Episode 33 - How different is different?


Hanna Potraz, one of the founders of E2 yoga and fitness has a full fledged fitness studio with yoga incorporated into everything that she does. Not just yoga movements but concepts of balance and breathing as well. Hanna is going to share how true differentiation brought her a very specific type of client naturally and helped her grow E2 yoga and fitness.

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Host - Dan:                                 fitDEGREE is more than just two guys with microphones. It is the studio management software you've been looking for. For more info, reach out to me on our website at www.fitdegree.com, on Instagram at the handle fitDEGREE, or my email dan.berger, that's B-E-R-G-E-R, @fitdegree.com to get the conversation started. All right, now onto the show.

Host - Dan:                                 Hey everybody and welcome back to Studio Savvy by fitDEGREE. I'm your host Dan Berger, and I'm joined in studio by my co-host, Nick Dennis. So many of us strive to be unique and even list it as a selling point for our studios. But how different are we from many of our competitors? Today's guest has certainly raised the bar on differentiation.

Host - Dan:                                 Hannah Potraz, one of the founders of E2 Yoga and Fitness has a full pledged fitness studio with yoga incorporated into everything that she does, not just yoga movements, but concepts of balance and breathing as well. Hannah is going to share how true differentiation brought her a very specific type of client naturally and helped her grow E2 Yoga and Fitness. Welcome to the show, Hannah. Glad you could join us today.

Hannah Potraz:                        Hi guys. Thanks for having me on your show.

Host - Dan:                                 Yeah. I'm looking forward to it. So take us from the top or from as far back as you'd like to. Give us a little bit of background on E2 Yoga and Fitness and sort of what inspired you guys to do things a little differently, and how that brought in that unique client bases that you told me about when we talked previously.

Hannah Potraz:                        So it started I want to say like four years ago with the brainchild of creating something that was a little bit different and had more emphasis on the individual and the holistic approach to fitness, rather than throwing people into a big box gym that was just loaded with weightlifting equipment and not a lot of education, especially for people who either haven't stepped foot in a gym in many, many years or ever, or people who were coming back from an injury and creating that kind of preventative health.

Hannah Potraz:                        So my mom started, it was her idea to begin with, and I kind of got brought on board. As she taught at a lot of different places and was helping out in a lot of sports medicine and a lot of sports specific training, and she started doing yoga with all of these collegiate level sports teams. And it was helping them recover from their games, as well as not get injured going into the next games, aside from their regular training schedule.

Hannah Potraz:                        So she decided. She talked to the coaches where they had these rave reviews that she wanted to bring this all-into-one place that people could go to and get that kind of one-on-one care in a very small group setting, without having to pay hundreds and hundreds and eventually thousands of dollars to get this personal training. You could go to trainers who knew you in a facility and knew everything that you were going through, and you wouldn't have to deal with personal training costs, but you'd still get that same approach and that same safety. And it all started from the ground up from her yoga training.

Host - Dan:                                 Awesome. So it started with the yoga training, and you said it started with a studio. And is that when you decided to add the full fitness studio on top of that?

Hannah Potraz:                        Yes. She is also a personal trainer but she was always more of like a yogi, hippy like vibe kind of thing. And I was always more of the lifting heavy and interval training. We wanted to match those two sides together, which she kind of handles all the yoga stuff, and I get to handle all of the weight training stuff. And the yoga blended so well with weight training and kickboxing because we both also have, our whole family has up to fourth, fourth or fifth dan and black belts.

Host - Dan:                                 Wow, very cool.

Hannah Potraz:                        So we started with martial arts, which is also verified, and had that very intense feeling to it. So we actually started with yoga and yoga plus kickboxing because that was a very natural blend of two eastern ideas. And then we added on weightlifting on top of that, which you could do barefoot. Actually, there's so much benefit to the barefoot lifting because you have so many nerve endings and so many tiny muscles in your feet, it really gave you this feedback with how your body was lifting and where you're putting pressure. And with shoes, especially with shoes today, you're just adding more and more fabric and more rubber and more technology and all this jazz that actually takes you farther away from the floor and far away from connection, which is so important with lifting because one little false movement and you could blow out your knee.

Host - Dan:                                 Right. Now, something that you had mentioned to me is that everything done in your studio is all done barefoot, right?

Hannah Potraz:                        Yes, absolutely everything. From the second you walk in the door, your shoes are off.

Host - Dan:                                 And was also because you told me about how you changed the surfaces. It's barefoot, but you've got from the studio. Then you move to the mat and the weightlifting room and even you guys have a sand training area as well.

Hannah Potraz:                        Yes. Anything that is done concussively is done on either these inflatable mats so that when you're jumping, it's on a very soft surface. We have an entire room that is padded with specialty flooring that's made for martial arts studios and gymnastics. So it's non-compressive movement even for more older people or somebody who has any issues or back issues, it's not going to bother them to stand on it and weight lift on it. Or we have our bamboo flooring, which has no preservatives and it has no fillers, there's no garbage, no chemicals and stuff. So when you're down with yoga training, you aren't scraping yourself up against this garbage flooring that's like mass manufactured.

Hannah Potraz:                        And then we have for our outdoor bootcamp, even though you do need to have shoes on for the outdoor portion, we do have half of it in the sand pit. So you take your shoes off again and then we reconnect with how our feet move within the sand. And it's really hard. So there's that added [crosstalk 00:05:58]

Host - Dan:                                 Yes. Yes, it is. I have, at the end of this month I'll be playing in a lacrosse tournament War at the Shore, and I haven't played lacrosse-

Hannah Potraz:                        Oh wow-

Host - Dan:                                 ... in like, I don't know, other than an alumni game like four years. But it's all on sand and I'm just like, "I'm not ready for that. That's a special type of training."

Hannah Potraz:                        [crosstalk 00:06:14] next to a water bottle. Holy cow.

Host - Dan:                                 I know. And it's down at this, yeah, it's down during like a holiday weekend at a popular party beach. I kind of looked at the guy and organized this and said, "Who thought this was a good idea?"

Hannah Potraz:                        In theory, in theory it sounds all right.

Host - Dan:                                 Every picture-

Hannah Potraz:                        Good luck.

Host - Dan:                                 Yeah. Thanks. Every picture I've seen it's like people are wearing like half the pads and this and that, and I'm like, "This just has trouble written all over it."

Hannah Potraz:                        Oh god. You'll have a good time.

Host - Dan:                                 Yeah, I'm sure of it.

Hannah Potraz:                        At least you're at the beach.

Host - Dan:                                 Yeah, absolutely. So tell me about with your clients, do a lot of them go from ... If I'm someone who works with you, am I spending most of my time on one surface, most of my time on the bamboo floor based on my specific needs? Or you take me, you go, "Today we're working on the bamboo floor. Today we're on the sand. Today we're on the inflatable mats." And are you constantly moving them from surface to surface for whatever effects the variance may give to that person?

Hannah Potraz:                        Well, yes and no. So part of, if you looked at our logo, it's the yin and yang symbol. So you have the yin yang side, which you know is like the strength and interval training. And then is the yoga. With our schedule, with everyone that comes in, we create a prescription for them. And we think of fitness as a prescription. It's for your health. It's for your wellness. And it's for, I mean, just like you'd go to a doctor and you sprained your ankle, you go get a prescription for a pain medication, or a brace, or something like that.

Hannah Potraz:                        We do the same thing here. You come in. You have your schedule. We write out that little RX of what you need. So you're going to, on Monday you're going to take this Pilates class, and then the next day you're going to take this restorative yoga. So depending on what the person comes in saying that they're looking for, or saying that they went through, like we had a woman who had an entire rack of pants fall on her.

Host - Dan:                                 Oh geez.

Hannah Potraz:                        Yeah, severe injuries. I mean, I couldn't even make up that kind of story. So we asked what happened first because usually something's happened to somebody that they come to us. Then we go through and we prescribe exactly what they need. Especially if they're looking to gain strength, but they have a lot of severe knee issues, we send them right to the paddock floors. And if they're going to go into bootcamp, they only stay in the sand pit.

Hannah Potraz:                        We're a little bit harsh with people where we're like, "No, you literally are not allowed to do that. I know you're telling me like you think you could, but I'm not letting you. I'm not letting you injure yourself." We're working up to that point. But if you have a knee issue and you think you can do it, I'm not throwing you into kickboxing. You're not allowed to come to class.

Support - Nick:                         And I think as long as you-

Hannah Potraz:                        You're going to yoga.

Support - Nick:                         As long as you communicate that well, they should understand, or it'll be a great way to qualify clients better of, "If you're not going to listen to me, then just leave." I think that that competitive advantage you're creating, I never thought about that, of your combination of classes but also like PT style where you are providing a plan and the plan is via group classes.

Hannah Potraz:                        Yes. And that's exactly-

Support - Nick:                         That whole prescription mindset is brilliant.

Hannah Potraz:                        It's definitely, we're trying to get them, I mean, to a point where, because we do have levels of classes. Even though every class is available for modification, there are some classes. As in yoga, there are some for more advanced, they're quicker. Of course, you could go into one and go slower. But if you want to keep up with the class, you need to start at your base level. So we're starting out you or starting you out with the little baby kind of yoga, the slow restorative stuff and you can move up.

Hannah Potraz:                        And it also goes, the members, like when they come to me and they're like, "Do you think I could do kickboxing?" And I'm like, "You know, let's aim for that for next month, but right now this is their treatment plan. And then we'll assess where you're at, and then we'll push you to the next level." But I'm not about to be like, "Oh, you want to lose 20 pounds? Get in kickboxing and go for it," because I'm not about you just moving. I'm about you being able to continue to move.

Hannah Potraz:                        And that's kind of where our age dynamic came in as well, is they're usually in their late 40s, 50s, to 60s, we have people in like their 70s, and this whole group isn't about like, "Oh, I want to look cute on spring break." They're about like, "I want to be able to move in the next 10 years."

Support - Nick:                         Yes, longevity, yeah.

Hannah Potraz:                        Yeah. So it's a totally different mindset that focuses on wellness over appearance and appearance comes with the effects of just being healthy and well and moving and eating properly.

Support - Nick:                         100%. If you just care about performance results, you'll be surprised of what your body looks like.

Hannah Potraz:                        Yeah. Yeah.

Support - Nick:                         You said in the beginning you were saying that your mom found it with athletes and recovery, but now you just mentioned that your client base jumps to 40, 50, 60, 70. I think the 40, 50, 60, 70s got to be a better client for you because they're coming in need. They're probably much more, can't think of the word, but willing to learn, willing to listen, listening to your prescription, taking it for what it's worth. Where the athlete's probably a little bit more stubborn. Was that like when you started this studio, you just started attracting the older crowd and before the studio was more based on the athletes?

Hannah Potraz:                        I think we ... Well, we put it, I think we kind of just like exuded that vibe and that's who came. Because then with that first base of like 50 age range, their friends kind of started seeing the results. Then their friends. And they're all kind of around the same age. We have the college kids who are a totally different mindset. And then we have the 50-some.

Hannah Potraz:                        But the interesting thing because we have a lot of women, most of our men are in yoga, but a lot of the women are in the more intense fitness regime or regimen, and they've been so indoctrinated into, "Don't lift or you'll get bulky," or like, "Women aren't supposed to look like this," or like all that stuff, that it's actually breaking, even though they want the benefits, it's breaking a lot of the stigma of the exercises associated with getting those results. So they want to have strong legs that support their knees and they want to have strong hips and all that jazz. But they're like, "Oh, I'm just supposed to be like running on the treadmill." And I'm like, "That's a really good way to hurt yourself."

Host - Dan:                                 Oh yeah.

Support - Nick:                         Oh, I'm so happy you said that.

Hannah Potraz:                        Like that's the exact opposite of trying to get healthy knees, and also look good. So it's-

Host - Dan:                                 I even watch people that live near me. I see them running 10 miles a day. I'm no runner. I'm 220 pounds. I'm explosive and not a runner. But I had runners teach me proper running form. Your hands are pistons, your feet, your knees shouldn't be ... your feet shouldn't be swinging at the side. And I watch these people that run on their heels, or they're swinging their arms across their body, and I'm just like, "You do this," I've ranted on this on probably about three podcasts now, "You do this day in and day out and this is all you do. Why are you not doing it right?" Because you're only doing it for you. You're not competing. And if you are, you're not competing at a high level. Why? Why?

Support - Nick:                         The squatting below parallel is dangerous. So now, we had this whole plan. You give people a prescription, which I just absolutely loved this idea. Talk about the business side. I'm sure your retention rate has got to be through the roof.

Hannah Potraz:                        Yeah. Retention rate, we do our trial. That's how we track it, is our trial membership for two weeks or a month depending on the season, and the special, it's about like 87% is the last time we checked our retention rate.

Support - Nick:                         That's fantastic.

Hannah Potraz:                        Or our flip over rate. Our retention rate, I honestly can't tell you what it is. Really good. I've known the same people for the last four years. But our turnover rate on the trial membership is super great because people get a good taste of what we're able to offer for two weeks. They start to feel good, or the month or whatever it is, and they're like, "Oh god, what's going to happen if I don't do this next month?" Well, the people that don't take up that offer come back a month later and they're like, "Well, yeah, so I messed up my goal, whatever, gardening. Hi. I'm back." We're like. "We'll take you. Come here and let us help." But it's always after people injure themselves.

Hannah Potraz:                        The super, super fit people come here and either they'll realize that, "Oh my god, I've been doing squats wrong for the last 10 years, and this is so much harder now." Or they'll be like, "Oh no, I got this." Then they'll go back to their heavy lifting. Then they come back. They threw out their hip or pulled their hamstring or strained some muscle and we have to work through it all over again, because nobody's passed the basics.

Support - Nick:                         No. No.

Hannah Potraz:                        Like I don't think anybody. I mean, you could talk to an engineer or a doctor or a personal trainer, and nobody's passed the basics of just how to squat, and how to do a pushup, and all this stuff. And there's so many more muscle groups engaged just to be able to protect your joints and to be able to lock in your spine and support yourself. I mean, you're a whole body and you're going through this very dynamic, and those minutes you have to be able to hold yourself in these positions safely, and that's where all that muscle endurance and proper form comes in.

Host - Dan:                                 And you're a martial artist. How heavily do they ingrain the basics into your head? Especially with ...

Hannah Potraz:                        Oh my gosh, for ever.

Host - Dan:                                 Especially, very especially with the karates, how much of your first three months is, here's four moves that you're not going to do anything but this and horse stance. Enjoy. We'll see if you still want to learn after that.

Hannah Potraz:                        It's like a mind numbing.

Host - Dan:                                 It's numbing.

Hannah Potraz:                        I did it for like 16 years and I would get to the top and then we'd be like, okay, we're going over like the whatever white belt forums, and I'm like, "Oh my god." But once you get back to it, even like the people who are the masters and stuff are like, "Nope. Deeper. Nope. Longer. Nope. Harder." And I'm like, "Okay, I should be like this on it." But you get that muscle memory, and that's what you want to create. And really anything, whether you're doing like lacrosse, I mean actually you just reach for the ball without thinking like, "Oh, here's the ball. Let me raise my S.T.E.M. until I get it."

Host - Dan:                                 Oh I'm terrible at lacrosse. I was on the team to send a message to the other team and then go sit in the penalty box. Rugby was much more my speed. I actually, I tried to play it too at the same time and I ... Rugby was starting to go well and the captains of the lacrosse team came and sat me down and they went, "Hey Dan. You know we're picking the roster for next weekend's tournament and we think you should really focus on rugby."

Hannah Potraz:                        Oh god. Like don't quit your day job.

Host - Dan:                                 Oh no. Like please quit this job and go to this other job. We'll support you from here.

Hannah Potraz:                        Oh, we'll be your emotional support team.

Host - Dan:                                 Yeah. Yeah.

Hannah Potraz:                        That is so funny.

Host - Dan:                                 It was, I was just like, "Okay. Point taken. Point taken."

Hannah Potraz:                        Oh, they're nice. They're nice about it.

Host - Dan:                                 Yeah, no, because they were letting me know because our team had started getting better. So they're like, "Listen, you're a senior, and we just got these really good freshmen. They're going to be playing. So you can hurt your own feelings or you could go do something else. We'll give you the pick." And I was like, "All right, thanks for letting me know."

Hannah Potraz:                        Oh god. You're just good at something else. That's what it is.

Host - Dan:                                 Running into people-

Hannah Potraz:                        Everybody's got their shame.

Host - Dan:                                 That's what I do.

Hannah Potraz:                        Oh my god, that's funny. Well then, I'm sure with rugby, I can't even speak on rugby because I haven't a clue besides it's brutal. I'm sure you have your own muscle memory kind of famous.

Host - Dan:                                 Absolutely.

Support - Nick:                         Well, it's the same thing.

Hannah Potraz:                        Geez.

Support - Nick:                         It's just form tackling.

Host - Dan:                                 I need to come to someone like you to put me back together.

Hannah Potraz:                        Yeah. We'll fix you. God, that's a brutal sport to be in. Holy hell. Holy cow.

Host - Dan:                                 Interestingly enough, there's so many less injuries because of the type of impact and I'm [inaudible 00:17:29]

Hannah Potraz:                        Really?

Host - Dan:                                 That's like, yeah, I could rant for ... So football, just think about it. You have four attempts to get to a certain point, so you get more attempts, four downs to get more downs. And rugby it's not like that. You have unlimited downs, provided you take care of the ball. So it's, I'd rather go into contact and control my contact, controlled impact, and bring it down in what's best for my teammates to continue maintaining the ball.

Hannah Potraz:                        Oh sure.

Host - Dan:                                 As opposed to, hey, here's my forehead. Let me see if I get six extra inches. Sorry for any football players.

Hannah Potraz:                        Yeah, because that's how you get it.

Host - Dan:                                 Yeah. So it's okay to even lose ground on each ... on a certain phase. They're called phases instead of downs.

Hannah Potraz:                        Oh, that's interesting.

Host - Dan:                                 So you're really, you're hitting with your hard parts. I'm hitting with my shoulder, my hip, my elbow, and there's very strict tackling rules. Someone has to wrap me up. It has to be below my shoulders. So it's such a controlled force. It's less of an impact and more of a ... I mean, if you do it right, it's more of a force and you hit somebody. But, more often than that, it's more, it's more force, less impact.

Hannah Potraz:                        Less like big explosive two people smashing into each other?

Host - Dan:                                 Less meaty thuds.

Hannah Potraz:                        Yeah. That's how I think of rugby.

Host - Dan:                                 More bangs and bruises. Less rips and tears.

Hannah Potraz:                        Yeah. Yeah. Okay. I can see that. Makes sense to me.

Host - Dan:                                 Yeah. Now, speaking of being put back together, you had mentioned the majority of your clients are coming to you looking to get put back together in some way, shape, or form.

Hannah Potraz:                        Yes.

Host - Dan:                                 And you weren't expecting that at first, and now it's become the people come to you for this. Was that surprising when it first started happening?

Hannah Potraz:                        Yeah, at first. Well, I started at a big box gym when I first started doing personal training, and because I was on the younger side of the team and the newer side of the team, the like hot shot trainers would take all of the very kickball fit people that were easy to lose weight. They probably have one or two pounds. They're all really pretty and tall and very ... It looks good to have them-

Host - Dan:                                 You can push them.

Hannah Potraz:                        As your clients kind of thing. Yeah. Where it's like, "Oh, this is Becky." She's long blonde hair and looks amazing already and just wants to come to get like a bigger butt or something. And it's like she looks good as a client, so you can market her as like, "Hey, look at this client I have. She's really good looking."

Hannah Potraz:                        So I got put with all of these people who were 200 plus pounds overweight and on top of that would have shoulder spurs, so their rotational movement in their shoulders was like nil.

Host - Dan:                                 Yikes.

Hannah Potraz:                        That would have knee injuries, that weren't even able to get surgeries because they were so overweight that they couldn't be put under. So I had to work with all the people that were really difficult and I found this love and this passion for rehabbing people and getting them to actually not be afraid of moving, not through their injury, but kind of around their injury to protect it.

Hannah Potraz:                        So that came with when we started the studio and my mom already had that, and I hadn't really fallen in love with that yet. And then, as we came here, we just started to kind of get those same people because we both ... I didn't learn it from my mom. I learned it from my own kind of experiences. But we both came with that, okay, let's protect people. Then that started to turn into this little family that all protects each other and now we're a little cult of like 150 people, and-

Host - Dan:                                 Well, at least you admit it.

Hannah Potraz:                        Everyone knows each other and everyone knows each other. Yeah. It's very cultish. It's very, everyone knows each other. And so when people come in as well, whether they, they're so apologetic. It drives me crazy when people apologize in class for their injuries, or for, I don't want to say shortcomings, but for their modifications, because I'm like, "Don't apologize. Who the heck are you apologizing to? It's your class. I'm just here to put you there."

Hannah Potraz:                        So people come in and they're like, "Oh, I'm sorry. My knee hurts." And I'm like, "Probably wasn't really your fault, and it's definitely none of our problem. So come in here and do what you can and we'll try and get you through it so that we can move on to the next stage," and then everyone embraces you because if you walk into any class, you will think that there are 15 classes going on at the same time. Like I just taught-

Host - Dan:                                 Because of the modifications.

Hannah Potraz:                        Yeah. Because there's so many modifications. I just had my afternoon class and I had two completely separate classes going on. It was a kickboxing class and the girl came in and her ankle was super weak and it gave a little tweak and I'm like, "Done." Like, "Here we are. We're doing something completely different," while the rest of the class did something else. And that's just how it is. Because you showed up and that's the most important part. You might not be doing the same thing, but you came here. So you shouldn't have to go sit on the sidelines just because your body is maybe a little wonky today.

Host - Dan:                                 So has the business model, the marketing, the pricing, has a lot of the business as a whole changed once you realized, we're not training high school kids to go to college or D1 athletes to get drafted. We're putting people back together and that's who's coming to us naturally, organically. They are growing the business for us. Have you had to change anything to sort of capitalize on that?

Hannah Potraz:                        Yeah. So as far as pricing when we did ... We are in a really nice area. It's a beautiful town. It's just north of the city so it's a lot of professionals, a lot of either they were working and they went to stay at home or they are just full working and they're very educated, very high up.

Hannah Potraz:                        Before, when we were looking at like mid-20s, 30s, or like college age students, really there wasn't a lot of disposable income. We had a certain price and we still have that with a student special because we really care about students and still getting in their fitness despite being bogged down by a bunch of studies and other crap that goes on with school.

Hannah Potraz:                        But we were able to change our pricing where we had started out. And that's also part of understanding your value as a gym. And I don't think we had really grown into understanding what our value was, and being able to put a price tag to that. But if you look at other places like, I don't know, like Orangetheory or like a CycleBar or a Pure Barre, all of those places have insane prices on. I mean, it's 120, 150 plus for either 10 classes a month, or an unlimited but the workouts are so insane that you would never do five classes a week.

Hannah Potraz:                        So we finally came to this understanding and we're like, "No, we definitely hold value and we have to bump up our price range to under ... to share our value or to make people understand that we are a value on the same levels as those gyms, and according to the place that we're in, and all of our demographic is working. So they have the ability to spend that."

Hannah Potraz:                        We really do based on our price range and where we are and the demographic that we have invited in, and we have somehow kind of had that magnetism towards, we did have to change our price structure, as well as our schedule too. I mean everything kind of is around the working mom and working generally parent now.

Host - Dan:                                 Awesome, awesome. And that's I'm sure worked out a little better because you're not working on the college kids' budget anymore.

Hannah Potraz:                        Right. Right. I mean it bumped up everything a lot. It made more sense.

Host - Dan:                                 Right. And the most beautiful part of all of it was that it was natural. You weren't searching out these people so that you could raise your prices. These are the people that chose to come to you for what you do. It works for them. You have high retention and you can increase your rate. That sounds like a business owner's dream to me.

Hannah Potraz:                        Yeah. Yeah. It worked out well. It took, I feel like we were a little late into understanding it, but we did eventually.

Host - Dan:                                 So for anyone else that's thinking, I want to attract a specific demographic or maybe the people I'm serving right now aren't providing the type of the income or the level of income that I like. Would you be able to give a piece of information or advice on how to target that demographic? Or was it just, did it just happen so naturally because of what you do and the differentiators that you innately had that is it replicable the way you did it? Could you open another E2 somewhere else and get the same results?

Hannah Potraz:                        So I would ... That's one of the things that we are conflicted with, is if we moved a second location, would we get the same demographic and would these two gyms even function the same. Because this is so unique to itself, I feel like you could get two totally different vibes.

Hannah Potraz:                        The advice that I would give is try and step back or ask someone who's relatively close to you but isn't afraid to go up against your opinion. What they see. Like what comes naturally. Maybe you are more for the younger demographic. Maybe you are for the older demographic. But don't try and fight one or the other. And maybe you are an all-encompassing. But kind of just vibe it out. I know that sounds like so hippy-dippy of it, but the universe kind of brings to you the people that are supposed to be in your life. And if your vibes are on the same vibrations of somebody else, they'll come over to you.

Hannah Potraz:                        We've had people come into the studio who have been like very highly agitated people and either they will bring their vibes down to us and they wind up being like the cult voice pieces of the studio because we've brought them down to that level. Or they'll come in and you can see, they're like, "Not for me," and they dip. And those aren't your demographics. So don't fight for people that don't have those same values that you do, and don't change your company's values to meet a demographic that doesn't want you as you are.

Host - Dan:                                 Awesome. There's a saying in marketing. If you're talking to everyone, you're talking to no one.

Hannah Potraz:                        Yeah, totally.

Host - Dan:                                 And I think that that's hitting the nail on the head here with, if they're not for us, why would we waste our time, energy, and ultimately our money chasing them down to change their mind, when you have people-

Hannah Potraz:                        Yeah, exactly.

Host - Dan:                                 Lining up looking for you.

Hannah Potraz:                        Mm-hmm (affirmative). Yeah. What's out there, what you're seeking is seeking you.

Host - Dan:                                 Awesome. Awesome. Awesome.

Hannah Potraz:                        That whole spiel.

Host - Dan:                                 Yup. Well with that, I think that's ... We got a lot of value here. Before we go, do you have any closing words? If someone wanted to get in touch with you, learn more about what you do, keep the conversation going, how would they reach you?

Hannah Potraz:                        You can always check us out on e2yogaandfitness.com if you have any interest. We have some blogs going. We have an acupuncturist that has her facility within our studio, and she does some guest blog posts on there. We have some motivational speakers who have their blog posts on our website. So if you're looking for kind of like an all kind of touch point, there's a lot to offer on our website, as well as our Facebook, which is more so just for studio updates, or Instagram, which has a lot of fun stuff and some workout ideas, which is e2_yoga_and_fitness_mequon.

Host - Dan:                                 Awesome.

Hannah Potraz:                        All underscores in between.

Support - Nick:                         All right, sounds great. Thanks for being on the show today.

Host - Dan:                                 Yeah, it was awesome.

Hannah Potraz:                        Yeah, thanks so much guys. That was really nice.

Host - Dan:                                 So if you liked this episode, be sure to go and leave us a review. Your feedback helps us make better episodes every week. If you're a studio fitness owner who wants to streamline processes with a studio management software that's actually affordable, check out fitDEGREE. Go and find us at fitdegree.com. That's F-I-T-D-E-G-R-E-E .com to talk with a team member today. We'll see you back here next week, same day, same time, for another podcast episode featuring amazing studio fitness owners. See you later everyone.

Nick DennisComment