were going to work or not? And which one of those should we actually dedicate a lot more traction to within the budgeting process? Getting at the budgeting level, I actually work with the GMs to build each of their budgets in each location. And we start out at the department level at your basic KPIs. How many texts do you have?

How many calls per week are you going to run? What's your conversion rate? What's your average sale? And that should drive revenue. We do budget a lot of other metrics on that. Every time I do that with the GMs, we did that this year, and our budget ended up at $91 million this year. They created a budget of about $115 million.

How many calls per week are you going to run? What's your conversion rate? What's your average sale? And that should drive revenue. We do budget a lot of other metrics on that. Every time I do that with the GMs, we did that this year, and our budget ended up at $91 million this year. They created a budget of about $115 million.

So you've got to teach people, hey, it's not so easy to drive these metrics up. You get something called budget euphoria, where you start to, I can just increase conversion rates by 3%, and I can create an extra $80 on my average sale. But it's not that easy. You have to tie that back to behaviors.

So you've got to teach people, hey, it's not so easy to drive these metrics up. You get something called budget euphoria, where you start to, I can just increase conversion rates by 3%, and I can create an extra $80 on my average sale. But it's not that easy. You have to tie that back to behaviors.

I mean, there's two kind of areas of top grading, especially what's happening in our businesses right now. One is people. When you find the right person, it just all seems to work out.

I mean, there's two kind of areas of top grading, especially what's happening in our businesses right now. One is people. When you find the right person, it just all seems to work out.