Episode 3 - Creating a Brand with The Tattooed Yogi

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Although Justin Reilley is known as "The Tattooed Yogi", he was once a skateboarder and a practitioner of various martial arts before eventually earning his moniker in the yoga industry.

Given his widely known nickname, Justin is going to talk with us about building a brand both on a personal and professional level.

Instagram: @thetattooedyogi

Website: http://yoga-rebellion.com/

Best way to reach him: yogarebellion108@gmail.com

Dan - Main: Hey, everyone, my name is Dan Burger. And as usual, I have Nick Dennis here with me. We are two of the co-founders here at fitDEGREE, and your hosts for the fitDEGREE podcast. Today, we would like to welcome Justin Reilly, also known as the tattooed yogi and owner of Yoga Rebellion. Although Justin is known as the tattooed yogi now, he was once a skateboarder and practitioner of various martial arts before eventually earning his moniker in the yoga industry.

Dan - Main: Given his widely known nickname, Justin is going to talk with us about building a brand, both personally and professionally. Welcome to the show Justin. Glad you could join us.

Justin - Guest: Good. Thanks guys. Really appreciate you guys having me on.

Nick - Support: Absolutely dude. You're the tattooed yogi today, but I'm sure it didn't start that way, take us back to even before ... What got you into yoga to start?

Justin - Guest: Well like you guys just said, I did martial arts for a long time. That was my first love was ... I just wanted to learn. I just wanted to be like Bruce Lee when I was a kid, like most kids do. And I did martial arts for a while and then when my kids were born, I didn't have the schedule, the fluid schedule that I once had. One of my best friends was a yoga teacher for a long time and was always trying to get me to go to yoga. And I was always like, "No way, dude, that shit is stupid." I'm not doing that. I am not doing that. That looks so ... 'Cause it's also, I started doing yoga in 2008. And so it was way before the yoga boom. It was definitely when it was starting to rise up.

Justin - Guest: But after my kids were born I was always very physically active with skateboarding and martial arts. Just like I love doing stuff like that, and I didn't really have anything. I kind of lost a lot of my personal creativity, the form of self expression in skateboarding. And so he was like I loved working out, but I hated going to the gym and just like pumping' my biceps, and there was just dumb. I just hated elliptical, hated running. I just hated all that stuff all my ... the way I exercise was through activity. It wasn't because it was exercise.

Justin - Guest: It was like then my wife did yoga and she was like, you should try it and like broke me down to go and so yeah, I just started I just checked one of his classes out one time and I was blown away by how absolutely inept I was at moving my body and like doing these things, and it's like, Man, I've been like moving my body around since I was 11 years old, like in various different things and like all the disciplines of martial arts, and there was just something that challenged me on such a different level physically, but it was really like what it left me at the end like I remember walking out of the first legit yoga class I took like, because I took yoga for a while, like at gyms, like with one of my friends.

Nick - Support: Yes, big difference from a gym to a studio.

Justin - Guest: Big, big, big, big difference man, and so when I took my first in-studio class, it was an hour and a half long it was like I didn't even I didn't even realize it, but it was like an advanced class and I was chewing gum. I had like no water. I had like real bad clothes on. I had Adidas swishy pants and like a T shirt, and it was just not like the ideal situation like that. Like I forgot my yoga mat. I forgot everything, it was such a cluster F, but then after the class was over, I felt this calm that like I never felt before, like I felt absolutely so balanced and ready. I felt like I could handle anything that life threw at me. I just felt really equipped, just be calm and like to be balanced like I didn't have to be like freaking out about shit.

Justin - Guest: I just gave me this whole new perspective on like what I thought I was able to achieve now, I was a very aggressive little kid. And very aggro like young adult, just made me feel so good, and just like I could handle anything. And so after that I was hooked man, like, I liked it before, like when I was doing it in the gym, like it was cool. But then when I did it in that particular setting, it changed the entire way that I looked at it. And I was like, "Oh, wait, like, now I get it. Now, I understand why people just do this. Like, now I get it." It was physically demanding. It was emotionally demanding. And it was confrontational! It was confrontational on a very personal, internal level, and it made me like really stand face to face with my weaknesses, where I couldn't run from them, I couldn't like ... There was nowhere to hide after that.

Justin - Guest: So I was absolutely hooked after my first in-studio class, and then I signed up for a teacher training the next week. And then I graduated a year later, you know, like I signed up the next week with the teacher training didn't start for another five or six months. So for those months, I just absolutely engulfed myself in as many classes as I could. As many different teachers as I could. I just tried to do as much as I could.

Justin - Guest: And then I wanted the teacher training just like fired up man, I was like, I was so stoked on it. And then I was teaching before I even graduated so I was. It something that I felt really natural doing. And then I taught martial arts before so I didn't have a problem like being in the center of the room, like being in charge of a space. That didn't intimidate me. So I really felt confident talking to people and connecting with people and then at the same time I was physically capable to do these things. So I just had a lot of confidence with it where it was just really, really ... it made it really natural for me to like, go into it where I wasn't even really nervous the first the first time I taught. Like it wasn't that bad at all. And I was just hooked, absolutely hooked.

Dan - Main: So that's kind of funny. It almost sounds a little bit like ... you were like, I do not want to do this. And everyone's just like, do it, do it. You were peer pressure on all sides, friends, family, and you're like, all right, fine. Oh, this is why you wanted me to do it.

Justin - Guest: Yeah. Exactly!

Dan - Main: So now one thing you mentioned in there. Something I'm a little curious about, is you mentioned you know, you went in just looking at it like a workout, right? And then you went, oh, this isn't workout. This is my mind. This is my body. This is the connectivity of the two there are concepts and philosophies that if I practice mentally, manifest physically. Did you experience that when you were practicing martial arts as well and did the ... I guess there's an understanding that people need to understand that the mental effects the physical. That can be tough for new students of any of these disciplines. Did already being exposed to that type of a mind-body connection concept help you advance quickly in your yoga career.

Justin - Guest: Yeah I definitely think it did. It played a huge part of like already having to be introspective.

Dan - Main: Sure. That's a great way of putting it.

Justin - Guest: But in martial arts it's a little bit different. What'd you say?

Dan - Main: I said, that's a great way of putting it. Being introspective.

Justin - Guest: Yeah, yeah, yeah, exactly. It's shifted in a different way. Like in martial arts it's a lot physical. So I would say like if we were going by percentages, it's like 70% physical and like 30% mental, but Yoga is like the complete opposite it's like 75-80% mental and 20% physical. Like yeah the stuff that people might see me do on Instagram or like, if they take my classes, is really physical but if you don't have the mind part of it, those things never even manifest. Like they never even happened because you can't even get past your own shit to like. You can't get past your own ego to even like, take the time and the discipline to get to those things. So it really ... it did get me set up for it, but I think one of the things that actually got me set up for a more was skateboarding. To be totally honest.

Dan - Main: Really?

Justin - Guest: Yeah, it give me ... 'cause one thing with skateboarding is, man it's like a huge failure rate like.

Dan - Main: The internet would have you believe, a very painful rate.

Justin - Guest: It's an enormous failure rate. You're not making all the tricks that you try, you're failing about 90% of the time and then the other times that you're succeeding it's now it's barely ever perfect unless you are absolutely diligent with it on on every level. Skateboarding instilled in me the "Get back up fear". Like no one's going to reach their hand out and help you up. You got to do it your damn self. Like you're going to fall on concrete. Guess what man? You got dust your shit off and you got to stand back up. That's up to you. So that that really made my will resilient, when I skateboarded.

Justin - Guest: And so I think that translated a lot into when I went into martial arts and when I went into yoga because it gave me that mindset of like, failure isn't the final thing.

Dan - Main: Right, Sure.

Justin - Guest: Like me not doing something right now, doesn't mean that I can't. It took me like three years to learn how to do in olly. Like on a skateboard. It took me two years to learn how to do a kick flip and there was years and years that I spent just trying to learn one trip. Like one stupid thing with a piece of wood and metal attached to the bottom of it, but I would show up and I would skate all day, hours and hours every day, just to do one thing that like ... but when I did it like the feeling that it gives you is unlike anything else and it's like man all this ... yeah, I might have worked hard for the last year trying to do this one trick that lasted three seconds It's absolutely ... it's insane. But it helped me not let my ego get the best of me not let that self doubt. Like "Man, You suck at this. You should just quit."

Justin - Guest: Like that part of me was already ... by the time I did yoga, that part was already gone. It was like, Dude already suck at everything. I'm just gonna try it for as long as I can.

Nick - Support: Yeah. And if you keep showing up every day, you're eventually going to knock those barriers down, and I think with skateboarding you're saying that basically, I saw my hard work come to fruition.

Justin - Guest: Yes.

Nick - Support: So I know if I work hard at anything, anything's possible. And I think I find that in fitness. Dan found that in martial arts and he's seeing that in rugby right now. And we've all ... it sounds like all three of us have carried over to entrepreneurship, right?

Justin - Guest: Yes.

Nick - Support: This was not easy when we all start it. It's still not easy. It's never going to be easy, but we know that if we keep showing up and working hard every day, hopefully in 10 years, you know, it's gonna come to fruition. So getting back on track with the brand. Let me ask you, how did you get the name tattooed Yogi? Was that a brand building thing that you created? Was there a funny story behind it. Tell us a little bit about that.

Justin - Guest: Um, it's just dumb actually. It's really weird. It's a very weird thing. So it was kinda around the inception of Instagram. Like I was ... I think I went back into my feed like a few weeks ago and I think like the first post that I had was in 2011 or something like that.

Nick - Support: Yeah, when you said yoga in 2008, I said to myself, Instagram was in 2010. So this is really pre social media, you know, of course, you didn't hear about yoga as much. So now yeah, let's keep going on that.

Justin - Guest: Yeah, so I think it was about ... yeah, it might have been 2010-2011, like in that area. And everyone was getting an Instagram and I was like, "Oh, I'll get it. You know? Cool. It's all just pictures, man. That's sweet. Yeah." So I just started taking pictures. And it wasn't until ... I forget what my first name was 'cause I changed the name after a while.

Justin - Guest: There was a bunch of people who were just making names. Like, "The whatever yogi" you know? And I was like, "Man, I'm gonna be the fucking Tattooed Yogi." Back then there wasn't a lot of guys who did yoga. There wasn't a lot of like ...

Justin - Guest: Especially on Instagram, there was only like a few dudes. It was like Patrick Beach, and me, and I can't even tell you any other guys who were like posting yoga photos. It was a lot of women. So yeah, I was just like, "Man, I'm gonna be the tattooed Yogi." 'Cause there was like some dudes in Philly who had some "The Whatever Yogi" names.

Dan - Main: Right.

Justin - Guest: So I was like, I'm just gonna be the tattooed Yogi and turn that into my name. And that was it, it was really that simple. And then it turned into something over time. It just took a took a little bit of time to get that that rolling for ... and then it kind of transferred over into itself being a brand you know, so to speak.

Nick - Support: That's what I was going to ask next is, it sounds like when you got on Instagram, you were like, "this is cool." You didn't exactly have a plan to build a personal brand. You kind of just like I'm just posting pictures because that's the thing right now, right?

Justin - Guest: Oh, yeah, man. I was just like, posting pictures of like, weird graffiti and like my kids and just all that stuff. It was just something new and then you know I noticed people putting some yoga photos up and I was like "Ah cool man, like I got some cool yoga photos. I'll put them up."

Justin - Guest: And then it just like kind of spiraled out of control from there after a little bit.

Nick - Support: Right. So since that have you put any ... so you're at 25,000 plus followers. That is not an easy feat by any means. When this started to catch fire, being the Tattooed Yogi, did you change how you posted to Instagram or change how you were on social media or have you just stayed true to yourself and just continue to post whatever?

Justin - Guest: I kind of shifted man. I definitely shifted it but it's weird because ... what happened was, so the reason why I got that many followers, and just so you know, I've lost a lot because I don't I don't use it as much as I should anymore. I'm be totally honest with you about that. Like I don't use it to really ...

Nick - Support: Yeah. It's a job! We both looked at it and we're like "How many followers do we have? Like what the hell? That's work!"

Dan - Main: I can't do that!

Justin - Guest: At my peak I think I had, maybe like 32,000 or something like that. But I took a big hiatus off of it, because this gets a little toxic every once in a while. But what happened was, so I had a few hundred people following me and then Yoga Girl, speaking of her, she gave me and Patrick Beach a shout out one day because I know, her husband Dennis. He's a skateboarder. And he followed me and me and him connected on a skateboarding level. And he was telling her like, "Hey, man, you know there's not that many dudes on Instagram posting yoga photos besides these two guys! You should give them a shout out basically." So she shouted me and Patrick Beach out and next thing you know, I got like 8000 followers in a day.

Dan - Main: That's insane.

Justin - Guest: Yeah, I had to turn my notifications off.

Dan - Main: To the average person? Geez.

Justin - Guest: My phone was like catching on fire, it was so hot with notifications. And then from there like, that was definitely a springboard. I definitely attribute it to her saying hey you should follow these men who are doing yoga and not just follow these women who are doing yoga. Like there's men in this business too. And then I started doing yoga challenges with Patrick Beach, with Laura Sykora. And all these other Instagram yogi's.

Nick - Support: Yeah.

Justin - Guest: And they really took off with it, but it was something that for me? Like, I liked doing it but it was still work. And for me, I loved teaching. I didn't like posting the cool shit that I could do. I liked teaching people who were in front of me. I like I value the people who come to my class more and that to me was where I put my time and my effort in. To being a good teacher, not taking a good picture and not having like a great caption.

Nick - Support: Well 'cause yeah, it's work to get those quality pictures. Come up with witty captions and things like that. It is a little bit of a dichotomy in the yoga industry. Because it's like, we're supposed to be in touch with ourselves. We're supposed to be really valuing the time with a FaceTime in front of people.

Dan - Main: Live in the now, in the present.

Nick - Support: But then we're also on the phone. And it's just like, "Where's the balance?" So it's cool. So let me ask you this? You take your first yoga class, you sign up for your teacher training, you start building your Instagram, kinda purposely, kinda letting it go as it goes. And then when you signed up for that teacher training, and at the same time were you planning on owning a studio?

Justin - Guest: Nah, man, I just wanted to help. Like, that was like the main my main thing is like, because when I walked out of that class, that really shifted the way that I looked at it was. The thing that popped into my head was "man, I want everybody I know to feel as good as I feel right now." And I was like, Okay, well, how can I do that? It's like, Okay, well, I can be a yoga teacher.

Justin - Guest: I like I can do exactly what I just went through and replicate that. And like, give that to people. Like, I want people to feel as good as I feel. I want them to feel capable and calm and balanced and strong. And all these amazing feelings that were going through me that didn't happen a lot. I'm a very insecure dude. And I never felt really great at one thing. And it was something that made me feel like that shit didn't matter. Like, I was fine. I was fine. And I want other people to feel like that.

Justin - Guest: So that so my basis of it was: just to be a service to people. Just to try to get them to feel good. That's it. Not to make money. Not to have a second job. Not to own a studio. I had no ... I knew I wanted to teach and I didn't know where it was going to go from there. But I just knew at the heart of it. I just wanted to make people feel good and make them just feel happy. That's it.

Nick - Support: Right?

Dan - Main: You know, that's fantastic man. And it's starting to sound like when you did begin to own your studio, when you when you started that up, that's when the fun began. Because for everyone who's listening who doesn't know, his studios name is Yoga Rebellion. And if you listen to a lot of yoga studios. Peace, Love, Yoga. Zen Yoga. The Dharma Dan. It's a very conducive theme here. And now we've sort of got like, the punk rock of yoga. I mean that in the most endearing way possible. It sounds like you really got to have a lot of fun branding this. Making it uniquely yours and personal. I'm sure your members greatly appreciate that. They felt like they were part of something different and connected to you in a way. Talk to us a little bit about all that.

Justin - Guest: Yeah, man, that was definitely something that I wanted to do. Was to set myself ... not necessarily set myself apart from all the other yoga studios, but I just noticed the common theme just like as you were kind of saying, there's a common theme with all of them. And it's not that I don't appreciate it or I don't like it, but it isn't me. You know, it's not who I am. Like, yeah, on the inside, I am very zen. I try to live by dharma. I try to do all these things. I could never own a studio that was like "Ohm Shantee Yoga Shala" or some shit. I couldn't do that because it's not who I am.

Justin - Guest: And so the whole yoga rebellion thing was, the kind of rebel against the status quo of what Yoga is in this area. I felt like, everybody's trying to fall in line with each other and everyone's trying to just do what everybody else is doing and no one was really like sticking their head up out of the crowd and being like, "Yo, man, there's some different shit up here. There's a lot of other stuff that you can do." There's like ... I felt like they weren't challenging their students. I felt like they were ... they were kind of using the language and everything like that just the pull people in because of the name of the place. My whole thing is that I just want to be myself when I teach.

Justin - Guest: Like, I want to talk how I want to talk, I want to say what I want to say, I want to teach you what I want teach to teach you. And not teaching because I want people to like what I teach. I teach, because I teach what I love. And like, if I walked into a yoga class, what would I want out of it? Exactly what would I want?

Justin - Guest: So when I write my class every single week, it's like, Okay, what would I want to walk into? If I walked into the studio today? I'd want to get something good mentally and spiritually, but I'd also want to be challenged physically to make me feel capable. And I feel like a lot of studios that do the same stuff over and over again, while I see the absolute benefit in that, like that repetition. Like you can see how you're changing and you can see yourself getting deeper into these poses. It just becomes monotonous you know? I think for me, that's one of the reasons why it's a rebellion of sorts is because a lot of the studios started shifting to more of a "We do this every time."

Nick - Support: Yes.

Justin - Guest: And I don't buy that shit. I don't buy into that at all. I think you should constantly be challenging, constantly be changing, constantly be deferring the movements, deferring the poses to keep them guessing. To keep challenging themselves. It's just like CrossFit, you know? That whole methodology of constantly evolving and changing the techniques and changing the way you go in and go out, repetitions, whatever. Whatever you want to call it. So I just wanted it to rebel against the status quo of what yoga was becoming and starting to ask people more! Like yoga has this whole mindset of "You're fine where you are." Which is partially true, but at the same time you can absolutely become complacent in that mindset. And I don't like that. Like, I don't like that.

Justin - Guest: Yeah, you should be happy with where you are, but you should still strive for better. You should still want to be better. You should still want to be stronger. You should still want to be the best person that you can be today as opposed to the person you were yesterday, and you're not going to do that if you just keep showing up and doing the same shit every time. You've gotta try something that you're going to fail at. And that's what I try to do with my students. Do things with them that they're not going to be able to do. That they're going to have to work hard to do it. They're not just going to come in and nail that shit. They're going to have to really keep showing up.

Justin - Guest: You got to keep falling. You got to keep getting back up and you gotta keep showing up again.

Nick - Support: Well, from a fitness perspective, you know, I've trained people at night as well. Whether classes or one-on-one settings. And those are your lifetime customers. Those are the people that you're saying like, "Hey, it's not going to be easy on day one. It's not going to be easy on day seven. You're not going to get a 30 day fix and look better. But if you stick with me for 90 plus days, right? If you stick with me throughout this process, you're going to love it. You're going to love the end result." So I think that's really smart.That yearning, very engaging personality. And if you could keep someone hooked and you could get them there? If they get past the first month with you they're a lifetime customer.

Justin - Guest: Exactly.

Nick - Support: What is ... is that tough? Getting people pass the first month all the time?

Justin - Guest: Oh yeah completely.

Nick - Support: 'Cause you're challenging the shit out of them? And they're like, "Uh." and it's kind of like what did you expect? You came to Yoga Rebellion?

Justin - Guest: That's why I put it real big on the home page, man. If you're coming to my studio read the homepage definitely because I say right off the bat what the studio is about. We're not a typical yoga studio. You will be challenged physically. There will be unconventional movements that aren't traditional yoga. But what you asked about, the keeping the retention of the students.

Justin - Guest: I find that if they can just open up a little bit and connect with me and I can connect with them then I can keep them coming back. It's not so much the the poses that I'm teaching, and that does have like a little bit of a piece of it, for sure. The intensity in the class will get the people who love to work out hard and they work their ass off. Yeah. So the intensity aspect of it is good. But I find that the connection that I build with them is what keeps them coming back.

Justin - Guest: So it's like akin to a CrossFit community. That's definitely how I geared this studio. Is I kind of modeled it off of the community that CrossFit creates, because I've been doing CrossFit since 2014. Definitely not diligently, as much as I would love to, but I've been going to a CrossFit gym, CrossFit Turbocharge for the last four years and I noticed that the days that I didn't want to go in? Some of the thoughts that would cross my mind were, "Oh, well so-and-so is going to be there, so I'll go. I know they show up at six A.M.

Dan - Main: Right. Social Accountability.

Justin - Guest: I'll work out with, like a buddy. If I'm gonna suffer, I'm going to suffer with one of my friends, you know? I'm going to suffer with somebody. So I really wanted to create a tight community. So the net that I'm throwing out to get clients is ... I'm trying to get 1%. Like I'm not trying to throw a net out and get 100. I'm trying to get one. I'm trying to get one person that wants to come in and wants to believe in what I teach and wants to connect with other people who are like minded to that.

Justin - Guest: And then when they ... when me and that person connect then they know that the other people who are in there are going to be like minded.

Dan - Main: If you were to take a lot of things just talk about and condense it for anyone listening in on this podcast. You say "Hey, if you're looking to brand yourself or your studio, your business or even one and the same." What would you tell those people as advice? Not necessarily on a specific level, but how to brand themselves. How to create that brand of who they are and what they want, and what kind of customers and students and members, all of that. What advice could you give anyone listening in on this podcast?

Justin - Guest: The best advice that I could totally give is, just to be themselves completely and really take a good honest look at what they think is themselves too because in the yoga industry especially, it's cliché. It's absolutely cliché. You said all the names of the studios. You need to, not saying you need to set yourself apart, but being yourself is the best thing that you can do. Because then, there's no deception. There's no facade.

Justin - Guest: You're just being exactly who you are, but you have to take a real good hard look at like ... Are all the crystals and the tarot cards and all that stuff. Is that really you? Or is that what you think you need to be, to be a yoga teacher. It takes a lot of work on yourself to kind of understand where you are, because hey, man, when I first started out, I just wanted everybody to like me. So I was just like, "I'll teach really mellow. I just want people to take my class" but I won't go down that road, but just to be 100% themselves and then how are they going to help?

Justin - Guest: How can you bring value to the people who come in, right? So if there's 30 yoga studios in a 10 mile radius, what is going to get somebody to come to your class that they're not going to get somewhere else. So you better be really, really good at what you do. And you need to be absolutely 100% who you are, because people are going to come in for who you are. Not so much how you teach. I have people who come in, they don't want to do handstands. They don't want to do arm balances. They come in because they want to be around me, I guess. Not to make myself sound larger or anything like that, but like ...

Dan - Main: No, no, no, but you are you're brand. There's a reason they come to your studio.

Justin - Guest: Exactly. I want them to come in because of the connection they have with me and the other people who were in there. And when they come in, they know what they're getting. They know that I respect their time and I honor the amount of money that they're giving me for their time, because it's a business. It's hard for yoga teachers and studio owners to kind of compartmentalize and try to figure that part out. And I've had a lot of problems with the too, but there is a balance of it. You could totally find a balance of trying to make money off of your students, but then giving them every ... If you don't have anything to give them, you shouldn't be asking them for money.

Justin - Guest: You need to be giving them something that they keep that they can't get somewhere else. Or if they can get it, you give it better. All right. So you have to be really, really good at what you do. You have to be a good teacher. You have to be fluent in the language but I think really what it takes is just being themselves, man. Is to not be a façade. Not to be somebody else that they think that they should be so people come in. To genuinely just talk to people and ask about their lives. Ask who they're married to. Do they have kids? Where did they go to school? What do they do for a living? I asked all my students all this. That time I have before class is not quiet, it's loud and everyone's talking to each other.

Dan - Main: It's community.

Justin - Guest: Yeah, because you need to have that. And I think that's a really huge thing is to build a personal ... and saying you're just a yoga teacher? The best thing to do is to build community in your class. Or a fitness instructor. Doesn't matter. CrossFit Coach? Whatever.

Dan - Main: Any studio fitness, for that matter.

Justin - Guest: To instill community in that one class. Say you don't own that building. I didn't know a yoga studio until a few years ago, but what I did was, is I built community in every class that I taught. So the same people were always showing up in those classes. So even though I didn't own that space, when I was that room for that hour, hour and a half. It was mine and all the people who were in there, I was myself, I let them be themselves. By me being myself, I gave them permission to be themselves at the same time. So there was no walls up. There was no bullshit. There was no smoke and mirrors. There was none of that stuff.

Justin - Guest: And then they all got to see each other for who they are. And then from there when I opened a studio, it was nice because I already had a following of people who would easily follow me over because I made a community. I didn't have clients. I had friends. I had some people who supported me. Not just on a financial level, but also on like ... they wanted to see me succeed, you know? And so then they would support me even more and then when I opened the studio, my whole method was, is that I want to support them, right? They're coming in here to give me money. Well, I'm here to help you.

Justin - Guest: What do you need help with? Do you need help mentally? Do you need help physically? Do you need help with your business? Put business cards up. I'll help promote your business. Do you own a roofing company? Cool. If anybody asked me if they need a roofer, I'll give them your card! So it's like me supporting them helps me in the long run.

Nick - Support: Yeah, hundred percent. Man. I really, really appreciate you coming on today. That was a ton of great feedback. A ton of great advice. You started that last bit off with just be yourself, but one thing I pulled out of that was when you be yourself, you let other people be themselves. And I think that's a huge barrier today. Everyone wants to be liked, like he said when you started.

Nick - Support: Everyone wants to be accepted, but it's a lot easier to be accepted by the right people. Not just everyone, but the right people when you can truly be yourself.

Dan - Main: Right, and something Nick and I often talk about when we go through our own sales cycles here, is something you said. The confidence. That you're giving them more value than you're asking for in return. So if people can be confident in who they are. Their own personal brand, like you are with yourself. If someone's confident that their way of doing things, not the cookie cutter way of doing things, is gonna work? You know what? Your members are going to really feel that.

Dan - Main: So for everyone listening today, I'd really like everyone to take away ... and thank you. Thank you. Thank you, Justin, for letting everyone know. You got to really stick to your own brand. And that isn't what the market says brand should be. The brand we take away from this is, "What do you want to do?" Do it with confidence. Do it with authenticity and people will follow. If you lead, they will follow. Thank you so, so much for coming on today, Justin, and ... yeah.

Nick - Support: Yeah, thanks for your time man.

Justin - Guest: Awesome, guys. Thank you so much. I really appreciate it.

Dan - Main: No doubt.

Nick - Support: See ya.

Nick Dennis