Podcasts about Gotta

Terrance finds himself mired in chaos, no small part being caused by his young wife's heart transplant. Married for 17 years, their relationship is strained due to what Terrance calls a lack of emotional control and echoes of his heartless childhood home. Who had the colder heart, his stepfather or his mother? As Sven encourages Terrance to face this and other difficult questions, the results are impactful. Come on in, and experience Terrance's success and relief. Explicit content.Send us Fan Mail

Gotta know when to pee.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Gotta be the kid.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

First, Jack had World Cup fever. Next--was the Half-Time Show a success? See omnystudio.com/listener for privacy information.

(00:00-20:11) Jackson's tribute to Sam Neill. Pipe Down, Welle. Mizzou night at Wrigley. Doug's not happy about it. Is it harder to get into Mizzou or kU? Beige aluminum siding. Has Drink been tanning? Pete Thamel reporting Ahmad Hardy is medically cleared bu timetable is still unknown. Gotta play Many Men by 50 Cent when Hardy makes his debut. Sport management is a REAL major.(20:19-23:28) Jackson's not the best, but he's happy to be here.(23:38-23:45) And the winner of the EMOTD is...See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Doug says the lede is Spain winning the World Cup, and frankly, the dais is shocked. The totality of sports viewing was quite nice yesterday. Jackson's buddy hit a 5-leg future Champions parlay and got paid handsomely. Never go Full Strode. That's why Martin has the C on his sweater. Sad day for the Cardinals but the navy caps sure looked good.Doug looks like he did a rail. Jackson got a bad haircut and needs 10 days for it to bake. All hell broke loose yesterday in the Cardinal bullpen. Audio of Oli Marmol talking about the disappointing loss. McGreevy with another McGreevy-esque start. What's going on with Dustin May? Steven Time is all fired up. If this show was intelligent, no one would listen to it. Doug wolfed down two turkey burgers, chips, and an icre cream bar. TMA prom. Steve from Birmingham wants to talk about it. He says the Cardinals won't make the playoffs and Roy Oswalt is a partner.Feliz Cumpleaños Carlos Santana. Michelle Branch or Vanessa Carlton? TMA Rankings. ATMA Mondays. Audio of Mark Goldbridge reacting to Argentina fighting Spanish players after the game. Bieber killed the vibes at the halftime show. Uncomfortable with the whole Madonna situation. SEC Media Days. Hop to it, Toots.Joined by voice of the Blues, Chris Kerber. Jackson only gave Kerbs six seconds to be ready for his live read. Early look at the Blues 26-27 schedule. Signing McMichael. What are the players doing at this point in the offseason?World Cup seemed to go off without many hitches. Audio of Zlatan announcing that was his first and last time in the studio. Audio from ESPN UK's post-game calling Argentina's antics 'disgraceful.' Ryan Fox has a nice pace of play and looks like he can polish off some cheeseburgers. Bryson had himself an interesting weekend. Rory's not very fond of Bryson. Bryson wanted to enlist President Trump to get involved.Fellas, I'm over here cheating. Doug stumbled into a remarkably hoosier event this weekend. Cruisin' Lindbergh. Doug Rodham Vaughn hates when people have fun.When does Movie Boi: The Odyssey drop? John Rice (The Troublemaker) was on hold but he dropped during the break. Redbirds +300 to make the playoffs. Drink at SEC media days. Maybe we need to be represented at next year's SEC Media Days. Autonomous 4. You don't want your linemen with floppy breasts. Mississippi State may not win a game after seeing their TikTok. Human Centipede. A to M.E-Mail of the DayJames Carlton is in studio but he's not gonna be much good to us today with the biggest steam engine ever coming through Webster Groves. James shot a 49 at Bellerive over the weekend. Trivia questions for kisses. Over/Under 6.5 wins for Mizzou this season.Jackson's tribute to Sam Neill. Pipe Down, Welle. Mizzou night at Wrigley. Doug's not happy about it. Is it harder to get into Mizzou or kU? Beige aluminum siding. Has Drink been tanning? Pete Thamel reporting Ahmad Hardy is medically cleared bu timetable is still unknown. Gotta play Many Men by 50 Cent when Hardy makes his debut. Sport management is a REAL major.Jackson's not the best, but he's happy to be here.And the winner of the EMOTD is...See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Hop into the Way Back Machine as this week on GENZ/X™, JM & Braxton take us to Halloween 2010 and May of 1982! First up, The Walking Dead, starring Andrew Lincoln, Norman Reedus, Danai Gurira, and Lauren Cohan. Next, the guys visit 1982 and the release of Star Wars on VHS, starring Mark Hamill, Harrison […] The post 016 GENZ/X | I Gotta Bad Feeling About Carl appeared first on The LEFT Show.

Today our hosts witness our heroes befriend some giant dogs in ' The Stolen Stones'! and we see one of the derpiest pokemon become a fan favorite in ' The Dunsparce Deception!'

Cold openWelcome to the Treatment Funhouse…First room. Guy in a jumpsuit, “We gotta strap ya in.” He waves at a chair. “Safety,” he says in a bored voice.So you sit. You really want… something… different in your miserable life.[Brief music]Suddenly he snaps manacles on your wrists. Then behind you he grabs a blowtorch…[music]IntroThis is AutisticAF Out Loud, Season 7, episode 1. Today, I find moments of joy… after some brutal ones.Like Leonard Cohen sang in Suzanne, “among the garbage and the flowers.”I'm Johnny Profane. Startled awake. Taking a new direction. And writing a neurodivergent autobiography… out loud.Content note: Mentions abuse, trauma, suicidality... and dark humor.Just one autistic elder's voice. Raw.3 fragments from my free archive, autisticaf.me… I'll tell you more at the break.[music]Welcome to the Treatment FunhouseBeing trapped in the medical model of autism for decades?Imagine an elaborate carnival funhouse… the kind that's a maze. You gotta find your way out. But…This one's got a horror theme.The sign outside… “23 Mirrored Rooms That Will Change Your Life… Forever!”Never saw that before.So you stand in the long wait line. That, naturally, doubles back on itself. Many times.Finally, you belly up to the barker's ticket window. Start to scan the price board.“125 bucks?” You cry out.“You wanna change yer life, kid? Whatchya think it would cost?”So you sigh. You think…You need… different. You fork over.First room. Guy in a jumpsuit, “We gotta strap ya in.” He waves at the chair. “Safety,” he says in a bored voice.So you sit. You really want… well, something… different in your miserable life.Suddenly, he snaps manacles on your wrists. Then behind you, he grabs a blowtorch.You see this scene reflected in all the mirrors. In detail. Enhanced by all your grisly memories.You protest. “What the actual fuck.”“Trust me. This is the latest research. Sure as hell gonna change your life.” That smile. Thin. Cold. Professional. “We got paying customers outside. Lined up. Waiting to get inside. You in… or out.”You reflect on your miserable life. You nod.Then he slowly, methodically works you over. A light burn here. Another there. Starting at your feet. Working upwards.You scream. You cry. You plead. You evade. You bargain. Not a word out of Jumpsuit Guy.And… the only way you can block out the terror reflected in those mirrors?Close your eyes…He finishes. He unshackles you. Helps you up as you tremble. Guides you efficiently to the door.“Next room. Room of Knives. Yer gonna love it,” he laughs.“Just 22 to go.” Leans in… conspiratorially. Whispers in my ear…“Wait til the Meds room. Everybody talks about the Meds Room.”Beat.“If you make it there.”musicInterludeOkay, then. A fun little… metaphor. Now… some dark reality. Family… and professionals… tossed off what I was going through in my late teens as “immaturity.” Something I'd age out of. Totally ignoring all the red danger flags of the coming disaster.Quick side note. Some folks wrote you couldn't read articles. Multiple platform problems… demands you subscribe… pestering friends, even if they used a“free” link.I heard ya . So, I built my free personal archive at autisticaf.me. No paywall. No ads to piss ya off. All free & shareable… on me.You'll find more pieces like this next one… there. — The Autistic Treatment Funhouse, Room of ExamsThey Called It Immaturity. They Missed Everything.Content note: This is the tough one I mentioned. With the brutal flowers.Look, first of all… This is not the beginning of a poor-me story.This is a story of how I found moments of joy… and darkness… in my autistic life. Like Leonard Cohen sang in Suzanne, “among the garbage and the flowers.”But I found dark humor... every where.1972 was a hell of a summer… Room 1I first sought a diagnosis at 19. Following suicide attempt #1.I was driving after dark. Which I wasn't supposed to do… new family rule.See, I'd damaged our car the week before, making a hasty turn into our driveway near Jumping Deer Road in Katonah. Hit the damn stone wall on the way in.This was Westchester County, NY. Local code only allowed a nano break between the 18th-Century stones guarding our yard. Colonial heritage or something… masking slave labor.I'm in the doghouse. With parents already skeptical about letting me go to college. Not “mature” enough.Yet, when the hood and fender are finally fixed? They drop me off on a muggy, hazy June night. Out in the boonies at the old Amawak Service Center on Route 202.“Pick it up and bring it home. No side stops.” Then they instruct me, “Be… careful.” Rolling their collective 4 eyes.I pull out, then wait. The light's gotta change at the 4-lane intersection with Route 35 before I can head home.The light turns green. I go into a weird space in my head. There's… there's some reason I shouldn't turn left… yet… But I watch myself shrug, flick my signal switch, and turn. Right into two lanes of accelerating traffic coming right at me.Don't remember much more. Just the red, don't-turn-yet-idiot arrow. Staring at me brightly… through the windshield that used to be there.I survived. That classic, white 1965 Mustang… didn't. Barely street legal, 271-horse V8 under the hood. Maybe the most collectible American car of all time.A hand-me-down gift to our family from my father's father. Who bragged, “I had to jew the dealer down from 5 grand,” back when he bought it new in '65. A lot of money then.Um, things got tense at home.“You are responsible for your own actions. You are the cause here.”Parental meeting time.“Uh, I don't know what happened.” I couldn't stand these “meetings.” So many in my childhood. This was maybe the worst of all.“I don't know. It… it... just happened.”Making my parents even more furious. These were avid Ayn Rand readers. And my grandfather? He slept beside an orderly nightstand. Mein Kampf tucked tightly in its tidy drawer. My dead father's voice echoes coldly in my mind still. “You are responsible for your own actions. You are the cause here.” But, I stumble on. Making things worse… in my way.“Something's wrong. I don't know what. I'm having horrible visions. Hitting people with the car as I drive by. Hitting their bodies… bones…” I trail off. Into stony silence, I say, “And now something weird happened. I think… I think… maybe I should see a doctor…”Next thing I know, I'm sitting in front of a Westchester County caseworker. Cuz my parents felt a psychologist or private therapist cost too much.I had no idea what I was feeling… much less why.The intake experience was horrific.I felt… badgered.She called it… delicately. “Maybe the accident looked like an attempt to… maybe… harm yourself?” But she continued with a sledgehammer.“I know you have a secret you want to tell me.” Rinse, repeat… Rinse, repeat…I wanted so badly to please her. But had no idea what I was feeling… much less why.Worse yet? There were things I didn't want to tell her. Darker than the physical or sexual abuse she was probably check-listing. Things a traumatized kid might do… himself.I never went back. I told my parents I was uncomfortable talking to her.My dad rocked back in his dark, maple, Early American dining room chair. “Fine. That's your choice.”He paused. Looking directly at my mother as he said to me, “I can see you won't speak to this counselor. I see no reason to look for another for you to talk to. Your decision.”And that was that.We were all dying for freedom.Finally at 63, a psychologist specializing in autism gave me another name, Alexithymia.He said a lot of autistics can know something is wrong. But not know what. And baptized me, Autism Spectrum Disorder… with a side of ADHD.2016 was a good year. A damn fine year.But 1972 was a summer from hell.The last US troops shipped home, fleeing Viet Nam. Palestinians massacred Israelis at the Olympics. My father died that August. The week after he molested me for the last time.We were all dying for freedom.[music]Cuz… if you don't know us… how ya gonna love us.InterludeOkay. Here's the last frag I toss… today. Let's end with joyful moments. Among the dark. Let's end with survival.See, I'm giving you these fragments of my life…Cuz… if you don't know us… how ya gonna love us.And this is part of me, too…[music]I Don't Think I Had a “Personality” as a KidI was busy finding Infinity in a burnt-off ant leg…This one brings home the stakes.The moments of joy along the way… that drew a line under what could have been. Not if they fixed me. But maybe what all of our children could be.If we just listen to them. And support what they say they need.“What are you doing…?”My mother's voice was sharp.I'm lying spreadeagled on the backyard grass, face down.“I've called you three times.” Annoyed. “WHAT are you doing…?”I don't know it in Second Grade… But I have difficulties shifting attention when I'm lost in thought…I try to focus my ears…Then think back,review my short-term memory,and replay the last few moments.Trying to hear and translate anything she might have said while I'm in my private thought bubble…Already at 7, this process of “rehearsing” or “rewinding the tape” to interpret what's going on? It's an automatic, constant routine when I'm around… well, people.Checking for verbal mistakes, missed cues… Just trying to understand, what's going on…?So I'm still trying to sort it out,choose words carefully to explain,clearing my throat,moving my sleeping tongue,loosening my jaw,getting ready to speak…“HEY! WHAT ARE YOU DOING?!”“Umm… Nothing…?” Close as I come to a lie at that age.I've been lying in the grass for an hour or so, exploring with my new magnifying glass.See, there was this great hobby shop in Johnson City. It had all kinds of cool science “toys.” And I had saved my 50-cent allowance for weeks to buy a “Real, hand-held, magnifying glass  —  made with ALL-METAL handle!!”I was entranced.Examining grass leaves, dew drops, and…Ants.Dozens of ants. One after another.Legs.Antennae.Mandibles.Eyes.Guiltily burning off the occasional leg with focused sunlight…Endless fascination…I was in the flow…“Okay. Whatever you are doing…” I wait for the command I know will end my timeless bliss… “Stop doing it. It's time for lunch.”I sigh. Roll over.And. Trudge. In.Hardly sounds like abuse, right…..??Imagine that last, delicious dream you're enjoying as you drowse in a warm snuggly bed… when you don't have to get up…My autistic joys are hard to explain to another person.Pretty much ANY non-autistic person.And trying to… drags me into Deep Philosophical Waters…Imagine that last, delicious dream you're enjoying as you drowse in a warm snuggly bed on a lazy Saturday morning when you don't have to get up…And someone screams, “GET UP!”Eyes pop open. Instantly. You're so startled, for a minute… you have no idea where you are, what you're doing, the time of day, the season…Now… imagine that… if you can…Every. Damn. Day. Many, many, MANY times a day… Every single day of your childhood.Torture.Being startled out of the flow? It's like that.Capisce? Ya dig? Feel me?That's as close as I can think of to explain my moments of autistic flow.Or, better yet, my autistic joys.That same joy you seeon an autistic kid's faceas he dances endlesslyin a sprinkler in the sun…If I had to guess, this is precisely what Being in the Moment, in the Now, maybe even Zen Satori…Mean.Gradually as I aged, these blissful moments became fewer and fewer…Now, that's all preamble to what I really wanna talk about…Here's the deal on Flow…I think that's where I spent most of my time as a young kid.When I wasn't interacting with family, a few schoolmates, parents, one teacher a year… the few humans I let into my life back then.And that time alone… Endlessly exploring, learning, feeling, being… was…Wordless delight.Gradually as I aged, these blissful moments became fewer and fewer… further and further and further apart… nearly gone…First, I was forced into a school system… That I was clearly not wired for.Rigid.Lockstep.Regimented.Regulated.BORING.No Free Time.To simply… explore.Later, of course, it got MUCH worse. Jobs, relationships, finances… Life in Modern Adult America.Like when I founded Unix World magazine. I was so high on the concept and the joy of process… My inner vision won us awards our first year. Western Publishing Association Best New Publication and Best Issue. Beating out Macworld and PC World.Yeah. We won awards. A couple months after I was fired from my own mag. Fired because… in my autistic mind… the game was Create the Most Amazing Publication… Ever.But the whole time, the world was shouting that it was Make the Most Money You Can… Right Now.Snake eyes. I lost.My natural state, left alone to my own devices? Wandering from moment to moment of… fascination.Now, I have some personal speculation to get off my chest.First… I don't think I had a native personality when I was a kid…At least not as bell-curve average humans understand a personality.My natural state, left alone to my own devices? Wandering from moment to moment of fascination. No motivations. No intentions. No (verbal) thought…So… I was either happy exploring in the fields… or with my chemistry set in the basement… or catching polliwogs in Spring pools…Or I was forced to don my “personality.”In other words,the language,facial expressions,body language,polite responses,social lies,and predictable actionsthat humans think of as “personality”…and that social contact demands.Which is so natural for most humans, they aren't even aware of it.Even though they must have it from me… to feel safe.But, for me, “personality” was likebeing dragged out of my comfy pajamas,forced intothe worst, most cumbersome, restrictive, awkward, embarrassing winter coat,ear muffs,muffler,heavy snow boots,and mittensyour mother ever stuffed you intoto shove you onto that bus to kindergarten…And “personality” still is suffocating. Today. In my 70s. Ten years after diagnosed as autistic and ADHD.Especially, “fun times”… They're the real killers.Parties.Intimate conversations…Shudder... Family holidays? So nightmarish, I wrote the 7-page narrative poem sneaking my mother's creepy g-d on high.These are all times I must adopt my “personality.” You know, to survive. No matter how much “fun” they're supposed to be.What pros call “masking”? Really nothing more than exhausting habits of behavior & speech. That I must shroud myself in. Like an embalmed mummy. Just so it's easy for other humans… to feel “comfortable” around me.Not an essential Self. Just, ya know, “personality.”Certainly not me. Nothing comfortable about it.I'm going to hazard a guess.Which may be narcissistic delusion… Flow seems awfully close to what the Buddha described as experiencing “no-self” vs. the “conditioned mind.”From at least age 2 on, I clearly remember lucid dreaming and long periods of time spent without verbal thought of any kind. Just perceiving, in awe and wonder…EVERYTHING.Until I had to interact with humans. Any humans. Even those I was required… to “love.”And donning the “personality”? The joy collapsed. Fast as a quantum waveform when you try to measure it. Not into pain…Collapsing into an all-absorbing effort.Intellectualizing every word,gesture,tone of voice of my own…Then interpreting all those of each and every human I was with at the time…and THEN determining precisely the right word,tone of voice,facial expression,and body attitude to project back…all at the same timeTo avoid being in trouble.Because I was… Bad.And I had to protect everyone around me from that.Every. Single. Second…And even at a young age, a growing sense of the need to protect others…From me.Because I was different. Because I hurt people without understanding. Because I acted as if I were “arrogant”… etc., etc.Like two divorces. Cuz I could be amazing for 3 to 6 months. Caring. Fun as hell. Then fall into deep depressions and work burnouts. Cuz I couldn't handle that much intimacy. Hell, that much time alone with another human…Because I was… Bad.And I had to protect everyone around me from that.Every. Single. Second… That I am with another human.Except very young children. And of course, animals… Since I was… 4 years old.Now since diagnosis, I found a few tricks.In 2019 when I first started writing about my autism, I was all about lists. Trying to “help” others. Took me a year or two to realize we are… every one of us autists… different. Different lives. Different needs and goals. Different survival skills.So I'm only an “expert” on my own life. Even if I am the only expert on that there is.Your mileage certainly will vary.But for me? My autistic life is not about “getting better.” Or fixing me. It's about knowing who I truly am. And what I truly need. Doing what I can to meet those needs.Then being… me.So I moved to the Country…Living in the trailer across the courtyardFrom my third, loving wifeWhere I can reduce sensory overload.Reduce the number of humans I talk with To only folks I feel comfortable around.And stopped failing at jobs I was never built to do.But I… now… can pursue those things that have brought me joy since childhood.Spending unstructured, unmeasured time on any of my passions…walking in the wildest Nature I have access to,baking bread,fermenting pickles,gardening,deep-focus while replaying a favorite movie… that seventh time,illustrating,writing,playing music,researching world events….so, so many others.When I pursue a “special interest”… alone? Sometimes it's nearly orgasmic… In fact, I've redefined my understanding of my passions.They're not a forbidden pleasure. A shameful quirk. Something I “waste time on” when there's nothing more important to do.They are my gateway to Bliss, Satori, Oneness… Maybe even whatever God is… or Isn't…I'm not talking toxic positivity. My autistic joys aren't some advanced spiritual state I've achieved in my 70s. And now, suddenly… I'm here to tell you how to make everything okay. And talk you into buying your 5th NEW self-help system on the way out the door.But my joys are moments of love and happiness sprinkled through most of my days. Between meltdowns and burnouts. And some average life.They are my reason for Being.There are just NOT 7 Easy Things that Successful Autistics Do…That Will Change My Life Forever.There's just living complex… and in the end… wild autistic life.being old & autistic ain't so bad.losing inhibitions.some of which protected me from…Life.freedom turns out to be pain…and joy…in superposition.until maybe they annihilate you.Notes from the bardobefore the bardoI learned a lot that Spring afternoon on the lawn in Johnson City.I saw Infinity in a burnt-off ant leg.And, eventually… I went for it.[music]OutroNow you know. So... there ya go.This project is consuming me. In that good, auDHD passionate way. Cuz your response keeps me going.If it meant something to you… I bet you know someone else it will mean something to. Share it.Everything's free at autisticaf.me. For everyone. On me.Stay weird.Stay fierce.Stay alive. * If this 3 fragments grabbed you… binge them all in order here: The Book: Frag by Frag.Click to get the next frag in your inbox free. Plus a PDF of my chapbook. To support my work, consider a paid subscription.These fragments are from my upcoming autobiography, Autistic Noir: My Life is My Art, arriving Fall 2026.I'm building a book out loud. Fragment by fragment. Just like I lived it.The Next ActDon't trust a corporate algorithm's decision about whether you get to see the next excerpt or not.Join my Substack for free… and the next fragment comes straight to your inbox. And you get a free digital download of my complete poetry chapbook.* Unlock the next act for free.Why I Write My AutobiographyI'm only an expert on my own life. Born 1953, diagnosed at 63. Your mileage will vary.Individual minority voices speaking truth out loud? They build bridges to mainstream readers. Think Malcolm X. Think Maya Angelou, Think Janet Mock's Redefining Realness.This Fall, I hope to deliver that kind of impact, that power with My Autistic Life is My Art. For our neurodivergent community.Since 2019 I've published a quarter of a million words. Over half the size of the Lord of the Rings trilogy.Gotta be a pony somewhere in that shit. This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit johnnyprofaneknapp.substack.com/subscribe

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It's another throwback to a heartwarming 90s Christmas classic thanks to Ry-Guy! ABOUT SANTA AND PETE It's the first Christmas without Grandma and a difficult time for the family, until Grandpa (James Earl Jones) decides to share a story with his ten-year-old grandson Terence. AIR DATE & NETWORK FOR SANTA AND PETE December 5, 1999 | CBS CAST & CREW OF SANTA AND PETE Director: Duwayne Dunham Writers: Greg Taylor, Christopher Moore, Pamela Johnson Cast: James Earl Jones as Grandpa Nicholas Hume Cronyn as Saint Nick Flex Alexander as Pete BRAN'S MOVIE SYNOPSIS The movie kicks off with Santa doing Santa stuff. Checking that list twice. Looking at a globe to see if anything's changed. You know the stuff. We meet Grandpa Nicolas decorating his house for the first Christmas since his wife passed away. His daughter Cassie shows up with her husband James and son Terence and they all start to decorate the tree. Little Terence pulls out a Santa ornament. Grandpa insists there's one more ornament in there that goes with Santa. Sure enough, there is one more ornament of some random dude. Terence is like who is this? Grandpa Nicolas is like well have I got a story for you. Before Santa was Santa, he was Saint Nicolas, a Christian Bishop and Patron Saint of Children who would travel around, giving presents to children. One day he is arrested by the Spanish government who suspect he is actually a spy and their concerns only grow when they discover that he carries around a book called The Book of Life that has a ton of names in it and stuff about each of those people. Gotta be honest...sounds like a spy. While in jail, he meets a guy named Peter who is shocked when this old dude knows his name and knows that he wants to travel the world. When Pete finds out that he's St. Nicolas, they spend the night talking, and Pete decides to bust St. Nick out. They become partners and years later they decide to head to the New World. Before they leave they are approached by a dude who wants them to find someone named Elizabeth Van Olden to give her an engagement ring and a promise to join her as soon as he can. Santa and Pete are shocked to find out that the New World is not the perfect paradise they had heard about. People are too busy to celebrate Christmas and there's hostility between the settlers and the Native Americans. There's no open lodging for the famous Santa and Pete, so they're forced to sleep in a barn for the night where they find a little girl named Marlene. She tells them that she lost her parents while they were building a cabin in the woods. Santa promises that they'll find her parents and Pete is like whoa that's a big promise. Santa and Pete meet with the governor to ask for help finding Marlene's parents. He tells them that the Native Americans took them and he's planning an attack. So that's not great. On Christmas Eve, they travel by carriage and reindeer to go visit the Dangola family, including Janet who Pete thinks is FINEEEEE. On the way back, they are stopped by the Native Americans. They say they've been waiting for the man with the white beard to fulfill the prophecy. Santa requests they return Marlene's parents and they give Santa a bright red coat. Santa and Pete begin delivering presents and find that the village boot boy has made Nick some black leather boots. Arriving at the governor's house they realize there are no traditional wooden clogs to put gifts in and end up going down the chimney and leaving gifts in stockings instead. They also meet the governor's maid, who turns out to be Elizabeth Van Olden, and after giving her the engagement ring she gives Nick a bright red hat. Returning to the Dangola house, the Native Americans appear with Marlene's parents. The snow starts to come down super heavy and they're now unable to navigate the snow in their carriage. Maria's husband, Big Manuel, replaces the wheels with runners, transforming it into a sleigh, now with 6 reindeer. As Santa and Pete leave, the sleigh suddenly lifts into the sky and they fly away into the night. Back in the present, Terence wakes up in the middle of the night and finds that the Book of Life is in the living room. He finds his name inside and finds out that he is related to Pete. But when he tries to tell Grandpa Nicolas, the book disappears and he cannot remember anything he read. Classic Santa. Watch the show on Youtube - www.deckthehallmark.com/youtubeInterested in advertising on the show? Email bran@deckthehallmark.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This week we're talking about our favorite video game bad guys, with special guest Alex! Gotta have a good bad guy!

BUY MERCH: https://www.bestdamnmerch.com/dragthelakeAudio: https://podcasts.apple.com/us/podcast/drag-the-lake/id1551859872Andy:https://x.com/andymalafarinahttps://www.instagram.com/andymalafarina/https://www.twitch.tv/andymalafarinahttps://www.youtube.com/@pitm⁩ Pat:https://www.instagram.com/gat_peorge/https://www.youtube.com/user/AceMcloud86

(intro) Groove Junkies "In The Zone" (Dave Doyle Remix)Marshall Jefferson ft. Curtis Mcclain "Move Your Body" (Maurice Joshua)Frankie Knuckles presents Director's Cut ft. B. Slade "Get Over U"Rob Hayes ft. Angelina "Just Be Good To Me" (Rob's Latin Breeze mix)Christian Alvarez & Lawrence Nada "Bustin Loose"Gramophonedzie "Number One" (Original)Wattie Green "That's Jazz" (Original)Christian Alvarez "Ghetto Boy" (Bryan Jones)The House Inspectors & Random Soul "Electric City"Torin Rea & Richard Lopez "People Everywhere" (Jay-J's Shifted Up Mix)Samir Maslo & Sin Plomo "It's You" (Original)Hardsoul ft. Ron Carroll "Back Together" (Director's Cut Classic Club Mix)Originally released as Episode 69 "Gotta Have House!"Recorded 03.14.12 / Time: 55:12

SONG: WE GOTTA RIGHT TO BLOCK HORMUZ Hear comedian Jim Gossett on Rob Carson's National Talk Show 12-3 on WMLB 1690 AM in ATL

Gotta catch 'em all! I Morgonpasset i P3 går vi igenom både succéerna och skandalerna bakom miljonspelet som fyller 10 år. Lyssna på alla avsnitt i Sveriges Radios app.

Chris Rose of Jomboy Media joined "Baskin & Phelps" Wednesday talking all things baseball and why he'd be cautious to deal players if he was leading the Guardians.

Te invitamos a acompañarnos a la ciudad de Aylesbury, en Buckinghamshire, Inglaterra. Viajamos al 25 de julio de 1980, nos adentramos en el Friars Club. Sobre el escenario están Jake Burns (Voz y guitarra), Jim Reilly (batería), Henry Cluney (bajo) y Ali McMordie (guitarra). Ellos son los Stiff Little Fingers, la banda de punk más importante en Irlanda del Norte. Sus dos primeros álbumes han entrado en el top 20 de las listas de ventas, y tienen varios singles sonando entre los éxitos del momento. Esa noche van a grabar su álbum en directo “Hanx!”. A disfrutar.Playlist;STIFF LITTLE FINGERS “Nobody’s hero”STIFF LITTLE FINGERS “Gotta gettaway”STIFF LITTLE FINGERS “Wait and see”STIFF LITTLE FINGERS “Barbed wire love”STIFF LITTLE FINGERS “Fly the flag”STIFF LITTLE FINGERS “Alternative Ulster”STIFF LITTLE FINGERS “Johnny was”STIFF LITTLE FINGERS “At the edge”STIFF LITTLE FINGERS “Wasted life”STIFF LITTLE FINGERS “Tin soldiers”STIFF LITTLE FINGERS “Suspect device”STIFF LITTLE FINGERS “Doesn’t make it alright”Escuchar audio

We're talking Icks, DM Dilemmas, Feuds and Scottish love on today's show!See omnystudio.com/listener for privacy information.

HMTWN here... i'll be honest.. this episode alone is what caused us to not release any episodes out of order... a post production NIGHTMARE... but fuck it.. its out enjoy it if you can.. WE HAVE TO DO BETTER.. WE WILL DO BETTER... HOMETOWN OUT!just skip this episodes.. its literally not our best but the show must go on...Voices: HMTWN, Raul, Jaz, Tyree, Patrick

On today's show, we get an email from a listener who's wife wants him to get rid of his motorcycle. We also get to another edition of Topic Bucket Tuesday, figure out how to correctly pronounce cyclosporiasis (it gives you exsplosive diarrhea), another listener falls in-live with their 1st cousin, and much more!

Welcome Back To Part two and sorry for the wait!!! We open the convo speaking about Jack n Jill of america and the children that are involved in this community, the backlash Yung Miami has gotten about her hit song "Spend That", and terrible lyrics from the past and why they get backlash today. ENJOY!!Socials:Mel@Mel.Vybz on Instagram

Sowers Gotta Sow | July 12, 2026 by The Lutheran Church of St. Andrew

Today…then tomorrow…then ROCK FEST!!!!! Gotta mow the lawn, pack the truck, finish up a few odds & ends and then we're off to Cadott for a weekend of loud music, good times, and great friends. Hope to see some of you there. On the show this morning, a list of the best & worst states to live in according to CNBC. Where did Wisconsin rank??? Plus, a recent survey found that 25% of Americans believe they can do….THIS. In the news this morning, Sam Neill passed away at the age of 78, Senator Lindsey Graham died over the weekend, a Wisconsin couple are suing Target after their child died from swallowing a water bead, a wild video from Yellowstone of an angry bison chasing down an older man and eventually launching him high into the air, plus…the latest on the explosive diarrhea outbreak. In sports, the Brewers finished up the first half of the regular season with a 3-game sweep at the hands of the Pirates, a look at this week's MLB All-Star activities, Ryan Blaney won in Atlanta late last night, the World Cup results from this weekend's quarterfinals, a possible expansion of the next World Cup games, and a rundown of the big moments from UFC 329. We told you what's on TV & streaming today/tonight. A very cool story about a couple that recently celebrated their 80th anniversary. And check out this woman who's getting a ton of support from her community after starting a front porch bakery. Also, a Florida teen is receiving high praise for her hurricane preparedness program. Elsewhere in sports, FIFA is going to be selling the grass from the World Cup final match, and CJ Nitkowski went viral with some of his comments recently. And in today's edition of "Bad News with Happy Music", we had stories about a passenger on a plane that almost got sucked out of a busted window, a man in Spain who got gored by a bull, a party bus that crashed into a house because the driver was drunk, a #FloridaMan who dumped a bag filled with pee…poop…and hot sauce? on his ex-gf after they broke up, and a new service in Russia that allows you to rent a grilling buddy for a day.See omnystudio.com/listener for privacy information.

We discuss the new the format in the Home Run Derby and give our predictions for Jordan Walker and Jac Caglianone. Plus, Andy rants on VAR's role in the World Cup.

Shooters and Prospectors (309) 737-3248 https://www.facebook.com/SWShooterSuppliesAndProspecting/ Adventures In Prospecting(A.I.P.) http://www.adventuresinprospecting.com/ XTREME SCOOPS https://www.facebook.com/XTREMEScoops/ TheRingFinders https://theringfinders.com/ BEYOND SIGHT AND SOUND YouTube https://www.youtube.com/channel/UCk7YDKf4Bxdw0Lwdat9VoRA All Metal Militia on Facebook https://www.facebook.com/groups/AllMetalMilitia/ DetectEd Outdoors https://www.youtube.com/channel/UCjLV9vNNhgmPJut2vMq0iNA Crazy Spider Adventures on YouTube https://www.youtube.com/channel/UCsKNJc6jKCnYthGmyp-QYEQ Illinois Iowa treasure hunters Facebook group https://www.facebook.com/groups/251326456035/ BOOT CAMP VIDEOS Night 1 silvers https://m.facebook.com/groups/576627622397397?view=permalink&id=2969793473080788 Night 2 coppers https://m.facebook.com/groups/576627622397397?view=permalink&id=2978808162179319 Night 3 tips, tricks and tweaks https://www.facebook.com/groups/detectamerica/permalink/2985422534851215/ NOKTA WEBSITE https://www.noktadetectors.com/ Midwest refineries https://www.midwestrefineries.com/ All Metal Militia on YouTube https://www.youtube.com/channel/UCT22mRQ_QQ0LfHrZy22IaaA?fbclid=IwAR1s1ma_fkWv9VzBVDKyLF10rQZq2wg0IJwQwJAKP21tWCHMYa7yiIs26l8 The Relic Hunter Facebook group https://www.facebook.com/groups/249978366379006/?ref=share $10K diamond ring return https://theringfinders.com/blog/Josh.Kimmel/2020/10/1-25-1-5-carat-diamond-gold-ring-returned-trf-celina-ohio-potential-replacement-8-10k/?fbclid=IwAR2tULpBnqX3Uwuc7FVRVASecMO0lF0tpxvy8OXbiBNk7bCbdB8W530xBc4 Metal Detecting:- Beyond Sight and Sound https://www.facebook.com/groups/421832374617055 FIND US ON AMAZON AND AUDIBLE https://www.amazon.com/BEYOND-SIGHT-AND-SOUND/dp/B08JJS1FC1 Sapphire and diamond arthritic wedding ring returned https://theringfinders.com/blog/Josh.Kimmel/2021/05/sapphire-diamond-arthritic-wedding-ring-returned-trf-celina-ohio/?fbclid=IwAR10iM9GH2BDcf3BHywNMhvQiyP_g0bHL_360zscykDQfiMK1R3fWe1ZCB0 MDCI Facebook group https://www.facebook.com/groups/259089097602307/ Terry Shannon's website https://terryshannon.com/ Quarter Hoarder YouTube channel https://m.youtube.com/@QuarterHoarder Bark's Detecting Bits on YouTube https://www.youtube.com/@barksdetectingbits3298 Ill Digger YouTube https://www.youtube.com/@Ill_Digger Steve Pacifico's 3d products and more https://www.md3dcoins.com/?fbclid=IwY2xjawPtl0lleHRuA2FlbQIxMABicmlkETFHdlIyczVRVWZRd29ERU96c3J0YwZhcHBfaWQQMjIyMDM5MTc4ODIwMDg5MgABHm6Nmh7pIaT-4JG0Y4d4qunUs82q1r2MQsYtTp19SO-CeVOG_gmnFlZAxadd_aem_64Bvy6ULhrx94o1hAE12Qg BEYOND SIGHT AND SOUND on PodBean https://www.podbean.com/pu/pbblog-hbn8z-10fc2c8

Dave Brisbin 7.12.26 If God were sitting next to you right now and you could ask one question, what would it be? Puts a pretty fine point on it, yes? To stop the ever-running assembly line of questions forming in your mind and pick just one… For adults, the questions were predictable: Why do you allow suffering? Don't all religions lead to you? How can I trust the bible? If you're really there, why don't you prove it? Children's responses were predictably less heady: How are you doing? Are you happy? And… If God was sitting next to me, I'd just like to give him a hug. Gotta love kids. That last one really points in the right direction. Adults have to face the fact that the most important questions in life don't have answers. Only the experience of asking. Life isn't answered and resolved rationally. Only lived. We can keep asking questions, but using our minds to navigate a spiritual journey is like bringing a knife to a gunfight…the mind is not the vehicle for such a journey. Even so, there is one question Jesus is asked that rises above the rest. What must I do to obtain eternal life? Two thousand years ago, yesterday, today, isn't that the question? Is what we see around us all there is to life or is there more? All other questions are just variants of this one, but Jesus doesn't answer except to say, if you've done all you can do to be certain and want to fill that place that is still lacking, then sell all you think you know and come give me a hug. We think of eternal life as a long time, life going on forever, an eternal future granted by God in exchange for believing the right things. But all of time is just one moment, eternally. And in Aramaic, eternal life is not life that goes on eternally, but life that is eternally alive—new, fresh, fulfilling, complete, abundant. Not then. Now. Not there. Here. Life only becomes eternal the moment we become present to the life that is now. We are not saved by the mind. By thinking, our minds separate us from this moment, from eternal life. To obtain that life is to stop thinking and start hugging. The hugging, embracing now as just enough is the eternal aliveness we seek.

Dave Brisbin 7.12.26 If God were sitting next to you right now and you could ask one question, what would it be? Puts a pretty fine point on it, yes? To stop the ever-running assembly line of questions forming in your mind and pick just one… For adults, the questions were predictable: Why do you allow suffering? Don't all religions lead to you? How can I trust the bible? If you're really there, why don't you prove it? Children's responses were predictably less heady: How are you doing? Are you happy? And… If God was sitting next to me, I'd just like to give him a hug. Gotta love kids. That last one really points in the right direction. Adults have to face the fact that the most important questions in life don't have answers. Only the experience of asking. Life isn't answered and resolved rationally. Only lived. We can keep asking questions, but using our minds to navigate a spiritual journey is like bringing a knife to a gunfight…the mind is not the vehicle for such a journey. Even so, there is one question Jesus is asked that rises above the rest. What must I do to obtain eternal life? Two thousand years ago, yesterday, today, isn't that the question? Is what we see around us all there is to life or is there more? All other questions are just variants of this one, but Jesus doesn't answer except to say, if you've done all you can do to be certain and want to fill that place that is still lacking, then sell all you think you know and come give me a hug. We think of eternal life as a long time, life going on forever, an eternal future granted by God in exchange for believing the right things. But all of time is just one moment, eternally. And in Aramaic, eternal life is not life that goes on eternally, but life that is eternally alive—new, fresh, fulfilling, complete, abundant. Not then. Now. Not there. Here. Life only becomes eternal the moment we become present to the life that is now. We are not saved by the mind. By thinking, our minds separate us from this moment, from eternal life. To obtain that life is to stop thinking and start hugging. The hugging, embracing now as just enough is the eternal aliveness we seek.

Reach, throw, go. If you see someone showing signs of distress while in the water, those three options could help potentially save a person's life. The same concept applies in dementia care, as Teepa and Greg discuss in this week's episode. If a person living with dementia is showing you signs of distress through their words or actions, having a plan in place could make a radical difference in how a situation plays out.Want to go deeper?A plan only works if you have the skills to back it up. Positive Approach to Care® (PAC™) offers structured learning experiences that help care partners and professionals build ready-to-use strategies — so when a moment arises, you're not starting from scratch.

Ihis good for you

00:00 – 18:27 – The Fever top the Mercury, the Fever’s record without Caitlin Clark, the Colts odds to win the Super Bowl vs. what it was for the Seahawks and Patriots this time last year, is there room for optimism for the Colts? 18:28 - 33:13 – ISC’s Greg Rakestraw joins us and discusses the World Cup and the USA getting dismissed, Christian Pulisic’s struggles on the national stage, is the Monon Bell game headed to Muncie?, the Colts wide receiver group without Michael Pittman Jr 33:14 – 45:43 – The guys play I GOTTA KNOW: Will the USA make a World Cup Final in our lifetimes, most confident thing that will happen in Indy sports before the next World Cup, player you hated on a team you rooted for, biggest sports accomplishment of our lives, what are we watching 45:44 – 53:22 - Indianapolis Indians Chairman and CEO Bruce Schumacher joins us at Victory Field celebrates 30 years, what to expect tomorrow night, the development of Victory Field, his unearthed old radio showSupport the show: https://1075thefan.com/the-wake-up-call-1075-the-fan/See omnystudio.com/listener for privacy information.

00:00 – 16:21 – The boys are back to recap yesterday’s events and preview the sports weekend: France prevails over Morocco and move on to the quarterfinals of the World Cup, Fever hold on late to top the Mercury despite poor officiating and a woeful start to the fourth quarter, Darryn Peterson vs. AJ Dybantsa, Pacers summer league gets underway today, fallout from yesterday’s What If… 16:22 – 25:42 – Morning Checkdown 25:43 – 44:11 – The Fever top the Mercury, the Fever’s record without Caitlin Clark, the Colts odds to win the Super Bowl vs. what it was for the Seahawks and Patriots this time last year, is there room for optimism for the Colts? 44:12 – 1:09:41 – A current Colt WAS in attendance for the Swift-Kelce wedding, ISC’s Greg Rakestraw joins us and discusses the World Cup and the USA getting dismissed, Christian Pulisic’s struggles on the national stage, is the Monon Bell game headed to Muncie?, the Colts wide receiver group without Michael Pittman Jr., the mystery is solved in the Swift-Kelce wedding and Marc is an idiot, Morning Checkdown 1:09:42 – 1:21:40 – Taelon Peter and the rest of the Pacers summer league roster, Colts Question of the Day asks if Daniel Jones is the long-term answer for the Colts 1:21:41 – 1:30:26 – The number of new starters on defense for the Colts, the guys debate how Kevin had a gaffe at a wedding where he said a relative was dead when they were very much alive 1:30:27 – 1:55:16 – The Fever win a thriller over the Mercury and remain undefeated in games without Caitlin Clark playing, why is that happening?, the guys play I GOTTA KNOW: Will the USA make a World Cup Final in our lifetimes, most confident thing that will happen in Indy sports before the next World Cup, player you hated on a team you rooted for, biggest sports accomplishment of our lives, what are we watching?, Morning Checkdown 1:55:17 – 2:06:35 – Indianapolis Indians Chairman and CEO Bruce Schumacher joins us at Victory Field celebrates 30 years, what to expect tomorrow night, the development of Victory Field, his unearthed old radio show, the guys go over their pre-Fan radio gigs 2:06:36 – Jake Query joins the guys and weighs in on his early media experience, why is Conor Daly not getting a full-time ride anywhere?Support the show: https://1075thefan.com/the-wake-up-call-1075-the-fan/See omnystudio.com/listener for privacy information.

Josh Rodriguez and Matt Carlson handicap the late pick 3 on 7/12/26 at Sha Tin!Check out our friends at DRF.com for all your horse racing data needs!Help support OTWL by signing up for AMWager and get a 100% First Deposit Match up to $150 for new account holders. Click the link to sign up: https://link.amwager.com/OTWLFollow us on Twitter @wrong_lead​​​​​​Follow us on Instagram and Threads! @otwleadRead our articles and check out our shirts and other merch at www.onthewronglead.com

This is the Live Call-in Show from this past Sunday night, July 5, 2026! Mike was solo this evening in the Studio as ScottyG was sailing on the Disney Treasure this week so we had fun taking calls and interacting with the chat!  We played the game "One's Gotta Go" and cut one of the Moderate Resorts, sweet treats from around property, Disney Cruise Line ships, even classic attractions!  Do you agree with our choices?  We also talked about the final hours of this version of the Carousel of Progress and what it means to us, and had a special call from an undisclosed location from a very special listener of the show!  We thank him for his service!  Come join us in the BOGP Clubhouse this week at www.beourguestpodcast.com/discord. Please visit our website at www.beourguestpodcast.com. Thank you so much for your support of our podcast! Also, please follow the show on Twitter @BeOurGuestMike and on Facebook at www.facebook.com/beourguestpodcast. Become a patron of the Be Our Guest Podcast over at www.patreon.com/BeOurGuestPodcast. Thanks to our friends at The Magic For Less Travel for sponsoring today's podcast!

Welcome Back To So Shameless!This week we welcome comedian and content creator @Mel.Vybz to the couch as Tahoe asks why black people celebrate Independence Day, why our influencers dont influence our communities to do more positive things, inviting white people to the "BBQ", Black men needing to step up and provide community for their children and neighborhood children, Tahoe recounts what made him want to be a better father and his disappointment in recent events in his peronal life, Mel speaking on what inspired him to be present in his childrens lives, and Daj speaks on what black men need to do to effect change in the black community. Heavy, heavy episode yall...enjoy. Stay tuned for part two releasing next monday.Socials:Mel@Mel.Vybz on Instagram

Follow along as Kevin Clancy (aka KFC Barstool) and Clem (aka The Clem Report) battle through another season with The New York Mets. Will the Mets finally make history with Uncle Stevie (Steve Cohen) at the helm of the franchise? Or did the Wilpons curse the team and ruin all hope of ever winning a World Series? We can't think that way. Uncle Stevie is the bright light in the middle of the dark. We're going to be an amazing (or at the very least respectable) team this team. We Gotta Believe. GAMBLING PROBLEM? CALL 1-800-GAMBLER or 1-800-MY-RESET, 800-327-5050/visit gamblinghelplinema.org (MA). Call 877-8-HOPENY/text HOPENY (467369) (NY). Call 888-789-7777/visit ccpg.org (CT), mdgamblinghelp.org (MD), 800-981-0023 (PR). Wagering offered by DK Sportsbook: 21+. Present in most states. (18+ DC/KY/NH/PR/WY). Void in ONT. On behalf of Boothill Casino (KS). Pass-thru of per wager tax may apply in IL.Event Trading offered by DraftKings Predictions, CFTC-registered: 18+. Trading involves risk of loss. Market availability varies. Predictions offer void in NY. General: 1 per new DraftKings customer. $5+ deposit req. Trade $5, get $200 Prediction Dollars (1-year expiry) issued as $50 increments every 7 days via click-to-claim for 21 days; or bet $5, get $200 Bonus Bets instantly (7-day expiry and stake removed from payout). 7 days = 168hrs. Rewards are non-withdrawable. Terms: dkng.co/offer. Ends 7/19/26 at 11:59 PM ET. Sponsored by DK. Subscribe to the youtube here: https://barstool.link/WGB Follow along on social: Twitter: https://twitter.com/GottaBelievePod Instagram: https://www.instagram.com/wegottabelieve/ Facebook: https://www.facebook.com/groups/3611081542306391 Tik Tok: https://www.tiktok.com/@wegottabelieve #Mets #MLB #BarstoolSportsYou can find every episode of this show on Apple Podcasts, Spotify or YouTube. Prime Members can listen ad-free on Amazon Music. For more, visit barstool.link/wegottabelieve

Send us Fan MailBourbon and Badges, the Podcast. That's right. Feels good to say it. Gotta feel good to hear it. Tuning in, we find our bourbon-soaked, whisky-infused brothers spinning yarns of intellectual intel so far out there only the aliens understand. Not those illegal bastards that our Commander-in-chief is deporting, but those little green guys with the F-ed up antennas sticking out of their heads. Hang around long enough, and you will find the answers to such questions as who's pushing buttons? Foreigners with firearms, and where is my giraffe or J-raffe? Depending on where you're from. This episode is as hot as the great outdoors this week. So, find a cool place. Pour a cool drink, and you've got it, my brothers and sisters; Enjoy the Ride. Support the show Please find us on Facebook @ Bourbon Badges      On x On Instagram @ bourbon and badges, the podcast                                                                           As always, Enjoy the Ride Drink responsibly. Never drink and drive. 

Kiera shares the three most common pieces of bad advice out there when it comes to growing a practice. She encourages doctors not to keep applying new pieces of information to growth, but to understand how to filter the best pieces for your practice — and shares three truths to making this happen. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript: Kiera Dent- Dental A Team (00:00) Hello, Dental A Team listeners. This is Kiera. And today we're gonna talk about a couple of lies feel so harsh, but I think these are maybe some misnomers, some beliefs that a lot of dentists are told about growing a practice that aren't true. Or they could be true, but they don't have to be true. So again, like I don't want to say it's lies. I just think it might be a possibly wrong way to look at things if you want. And so I want to talk about some of those like what are the   like three biggest lies, if you will, with air codes around lies. Because I think about a lot of advice is given to you about how to grow a practice, but I don't think it's all true. I think that there's ways that we can look at it differently and get different outcomes. And I don't think people are trying to mislead. ⁓ but I just I feel like it's incomplete. And so I want you guys to recognize that growing your practice and evolving your practice isn't about following more advice or doing more things. I think it's actually about filtering like what is the best way to do it. And for me,   Lazy or efficient, take your pick. I prefer the term efficient. ⁓ let's just get you the most efficient way to grow your practice that keeps you sane, that doesn't burn you out. Because again, I'm about the yes success model. It's all about you, making sure you're living your absolute best life, followed by earnings and profitability and then systems, structure, and scale for you. We've got to have those in place for you. And so I'm really, really big on growing, not for growing sake, but to grow in the way that's best for you, which is why vision and you are the most number one important thing. So when you go through this, I just   I want you to realize like we don't have to stay stuck, we don't have to say overwhelmed, and we don't have to plateau. But there's ways that we can walk through the most common lies, if you will, that are talked about with growth. And then three truths that actually will drive real sustainable growth for you. So number one that I hear a lot is like you just need more new patients. Now, this can be true. Like I said, lies are with an air quote, and you don't always have to be doing marketing spend and you don't have to constantly be attracting people. And like to me, it's constant marketing spend.   Attracting instead of retaining and full hygiene with low case acceptance. Like that can be some of the things. And what's wrong with that is a lot of offices, like when they're telling me, Kiera, we're at like 90 new patients a month. I'm like, cool, you got a backdoor open problem. Like, if we just close that back door, you probably wouldn't need as many new patients, but your ego is screaming, I need more new patients. Or I've got just all these patients coming through, and that's again, we're not retaining them. Or our hygiene schedule is full, but like our doctor schedule is wide open. Well, we don't have great case acceptance. So to me,   Gotta have like great patients coming in, retaining them, and follow through. So growth actually comes better from conversion, not volume. You do need both, which is where I don't think it's a lie. Like you do need patients. We gotta have at least 30 new patients per doctor per month in a like a GP practice. Pediatrics usually run in like 75 to 90, depending upon the the location and what we're looking for. So, like more patients aren't gonna fix leaky systems. So another   Another one, like I said, I'm gonna go through them and they'll tell you like some solutions to fix it. Work harder and produce more, like outproduce your problems, add more days, work longer hours, do more dentistry personally. But like that's burnout. I just had a doctor and she's like, Kiera, we talked about production and I just can't do it. And I was like, Yes, because you're not supposed to do it. We're supposed to have goals. We're supposed to have the whole team. Like I I was with an office and their goal is like twenty-five thousand a day.   But the dentist isn't doing all that and they're out by like four o'clock and we're just scheduling better and we're making sure all the hygienists are up to goal and each doctor's up to goal. Like profit doesn't always follow production. I don't care what your top line is, I care what your bottom line is. So you have to like there is a zone where a lot of doctors work more, but they don't actually make more or they like take home the same. And to me, that's nonsense. Like I'd rather you scale it back and have a small practice than having this high, I don't know, ginormous one and not taking home profit. So   You've got to have, we've got to have efficiency, we gotta have systems, and we gotta make sure it's not all on hue. And then like let's talk about what growth and profit are that we actually wanna hit, not just a top line number. So I I'm really big on like you don't have to work harder and produce more. There's actually a way of how like what do we really need to produce? How do we actually build a schedule? How do we use the entire schedule? How do we use our morning huddles to win rather than just produce, produce, produce? Okay.   Another myth is hire more people and we'll fix it. Like just throw money at your problems through hiring people, through doing this, like this thing will help us. Like, let's add team members. I have an office and I think they've got like 10 people in the front office. I'm like, my gosh, that's psychotic. Like, but everyone feels overwhelmed and overworked. And I'm like, yeah, because no one has clear job descriptions. No one has an end-of-day checklist. No one has like ownership of it. We just keep piling more and more people on rather than like, all right, what's broken? What's a true system? Because I typically say,   Per doctor, I want one for an office team member, except for if there's only one, then I want two. But that's usually a pretty good ratio. Office managers are like debatable if they're there or not. So if you look at that, this is where, but like we overstaff, but we don't have clarity. We got payroll, but like our payroll sky high, but we saw the same issues. Payroll should be sitting at 30%. Like that should be where we're at. Even if you're like here, it's so expensive. I'm like, I know, but we also can't overpay. We can't have so many team members. There are ways that we could like.   You can outsource. There's so many things that we can do. And that's not for me to say we can't hire people. It is for me to say, like, we got to be smart business owners too. So a lot of times people don't fix broken systems. Confusion scales with headcount. Trust me, I used to have a team of five. Now I got a team of 25. It's crazy. It's very thrilling. So, like, you can add more and more people, but if we don't have systems and processes and like,   clear job descriptions, you're just gonna create more chaos and you think you're gonna fix it, but you just add more, then you're stressed because your cash flow is less. It doesn't fix. You got have structure before you have growth. So people don't fix systems, systems support people. So a couple of now like truths. Okay. So we had like lies. All right. Number one, like I said, you just need more new patients. Number two is work harder and produce more. And number three was hire more people. It'll fix it. Now like I said, hiring people might fix it. Producing more could fix it.   having more patients could fix it. But things that are really going to help are like set systems. Like I was in a practice and I'm like, okay, we just need to get a set schedule. Like I said, they're like, I'm exhausted. I was like, perfect. What is each provider's daily goal? What's their hourly goal? What's our hygiene goal? We need to make sure those are in place. So that way it's not just reliant on one doctor. Now we got to look at our case acceptance. Let's look at our patient flow and let's look at billing. Like to me, a lot of these things like if I just fix case acceptance, I don't actually need a ton more patients. If I just fix case acceptance, it's like why don't we actually   clothes the patients that are in our chair. Can we do same-day dentistry for them? Can we get referrals from them? So I'm having quality patients come through. We're diagnosing and we're accepting. Like, what if I just have those? Like those things in place will actually grow your practice. Having 30 new patients a month per doctor is going to grow your practice. Having reviews that tie to that, making sure our collections are at 98%. So many offices actually are profitable, but they're not collecting the money. So they feel broke.   But I'm like, that's actually a system that's going to grow you. So like let's just go after a few systems that are gonna truly grab scheduling, block scheduling. What are the provider goals? Let's hit that. Let's talk about that at Morning Huddle every single day. Let's look at our case acceptance. Our case acceptance, if you're at GP, like we're not doing huge cases, you should be at like a 70% acceptance. If we are at all on X, I'm usually at like 35 to 40. What's our case acceptance? What are we closing? Are we doing single dentistry? Like what are we diagnosing? Are we diagnosing three tens of what we're trying to produce? If not, I need to go fix my case acceptance.   That is my system to fix. That's going to actually grow my practice. That's gonna put money on my books. Billing, just collect the dang money. Like fix that. That's actually gonna grow your practice. That's gonna grow your profit. That's what's actually gonna grow you. Now, another thing that's actually gonna grow you is having strong, strong, strong profit. You've got to have profit. Like that's gonna grow you. I don't care what your top line is, you gotta know your profit.   So, what how do we figure that out? We're gonna look at our BAM. We're gonna figure out exactly what our practice needs to make, including paying you. And then we're gonna make sure that we have enough patients, we have enough case acceptance, we have enough providers, we can block schedule this to actually produce it. Then we gotta make sure we're collecting it. Because if not, we're not going to get it. You have to be profitable. We gotta look at efficiency. How many team members do we actually need to have? What are their job descriptions? Have clear job descriptions, a KPI per person of a number that's gonna drive the business forward. That's going to fix our practice.   You don't need more people. You don't need more production. You don't need more overhead. We need to make sure our overhead is correct, that we're adequately staffed, that we have the correct amount of production and procedure mixes. Some people just don't do enough dentistry. Like you don't diagnose enough. I need you not to diagnose a single crown filling. I need it to be a crown if it's really a crown. If we can't do this, like we might not need as many team members. Can we outsource and use a biller that's not an in-house? I don't know, but there's ways to get creative. You've got to look at it.   For me, it's non-negotiable. Your overhead needs to be at 50% or less. Doctor pay needs to be at 30%. Our profit margin needs to be at 20%. You've got to go look at it. We either need to cut costs, increase production, or increase collections. One of those three things is gonna make you there. You've got to get profitable. It's not like that's really going to grow you. And sometimes growth comes from contracting. Businesses are like breathing. It's gonna expand and it's gonna contract. Sometimes we're gonna be a bigger team.   Sometimes we're gonna be a smaller team. I've done this myself. I've grown too much and I've had to cut. And then we grow again and then we have to cut. It's not because I'm trying to be irresponsible. It's because I genuinely need to like the business didn't grow as much as we thought it would. We now have to contract. You have to be able to make those decisions. Now I hope that you are not like grow, contract, go contract. Like let's not be like adding and cutting team members on a consistent basis all the time. Like more stability. But really look, what are the job descriptions? What is the KPI? If I hire this other person.   How much more revenue are they going to put in? What are they going to do? I get it. We want to help our team. But I was in a team the other day and they had an outsource builder and this builder was asking for more hours. And they were like, no, this is what you agree to. This is how many hours we want. Let's see if we can actually like what needs to get done. They're under staff. They have a front office team member that's out on maternity leave. But for that team to recognize like more hours doesn't fix our problems. Like we need to be more efficient. How can we be more efficient? A lot of team members, when I go into offices, are not being fully utilized.   So before you go and say, like, we need more team, maybe we should look at their job descriptions, maybe look at our org chart. Let's look at what people are doing and what they should be doing and what they're capable of doing. And then let's see how we can like simplify things. What things can we like delegate out? What things can we hire out? What does that look like? Because if we can get those things put into place, do you realize how much happier every single person is? These are the things that actually grow a practice. Looking at your numbers, knowing your profit margins, having the systems in place that actually put money on your books, hygiene.   Let's talk about hygiene. Making your hygienists are doing three times their pay. That's going to grow your business. It's not like just pump new patients in. It's not pump production on the books. It's not these things like work harder. It's not that. It's genuinely right, people. Let's look at our numbers. Let's see. Now it's like okay, if I know the payroll should be at thirty percent, I now have the dollars allotted for that amount. How I spend those dollars is your decision. It's your discretion. I don't really care.   But you know the metric. So if you know the metric, you know most offices are able to accommodate this. You've got to figure out how for you you can accommodate this. Do I need to increase my production? Then can I look at my block schedule? Can I look at different ways? Can I look at my case acceptance? Can I look at my diagnosis? Do we have better handoffs amongst all of us? What little things are gonna be able to grow you and your practice? That's going to be like those things actually put money on your books. Those things actually move you forward. Like I said, they're not necessarily lies because you do need patience, you do need production, and you do need people.   But making sure that we're not pumping money into those areas or we're forcing those things to grow our business. There's a lot of ways that we'll actually grow your business with a lot of less effort. So look at your practice. And I want you just to say, like, okay, what is my payroll? What is my overhead? What is what is my bam, the barriers minimum of my business? What do I need to produce and collect in my practice? Let's start there. And if I'm like   Someone told me the other day that their payroll was 40%. I was like, okay, great. We have two choices. We can either produce more and collect more, or we can find where we're inefficient and what things we need to change. I don't care. You know the metric, you know it. And then you have a choice. You can either do it or not. But this is what's going to grow your practices and grow your bottom line. And these are not as being cutthroat. These are industry standards across the board. If your hygiene team's not producing three times the pain, you're like, but I'm in California. I know I hear you. Practices are able to do it.   It's just like the four-minute mile. If someone else is able to do it, let's get creative and see how you can do it. I would recommend cutting the excuses and starting to look for truth, starting to look for how, what are the solutions. Kiera Dent is well known for a famous line of there's always a solution, let's find it. So I want you to really truly, what is the solution? What's really going to grow your practice? And if you're stuck, if you don't know, I'd love to cut through the noise for you. I feel like I play Mario. Like I see all the little, like, I don't know, glitterally.   Like, here's your gold star. Here's this thing. It's above your head. Like, my gosh, if they just increase their case acceptance and they fix their blocks and they knew their number, all the practice will grow. In my own business, I struggle with that. In your own business, it's hard to see it. So sometimes you need somebody who's got a bird's eye view, someone who's sitting above the noise, someone who's able to cut through that, someone who's able to say, these are the three systems we're going to put in place first. This is going to grow you exponentially. Let's get the business fundamentals for you. Let's actually grow your business for what you want, not just   So like playing like whack-a-mole and trying all these things that don't actually move you forward. So hopefully that was able to give you three lies and three truths, things that will actually move you forward. And like I said, they're not lies. They're just things that I feel a lot of people put effort and energy in trying to solve their problem rather than doing the work. It's like I want a six pack, but until I get on that freaking floor, I can do a lot of things. There's even things to help me lose weight now. But until I want that six pack, I gotta do the work to get there. So for you.   We gotta do the work that's actually gonna grow your practice, not just like create noise and make it feel like we're moving. ⁓ I love this quote. I don't remember who said it, but they said, Don't confuse progress with motion. A rocking horse has motion, but there's no progress. And I love thinking about that because when we think about it, that can be that can be something I think we feel. Like you are having   motion but it you're not progressing. And like they say, I think it says Alfred A Montagu. I think sorry if I said that wrong. I'm really sorry, but it says don't do not confuse motion and progress. A rocking horse keeps moving but does not make any progress. So for you, are the things that you're doing actually making progress or do they just feel like motion? Because we've got to make sure we're making progress. We're actually growing. We're not just doing motion. So reach out. I'd love to help you. And if this helped   Or you thought about it or spurred it, please share it with somebody. Leave us a review. I'd love you guys to take time to get more people, more offices, just like you to be part of our Dental A Team family. I adore you. You're doing better than you think you are, and I'm happy to help you in any way we possibly can. Reach out, Hello@TheDentalATeam.com. And as always, thanks for listening. I'll catch you next time on the Dental A Team Podcast.

Girls in The City. Chairman redoing the PA podcast studio. The origis of Gluten Free Perc. Iggy's social media activity broken down. Gotta leave the families out of it. Iggy got ride of 3,000 friends on Facebook. The first Foot Fetish Friday. Buck Swope calls in from St. Paul, MN. Will there be a Swope's Picks on LIsa Ann? Show relationships over the years. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Mattman recalls some advice a friend gave him back in the day when it comes to women, when Mattman recalled the advice he said , “I hope that guy isn't a rapist now..” Do certain body parts, actual body parts, have some sort of evolution on their own? Example, titties in the 60's compared to now, they've definitely changed Headlines

The BWA boys are BACK with many stories about where they've been, what they're doing, and what they're up to next. We started off reflecting on our very first live show at Essence Fest and trip to New Orleans. We then caught up on all the gaming news we missed, specifically the Grand Theft Auto 6 price announcement and the future of gaming being discless. Had & Damon get into ***SPOILER TERRITORY*** to discuss HOTD, Had introduces the music topic regarding Lupe Fiasco's unwarranted and undeserved hate on Kendrick Lamar, Lil Wayne missing shows and much more!   Wicked Radio: Dame: Syd - 2 Many Days Had: kwn - risk it all Tren: Key Glock - HOUSTON FLOW Support us on Patreon: patreon.com/becausewearepodcast , for access to bonus episodes, new exclusive segments from us and full videos of the podcast. Follow us @BecauseWeArePodcast on YouTube, Instagram, Facebook, and TikTok!

Tuesday's edition of 'THE DRIVE' kicks off with us all getting through the 'L' together, 'Merica! -USA Eliminated from the 2026 World Cup Last Night-in Embarrassing Fashion as the Belgians move on with 4-1 Win over the red, white, & blue; Also, [Homer] Mike Burrows-DID IT AGAIN FOLKS! 10 Runs allowed by the 'Stros starting pitcher?! Burrow's GOTTA GO! And THEN-BREAKING 'Stros NEWS arrives at the bottom of the 2pm hour Tuesday--The Drive guys Spoke it into Existence! Astros OPTION Mike Burrows to Triple-A!!

Ben Maller talks about Celtics president Brad Stevens claiming the Celtics traded Jaylen Brown for "optionality", Stevens tap-dancing around questions of Paul George making the Celtics better, owner Bill Chisholm saying the trade wasn't about saving money, Cite the Bite, and more!See omnystudio.com/listener for privacy information.

Tiffanie and Nikki share what dental practices should be looking at it now that we're halfway through 2026. Such milestones or touchpoints can include the goals you set at the start of the year, production numbers, the metrics ranges for healthy practices, and so on. From there, Tiff and Nikki talk about how to turn your midpoint numbers into game plans for the remaining six months. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript: Tiffanie (00:00) Hello, Dental A Team listeners. We are back at you again. ⁓ we do four of these ish a month. We do one a week. myself, Tiffanie, and the consulting team. And I always pick from my consultant crew ⁓ whoever can be the best cohort on the topic and also their schedules, which is a fun.   little alignment of ⁓ situations here regarding our topic of choice today. So today I have Nikki. Nikki, thank you for making yourself available this morning for pivoting with me. I know I had some ⁓ travel stuff last week and had to move calls around so we had to move this call around and I just appreciate you so much Nikki and for pivoting and and Nikki I'm gonna I'm just gonna say it. It's funny.   And we all kind of podcast from wherever we can. We try to ta stay as centralized as we possibly can, but we all at some point or another are in a very different place than our norm. And Nikki has had so many fun spots. So if you are a an avid podcast listener, you've heard Nikki's and you've not watched, I want you to go back and like look through all of Nikki's and see all of her different backgrounds because it's just so fun.   Nikki Mack (00:55) Yeah.   Tiffanie (01:09) you're like our Carmen San Diego, Nikki. How are you doing today in ⁓ your new space today that is a very temporary and then you'll have a new new space, but how are you doing over there?   Nikki Mack (01:20) Yeah, doing great today. ⁓ this may just be my thing. I may have to find somewhere new to podcast from every time. We'll just yeah. Yes. ⁓ I did love Carmen San Diego, so absolutely I'll just wear a red hat. You'll see me out and about. That would be amazing. ⁓ yes, doing good. super happy to be back. I can't get enough of doing podcasts and   Tiffanie (01:27) I like it. Or pop something in there that people have to find, like what's different.   I don't know.   I love it   Nikki Mack (01:47) No matter where we are, absolutely we're here for our listeners and we're gonna get it done. So I'm ready.   Tiffanie (01:52) I love   it. I love it. thank you. And listeners, you guys know if you've listened to us at all that we truly do love what we do, that we are here to ensure that we give as much information out to the dental world and beyond. We have listeners who aren't even a part of the dental world because entrepreneurship is all the same. Business is business is how I describe it. So whether you're dental, whether you're outside of dental, I know we've worked with podiatrists and optimists.   And chiropractors and all kinds of different businesses. We've helped CPAs and financial advisors and all kinds of different organizations because at the bottom of everything, business is the foundation here and dentistry is what you do on top of that foundation. So we're excited for you guys to be here. We're excited to be ⁓ hosting this podcast to be delivered in July.   July is one of my favorite months of the year for multiple reasons. Brodie's birthday is in July. He's actually eighteen ⁓ this year. The the recording of this podcast, he will be eighteen in almost a month from now. So that's crazy and scary. And for those of you who have been listening for as long as we've been doing this, you probably remember when little Brodie, who's like nine or ten, maybe not even yet, eight, ⁓ came on and he talked about having a working mom. So really cool.   If you've been listening for a long time, you know who he is. But July is also one of my favorite months of the year because this is really kind of our reset month. This is where I just kind of slow down in life and in business and really take a look at what are the things I said I wanted to accomplish this year and where am I at in relation to those things? Do I need to pivot? Are did things change? Did I have things on my docket that I was like, gosh, that's kind of arbitrary or   Too much or you gosh, I'm really just not gonna get to that this year and that's okay too. So have we changed things that maybe we need to reevaluate and reset? for me personally, I said I'm gonna do a pull up this year, and you what, it's still on my docket, but six months, seven months into the year, not having made ⁓ a lot of progress on even attempting to do one, I think I'm a little behind the wheel on that. So needing to reevaluate, but that's really what we're talking about today. So whether it's personal goals, business goals   Family goals, whatever they are, this is a really great time of year to just take a step back and really, really, really push forward on what we want our life to look like. So we brought Nikki on today to help us with that as far as the dental industry and the and the dental business. And Nikki, from your perspective, consulting practices, I know this is the time of year as well that we're gonna take a look with our clients and we say, Hey, how was Q2?   So we've already done a how is Q1. We go through, we evaluate quarter one in comparison to last year at the same time. Well that now our consultants are all going through for their clients and really evaluating quarter two in comparison to quarter one and also in comparison to the projections that we made with them earlier this year. So as we're prepping for that and as we're getting ready to have those conversations with our clients, Nikki, what are some of the key indicators, the KPIs that you have always loved watching for your practices? ⁓   in consulting, in managing, in working within the DSL world, all of your different spaces, what are the ones that you really like to take a look at in July?   Nikki Mack (05:16) So for me, I mean, production's the obvious one, right? Like we never really take our eye off of production ever. Q one, two, three, four, always. ⁓ but I think deeper than just production, it's looking at those metrics that drive production, especially that we started the year with the intention of working on. So a lot of my offices this year, it's case acceptance. Like 2026 is all about case acceptance.   Tiffanie (05:23) Yeah.   Nikki Mack (05:42) And so for me at this halfway point, that's where I'm really like digging into that number. So what does the percentage look like? And there's metrics, right? And there's ranges and there's healthy offices and things like that. But like I tell my teens a lot when we first start, the biggest thing I'm looking at is just where are we? So like January, ⁓ if we've been together for a while, where our starting point is, your percentage now is what I care about. And then how are we going to increase it? So hopefully by July.   We've seen some movement in that number and production would reflect it. But if we don't understand how we're driving that production, how do we keep doing it or make those changes? Like we said, going into Q3 that we need. So ⁓ I would say case acceptance is a huge one. Are you tracking dollars? Are you tracking percentage? Whatever we've been looking at, let's really dive into it. And then honestly, another one that I've seen a lot lately is ⁓   New patient retention. So we a lot of doctors have expanded or brought in associates or we have a lot of new practice owners, right? And so new patients, we know it, they matter, they're super important. But if we're bringing a ton of women and they're all just leaving and not like staying with us, then like that's a lot of time invested. ⁓ so we've I've seen a lot of focus this year with what's our new patient numbers and then who came back.   So July is a perfect time to really be dialed in on that because we're going to start to see those six month recares come back, the ones from the end of last year. So that's a super good number, in my opinion, to really get an eye on the health of your practice and how some of our systems are working. Because I love a system.   Tiffanie (07:27) Right. All right. That's what we're here for, right?   Yeah, I I totally agree. And I love the new patient spot too, like in conjunction with the case acceptance that you said both of those, because oftentimes we will look at the case acceptance and we'll say, Gosh, I w our case acceptance is really high, but our we're still not meeting production, or our case acceptance is really low. We've got to   Gotta do more ⁓ case ex you know, case acceptance, whatever. But when you start to really dive into it, a lot of times our case acceptance will tell us every time our case acceptance will tell us what our diagnosis is as well, right? So if we're only looking at what is our percentage of case acceptance, whether it's dollar or yes or no, it doesn't really matter. But if we're only looking at that number and we're never looking at how much have we diagnosed, we kind of miss the boat there on the in between. So as you're taking that mid year.   Check-in here in July. I think that that is a great place to start. I totally agree, Mickey. Because at that point you can say, do we have the opportunity to meet the goals that we are projecting towards? So where are we at? We always say go look at what your full goal was or is, right? So what are we supposed to do by December 31st, 2026, or whatever year you're listening to this in? What are we supposed to do by the end of the year? And where are we at in relation to that? So six months.   Nikki Mack (08:39) Ha ha   Tiffanie (08:46) Seven months, you know, into the year, are we six months worth of production towards that goal, or do we need to re-establish a different goal moving forward to account for missed opportunities? Now I'm gonna say something here, and my team members just know I love you. Doctors, make sure you do this. So if you're tracking, you're like, all right, guys, I listened, Nikki, I heard you, and I'm actually ahead on my goal, and I'm ahead by $50,000 this year.   Keep your goal the same. Do not adjust your goal down to meet that other goal. And I know that that sounds kind of obvious, but I want to just state it because there are a lot of people that are like, ⁓ awesome. This month is short, so like it's okay, we don't really have to push. Like, no, no, no. Keep pushing and hit for that top tier goal every time so that you have that buffer if it's ever necessary. Or best case scenario, we end out ahead. Now, the other flip side to that is that.   A lot of times what we'll see is we might be short by like 20,000 or 10,000, something not like massive. It might not be a whole month's worth of production, but it might be that like ten to twenty thousand dollar mark. So then what we're doing is we're saying, okay, great, this is what we've done. This is where we're gonna go, where we need to be. That gap is now added to the months coming. So if you've got ten thousand dollars that you're short, divide that by the next six months, add that crown cost, by the way.   Add that extra crown into your monthly goal and then reestablish what that will look like. That's your mid year check-in. So then to Nikki's point of the case acceptance, I love that, Nikki, because if we know where we're going, now we can say, okay, how are we gonna get that? Like, how do I get now to 145 instead of that 143 mark? How do I get that extra couple thousand dollars a month? And why was I short to begin with? So what happened there that   Nikki Mack (10:11) Right.   Tiffanie (10:41) caused that that mishap and it could have been hours, it could have been days closed, but it could have also been in that case acceptance and diagnosis. So then we start really looking in. So production, collections should match your productions or at least be 98%, right? And then in order to hit those, what does our case acceptance look like? And do we have enough opportunity to hit those goals? And if the opp the opportunity isn't there, now we're gonna say, okay, great, why aren't my new why aren't I getting enough new patients? Or   Nikki, one of my favorite ones is we have a slew of new patients, sometimes too many, and we're not diagnosing what we need to diagnose from them. And I'm and I think Nikki this can be misconstrued sometimes because it's like, well, I diagnose what my patients have. Super cool. I totally agree with you. We are never, ever, ever going to be the consulting company that's like, no, no, no, there's more, find it. Maybe there is, but I don't know. I'm not sitting in your chair and dentistry is, you know, it's completely objective. So   Nikki Mack (11:16) Yeah.   Tiffanie (11:39) I'm not gonna tell you how to dentist. I'm just gonna say, do we have the right opportunities then? So if you've got clean patients coming into your practice and you're hitting new patient numbers, but we're still not hitting diagnosis, are we reaching the target audience that you need in order to sustain and grow your dental practice? And Nikki, I think that falls into play where we've got now   the KPIs, you know, production collections, those are those are hand in hand, case acceptance and then that new patient mark. Are we getting the right new patients? Because to your point, Nikki, in July, if that first six months of new patients didn't give me the bucket that I needed, I have time now to reevaluate and say, okay, well what does this need to look like? How does my hygiene department need to grow and do my new patients need to shift and change with that? And is that something, Nikki, that you've seen like   all over the place. Is that like how how often are you seeing that we just arbitrarily kind of grab the new patients that we can and then miss marks and are like, wait a second, what's going on?   Nikki Mack (12:42) Yeah, I think because a lot of times it's easy to feel like, well, a new patient is a new patient and that's a win, you know, like we hit 45. But to your point, we have to be intentional, right? And there is a degree of we market, you know, to the audience, right? We hit the keywords, we're the Google search, we know what we're looking for. But most of the marketing companies that our offices work with, they say those similar things. Like, what are you trying to bring in?   Tiffanie (12:49) Yes.   Nikki Mack (13:10) I had an office, for example, that was changing some of their insurance, you know, contracts. And their emergency ads were bringing in a lot of those insurance-driven patients. So they were having a real struggle with maintaining the schedule they were trying to build with where they were trying to go and who was coming in. And we realized it's the ads, right? You know, that's why this number is so high and it's so hard. So we pivoted, which   Ironically enough, on the flip side, I had another practice just a couple weeks ago. We were having this new patient conversation. They're focusing on some emergency dentistry targeted ads because they do have a little bit of flexibility. We've got a new associate, which is, you know, always great for opening up schedules. And so we realize that we can accommodate some emergencies, right? And ideally be able to take care of those patients the same day, which is just not always the case, right? We've we've busy practices, we can't always do it.   So we wanted to capitalize on that opportunity both for the practice, but also what great patient care, right? To consistently be able to see some emergencies, build new patient relationships, and get them taken care of as quickly as possible. It just presents that kind of opportunity. So that to me, actually, funny enough, emergency patients ends up being a really good example of no two offices are the same and no one answer works for everyone. So what could be the like   symptom in one practice is the solution in another. So that's why it's super important to take these deep dives and not wait till the end. ⁓ any of my practices or teams that are listening, they hear this all the time, but especially around this time of year, ⁓ we have to sometimes make decisions like we're a speedboat or sometimes like we're a cruise ship. And sometimes there's a quick pivot and it's an easy fix. And those are some of my favorites as a consultant, right? Those are easy   Tiffanie (15:01) Yeah.   Nikki Mack (15:02) Victories, changes, challenges overcomes. Some we're more like a cruise ship and it's a bigger strategy and tactics that we need to use to change course. So if we don't take a look now while we're halfway through the year, it's gonna be October, November, and all of a sudden, like we don't have time to make an impact in twenty twenty six or the year, you know, when you're listening. So   Tiffanie (15:23) Totally agree. Yeah. Yeah, whatever yeah.   Nikki Mack (15:27) You it's very important to decide what that looks like and that's how we make decisions. Our numbers tell a story. I know I didn't invent that, but I do say it a lot 'cause it's so true. And so we have to read that story and that's how we make the decisions that are gonna either turn things around for us or keep us on that course to just finish super strong.   Tiffanie (15:47) Yeah, I agree. Thank you. And I think that July presents a really big opportunity ⁓ for that, for ch making changes. And and previously marketing marketing still is is like a a beast that's really hard to know. Like you nobody knows marketing. Even marketing companies are like we're still trying to figure it out. And it's just like this beta test constantly. So it's it can be very frustrating in that way, but it's also really cool because what's happened now, I know years ago it was like, okay, well, if we're gonna change marketing.   Nikki Mack (16:04) Yeah.   Tiffanie (16:16) It takes six months to even see the product of that marketing switch. But thank goodness we live in a progressive ⁓ future. And we're here in the future where it doesn't take weeks, months, you know, six months or so to see that change. Right now we can make a change in the marketing and the online presence and it's shifting things immediately. And so to your point, Nikki.   A practice that's like, gosh, we need to fill this doctor's schedule. Let's get some emergency patients in that has the right systems that can convert. So that would be, I think if if you're in July and you're like, yep, you're right, guys, I need to shift my marketing focus and I need to look at my new patients. If you're gonna go the emergence any new patient route, but especially the emergency kind of limited exam new patient route, make sure you've got solid systems and that now you're tracking on top of that our new patient conversion.   rate, right? Because a new patient coming in on a limited exam 0140 in emergency is still a new patient to your practice, but your numbers can get skewed if they're not staying. Because it's adding to your active patient count today. But if they don't come back in 18 months, like it was just a waste, right? So we don't want to waste your dollars. We want to make sure that's where Nikki comes in clutch right now with that with that team because she's not only helping them see, okay, great, let's shift to this emergency new patient.   kind of standpoint to fill the associate's schedule, but she's also helping to train and see how do we track the new patient conversion and what are we saying now? This patient calls as an emergency, cool. How do we get past just a PA? How do we get to that full series of x-rays, the panoramic, the CT, to make sure that we're looking at everything and fully establishing them as a patient in your practice, not just that emergency. So   Those things go in tandem and this is the perfect time of year to look back and say, these are the things that I wanted. What are the systems that have gotten me to where I'm at? And where do I need to tighten those systems up, maybe shift them a little bit? Or are there systems that I don't know yet that I'm losing things out the back end? And honestly, your patient base is a huge space for that. Your recare is your hygiene full summers upon us, summers rough in most general practices. ⁓   Nikki Mack (18:31) Yeah.   Tiffanie (18:35) I think pediatrics, you guys are you guys are flying high. These are your biggest months. But for GP world, and even oral surgeries flying high right now. But our GP world, our period worlds, those worlds kind of endo ⁓ we see a slowdown and we've gotta reestablish what that looks like. So reactivation campaigns are huge right now, but we're looking at   what were our goals and what is it gonna take for the rest of the year to get us there is gonna be massive. And Nikki, I love that you started us with that case acceptance piece and the new patients because truly this is a great time of year to look at that. And I think everyone thinks it's kind of like that the diet thing, right? Like I'll start on Monday. Everybody's like, well I'll start in January. Like I have a practice that hats off to them. I love it. They actually redo their fees in July because they're like, I don't like   Summers is fine. Like summer's less busy. We're doing so much in December, January, February, all the way through to April. Realistically, it's crazy. So they're like, why not do it in the summer when it's slow? I'm like, wow, that's actually really freaking smart. So to piggyback off of that, like waiting until January to say, let's change our patient base, let's change our avatar, let's   wow, we didn't quite make it, so let's add it to this year. And instead of a seven to ten percent increase, we need to do a 12% increase over last year. Like start now, reestablish in July and say, time out, where are we? Where are we trying to go and what's that gap in between? And then evaluate what are the systems or the processes that I need to change or increase that are gonna get my team there and how do I get that training. Now for your leadership team, they need to be doing that within their departments as well.   So each department should have their own KPIs, which doesn't have to be hard, you guys, even for our our clinical team. Like it could just be schedule full. It could just be ⁓ diagnosis chair side, right? Or I love nothing more, Nikki, actually on your limited emergency. I love dental assistance tracking. They're like comp, they're limited to comp.   conversion. So did they take a 0140 and convert it to 0150 chair side? What is that conversion? So we really don't have to make it difficult. We just have to make it impactful. It needs to make a direct impact on our overarching goals and it needs to be trackable and measurable. So with that, I think Nikki, what would you say if you could only give we're going to say production collections is the same because to me there's there it's ridiculous you track them both, right? They're the same.   Nikki Mack (21:10) Wait.   Tiffanie (21:11) So if you could only   Nikki Mack (21:11) Yeah.   Tiffanie (21:12) give three KPIs knowing production collections is one, what are the other two KPIs that you would insist that everyone takes a look at in July?   Nikki Mack (21:21) Ooh wee. ⁓ so I am a big clearly you can tell I'm a big fan of new patient reappointment. ⁓ did they come back for six months? Are they scheduled? Did we complete treatment? Right, there's a few pieces to it, but adding them to the patient base and getting them sticky. ⁓ that would be my number two. And then number three, I don't know, Tiff. I I kind of feel like I have to go case acceptance because it's   Tiffanie (21:29) Yeah.   Yeah.   Nikki Mack (21:48) It's pretty all encompassing. there's so many parts to it, but it just the direction of your case acceptance is such a good indicator of the health of your practice. So those are my those are probably the first three that I look at. If I if I didn't know anything about your practice, your goals, or where you were headed, those are three places I'm definitely digging in right away.   Tiffanie (21:52) Yeah.   Awesome. Thank you. I love those. Yes. And I will say in tandem, case acceptance. I like to group things. ⁓ Kiera and I like to say that we get away with a lot because we will group things together. So that's where my production collections comes in. And I think in tandem with the case acceptance, I say diagnosis because I just really harp on, I think from a team member standpoint of tracking case acceptance for so long and having to   really dig in as a treatment coordinator and as an office manager to figure out why aren't we hitting these goals and then seeing these trends. So tracking the trends within your diagnosis to lead to your case acceptance is huge. I would have, you know, a doctor gets he's ready for vacation. He's worked too hard. He needs a vacation and his case ex or his case acceptance dropped and his diagnosis dropped as well or ⁓ somebody's killing it. So making sure that we're watching all of those pieces is huge. So no matter what, you guys, it is mid year and you're   Nikki Mack (22:52) Yeah.   Tiffanie (23:05) well into potentially your Q3 at this point. So I hope you're listening to this early. ⁓ but really take an assessment and look to see where have I been, where am I going and what's that gap. And if you're a few weeks into Q3 already, that's okay. ⁓ do it before Q4 as well. You need to be doing this literally every quarter, every month, every week, but for sure mid-year. And look at those areas where where   you need a little bit of help. And if you do need help, we're here for you. You know, we're we're right here. We've got a freaking thousand podcasts or something that you can listen to. They're all here, they're all available to you, but we're also available at Hello@TheDentalATeam.com and at TheDentalATeam.com, you guys, we have a free assessment call that you can schedule with us where we can take a look at your systems, ⁓ some of your overarching KPIs and really help to direct and guide you and also assess if you are a good fit.   For Dental A Team consulting and if you're ready for it. And if you if you're not, ⁓ or if we're like, you know what, you're almost ready, you're you're not quite there, we will keep in touch and we will still always share all of the information. But we would love to chat with you and really see where you're at and how we could best serve you in our mission to ⁓ benefit the world of dentistry. So Hello@TheDentalATeam.com. Also, drop us a five star review below. Let us know what your KPIs are. People do read those and they like to look in there for extra.   Help. So Nikki, thank you so much for being here with me today. I know that we pivot and ⁓ that used to be one of our core values. Kiera and I removed it because we're all really good at pivoting, but we realized that that is a core value made it like we were pivoting too much. But we really do pivot a lot as dental consultants, and it's something that we're great at because we're problem solvers and we do it with our with our clients constantly. So thank you for being here. Thank you for pivoting and having a new Carmen San Diego background.   And you all thank you so much for being here. Thank you for listening and we will catch you next time.   Nikki Mack (24:58) Bye.  

(00:00-27:58) Producer Joe will joins us shortly to go over the disappointing night in Seattle. Soccer hating guy is about to have a big day. Disappointing how it went down. Audio of Former USWNT Captain Becky Sauerbrunn on the loss and the team's effort. Christian Pulisic on the world stage. Eric Wynalda on the loss to Belgium: "They stopped playing. They went stagnant, and it breaks my heart." Would Jackson rather watch tennis or hockey? And now it's on to Cards/Brewers. The Ryan Fernandez situation. Oli Marmol on the loss, Bruhl's injury, and Dustin May's outing.(28:06-58:22) Prod Joe joins us to put a bow on last night's debacle. Difficult to question effort but it didn't look good. Looking ahead at where the USMNT goes from here. Chrisitan Pulisic as "The Chosen One." People love Prod Joe's knowledge. And Prod Joe likes Brian Haenchen. Cam will be in on Thursday and Friday. Big ol hands. Cam's not a fake bro. Aggressive vs. Standoffish. Vocal fry.(58:32-1:15:02) Nothing to worry about, Brian. This is a family show. Cards calling up Luis Gastelum. Me am girl you dum dum. Key stretch coming up over the next 7 games. Tough to see the bullpen getting burnt in a game you could have/should have had. Gotta face The Miz today. Depth at catcher.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Producer Joe will joins us shortly to go over the disappointing night in Seattle. Soccer hating guy is about to have a big day. Disappointing how it went down. Audio of Former USWNT Captain Becky Sauerbrunn on the loss and the team's effort. Christian Pulisic on the world stage. Eric Wynalda on the loss to Belgium: "They stopped playing. They went stagnant, and it breaks my heart." Would Jackson rather watch tennis or hockey? And now it's on to Cards/Brewers. The Ryan Fernandez situation. Oli Marmol on the loss, Bruhl's injury, and Dustin May's outing.Prod Joe joins us to put a bow on last night's debacle. Difficult to question effort but it didn't look good. Looking ahead at where the USMNT goes from here. Chrisitan Pulisic as "The Chosen One." People love Prod Joe's knowledge. And Prod Joe likes Brian Haenchen. Cam will be in on Thursday and Friday. Big ol hands. Cam's not a fake bro. Aggressive vs. Standoffish. Vocal fry.Nothing to worry about, Brian. This is a family show. Cards calling up Luis Gastelum. Me am girl you dum dum. Key stretch coming up over the next 7 games. Tough to see the bullpen getting burnt in a game you could have/should have had. Gotta face The Miz today. Depth at catcher.So much happening during the break. Jackson will be sleeping on the couch on the family trip this weekend. Larry Nickel isn't happy how long he's been on hold. Big night on Raw last night, did anyone see it coming? Did someone tickle Larry's belly? Shocking Top 5 country rankings.Whip Appeal is not about cars. Audio of Carli Lloyd not mincing words on USMNT or Christian Pulisic. Never any real drama last night. Don't sleep on Egypt.Derek Goold's chat discussing the possibility of moving Wetherholt to third. Is the Blaze Jordan experiment still ongoing? Is the long-term third base solution in the organization?Cardinal bullpen discussion with the Bruhl injury.Brody Herman in studio for his weekly segment.What's your favorite Wesley Snipes movie? Patrick Swayze. Movie Boi (and Gareth) are preparing for The Odyssey. The Fan. Is Jackson retiring from golf? Mugsy Bogues body pillow. Picks to click.Making mixtapes. Quiet Storm with Doc Wynter on Magic 108. Starting pitchers have been released for today's games.E-Mail of the DayTime to unload the barrel. Audio of Alexi Lalas giving his thoughts on last night's game. Now audio of Taylor Twellman's direct and straightforward assessment of the USMNT failing their first real test of the World Cup. And the winner of the EMOTD is...See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Why are Netflix shows declining after their first seasons? Also, what happened to USMNT at the World Cup? We talk about things that make us unreasonably mad, Space Force planning a satellite war, and lots more!

Plenty of Pilates studios look successful from the outside. The numbers tell a different story. In this episode, Lesley Logan sits down in person with Julian Barnes, co-founder and CEO of the BFS Network, the boutique fitness industry's market intelligence company behind the annual State of the Industry report. Julian brings the data from 500-plus studios across 46 states. Lesley brings the how. Together they break down the five numbers that separate a real business from an expensive hobby, and what it actually takes to keep clients for years instead of weeks. If you have any questions about this episode or want to get some of the resources we mentioned, head over to LesleyLogan.co/podcast https://lesleylogan.co/podcast/. If you have any comments or questions about the Be It pod shoot us a message at beit@lesleylogan.co mailto:beit@lesleylogan.co. And as always, if you're enjoying the show please share it with someone who you think would enjoy it as well. It is your continued support that will help us continue to help others. Thank you so much! Never miss another show by subscribing at LesleyLogan.co/subscribe https://lesleylogan.co/podcast/#follow-subscribe-free.In this episode you will learn about:The five KPIs that profitable studios track every month.Why referrals still beat social media for new leads.How to structure an intro offer that converts.The objection scripts that turn a maybe into a yes.Why holding clients accountable is what kills churn.Episode References/Links:BFS Network – bfsnetwork.comBFS Pilates Studio Benchmarks Report - BFSreport.com or BFSpilatesreport.comFacebook https://beitpod.com/thebfsnetwork https://www.facebook.com/thebfsnetwork?mibextid=wwXIfr&mibextid=wwXIfrSubmit your wins or questions - https://beitpod.com/questionsGuest Bio:Julian Barnes is Co-Founder and CEO of the BFS Network, the premier growth accelerator and market intelligence company in the beauty, fitness, and self-care industry. He leads BFS' CEO Network — the premier peer-to-peer leadership network for multi-location, multimillion-dollar operators who are building to scale — and serves as Managing Director of the Global Leadership Council, whose members collectively operate more than 10,000 locations worldwide. He also serves as an Outside Director for a global fitness brand. Barnes created NYU's Institute in Entrepreneurship & Small Business Management and served on the US Tennis Association's Investment Committee, which managed a $200M portfolio. He holds a BA from Tufts and a JD from UNC Chapel Hill.If you enjoyed this episode, make sure and give us a five star rating and leave us a review on iTunes, Podcast Addict, Podchaser or Castbox. https://lovethepodcast.com/BITYSIDEALS! DEALS! DEALS! DEALS! https://onlinepilatesclasses.com/memberships/perks/#equipmentCheck out all our Preferred Vendors & Special Deals from Clair Sparrow, Sensate, Lyfefuel BeeKeeper's Naturals, Sauna Space, HigherDose, AG1 and ToeSox https://onlinepilatesclasses.com/memberships/perks/#equipmentBe in the know with all the workshops at OPC https://workshops.onlinepilatesclasses.com/lp-workshop-waitlistBe It Till You See It Podcast Survey https://pod.lesleylogan.co/be-it-podcasts-surveyBe a part of Lesley's Pilates Mentorship https://lesleylogan.co/elevate/FREE Ditching Busy Webinar https://ditchingbusy.com/Resources:Watch the Be It Till You See It podcast on YouTube! https://www.youtube.com/channel/UCq08HES7xLMvVa3Fy5DR8-gLesley Logan website https://lesleylogan.co/Be It Till You See It Podcast https://lesleylogan.co/podcast/Online Pilates Classes by Lesley Logan https://onlinepilatesclasses.com/Online Pilates Classes by Lesley Logan on YouTube https://www.youtube.com/channel/UCjogqXLnfyhS5VlU4rdzlnQProfitable Pilates https://profitablepilates.com/about/Follow Us on Social Media:Instagram https://www.instagram.com/lesley.logan/The Be It Till You See It Podcast YouTube channel https://www.youtube.com/channel/UCq08HES7xLMvVa3Fy5DR8-gFacebook https://www.facebook.com/llogan.pilatesLinkedIn https://www.linkedin.com/in/lesley-logan/The OPC YouTube Channel https://www.youtube.com/@OnlinePilatesClasses Episode Transcript:Julian Barnes 0:00  You have to be confident enough, both in your own abilities and that the universe will provide for you the right way. You have to be confident enough to say no to the wrong person, so you keep space open for the right person, as you said, and you have to be confident that the universe is going to bring that right person to you.Lesley Logan 0:24  Welcome to the Be It Till You See It podcast where we talk about taking messy action, knowing that perfect is boring. I'm Lesley Logan, Pilates instructor and fitness business coach. I've trained thousands of people around the world and the number one thing I see stopping people from achieving anything is self-doubt. My friends, action brings clarity and it's the antidote to fear. Each week, my guest will bring bold, executable, intrinsic and targeted steps that you can use to put yourself first and Be It Till You See It. It's a practice, not a perfect. Let's get started. Lesley Logan 1:05  All right, Be It babe. This is really for my Pilates studio owners and teachers out there, people who want to open a Pilates studio. We are going to get deep in numbers, and you're hearing me talk a lot about my thoughts about the Pilates industry and how you are going to have a profitable Pilates business. So it's kind of fun. If you've never heard me talk Pilates business, and you want to hear my thoughts, you can. For those of you who are Profitable Pilates members, you're going to hear some of my favorite things to say, and I think you're going to be really impressed with how amazing your studios are doing compared to others. But also, I think it's really important to know what the stats are. What is going on in the Pilates history? It is changing. There are a lot of studios, but are these studios actually as successful as they look? Lesley Logan 1:28  So, I think this report is really fun. If you watch it on YouTube, you're gonna see the visuals of these numbers. If you're like me and need to see them, you can watch it there. We'll also have everything in the show notes and in the blog as well. You guys are awesome. Here is Julian from the BFS Network. Lesley Logan 1:43  All right, loves, this is gonna be fun. You guys get to hear me in my own element, probably a little more behind the scenes of what we do with other businesses, but we have an incredible guest here. We'll talk a lot of numbers, so if you're a visual person, you might want to watch this on our YouTube channel. Julian from the BFS Network, you are here. Hello, tell everyone who you are and what you rock at, because they're going to want to know.Julian Barnes 2:18  Lesley, I am here in your home studio in Las Vegas. This is not Zoom. This is.. I could touch your high five. Here we go. There we go. Awesome. Hello, everyone. My name is Julian Barnes. I am the co-founder and CEO of the BFS Network. I am based in New York City, here in Vegas to hang out with my good friend Lesley and Brad. We are the BFS Network. For today's conversation, the most important thing I'm going to share is we are known as the premier market intelligence company in the boutique fitness industry. We publish the State of the Industry report, which is the annual report, which is the most comprehensive report in our industry. A lot of data, a lot of KPIs, a lot of metrics, all focused on showing what profitable studios do. So I'm here today with Lesley, and I'm going to share some of the numbers, and she's going to tell us how to achieve those numbers.Lesley Logan 3:13  Yeah, I'm excited. Let's go, let's do it. I'm a visual person, so I'm glad you got a visual for us.Julian Barnes 3:18  So the first thing I want to just talk about is who participated in the survey. In addition to the Profitable Pilates community, this survey has been conducted over the last 18 months, 500-plus studios worldwide. Most importantly, it is the overwhelming majority, 89% of the studios that participated in the survey have three or fewer locations, and most of them have one location, individually owned, self-financed, no private equity, no investor. So we're talking about just the regular studio owner who bootstrapped and saved, and maybe borrowed from the bank to open, that's who's in here. There's no Solidcore in here, there's no Barry's, there's no SoulCycle. And if there are some independent Club Pilates franchisees, they're individually owned, they're not big corporate, so that's.Lesley Logan 4:17  Not one of those people who owns 75 or 100 sharing. Yeah, yeah.Julian Barnes 4:21  Exactly. All right, so that's who's in it. Also, there's broad geographical distribution of the survey, meaning 45% of the responses came from cities with a population of half a million or more, 45% came from cities 50,000 to half a million, another 10% are rural areas less than 50,000, 46 out of 50 states, so we have geographic representation, we have market size representation, one, two, and three locations, no PE, no investors, so we're talking about the average mom-and-pop small studio everywhere in this country.Lesley Logan 4:57  Okay, you know I'm gonna want to have dinner where the four states are, so we got a find studio close to. Julian Barnes 5:01  It's like three S's. No, three N's. So it's North Dakota, Nebraska, and I forget the other two.Lesley Logan 5:08  Okay, I have a really great city for you, Nebraska solo owner, really pretty incredible, open for over 20 years. Julian Barnes 5:13  That's what we need. Okay. So that's who we're talking about. The way we're going to rock today is talk about the BFS scorecard, which is six KPIs. I'm going to share with the listeners, all of you, the six KPIs that profitable studios track, and I'm going to tell you what those KPIs are. And then we're going to come back, and I'm going to ask Lesley how and what a studio should do to achieve those KPIs. So, I am the "what" today; Lesley is going to be the "how."Lesley Logan 5:49  Yeah. So, for those of you, this is how it was explained to me, and I think this is a lot of fun for my peeps to listen. He's gonna be that Steve Kornacki at the big board, and I'm gonna come in as Rachel Maddow or Chris Hayes. I mean, obviously I watch a news channel, so there we go. So I'm gonna come in with my opinion and my punditry.Julian Barnes 6:07  You don't have blonde hair, so you're not that other channel.Lesley Logan 6:09  I'm not. Also, these are still my cheeks, my lips, my eyes.Julian Barnes 6:18  All real, keeping it real. Okay, so KPI number one is number of leads per month, and Profitable Pilates studios generally are generating somewhere between 10 to 50 leads per month. The number one response is more than 50 leads, so 30% of the respondents generated more than 50 leads, and then the tie for second was less than 10 leads per month and 10 to 25. Less than 10 was 20%, 10 to 25 is 21%, so that's basically a tie. I don't know for sure, but if I had to guess, the studios that are generating more than 50 leads a month are probably mat Pilates with larger class sizes, and yeah, they need more leads.Lesley Logan 7:09  I think anytime you need more leads, it's probably better having more class-based classes. Yeah.Julian Barnes 7:13  Exactly. And so the studios with less than 10 or 10 to 25 are probably more of the Reformer.Lesley Logan 7:19  Yeah.Julian Barnes 7:19  So number of leads per month is the first metric to track. I'm going to run through these quickly, and then we're going to come back. Okay, so the first KPI is number of leads per month, and the highest response was more than 50 leads per month. 30% of the Profitable Pilates studios that we surveyed generate more than 50 leads per month, and I would imagine that the majority of those are Pilates mat classes, where they have more people in seats and bigger studios, and they need to fill classes. Tied for second was less than 10 leads per month and 10 to 25 leads per month, and that is between 20 and 21% of the people who completed this assessment selected less than 10 and 10 to 25. So number of leads per month is the first KPI that we're going to talk about. Second KPI is the conversion rate, and let's see if I can do this, because I'm not an idiot, is what I told you, right?Lesley Logan 8:19  You're doing great. So there we go.Julian Barnes 8:22  Conversion rate of leads to first-time visitors. I can't wait for Lesley to break this down, but it's one thing for someone to email you, to DM you, to IM you to say, "I'm interested, send me more information about your studio." It's another thing for that person to actually walk in the door, and so conversion rate of lead to first-time visitor, Profitable Pilates studios are converting at more than 30%. 54% of the Profitable Pilates studios are converting at more than 30%. So think about that: for every 10 leads, the best studios are getting three of those 10 emails to walk in the door, right? So, conversion rate of leads to first-time visitors. Now they came, they took a class, they bought the intro offer. The question is, what percentage of those people made a second, bigger purchase? They already purchased the intro offer. I like to think about it like this: you go to a restaurant the first time and you have a nice meal. My question is always, am I going to come back? And especially if you bring a friend with you, maybe it's your favorite restaurant, and you bring a friend with you to your favorite restaurant, and you pay for the dinner. The question for your friend is, did you enjoy your dinner, and did you enjoy your dinner enough that you would come back and pay for it? That second purchase, same thing applies with studios, so they bought the intro offer. Did they come back? And Profitable studios, 55% of Profitable Pilates studios convert to a second, bigger purchase more than 30% of the time. So see how small these numbers get: for every 10 leads, three walk in the door, and of those three that walk in the door, only one is making a next purchase. So Lesley's gonna break that down. She is chomping up the bits, waiting for me. Lesley Logan 10:13  I can't wait. Julian Barnes 10:13  All right, so those are the first three KPIs. Okay, so the last two KPIs we'll talk about are average member lifetime value, which is how long they stay, and so the largest category for Profitable Pilates studios, 28% of Profitable Pilates studios have a lifetime value greater than two years. The good news is, hence the name of Profitable Pilates, that 71% of the Profitable Pilates studios that completed this assessment have an LTV of more than two years, and that's really important. I'll let Lesley weigh in on why that's important, but the number is more than two years. You want to be an LTV more than two years. Julian Barnes 10:56  And finally, the last KPI we're going to talk about today is churn, and churn means how often your members leave and you have to go refill that spot. You can't grow if you're constantly replacing someone in your studio. So Profitable Pilates studios, 43% of profitable Pilates studios minimize churn to less than 5%, but here again, the Profitable Pilates community that Lesley runs, 71% of the people who completed this assessment have a churn less than 5%.Julian Barnes 11:31  So let's recap. The five KPIs are number of leads per month, converting those leads from lead to first visit, converting the first visit to a second purchase, assuming the first visit is an intro offer, second purchase, then how long do they stay, and do you retain them by minimizing churn? Those are the five KPIs. That's what Profitable studios do in the Pilates sector. Lesley, now tell the people.Lesley Logan 12:02  Oh my gosh.Julian Barnes 12:03  Tell the people, Lesley, what they're supposed to do to achieve these numbers. How do they get these number of leads per month?Lesley Logan 12:11  Okay, so here's a really great... I just want to say I'm really proud of the people who filled this out, because my goal has always been for the people we coach for the long term. I'm like, your business should get really boring, like it should get really predictable. My goal is that some of our people need one lead a month because they actually don't have room, and they're actually referring out to other businesses in the area. That obviously is more of a smaller studio that doesn't have large group classes, but that is the absolute goal, because it's better to be entertained in your life, your business should not be so entertaining. Lesley Logan 12:39  So what I would say is, for studios to have a really great conversion, if you don't know how many leads you're getting a month, that's important. You got to start there, and you want to know where they're coming from, because that really does help you understand where you're spending your time marketing. Everyone tries to sell you to the moon and back that you should be on social media. You might not need to be, depends on your community, right? Depends on how many people are there, and depends on how many leads you need. I know that sounds crazy in 2026 that I would tell someone that it's not about social media, but it's not, more and more people are not necessarily trusting what they're seeing on socials because of AI and things like that. So, you really want to have an amazing network of clients who love you, who refer people out, so you're getting strong, solid leads, because those are gonna be the ones that actually come in over just reaching out to see what's going on.Julian Barnes 13:22  You just said something I want to jump on. I didn't mention it, but we also asked studio owners what was their most effective lead gen tactic. You want to guess what that answer is, Lesley?Lesley Logan 13:33  Referral.Julian Barnes 13:34  By far, in every modality.Lesley Logan 13:39  Yes. And here's what people.Julian Barnes 13:40  It's two to one, like it wasn't close. And again, these are profit, not just Pilates, all modalities. The number one lead gen tactic is referrals. So when you said people don't trust what's on the social and socials, what do people trust?Lesley Logan 13:56  They trust their friends.Julian Barnes 13:57  They trust people they know, people who they know, like, and trust.Lesley Logan 14:00  So here's the thing: if you are a new business right now, or you need people right now, if you're spending all of your time marketing yourself through stuff online and buying ads, that's one way to do it. And you will get people. I'm not saying that doesn't work, but you will get more people quicker if you actually tell the people who know, like, and trust you, whether they're clients or not, "Here's what my studio does, here's who we help, here's how we help them. Who do you know?" If you say, "Who do you know?" it opens a loop. You open a loop, people aren't likely to say, "I don't know anyone," because they'd have to think about that. But if you say, "Who do you know?" it opens this loop, and they start being aware of it. And if their friend's like, "Oh, my shoulder hurts," they go, "Oh, I just heard about the studio down the street." People will refer you people, and those are the people who actually come in, more likely than not, than someone who's just cruising the internet and filling out the contact form. Whoever fills out the contact form, honestly, it's whoever gets to them first and doesn't bug them.Julian Barnes 14:49  Let's take the people behind the scenes for a second. Before this call, we were chilling out in your backyard, and is it safe to say that we have some fundamental disagreements about how studios actually operate some things, right?Lesley Logan 15:27  I think that's okay, though.Julian Barnes 15:36  I wanted them to know that the things you and I agree on are the most important fundamental aspects of running a business. The things we disagree on, I say they're on the fringe, they're just a matter of choice. But this, having referrals, know, like, and trust that, it is tested over time.Lesley Logan 15:26  Yeah, I mean, it's so true. And also, it just makes it a lot easier on you if you need clients today. You opened the studio recently, or you hired a new teacher, or you opened some new classes, you need people to fill those seats today, you will always have a faster rate of transitioning them into clients if you're going to your community and the people who trust you, because they will talk about you, they will have a trust transference. If you are waiting for people to fill out your contact form, then it's like, well, they wanted you at 11:00 PM last night while they were watching someone on some TV show doing what they thought was Pilates, so they reached out, but now it's 8:00 AM or 9:00 AM in the morning and they're at work. Then it's like, "Well, I'm too busy this weekend," so you got to get people when they're excited. Lesley Logan 16:07  If you have a 30% conversion rate from the lead into coming in, that's great. I actually don't think that that's a terrible... I think if you have higher than that, you are doing great, but if you have lower than that, that's where I have concern. I feel like 30% feels very fair. Where I want you to really look at is from that, when they come in, if you have a lower than 30% conversion rate, you really do have an issue, because the numbers just get so small, and you're actually just wasting a lot of time. You're working really hard. And so I think this is where you, as an owner, need to look at what your onboarding experience is. How are you setting people up? Are you getting them with the right teacher? Are you the only person who's teaching them? Then it really is on you, what's going on?Lesley Logan 16:47  And this is where I think a lot of people make mistakes, because they try to sell Pilates, or whatever the modality is. People actually don't want to buy process; they want to buy the transformation, they want to buy the passion from you. And so this is where, if you're a studio owner and you're not the one who's doing these intro offers, they're going into a class, or they're going into another teacher's experience. You need someone who's got passion and actually can read the person, because you have to take what their goal is and what you offer and show how they get there. Nobody wants to hear, "Oh, you're going to buy the four-session-a-week package," because that's, no, that's a process. They want to buy in on the belief that you have that you can get them to where they want to go.Julian Barnes 17:24  You just said the magic word, and I don't know if people really heard you or want to go back. You said they want to buy the what, starting with the letter T?Lesley Logan 17:34  Oh, the transformation.Julian Barnes 17:35  Say that again.Lesley Logan 17:36  The transformation. They want the transformation, they want the end result.Julian Barnes 17:38  I like to say that there is no transformation without the transaction. There is no transformation without the transaction. So you have to ask the question, why are you here, and you have to actively listen to what they say, and then be prescriptive in your answer to the question. Okay, so you want X, Y, or Z. Great. Here's how you're going to get that: two times a week, three times a week. You're going to take this class, that class, this class, etc. You're going to give them a prescription, just like a doctor would give you a prescription, and tell them when they ask what does it cost, you reframe it. The investment for you to achieve your desired goal is going to be one of time and money. The time is twice a week or three times a week, and the monthly investment for that is going to be X.Lesley Logan 18:29  I agree so much, because if you can actually get them to understand that this is a tool to the transformation, and they can make that transaction, and you break it down, you can also be honest with them, and this is where trust is really built. Some people are going to come to you with goals that are not in alignment with what you do. If you actually tell them... for example, in Pilates in LA, every single person wants to lose five pounds, and it's like, "Well, here's what we know about science. Science would say, if you want to lose weight, it's a few different factors, and any fitness is part of the journey, but it's not the tool." The actual tool, especially if you're serving women, is: what are your hormones like? What are you eating? And then you can go from there. But if all you do is work out to lose weight, you might lose a couple pounds, you might change the metabolism you've got, but it's actually not going to get you to the goal. Lesley Logan 19:20  And so this is where it's really cool for people, and this is what I coach people on their first-time sessions, is find out what they're there for, and then tell them you can or can't help them. So I would always say, "Here's how Pilates is going to be part of your journey, here's what we can't do, but here's what we can do." First of all, most people are lied to so much, or sold a bunch of smoke and mirrors, that they actually will like that you told them that. They might not buy from you, they might go to someone else, or they might try something else and come back, because they actually believe and trust you. I really do believe in being authentic here. And then when you're teaching the sessions, you need to actually tell them, "Here's why I've chosen this exercise for you, here's why this exercise is going to hit your goals." That's what people don't do, they just keep talking about Pilates this, Pilates that. Pilates is now on every corner, so maybe that worked in the 1990s or might have worked in the early 2000s, but it doesn't work today. You actually have to say, "With my eye, I'm seeing your shoulder is doing this, and you have back pain, and so what I'm seeing is because of this imbalance, you're gonna have back pain until we get this balanced. So, here's these three exercises we're going to do, and they're going to help you with this." You have to actually tell them, take them behind the scenes. I like to say that their first sessions, their intro sessions, are like going to a buffet. They get to see all the different options, and you're going to talk about all the different options, and then you're going to prescribe them, like Julian said, like, "Hey, okay." First of all, I never say, "Did you like that?" You got to just go with confidence. You're like, "Thank you for letting me teach you," because that gives gratitude, it lets them know the session's over, and then you go into, "You said you wanted this. Here's how we're going to get there. Here's the process." Julian Barnes 19:20  Here's the roadmap.Lesley Logan 19:20  Yes. And then if they're like, "Whoa, that's too much for me." If you go through all the investment and all the time, and they're like, "That's more than I can spend right now," you can say, "I understand. We can take a little longer; instead of coming three times a week, we can do two times a week, or we can do this and this," but you have to actually help them find a way. I get it, some people don't work out, so that's not even the money, it's the actual going from zero times at the gym to coming three times. You're asking a lot, so this is where you have to be honest, and this is where I think our industry really needs a little kick in the pants, and a nice one. People that are with me a long time have heard me say this: if you aren't going to hold people accountable to their goals, you're going to become a to-do that they move around all the time.Julian Barnes 21:28  1,000%. And remember, they came to you. You didn't go find them.Lesley Logan 21:34  Yeah.Julian Barnes 21:35  Even if you did, even if you went to the local farmers market, you didn't force them to give you their email. Lesley Logan 21:40  Yeah.Julian Barnes 21:40  They gave you their email. They walked into the door. You have to ask them why they walked in, and you have to actually listen, so you can connect what they said with what you're going to say. You know what you're going to say, you know what your packages are. The question is, can you connect your packages to the goal they told you they want to achieve? It is not about giving permission, you are the person in the position of authority.Lesley Logan 22:09  Well, that's the thing. You just said you are the person in the position of authority, and that's where people don't see themselves.Julian Barnes 22:15  Retain your power.Lesley Logan 22:16  And so when people come to us, I have to constantly remind them that you're so worthy. If you have people who are late canceling and you're not charging them, I promise you, you're losing that client. That's not a client you want, by the way, but it's also you're losing that client because when push comes to shove. Julian Barnes 22:31  They're not committed. Lesley Logan 22:33  Right. When their budget has an issue, when something comes up, they're like, "Oh, I'm going to cancel my Pilates," because they're not actually seeing results, because you didn't hold them accountable to get results. I think this is where people really have to actually remember there is such a thing as you being in relation to them, and there is a camaraderie, but you're also the expert. They came to you, and the only way that they can exchange the energy is to pay you that worth, but you have to hold them accountable so that they get those results. And when you get them the results, that's why you don't have churn, that's why your churn is so low, and that's why you'll have clients for life. And by the way.Julian Barnes 23:05  We're gonna come back to that. Lesley Logan 23:05  Okay I just want to say, I think a lot of people go, "Oh, this person came to me, I hope they like me." You can't be like that if you want a business that actually works and doesn't stress you out at the end of the day. You have to actually have the authority, because you are the expert. They don't know.Julian Barnes 23:21  You have to be a little bit like Steve Jobs. Steve Jobs said you don't ask the customer what they want; you tell the customer what they need. None of us raised our hand and said we want a phone, remember the Blackberries and the Treos, and we want a contact management thing, we want to surf the web. No one said, "I want that." He presented it to us and said, "Here, isn't this cool?"Lesley Logan 23:45  Yeah, right. I think that's where, I understand some people's first-time sessions are in a group class. I would argue that that's a harder way to sell things. I would absolutely say, if you are a class-based studio and you want to have clients for life, you should have some sort of onboarding that allows them to be either on their own or in a very small group of other people who are also on an intro, so that you can actually find out why they're there and actually tell them how these exercises on whatever equipment you're teaching them actually help them reach their goal. Because if you just put them in a class with a bunch of other people, first of all, they get lost, and the experienced people get annoyed if the teacher keeps teaching to the newbie. You're going to lose people; they're going to start going, "I'm not getting challenged here, I'm going to this studio over here." So, I really do believe in an onboarding journey. And, of course, people are going to say, "Oh, this studio over here will let me in." Great, you should go to that studio that doesn't have any worries about you getting hurt and doesn't want your sessions to be personalized. No problem. I understand you want to get started. I actually believe in villainizing a little bit of the thing that you are not doing, so that you can actually tell people, "Here's why you wanted to work with me. Here's why you want to trust me, because I actually care about why you're here, and you're not just a number on my Reformer, you're actually a person whose impact I want. I want you to have the transformation you wanted." But I also think when they're in that first session, whatever it is, a week or a session, I really do think if you don't tell them what you're seeing in their body that's keeping them from the goal they want to have, you are missing out on an opportunity for them to understand how smart you are and how much of an expert you are. If you tell me that you want to have better posture and I'm seeing that your hip is up to one side, you have to tell people, "Oh, I noticed this, no wonder your posture is having problems. So here we're going to do these exercises." I always said this, but I think it's really where people miss out. This is where teachers keep it to themselves and they actually don't tell the client what they're seeing; they just pick exercises, but the person doesn't know why you're picking that. So, you have to peel back the curtain, so that they can see that you're in there with them, you're a partner in this journey, and you're gonna hold them accountable to hitting the goals they want, and then when they hit those, you're gonna set new ones.Julian Barnes 25:40  Right. All right, so let's talk about KPI number three: percentage of new visitors who purchase a membership or a bigger package. So we're talking specifically about people who purchase the intro offer, they finish the one week or the two week or the one month, whatever the intro offer is, they finished that. Did they pull out their credit card and make a second purchase? What should studios do, owners, and instructors do to increase the probability of a yes?Lesley Logan 26:11  I love this question so much. I'm going to take us back a little bit. So I want to go back to the intro offer. You need to pick an intro offer that actually fits the goals you need. If you need a lot of clients, the intro offer needs to be very simple, very easy. I wouldn't even give people two weeks, I think that is crazy nonsense. I also don't like free; I think you have to charge. It's very hard to go from zero to whatever you're charging. So, I would say if you need clients yesterday, you're doing a single-session intro offer with a very much hands-on experience, where someone is told, you find out what they need in an interview style, and then a concierge style at the end about what's going on. That's what you need. If you don't need a ton of clients, then your intro offer can be a little longer, and can actually be a higher need to say yes, meaning instead of doing a private session and the intro offer is $60 for one session, it might be $180 for three. That obviously is going to get rejected more, because it's a bit more. "I don't know if I want to spend $180 on you, I just met you, I don't even know you." But you don't need a lot of people, so you're like, "I only want the best to come through," right? So you really want to make sure you're picking that. Now, obviously, the higher the intro offer's time and money commitment is, the more likely you're actually going to have a second purchase if they do it in a condensed form of time. That's why I disagree with two weeks or one month, I really do, especially for in-person. I think you want to keep things quick, because when that dopamine high is happening, that's when they're more likely to buy. If it's three sessions that they can take over three weeks, good luck, because they only felt the high in the moment when they drove their car home, they actually didn't get the benefits. But if it's three sessions in one week, you're more likely to get that second purchase. You want people to feel the benefits, because let's be really honest: Joe Pilates has a quote that everyone likes to use, but they don't finish the sentence. "In 10 Pilates sessions, you feel different. In 20 sessions, you look different. In 30 sessions, you have a whole new body." But they don't finish it: "If you come three to four times a week, or your money back." That's what Joe said, that's what his ad said. If you're just coming to Pilates once a week, it'd be like trying to study Spanish once a week. I can recognize words, but I'm not going to be able to understand Bad Bunny, that's not happening. I have to do it multiple times a week, and science is there, no matter the modality. Unless you're doing something three or four times a week, you're actually not making a change.Julian Barnes 26:58  Well, that's the key, right? Earlier you said you're here for the transformation. The first step, I would argue, in the transformation is transforming your daily routine. What you just said is people need to adopt a new routine that says, "I'm coming on Tuesday morning, Thursday after work, Saturday morning." I'm committed to that change. See, hear these terms: commitment, investment, transformation. They need to commit. You need to present them with a prescription. You are more likely to be successful if you present a prescription that gives them the opportunity to adopt a new routine from day one.Lesley Logan 28:10  Here's the thing: you will sound more confident when you're talking with them if you're making them rise up to the occasion. It is understanding their intake forms.Julian Barnes 29:12  You're leading them to rise to the occasion.Lesley Logan 29:18  Yes. Here's the thing: are you more likely to come to the person who says, "When do you want to come in?" If you're someone who's listening who says, "When do you want to come in? Do you want to come in next week?" I'm going to tell you right now, your business is a hobby, and eventually the IRS is going to audit you, so that's not going to be good for you. You're not gonna be profitable. If you're telling people, "Hey, you should come, you're gonna come two times a week. I have 10:00 AM on Tuesdays and Thursdays, does that work for you?" That is me telling you. You're going, "Hmm, does it work for me?" But you're not, you're more likely to look at your calendar like, "When do I want to come in? Oh, next week actually feels really full. Now I can't come in," right? You want to actually tell people and prescribe people and have the confidence in what you're doing, and this is where I think a lot of people have a lot of fear. "Oh my god, they'll think I'm being rude." No, they won't. They're going to think that you're in control. This is a business. It's a business. Lesley Logan 30:06  And also, I don't want to waste people's money, so you can even say that. Look, here's the deal: if you're only going to come once every other week, this is kind of a waste of money. You shouldn't really do this; you could probably do something at home on YouTube. If you really want the transformation, you have to commit to it, and the commitment looks like this. That's where I would say, whether you do memberships or packages, I don't like unlimited, because that is craziness, you also can't prescribe people the times to come in. "If you want to hit this goal in the next three months, I recommend our three-time-a-week commitment. If that's too much for you, there's a two-time..." You have these things that people can choose, a journey, a path. If you're only gonna have one time a week, here's the deal: you can never miss, and I'm gonna need you to do homework, because the reality is, one time a week, if that's all you can afford time or money-wise, I get that something is better than nothing, but you gotta do something at home. Otherwise, it is a waste of your time and money, and I don't wanna waste your money. And when you talk like that with people, they're like, "Oh, this person really knows what they're talking about." When you ask them, "When do you want to come in?" a broken clock is right two times a day. You're going to get some people, but those are the type-A people who happen to be near you or close to you, and they kind of like you. You're not going to have a business where it's easy to predict how much money you're going to make month after month.Julian Barnes 31:15  Would you say that transformation requires the three C's? You need to change your routine, you need to be consistent about the changes you're making in routine, and you have to be willing to get rid of your comfort zone, get out of your comfort zone. Very little change occurs when you're comfortable.Lesley Logan 31:37  Oh, you know what happens: if you don't change, the world does, and you just actually get further behind. So I do think that... I love all those three C's, and I think that's really helpful for people. Here's the thing, the objections you're going to get are three. There might be some other ones, but these are the three I've heard teaching for a really long time, and I used to run nine studios for a high-end fitness company, so I have heard them all, which are: "I don't have the money." Guess what, everyone says that when they actually don't really want to tell you why they can't do it, or they didn't like it. It's an easier thing. You're not going to go show me your wallet, right? So, "I don't have the money," and "I don't have the time." This is one for people who want change, but they're afraid of leaving their comfort zone. So, this is where you actually have to have a speech ready in hand. "I get that. I'm a very busy person. Here's what we're going to do: we are going to pre-schedule your sessions for the next month, so you can schedule your whole life around it. How about we start two weeks out, because it's a little easier? Two weeks out, it's not overwhelming. We're going to schedule your whole life around it, and because of our cancellation policy, you're going to cancel your friends over this, and you're actually going to get the transformation." Or they have to "think about it." If they have to think about it, there's a couple things going on. You weren't good enough at making sure they understood how what you're doing is going to help them with their transformation. You didn't get an honest goal out of them, or you actually didn't tell them how you're going to get there, so they're kind of in, but they're not sure. Or you have way too many offers. If you have too many offers, "I don't know what to do. If I see we have these packages, and we have these packages, we have this class over here, we have this class over here..." It's too confusing for me, and I have to think about it. You want things to be very easy for people to make a yes. And so, if they have to say, "Oh, I have to talk to my husband," that is also a way of saying, "I don't have the money," or "I'm not sure," because most women have the ability to spend the money on what they want. The first time I ever heard this as a brand new teacher, I said, "No problem. If your husband has any questions, here is my number. Remember, these are the goals we talked about, here's how we're going to get there." And if you want me to chat with him about how this is going to work out, I'm happy to do that. Guess what? He came up to my studio the next day and he said, "My wife can come as much as she wants, whatever she wants, she can come as much as she wants. I just want her to be happy," right? Most of the time it's not the husband; it's that she was not sure if she was worthy of the commitment, and we have to hold space for that. But if you can actually think of the objections you have, and then come up with your responses ahead of time, you're gonna come off more confident when they have those. And then guess what, they can go think about it. Okay, great. "I'm gonna reach out next week, I'm gonna reach out tomorrow, I'm gonna call back on the follow-up. Is that okay with you?" You'd be surprised how many people come in if you follow up.Julian Barnes 34:04  Now, here's one of the areas where we may disagree. I agree with everything you just said. Sometimes it's okay to say, "We may not be for you."Lesley Logan 34:13  Oh, we're not going to disagree on that. I love that.Julian Barnes 34:17  I hear you. The three objections: don't have time, can't afford it, not sure. Okay, I hear you. We may not be the right place for you. We are the place for people who are willing to make a commitment to the transformation they seek. We work with people who are committed. We work with... and then whatever's in your community, you know, describe them. They might be business owners, executives, presidents of corporations, whatever is in your tribe, in your community. We work with the best of the best. If you want to be part of that, we'd love to have you, but I get it, we may not be for you, and that's okay. Lesley Logan 34:56  That's okay. Julian, I love this, because I just coached someone today, and she was talking about, "Oh, they got sick and they couldn't do this, and now they're good there." I said, "You should fire them as clients, they're not good clients." In fact, I would call that dirty money. Every single teacher out there who's taking clients who just come in willy-nilly, that is dirty money. It's actually never going to get you good referrals. There's certainly not gonna be a walking billboard. The best advice I ever got when I first started teaching Pilates, best advice, a teacher took me aside on my first day, and he goes, "Get one client and make them obsessed with you. You focus every energy and everything you have on that one client, and you will have clients for life." And he's not wrong. I was gifted a duet session from a teacher who was moving, and I took that to heart. They're like, "We can't come next week." I'm like, "Oh, well, I'll see you... let's go with an extra one this week. Gotta make it up."Julian Barnes 35:43  Exactly right.Lesley Logan 35:44  And they're like, "What? We don't do two in a week." I'm like, "Well, you're missing next week. I'm not gonna wait two weeks to see you. What change are we gonna have? We gotta do this." They never miss a session. Guess what? Within two weeks, I had two of their friends from their building, right? Because I was like, "If you want to work with me, this is how often you have to do this." And here's the thing: when you tell people, "We might not be for you," one, some people will rise to the occasion because they don't like to be rejected, and two, you're leaving space for someone who's going to actually add to the community and make your business successful. And, by the way, more importantly, you're going to make an impact on them, because it's not fun to teach people who are not committed it's, actually exhausting.Julian Barnes 36:18  I know you believe in karma.Lesley Logan 36:19  I do. Julian Barnes 36:20  Right, as we sit in a room full of crystals everywhere.Lesley Logan 36:24  Some people, I'm wondering when their karma is coming. I'm just gonna say.Julian Barnes 36:28  So you have to be confident enough that the universe will present you what you need when you need it, and that confidence is really tested when you have some financial needs and the wrong client walks in. You have to be confident enough, both in your own abilities and that the universe will provide for you the right way. You have to be confident enough to say no to the wrong person, so you keep space open for the right person, as you said, and you have to be confident that the universe is going to bring that right person to you.Lesley Logan 37:12  Yes. Well, and.Julian Barnes 37:13  But it's not going to always be on your schedule.Lesley Logan 37:15  No. And that... well, that's here's the thing, we've been talking about these different leads, you actually don't get to decide when people are going to finally come in the door. So you have to make sure that whatever you're doing is making sure it's put in front of them and reminded in front of them, and they're reminded again until they're like, "Oh, I'm finally ready." We actually don't get to decide when they come in the door, but once they're there, we absolutely can say, "You're in my house, and in my house, this is how we do things," right? Like my house, you can leave your shoes on, we got a dog, he goes in and out, this is a desert, we're fine, but some people's houses, the shoes go off. I was just at a friend's house who's in the Pilates industry, and he's like, "Yeah, you take your shoes off," and we went upstairs, and he's like, "Oh, there's a deck, put these slippers on," and I'm like, "Oh my god, there's so many rules!" But guess what, it's his house. Those are the rules of participating in his world, and so I would just say it's okay to have these rules. It really helps people understand the boundaries, and it will make for better clients who are more consistent, and guess what, they will go back to the best way to get clients: refer you better clients.Julian Barnes 38:15  Great. So now, how do we keep them? How do you recommend that your clients act in such a way as to increase lifetime value? First of all, what is lifetime value? Second, why is it important? Third, how do you increase it? What is it? Why is it important? How do you increase it?Lesley Logan 38:34  So you can correct me. I'm going to do a simple lifetime value with clients: like if you have clients for two years, how much money do you often make off them? And getting an average of a lifetime value really helps you understand how many clients you really kind of need for your business to predict or project what you want to make. You want to make a million dollars for your studio, and your average lifetime client is X. Then you need 25 of those clients to get there, right? So it really helps you understand the business you're going to have. And our businesses, we have a really amazing lifetime value of a lot of our clients. It's kind of insane for our membership bases that are online, what they are, and so once we know those, it really helps us understand how much money are we going to spend marketing, right? Especially if you're an on-demand business or membership basis.Julian Barnes 39:12  How much you're willing to invest in marketing.Lesley Logan 39:14  Yes.Julian Barnes 39:14  If you know that your member is paying you 100 bucks a month, which is 1,200 bucks a year, and they have an average tenure of two years, then you know that you have about $2,400 for every client.Lesley Logan 39:27  Yeah.Julian Barnes 39:28  So now you back, that's not even that's before profit.Lesley Logan 39:30  Yep. Okay. Yep.Julian Barnes 39:32  Now you back that down and back that out and say, "Well, how much am I willing to invest by an acquisition cost? Am I willing to invest $100 to make $2,400? Sure. Am I willing to invest $2,000 to make $2,400? Not so much."Lesley Logan 39:32  There are people who will do that, and I think they're crazy.Julian Barnes 39:33  So you know that number because you want to know how much you want to invest.Lesley Logan 39:37  Yes, and it's really important, and it really does take time to get that value if you're a brand new studio. This is going to be something. Julian Barnes 40:00  6 to 18 months, minimum. Lesley Logan 40:02  So it's really important. What was the second two questions?Julian Barnes 40:06  That's what it is. How do you keep your members with you for two, three, four years? How?Lesley Logan 40:14  Okay, so first of all, this is going to sound crazy. If your value system doesn't include commitment and consistency, you've already started your business off on the wrong foot for a long-term lifetime value of a client. You have to actually have in your value of your business, "We want committed or consistent clients." What are we going to do? It's part of our value system to make sure that happens. Maybe that comes from communication, maybe that comes from transparency, maybe that comes from responsibility, maybe that comes from community, but you have to decide in your value system how you're going to get there from the get-go. Because everything in your value system dictates how you make decisions on who you hire, what services you offer, what days you're open, all that stuff, right? Second thing is, if you're not making sure your clients are consistent, if you're just letting them cancel and there's no fees, they're not committed. Guess what, they're going to eventually go somewhere else, because no one's making sure they show up.Julian Barnes 41:11  The word there you're looking for, I think, is accountable.Lesley Logan 41:14  Yes.Julian Barnes 41:15  Accountable. You have to hold your clients accountable to the prescription for the transformation that they said they want. You didn't tell them what they wanted; they told you what they wanted. You told them how to get it.Lesley Logan 41:29  Yeah, exactly. So, I think this is where people are afraid they'll lose clients if they uphold a cancellation policy. Nope, you'll lose them because you didn't. Now, you might lose them in the beginning, like, "This is too harsh." Great, this is not the studio for you. That studio on the street is in charge, go there. I don't know if you'll get your goals, but you won't be charged for not showing up here. You said you wanted to do this; I held a space for you, right? It's really important. And you'll say it in your own words, but I promise you, I promise you, I had clients when I was in LA... I taught in LA for 12 years. I was there for 14, taught 12 years in LA, and when COVID hit, I still had more than half of my clients from the first year I started teaching.Julian Barnes 42:08  How? What did you do to maintain that LTV?Lesley Logan 42:12  Aside from my boundaries, if I traveled, there was a teacher coming into their space at their exact same time, so their schedule didn't change just because my schedule changed. I think this is really important: no matter the size of your space, you've got to have backups or a backup policy in place, so that you can get sick, have to travel, or have a baby, and make sure that they're taken care of at the schedule that they committed to, because it's really hard for them to move their schedule, right? Second thing, if you're not reinstating what they're getting from you, you think that they're mind readers, they're not, right? So, you have to remind them how far they've come, how close they are to their goal. "Oh, you've hit this goal, where are we at now?" You also need to actually... they talk so much, they are nonstop, they think you're their therapist. If you're not listening to the things they're saying they're going to go do with their family, "Oh, you're going to go hike such and such volcano in Europe? Okay, we're going to add some exercises in to make sure you can do that. Oh, you want to start running a marathon? Okay, we got to do these things to help keep your hips open, otherwise your back's going to hurt." You need to hear the things that they're saying they want to do with their kids, their family. You have to insert yourself. Julian Barnes 43:15  You have to listen. I'm hearing you say, 'Listen, listen.'Lesley Logan 43:17  And what do most teachers do? This is the thing, I say this, the industry is having an amazing moment right now, but I promise you, right now, because all the teachers are focused on cues, and all the students are focused on how many people are in the class, you are going to see the pendulum swing the other way. Because people are not there for your cues; they're there for the transformation. And if you're not looking with your eyes at what their body is doing, you don't know what cue you need. You have to see what they're doing, and then give them the correction that they need in that moment. And because we have different learning styles and things like that, you can't... I'm sorry, you can't have memorized cues. You have to learn how to be present, and be present to listen to what they're saying when they're leaving. What are they saying? "Oh, you know, my sister's coming to town next week." Guess what I'm saying: "Oh, is your sister coming with you to class? Do we need to reschedule your sessions?" Because if you can start to train them, then they're never missing, they're getting the consistency. But you have to know that their goals are going to change with their life. My clients, 12 years long, I mean, it's amazing what height we got out of them, and they're older. So I think it's really important for people to actually remember that the impact you want to make is there if you listen, and they'll stay because you keep reminding them how Pilates is part of their life.Julian Barnes 44:32  And so churn, to wrap it up, LTV and churn are related. You want your LTV to be high so they stay with you for many years, and you want to reduce your churn, which is the percentage of clients or members who leave your studio. What are some of the best practices that studio owners can implement to minimize churn?Lesley Logan 44:53  So, I think this is where, if your business is based off waitlists and 12-hour things, and hoping people cancel so they will get off the waitlist, you're actually going to have churn. I actually think this is where we have to really think about who we're trying to serve and how we're serving them. And I would really make sure that your clients are able to be part of the journey of the growth of your business. They should be part of it, celebrated, reminded that they're there. They always need to have a name. Every single person, whoever you hire, no matter how big you get, if they are not saying people's first names, and also following up, "Oh, you've been gone for two weeks because of X surgery. How are you doing? Yes, we paused your membership, but..." actually check on them. "Oh, I don't want to bother them." Oh my god, they won't respond if you're bothering them! We have to actually stick around and be in people's lives, and follow up and remind them that they matter and that they're missed. And if you have any teachers who are not remembering people's names and not remembering that they've been gone, you're going to have a churn problem. I think the reason why my businesses have grown, even in coaching people, and that we have people who've been with us since day one, is because we constantly remind everybody who the OG people were. These people are here; they've been with us for the long haul. They remembered us when it was small, but they're being introduced to the new people when it's bigger, and they're feeling that they're part of a community. I think people forget that people, at the base of everything, just want to belong. And if you're not able to look them in the eye and remember their name and introduce them to somebody else, they're going to feel unseen at some point. So I really do think that churn is reduced when you see people as a human being.Julian Barnes 46:27  So, I have a bonus question for you which is, right in your wheelhouse as a veteran instructor, more like a comment for you to reply to, from the very beginning of this conversation, you haven't used this word, but it's my takeaway of what you've been saying: impact. We talk about how people want transformation. Talk about how do you convert from lead to first-time visitor? How do you convert from first-time visitor to second purchase? How do you keep them a long time? How do you minimize churn? To me, the answer is impact, and what we, at BFS, don't focus on front of house, we're not Pilates instructors, but you obviously are. And so what I like to remind people, and I'm going to ask you to elaborate, I like to remind people none of the processes, none of the systems, none of the messaging, none of the stuff matters if you're not delivering fire classes each and every time. Agree, disagree, assess?Lesley Logan 47:29  Oh, I agree. I also think it's really interesting because I come from this as a classical Pilates instructor, but I coach a lot of contemporary-based Pilates. So my fire classes on the Reformer always start with footwork and probably end with the same exercise. So, when you say fire classes, I think it's really important that I say.Julian Barnes 47:47  I want to say impact. The classes have to deliver impact.Lesley Logan 47:50  Yeah, they have to. Well, I'm saying I'm agreeing with you. I'm also saying you don't have to be someone who's recreating the wheel every time, but people have to feel so different than when they walked in the door, because if they feel the same, then they're not coming back. This is a nice hobby that they have, you fit the thing, but as soon as road construction's up or their job goes across town, you're out of it. Here's what I know about being a teacher for so long in LA: people would drive across freeways to stay with the same teacher because of the impact. Why would they do that when there's a studio... it's LA! There are, and by the way, it's LA, like New York, the best Pilates instructors in the world are in these places, and they're going across town. Why? It is because of the impact. And I think this is where people lose their confidence: they see other people doing things and go, "Oh, I should do that, too. Everyone's Reformers are beige now; I should do beige. Everything is this." No. What is it that you said you would give people, and what is it that they want? And if you can stay clear on that and keep understanding what their new wants are, you will have them for life.Julian Barnes 48:59  This goes back to something you said earlier today: take one client and give everything to, say that again, you said?Lesley Logan 49:07  Take one client and you make them obsessed with you, and then you'll have clients for life.Julian Barnes 49:11  Okay, so unpack that, because I think you're talking about how do you make them obsessed. To me, that sounds like you're saying give them 110%, teach the best class every time, you are the best.Lesley Logan 49:38  It goes back to accountability. I'm going to give 110% in every session, but you have to show up for the sessions, and it's a two-way street, I'm not in your body, right? So you got to make sure that they feel like they can trust you to tell you what's going on, but they have to show up

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