Local gym can’t open. Founder goes online

She’s not a techie, like you and me. When New York told its citizens to stay home, Heather Gunn Rivera had to learn fast.

During this corona lockdown her Grassroots Fitness Project gym is 100% virtual. When the lockdown is over, her gym will have a new, online revenue source.

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Heather Gunn Rivera

Heather Gunn Rivera

Grassroots Fitness Project

Heather Gunn Rivera is the cofounder of Grassroots Fitness Project.

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Full Interview Transcript

Andrew Warner 0:04
Hey there freedom fighters. My name is Andrew Warner and this is the interview that I’ve been looking to do. Joining me is an entrepreneur Heather Gunn Rivera who has a Fitness Studio in New York City. It’s called grass roots fitness project. And like many of us, she can’t go into the office. But for me not going into the office means I have to suffer from doing doing these interviews from home, but it’s not that big of a deal. She had people who are coming into her place, working out in person and now they can’t do it. And instead of just closing up shop and saying, All right, this thinks this is the way life is and it’s and being miserable about it. She went online. I can’t imagine that this was easy. And we’re not going to pretend that this was easy. But she’s making it work. And I said, Could you please come here and talk about what you’re doing and as soon as I heard her story yesterday, I wanted to rush it out today. I never rushed like this. We made this work and I’m really appreciative to her Heather for doing this. We’re going to talk about how she went online what’s happening with turning her business online. And I want to just keep featuring entrepreneurs who are finding a way to make things work in this new economy. And I could do it thanks to a phenomenal sponsor. It’s called Click Funnels. If you’re looking to sell anything online, I’m gonna tell you later why you need to go to not just Click Funnels, but Click Funnels comm slash mixergy Heather, thanks for being here.

Heather Gunn-Rivera 1:25
Thanks for having me. Andrew.

Andrew Warner 1:27
Were you freaking out the day that you were told that you all have to shelter in place in New York?

Heather Gunn-Rivera 1:33
Um, yes. And oh, you know, something that you just said with entrepreneurs and making it work? I think that’s what entrepreneurs are right? We take problems and we solve them. That’s how we become entrepreneurs. So in having that mindset, yes. I you know, of course that went through our heads like, Oh my god, what do we what do we do you know, what does this mean? Thinking about the overhead that we still had our employees that we didn’t want to, you know, have them lose their job because they were kind of looking at us like our own two kids look at us like Mom and Dad, what do we do? You know, so it was a lot of like, pull our bootstraps up. And don’t freak out. Let’s, let’s move forward.

Andrew Warner 2:23
There wasn’t even a moment where you said, This stinks. I can’t stand it when you’re angry at the world where you hear the phrase that I use. You were right. For me.

Unknown Speaker 2:32
When is it gonna be easy for

Heather Gunn-Rivera 2:34
a little bit? At least? You know, of course, well, actually, we had just had. So we’ve been open for 16 years on the Upper West Side as a small business and we had just had our best January ever in 16 years. So we were feeling stoked. I mean, really, our business was like five businesses in one and then we’ve been trying to take it in different ways and getting really excited and all that These things are happening and February is an amazing month too and then this news comes out and you’re you know, you’re kind of like really is this is this gonna go in the direction they’re saying it’s gonna go in there was definitely that period you know where there were the people that were afraid immediately and jumped in their cars and went to the Hamptons or rented a house in the Poconos and then those that were like, it’s not gonna be any you know, anything. It’s okay, let’s not jump to conclusions yet. Let’s just kind of handle this as it goes. And so we were definitely in that boat at first and continue to be because we have to be I can’t can’t live in fear. I can’t I have to. That doesn’t help anybody. And so we yes 1,000% I have had my emotional breakdown, my emotional breakthrough. You know, we’ve had my husband and I are a walks at night and all these possibilities that we’re thinking about that can come out of this like that’s really where Our brains work and love to be. So yes. 100% freaking out. But that’s not where I like to live, if that makes sense, what was

Andrew Warner 4:10
grassroots like, in January? Like what happens if I walk? I’m looking at photos of it here on Google Street View, I see that there’s a park next door to you. If I were to walk in what would I see when it was in person? What? What’s the experience that I have as a customer?

Heather Gunn-Rivera 4:25
Well, grassroots is a place where everybody knows your name, like cheers, you know, we started. This is our second location, but still a first, only one location. So in three years at this location prior to that we were in a duplex studio on the radius that we converted into a gym and people would come and work out and then hang out and have dinner with us. And so it was all about community when community wasn’t a focus in the fitness industry. At that time, so we have been running that since 2000 2003 or 2002. When we were unincorporated and moving through, we just brought that into a true commercial space but still had that down home cooking type feel. So you’d walk in and people would know who you are, whether they knew who you were, they would act like they know who you were right? You we wanted you to feel that you weren’t just a number and there would be one on one sessions happening. There might be a small group training class happening and the back, there might be a kids program going on if it was either power core or epic obstacle or teen and tween strength, whatever was happening that day. It was always alive. I think the thing with the fitness industry is you are the nature of the business is early morning, late evening, right and so we really found a way to fill all hours of the day. All day long,

Andrew Warner 6:01
middle of the day was white.

Heather Gunn-Rivera 6:03
Yeah, yeah. Yeah. Well, there’s different demographics. So you know, we’re on the Upper West Side, and we have some stay at home moms or stay at home dads, so they might come in the middle of the day. We have, there’s a lot of homeschooling that happens. So we would have classes in the middle of the day for those kids. And we would kids programming really started at like two o’clock, and you would have private training all the way from people that wanted to go before they went to work, you know, at 6am in the morning, and then you’d have the next rash of people that would start after they drop their kids off at school all the way through to noon. And then we would start again at three all the way till after work.

Andrew Warner 6:45
And Upper West Side from what I remember when I lived in the city was where the families were that’s where I would actually see a stroller which I never saw where I lived in the Upper East Side. Yep. And then there was the Shelter in Place Order in New York City about a month. months ago, where did you get the idea that you were going to go online?

Heather Gunn-Rivera 7:07
I hope I didn’t lose you. Can you say that one more time? Yeah. What did you

Andrew Warner 7:09
get the idea that you were going to go online?

Heather Gunn-Rivera 7:14
I, wow. What was the idea to go virtual

Andrew Warner 7:21
that you and your husband would take and you just kick around different ideas for how to make it over the next few months?

Heather Gunn-Rivera 7:27
It literally happened in like 48 hours that we were up and rolling virtually. And I, I think it’s I think it’s that the technology is there. We knew that zoom, you know existed, people had been talking about getting on and we didn’t know how it existed. I had never used zoom in my life prior to this. And we were just rolling out our kids programming for the third semester. So it’s a try semester, and it was the third semester, and it was going to be starting that Monday. And the governor just said, schools will be closing or like, and I got. So we knew that we had to really go, you know, get to work and figure out how to because we couldn’t give all that money back, though, right? We needed to figure out, Okay, how do we keep going not kill our business in the process. That wasn’t even an idea of how are we going to really thrive and make our business better out of this? It was how do we come out and have our doors open when this is all over? So prior to the major rollout, there were a couple of clients who were starting to feel uneasy about being at the studio and with people. And so we said, well, let’s do a zoom session, and they said, Okay, so we just tried it out and You know, we were skeptical of it, honestly, we were really skeptical of it, how it was going to really translate from the whole in person being with people, how are we going to correct them? How are we going to have that personal connection and really be able to because we’re all about quality? So how is that quality really gonna stand up virtually? And it has, it’s been fantastic.

Andrew Warner 9:24
And so the first sessions that you did were one on one, and was the clients putting their their laptops on the ground and pointing the camera towards the work that they were doing and the coach telling them what to do that is?

Heather Gunn-Rivera 9:37
Yeah, yeah, absolutely. More iPhones. You know, like on your phone, set your phone up. You know what we’ve learned. Now, I have a whole list of how to make your experience better for virtual classes and training for the things that we’ve learned about it, but it was Yeah, like just set yourself up in a place. You don’t need anything. We’re just going to go bodyweight we really went back to our roots like the grassroots. That’s how we started, you know, when we started grassroots we want we knew we wanted to transition people out of the corporate gym into this small setting in our home, right? So how are we going to do this? We knew we couldn’t afford equipment at the time. So we knew bands didn’t cost a lot. And we can do stuff with that. So we were like, bands are the next best thing and really started training our clients on them. And so when we transition them over, there wasn’t this, you know, what is this? It’s so unfamiliar. So the way that we train our functional training when when you bring it down to it, we’re we’re all about the basics. There’s no gimmicks, the grassroots and that’s a very gimmicky industry right now. And this is I think, what’s really helping us is that we are so fundamental and we are so about the basics, that we don’t need all of these frills. So when we were training our clients in this way, we knew and they felt comfortable with everything that we were giving them because if you Nothing that we hadn’t given them before.

Andrew Warner 11:04
I mean, in the early days you went. In the early days, you were basically using body weight and bands. And now you’re going back to bodyweight. I imagine if someone has bands, you can do training with bands. And so, yeah, I see when I’m on the website, right now, a list of different online classes, I could tomorrow morning at 9:15am. Take a virtual core and restore class. Yeah, by the way, six of those slots have already been sold, sold. So they already then if I wanted to go a little later in the day, I could get my virtual reset yoga. nine of those have been, have been sold and so on throughout the day, though, there’s a virtual kids fitness class. And so you keep on going through. How did you figure out or how did you start rolling out these classes? What changes did you make? Let’s start with how you how you knew what to roll out?

Heather Gunn-Rivera 11:50
Yeah, so we basically went with regard to the classes, we already had our class schedule in place, right? So we kind of went off based on those class schedules, but had to quickly talk to people to see how their days were unfolding in this virtual world as well, because now it was shifting for them. What was once worked for them isn’t going to work for them now, because they have their kids who are now in virtual homeschool. And they don’t realize they didn’t realize how involved they were going to have to be in their kids schooling. So they need to set them up on computers and be techies with that and then get them set and then be able to join us, you know. So we started with the classes that we had before, and really just talks to people when we had people on the screens at the end of class, we’d say, Hey, guys, are there any other classes that you know, any other class times that might work better for you? And they would shout it back, and we would go back. So it was really every Saturday. I was reorganizing the week for the next week. So I was making shifts on where the classes need to be with the kids classes. Same thing. We kept them around. The same time, we also offered the opportunity for you to create a class. So that’s really how grassroots classes started, was people creating a class? So we would say to somebody, hey, if you have a group of friends that you would like to start a class for, we’ll start with four people, you know, and then we’ll open it up to our public. We’ll start a class. And so I went back to that kind of mindset and brought that in. And that’s how we’ve developed that great idea.

Andrew Warner 13:27
So if I and four of my friends are chatting on iMessage, or doing something while we’re playing, yeah, can you hear me? Okay? This connection I know keeps going in and out. Right. Am I coming through okay to you? Oh, I think that I think our connection is now starting to Yeah,

Heather Gunn-Rivera 13:47
I think delayed now.

Andrew Warner 13:49
What happens to you in a class when this happens when there’s a delay? What do you do in a class when there’s a delay and you need to watch what people are doing? And the delay is happening because my whole frickin family my whole neighborhoods are on the internet now. How do you handle it?

Heather Gunn-Rivera 14:02
Totally, honestly, it doesn’t happen as often as you would think it was. We definitely have had things where, you know, for zoom, you have to buy the 1599 for the person if you wanted to go over 45 minutes with more than three people. Yeah, so we, you know, we have 10 employees that we’ve kept employed, but we haven’t bought and we haven’t bought on 10 you know, $15 packages we bought, like, let’s say we bought five, and then we’ll, you know, change up the licenses for people. So that has happened where we’ve forgotten to do that, and I’ll be in class and then all of a sudden it will pop up in the corner like the 10 minute, five minute countdown and I’m like, No, so you quickly send a new invitation to people. You know, I mean, I think people are very, they’re just so grateful that we have this for them and are doing this for them and You know, they’re, they’re forgiving. So if something happens, and I’m such a perfectionist that I was freaking out in the beginning, when something little like that would happen. It’s a real lesson to just kind of take a breath and move through it because this is we can’t control this, you know, it’s all new to us. We’re all figuring it out. And

Andrew Warner 15:18
you know what, Heather, your apps freaking Lulu, right? We’re now at a point where people are forgiving, because they know this is brand new. Two, three years from now, I think this is going to stay people will still do virtual classes. Once you learn it, you may not always switch to it, but it becomes a part of your life. And for some people, it becomes the only way that they want to work out. At that point, they’re not going to be as forgiving at that point. They’re going to want everything to be on top on point they’re going to be a lot of competition is gonna be a lot of competition. But right now, people understand and what a time to go in there and say, I’m going to figure this out. I’m going to be sucky for a bit at some parts of it, graded other parts and then just keep evolving with this platform.

Heather Gunn-Rivera 15:56
You know, Andrew, I think that’s why You know, I’m four weeks into it, and some people are just coming into it. And I’ve had that question asked, like, how did you how did you do this? How do you do this? And it’s the same way we started grassroots before that. We don’t think we don’t think of the house we’re in, you know, at heart. We’re not business people. At the heart, we are professional coaches. And what we want to do is be able to give out what we know. And how do we do that we just, you have to jump in, you have to be willing to fail. You have to be willing to make the mistakes and have it not be perfect. You can’t think about all those things first.

Andrew Warner 16:36
I do what I was saying earlier, when we lost our connection was I love how you can say if I could say three of my friends and I have been on iMessage talking about I don’t know what we could say hey, let’s transition this. We’re going to sign up for this program and do an online session with grassroots fitness project. I take a moment talk about my sponsor, and then want to come back and ask you what you learned about doing these classes virtually. I’ve been watching my mother kid who’s in kindergarten go through his class. And his teacher first did exactly what you did in person online and I saw my kid was checked out. At one point he was doodling on a piece of paper, just completely not paying attention and now he’s engaged and like they’re paying attention. I don’t know what you did and how you evolved. But first I’ll tell you my first sponsor and only sponsor for this interview is Click Funnels. Click Funnels is a way to create landing pages that will not just turn people into email subscribers of your list but also sell you Heather been considering Click Funnels. What are you considering them for?

Heather Gunn-Rivera 17:33
Well, we have some products coming out that we’ve been working on for a bit, some fitness equipment, all recycled renewable materials, we have a cap structure that we’ve made, all from the climbing wall that was at the original grassroots studio that we’ve taken apart and put together and for people to purchase we also have a jump rope of sorts called a heavy robe coming out made all of the sites climbing rope for different ways. So, in with these products that we’re putting out, we’ve been thinking about how the click funnel could really have ideas for you.

Andrew Warner 18:10
Okay, here’s here’s what I would do if I were you for jumping rope and jump. Jumping rope is an excellent idea right now, because people are in their backyard, they need something that moves them fast, and they’re not going to spend money on a peloton that they may not use five months from now, right? Imagine this. Imagine if you create a landing page saying I’m going to show you how to use jump rope to exercise to get the equivalent of a run from outside but do it indoors. And I’ll give you exercise that if you stink, I’ll show you how to do it. And I’ll give you exercise that will get you into a higher level with this. So you can really be doing this for 20 minutes and hear the benefits of it, give it away for free. All they have to do is enter their email address and they are in fact what I would do is people don’t want to give an email address for something that’s online. They’ll take it and then they’ll they’ll give you a fake email address and take what you want. Maybe like a five week or five day training where you’re going to teach them how to jump rope and then teach them how to get good at it then teach them how to build up Right. So they give you their email address and they get this training that comes to them via email, Click Funnels can do all this, I just pumped to my mind because I got so excited. Number two, as soon as they follow up with that, the next page could be one of two things it could be you know, we have a great jump rope that will actually make it really good for you to do this. Well do you want to buy it right? They fill out their credit card information, they get to buy it right there and you send it out to them. Or the next step is, you know, once a week we do jump roping class. Imagine if there’s somebody who’s watching with you usually cost 25 bucks for an hour. If you do a right now it’s going to be $7. The reason you want to go low, the first one is to just get them to spend money at first so that they feel comfortable with you. Then you also get their credit card information in the clickfunnels software right. And then the third page at that point could be by the way, we have a jump rope if you don’t have one that you feel really good about. We have one that we that will make this workout. Great for you. Now all these things easy drag and drop. You just sit there and you explore it’s easier times and even doing zoom you saw there are a couple of tricks in zoom that are painted about the fact I see that I’ve just lost my connection with you on zoom, but it’s back Right Click Funnels much easier than that. Listen to me everyone if you’re out there using this I got tons of ideas for Click Funnels could do for everyone’s business the way you get

Heather Gunn-Rivera 20:09
here you’re all like Rosie

Andrew Warner 20:11
I am Heather This is like it I could see what it’s done for my business and I it took me from this thing that I didn’t even care about to suddenly my one funnel did over a million dollars in sales within a year. All right, listen to me everyone if you want to go try this I’m gonna let you try it for free. All you have to do is go to Click Funnels comm slash mixergy mixergy is spelled MZ rG why and you will get to try it for free. Click Funnels comm slash mixergy is amazing software that will turn strangers into relationships and allow you also to sell to them. All right, Heather, what did what was it that you learned as you evolve the online classes to make them more and more interesting?

Heather Gunn-Rivera 20:51
Hmm, I think the use of it anytime you take out any steps for people anytime what We were saying so. Okay for the kids classes, we realized that this social distancing was a big issue as well, right? The kids needed to connect when you come on with zoom. You know, there’s some instruction in the beginning and then you put me on, and you’re really kind of on your own, even though you’re in a group. So we needed a way to connect the kids to each other before we started their workout. And so we sat, it’s about 510 15 minutes, depending on the size of the class. The coach poses a question. And you kind of go around and connect and talk about your day, what’s going on. And so the kids start to see the normality of their day because they’re seeing that other kids are also having this experience and maybe there’s a cool thing they wanted to share ever. So we found that that was actually a very important part and not just having it be about the physical which is what grassroots is right? With the adult classes, I started opening the classes about 10 minutes before the actual class started. So anybody that wanted to come in earlier and talk with people they could. So if you log down a little bit earlier, you could talk with the people that were going to be in the class. And another thing is to let them know that once we put on mute, put together a playlist, have your music on in the background, because it could be very one note just being the coach kind of coaching you, you know, if you’re in a class atmosphere, you still want that environment. If music is a big part of what gets you to work out, have that on in the background, then one on one. It was really important, and this is for everybody was really important to be able to set yourself up so that you could see initially, you could see whether the person was on the ground or standing so that you didn’t have To adjust the camera angle every time you stood up every time you sat down trying to think of anything else, there are just different nuances with regard to those little things that just once you take the adjusting that you know, out of it for them, then they’re just kind of able to be there and, you know, do the workout and be connected with the coach or the teacher who was ever with them.

Andrew Warner 23:32
You know, I’ve been wondering about the I’ve noticed that some of the classes that might be one of my kids did started with, with introductions, a lot of the zoom classes seem to start with introductions. I find that for the person who’s waiting for the others to finish their introductions over 510 15 minutes, as you said, I find that it’s boring for them to sit and watch a bunch of strangers talk about themselves might start with that. Why not have them be more individual stuff and let the company Conversation come out throughout. What do you think of

Heather Gunn-Rivera 24:02
that? You mean having them talk to each other?

Andrew Warner 24:06
Or even having them listen to anyone else? And why? Why let them Why ask them or expect them to listen to other people that they don’t know yet before their they get what they signed up for.

Heather Gunn-Rivera 24:20
So I guess a lot in our classes, a lot of the kids already didn’t know each other because we were they were coming from the class that they had had before.

Andrew Warner 24:28
Again, and it’s it’s a chat experience, okay. And are they then communicating again know each other from before they’re talking, they’re catching each other up, they

Heather Gunn-Rivera 24:36
are getting each other’s numbers afterwards. Like if they, if they knew each other, they’re getting their, I don’t know, what are these kids like the roadblocks or whatever they’re playing like they’re now connecting with them in another way. And so they’re talking with them after, but they have known them before. I know what you’re saying about the whole and it can take a long time. time it’s like you don’t know the people because then there’s that interest really isn’t there? Yeah, but these kids know each other.

Andrew Warner 25:09
And so their way to connect with each other, all right, and then putting it down on the ground so that people can can can be seen completely is working for you. What do you do to get people to, to feel like they want to come back the next time?

Heather Gunn-Rivera 25:23
The community,

Andrew Warner 25:25
how do you I mean, community on zoom with strangers? Well, our

Heather Gunn-Rivera 25:28
community has already been created. You know, that was new people coming on are already gonna feel that sense of community because it’s the way that the coach interact with, it’s the way that we’re communicating. It’s not just, there’s so much screentime right now that is just so passive, right? We’re watching Netflix, we are live streaming. So we’re just kind of a number that’s happening on a screen and we’re watching somebody so we can kind of leave the room and You can’t leave the room, the coach will call you out, you know, you can’t ask for the coach will call you out, you know. And we have where we go around. And, you know, like if the whole group is holding a static squat, and then we’re having this half of the screen go and then this half of the screen, so they have to watch each other and this person is going to do a burpee, and they have to wait for that person to do a burpee. So we’ve figured out ways for them to connect up through their workout on the screen as well

Andrew Warner 26:31
by watching somebody else and saying, watch how they are doing it. And now let’s see if you could do it or do the asking them to give suggestions everyone,

Heather Gunn-Rivera 26:39
not asking them to give suggestions. Now, we might use somebody as an example on the screen. But when you’re holding people accountable there, it’s a whole different. It’s the same thing in this. It’s the same thing in the brick and mortar. Right. You’ve got the orange series, you’ve got the Barry’s bootcamp. Yeah, you’re in a room and you’re in a brick and mortar but you might as well be on screen. You’re Not being called out for anything, you’re not being held accountable for anything. So we keep our classes small enough that we can address the same things we were addressing when we were in our brick and mortar. That’s how you create that, you know, sense of community is the sense of accountability people come, you know, they’re coming three, four or five times a week and see each other saying thank you. This is the part this is structure for me that I wouldn’t otherwise have. I love seeing people’s faces that I know. You know, if you’re a new person coming in, you’re coming into a family and we always say, Are you grassroots, you still got to be grassroots? You this is, this is not something where you’re going to come in and you can go do your own thing. I’m telling you to do shoulder presses and you’re doing bicep curls. Like No, we will 1,000% call you out that you’re not going to go to cities to do so you have to have some type of

You’ve got to be grassroots. You’ve got to be grassroots.

Andrew Warner 28:02
So Heather, how does the revenue now compare to offline revenue? Give me a percentage.

Heather Gunn-Rivera 28:10
A

Listen, it is. It is not where we were when we were in the brick and mortar, but you bring this back like, so.

Andrew Warner 28:24
Is it less than 50%?

Heather Gunn-Rivera 28:27
It’s less than 50. Yeah, more than 30. Yeah. Okay. But it’s

Andrew Warner 28:32
brand new. We were recording today when you’re four weeks in. Yes. And the idea though, is, this is going to be extra revenue that you’re going to be able to bring in in the future. And are you talking to people beyond the people who are in the Upper West Side unable to come into your studio? in person? You are?

Heather Gunn-Rivera 28:49
Yeah. Yeah. How do you

Andrew Warner 28:52
get people outside of New York to find out about you?

Heather Gunn-Rivera 28:54
Because people know people say it’s still say word of mouth, but it’s that people know People and so they tell them they have cousins. Maybe they’ve gone to Florida and their quarantining there, maybe, you know, we’ve had over the course of 16 years, we’ve had clients that have gotten moved, you know, and now they’re able to come back because they live across the country, and they’re able to come back to us because now we’re virtual. They

Andrew Warner 29:20
have their email list. There. You do. Oh, yeah. Okay.

Heather Gunn-Rivera 29:24
Oh, yeah. And through social media, too, right. People see, and they’re following and they want to be a part of, I think we’re really gonna see a big change is the summer month. And because in living because living on the Upper West Side, you’re in a affluent family, community. That leaves for the summer, and they leave for the summer for their summer homes. And so we have to completely change our business for the summer. It goes completely to camp for kids. So now we have people training right now at their summer home. So, yeah, we’ll be able to cut, there’s going to be no disruption. There was oh, there was always a disruption in our business and now there will be no disruption.

Andrew Warner 30:11
Okay. Also, I got contacted by a PR person that you brought in. Right. So you’re now starting to go out and show the world beyond New York. This is what we’re doing here. That’s right. And, by the way, as soon as I saw this, this message, I literally responded right away. And then I said, Can we do it tomorrow, I would have done it the same day. Except that was homeschool. Because this is the type of story I think people need to find out about. And now you’re using it as a way of saying to the rest of the world. Hey, this is a great business story. It’s also a great comeback story during COVID. And by the way, if you want to get some training, come to our website, sign up, right? Yeah. Yeah. All right. 1,000%.

Heather Gunn-Rivera 30:53
We’re all we’re all small businesses in the us right now. Right. Everybody’s starting again, starting a new So

Andrew Warner 30:59
Kevin. There’s a chance that I go through this myself there are times when I go, maybe this is just my chance to just take some time and rest for a little bit. Just relax, don’t rush myself. And I think that’s totally valid. But if I relax, what am I coming back to once this thing goes away, right? It’s my whole business depends on on me and my audience continue building momentum, right? If I decide, you know, I’m not going to publish any podcasts for the next few months, I’m going to scale back or just kind of dial it in. My audience may not be there in four months, right? Mm hmm. I’m gonna lean into this.

Heather Gunn-Rivera 31:33
Yeah, that’s, that is definitely the driving force. Because as much as and I think it’s also the balance is hard, right? Because I have a family. I have two girls, I really want to spend time with them. And like you’re saying, oh, let’s just, let’s just enjoy this time. Let’s slow down, let’s say, and in theory, that’s nice. But in reality, because we don’t know how long this is going To go on for, we’ve got to really act now in the way that you would when you’re starting a new business, you’ve got to go all in so that you can step back. Later, this isn’t the time to step back for us anyway.

Andrew Warner 32:16
For me, it isn’t either. And you know what, I feel better when I produce like having this conversation with you. You could see I’m lit up by this. And I also think, frankly, my kids don’t know what I do. They should be they should be quiet. When I’m recording in here. They should see me as I’m sitting on my computer and say, Dad, what are you doing and watch me answer email, they should actually experience what my work is like, watch it a little bit, be a little bit involved and not have it be some mystery thing that I do outside of the house. All right, Heather, I could see that. Fortunately, my kids have seen a lot more of that than they might do which they literally they scheduled themselves into my my scheduling on my phone without me knowing so that they can have time I get that. And I do feel that I know that we scheduled this outside of the time that you guys proposed. I really appreciate you doing this later than you planned. And thank you so much for doing this interview. I’ll say to anyone out there who’s curious about this, go to grassroots fitness project calm, and you can see all these different programs, I will tell you that this is like, I could see that you guys quickly threw this up because the website exists as if this the this the sessions were still happening in person. But if I look at the very top of the screen, I could see that you’ve quickly added a virtual link link to the virtual classes. So we’re in a transition. If you go over to grassroots fitness project calm, you’ll see at the very top of the screen, how you can sign up for virtual training, maybe have some for your friends, maybe have one that you do by yourself, maybe even throw the kids in there and give them something to do so they can move around when they’re stuck indoors. Thank you so much, Heather for doing this. And thank you so much at clickfunnels for sponsoring. If you want to go sign up for clickfunnels do it@clickfunnels.com slash mixergy. I appreciate that. support and I know you’re going to love their software. Thank you, Heather. Thanks, everyone.

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