Wellness Franchise Built 300+ Locations From $150K and Zero Funding

In this episode, Shawn Lynch sits down Kyle Jones to reveal how he built a wellness franchise empire from one League City location into more than 300 awarded territories nationwide. With the health and longevity space exploding right now, this conversation hands you a real look at what it takes to build, scale, and survive in an industry that most people still do not fully understand, and why the next decade belongs to the operators who move early.

Kyle breaks cryotherapy, cold plunge, red light therapy, and hyperbaric oxygen to IV infusions, stem cells, exosomes, and peptides, explaining the science behind recovery and longevity in plain language. He also gets honest about the business side, covering startup costs, royalties, why the operator matters more than the location, the hiring and marketing mistakes that sink new owners, and the mindset shift behind his belief that failure breeds success and that real significance comes from pouring into other people. If you are an entrepreneur, a first-time business owner, or simply someone serious about health and wellness, this is a masterclass in turning passion into a scalable, purpose-driven company.

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Transcript

SPEAKER_00 0:00

What does it take to actually own a franchise doing millions of revenue? We drained our whole case, savings, and Jones family, all in shit and franchise. Oh everything. I remember calling my dad and came back home. I mean everything. We had over 400 people come back. Exactly. If you have to take your finger up to the business and the revenues completely, this episode is going to cost you money if you get more engaged in something more gross. I asked Kyle what he would do differently if he was starting from zero today. You have to fail first. If you're not ready for failure, you're not ready for success.

SPEAKER_01 0:44

And his answer is not what I expected.

SPEAKER_00 0:49

So give us your backstory.

SPEAKER_01 0:50

How did you get into the space?

SPEAKER_00 0:52

Yeah, man, how much time do we have? Um, you know, short version. I've always been, you know, into health and wellness, fitness, sports. Um, you know, I always tell people it created structure in my life. Um, you know, at the age of four, my dad had me in every sport you could possibly think of. I mean, year round. Back then, they didn't have a year round for one sport. You know, you kind of had I remember, yeah. Yeah, you kind of had segments where it's like, okay, you did football in the in in this season, then you did baseball, then you did whatever it may be. And um, my dad had me in everything, kept me busy. And um, so one, you know, I appreciated that because one, it did put structure in my life. Um, two, I'm naturally I I think competitive from my father's gene pool. And uh, so the competitiveness had got that out in me. And um, you know, I've I think I naturally grew as a as a leader in that process and um really just drug down that whole path of um sports my entire life. Um, you know, sports led me to, you know, just being a team-oriented guy. And so naturally that led me into following kind of in some of the footsteps of my father. You know, my father was an entrepreneur for decades and um, you know, building businesses, selling businesses, and uh that leadership kind of mentality and that teamwork mentality, you know, was just instilled at me at a young age. And um, from there, uh it was interesting, you know, in in Texas, uh it's Friday night lights, right? It's football. Big time. Yeah. And so um you talk about Texas football and it's it's everything. Um, so when I got to high school, it was like, okay, I had to make a decision. Like, what sport am I sticking with? Um, interestingly enough, uh, I was really good at golf. Um, I actually did the junior PGA for a couple years when I was when I was younger, and um golf really wasn't even a big hit, you know, and then in Houston back in the day. And uh, so I stuck with football, um, got a full ride scholarship to play Division II uh out in Oklahoma. And that just led me to a whole nother level of what sport really was. And pretty fast, my quarterback's coach in college, um, he pulled me aside after the first season. And this this is this was one of the most pivotal points of my entire life. Um, and I always tell people there's usually two or three moments that you need to recognize that it's like, hey, you are going left or right, it's a crossing, and you need to, you know, make sure that you consult with your mentors and people around you to make the right decision. And um, my quarterback's coaching college was a mentor of mine at the time. And after my first season, uh, you know, he said, Hey, you know, as your um, as your coach, we want you back. We're gonna offer you another full ride scholarship. And um, you know, I don't come from money, and so my dad's like, you know, you're taking that damn scholarship. And uh, and um, you know, he he um he said as your as your mentor and um you know as somebody that I think I mean I'm kind of guiding you through life, I'm gonna ask you to decline it. And I just was smacked me right in the face, you know. I said, What do you mean, coach, decline a scholarship? Like, my dad's gonna kill me, you know. And um, he said, Kyle, just from the from the moment we recruited you to now, um you're no longer just looking at this as a sport. He said, You're you're like total wellness focused on the whole process. You are so focused off the field to be the best version of yourself on the field. So when it comes to the workouts, the cafe, what we're eating, um recovery programs with the personal or the uh physical therapists and personal trainers, um, and you're digging in with other players, like you're making sure they're on point and doing the things that they need to do to be the best. And um, he says, I've just never seen an athlete do that before. And you hear about guys nowadays, you know, and this is 15 years ago, right? You hear about guys nowadays like LeBron James spending millions of dollars um Cristiano Ronaldo. I mean, they're they you know, biohacking was a thing, but it's really now it's focused on longevity.

SPEAKER_01 4:54

Yeah, it wasn't mainstream for sure. Correct.

SPEAKER_00 4:56

Yeah, and um, my coach said, You just thinking, you're thinking way different. And uh he goes, I think you have a passion somewhere else. And uh I said, Well, I don't need I don't know what that is. You know, my love was for the sport, was for football. And um, he said, you know, I would probably encourage you to maybe take a year off and go back home and figure out what you want to do with your life. And um short version, I did, um, took his advice. Uh, you know, my my dad was a little frustrated at the time and uh went went to a community college here in Houston just to finish my basics and uh figure out what I wanted to do in life. And uh I'll never forget, I was um in my f my last semester of finishing my basics and uh I read this small article, nothing big, nothing like a New York Times, you know, piece, but a small article and it talked about the five most rewarding career fields at that time. And it was like number three or four, it wasn't number one, but um, it talked about physical therapy, and the article uh gave basically um uh stories of what it meant to truly heal somebody. Um, when you go through physical therapy, when a physical therapist, that one person, he or she puts somebody through physical therapy, it's more of a mental game than a physical game. You know, take a total knee replacement, for instance. The mental struggles that a human being goes through during a total knee replacement. I mean, you're talking weeks of, you know, whether it's crutches or you know, being sedentary and not moving and not being able to play with your kids and um, you know, shoot simple stuff like walking around the grocery store. You, you know, you you realize how many of those small things you take for granted. And um, so I remember that spoke to me. That reading that article, I just remember thinking, gosh, I would love to be able to make an impact in somebody's life like that. And so I did. Um, went to uh Texas State University, they had a great exercise science and uh kinesiology program. Um back then, and I don't know if they still have it, they have what they call the bridge program. Um, so basically you go through your undergrad, which I did uh exercise science, kinesiology, um, also got business management because that entrepreneurial spirit was always on fire. I know, I know I wanted to open up my own practice one day. And um, and so yeah, you bridge from undergrad through master's, accelerate, you get your doctorate in like four years. It's quick. No breaks, no summers, no winters. And I said, let's just go. And uh about midway through, um, you had to get clinical hours to complete your degree. And I found an outpatient center here in in uh southeast Houston where I kind of lived in Clear Lake, and um, they were hiring for uh, you know, PT Tech. And I said, Man, shoot, I can gain my hours and get paid at the same time. This is great. And uh so working there for a few months, and um a patient of mine, uh frequent flyer, I'll never forget the guy, uh Butch, uh, you know, kind of old country guy over here in Clear Lake. And um, he said, uh, man, you you guys need to get, you know, short version, you guys need to get you some cryo chambers. And I'm like, you know, this is 2011, 2012. I'm like, what the hell is a cryo chamber you know? Uh you know, long story short, on that, um, we did. We ended up getting a couple cryo chambers for that PT clinic, and the clinic was perfect for me because I told you I come from that athletic fitness background. Half of the clinic was about five or six thousand square feet in total. Half the clinic was true physical therapy, just like you would see anywhere else. The other half of the clinic was we called it uh post-therapy rehab fitness, and so sport sports rehab, correct. So sports injuries when we specifically yeah. Well, you would think what we did was even if you were just normal Joe or Jane Smith, when we got you to about 85% recovered, a lot of PT clinics just do the cookie-cutter model and just keep going through that process. Well, when you start healing the body, you need to start strengthening at the same time to keep that structure in place. And so we transitioned our patients when they were about 85% recovered over to post uh rehab fitness to build and strengthen and keep things solid. So when they were at 100%, you know, they had built that muscle tissue around whatever that issue was. And so half the clinic PT, half the clinic kind of kind of fitness, you know, both my realms. And in the back corner, we built a recovery corner, like a recovery zone. We had two cryochambers, we had some infrared saunas, we had some red light therapy, we did some compression therapy, Normotech had just launched. Um, you know, now they're massive, hyperisis huge, but uh it was the first of its kind. And I mean, we were the first, we had people, gosh, we were doing patient use first for about six months, and the thing that dawned on me the fastest and was which was the most mind-blowing. Yes, were we healing people faster? Were we discharging patients ahead of time? 100%. But I was hearing benefits that we weren't treating for. So, you know, treating a guy for a shoulder, you know, replacement or rotator cuff, and all of a sudden he's coming in and with more energy, he's more vibrant, he's getting better sleep, he's getting deeper sleep, um, he can run faster, he can throw harder, and just things that was not related to the injury we were treating. And so I said, Man, I need to start doing some research. Uh come to find out the first cryotherapy chamber was created in 1978, decades ago. Uh, Japanese scientists was trying to treat rheumatoid arthritis and fibromyalgia. So basically inflammation in the body. We know inflammation can't be cured, but it can be controlled, right? And so one of the best mechanisms is cold therapy. Um, spike the vagus nerve and you start to send signals throughout the body to start to lower those markers, those inflammatory markers, and um made its way from Japan um to Asia or to Europe, and then it blew up in Europe. Um, some of your biggest manufacturers are in Germany and Poland, um, make some of the most state-of-the-art cryochambers to date. Uh, back then, when we first started doing cryotherapy, we were actually pumping liquid nitrogen in the chamber to cool it down. And I look back now, um, the chambers were wooden. Like we're talking plywood, nailed chambers, tube in a port of liquid nitrogen, which boils at negative 319 degrees Fahrenheit. I mean, it was dangerous. We we should not have been doing that. Um, now it's all electric. Yeah, all the cryo chambers are very safe. Um, all the manufacturers have definitely uh exited the nitrogen game. And um so what do they use now? How does it cool it down so far? So I would just tell you they all have their kind of souped up version of Freon to kind of dummy it down. Um, you have uh refrigeration-based uh systems that if you think of over the last 30, 40, 50 years, there's two industries of cold, ultra cool temperatures that have always been around. Um, one is refrigeration and freezers. So when you talk about big um big freezer, you know, like Costco's or Walmarts or casinos, like you're talking massive rooms that have to stay frozen, right? Um, and then the other industry, which was um the pharma industry. So big pharma, when they're freezing, you know, uh any type of vaccinations or whatever, it's 24-7. Those chambers, those cold chambers can never turn off. I mean, they're at any point in time, they're dealing with billions of dollars of vaccines and they have to stay cryogenically frozen. So um, the technology's always been there. They just never thought to pivot it to the wellness space. Like, how could you create a cryotherapy chamber? We already had the tech, we just weren't thinking about commercial use.

SPEAKER_01 13:08

Correct. Is the are the benefits the same? Well, is it supposed to, or is a cold plunge supposed to be similar benefits as the cryotherapy? Is that so what's the difference? This is where I battle people. Um, I do cold plunge, you know. I've started doing it a couple years ago, and I do it you know, six, seven days a week. I really I love it. I've never done cryo. My business partner was doing it for a while, but I've never he he loved it.

SPEAKER_00 13:31

So I always tell people there's a commercial and a home version of everything. Okay. A cryo chamber, I mean, you're talking lowest 50 grand, highest 150,000. The average person can't buy that, right? Cold plunge, three, four grand, five grand, maybe ten at the most, a person can buy that for their house. Um, if you if you do research though, ice, water, cold water, um, there's actually no scientific studies that show how long you should do it for. Uh, primarily because ice and water penetrate the skin, um, where cryotherapy does not. Um, so when you penetrate the skin and actually get inside the muscle tissue, everybody's recovery is different. Everybody's skin sensitivity is different. And so to say you should do cold plunge for four minutes for everybody, that doesn't make sense. Yeah. Because you could be at three minutes, I could be at two minutes and 30 seconds, his recovery could be four minutes and 17 seconds. How could you figure that out? It's it's virtually impossible.

SPEAKER_01 14:28

Yeah, I do. I guess everything I read was like, hey, all the studies are like generally between two and four minutes at you know 45 to 55 degrees or whatever it was. A safe range. Yeah, so I do 45 for four minutes, and that's kind of what I stuck to. Not that I actually do it before my workout because I it it allows me to work out a little bit longer and uh I can go a little bit harder. And I've also heard if you do it after, could prevent like muscle um growth, I guess you would say, but I don't know. I just liked it doing before. It wasn't really necessarily like muscle growth or whatever. I just felt better doing it before than after.

SPEAKER_00 15:07

Yeah, I mean, essentially what you're trying to do, and in coal plunges for me, um, you have some people that really don't submerge all the way. Um I'm like, I'm like here. Yeah, as long as the biggest point is that vagus nerve. It's the largest central communication nerve from the brain to the rest of the body. At the top part of your neck, it's right at the middle part of your neck there. Okay, that's what you're trying to trigger. Okay. So you don't have to be submerged the entire time, but just getting kind of a dunk maybe every minute to spike that vagus nerve. Okay, that's what you're looking for.

SPEAKER_01 15:35

Okay.

SPEAKER_00 15:36

Um, I see a lot of people, you know, they'll do cold plunges, kind of arms out, sitting there for the entire three or four minutes. It's like, no, no, you got to submerge and trigger that vagus nerve. It's it's the point of why you do cryotherapy. Um, so it's it's been huge, but for uh actual cryochambers, um Yeah, what's the difference? It's ambient air cold around you. So the cold air around you actually hits the skin and penetrates off. You maybe will get a millimeter or two of depth in the skin. So from a safety perspective, well, from a physiological perspective, you're still getting the same triggers that you would in a cold plunge. So the benefits are still there, but the issues of maybe be damaging the tissue because you're not actually penetrating the skin has been removed. So you could do cryo for five, six, seven minutes, um, virtually as long as you're not really damaging the skin, you're never penetrating to the muscles. What's so what's the ideal time for that? Same about three to five minutes. Okay. Um, they're both about roughly the same. You know, general rule of thumb, when a therapy comes out, um, obviously there's parameters, right? There's hey, you know, don't go above this, don't go above uh below that. And it's because it's where the research points the most. Um, you know, it it's really tough to say this is the exact time you should do, yeah, because we're all different. Um, but yeah, general rule of thumb, three to five minutes, anything more, you're really not getting much of a benefit. If anything, you're probably doing the off opposite. Yeah. Um, if you put too much colder heat in the tissue, uh, you actually start to damage the recovery process. So, you know, if I were somebody with sensitive skin, because it's all based off of skin tolerance, I would probably go less time because you're penetrating faster. Somebody with tougher skin, thicker skin, I'd probably go a little bit longer.

SPEAKER_01 17:20

Mine, the the issue that I do have, and it I it it happened before I started cold. Raynauds? Yeah, yeah, I knew it. Yeah, and my wife's always like, Man, something's wrong with you. My doctor's like, uh, it's not really a big deal, you know, unless it just like stays for a long period of time. Yeah, but yeah, that'll like in the mornings, mine lasts for like a little bit longer. It's weird. It looks like you have a sauna at the house? I don't. I'm I'm I'm I got one that we're about to start. Yeah, no, no, no. I'm I want one so bad it's like the only thing that I don't have in the house.

SPEAKER_00 17:50

Yeah, that contrast therapy, people that have rain odds is is crucial. I would I would definitely hop in a sauna right after that cold lunch uh just to get that circulation back. Uh you get it in your feet too, or just your hands.

SPEAKER_01 18:01

I wear uh I don't I didn't like how my toes felt numb all the way because I would go work out right after. Yeah, and it would take a while before I could like yeah, so I wear those little like half wet socks or whatever they are. It's like just they're probably that big, but it just goes over my toes. And then I use those every day, so I don't have a problem with my toes at all anymore. It's just kind of like my hands, and some days is worse than others, like some days it won't be bad. Wear gloves. Okay, yeah, I probably need to.

SPEAKER_00 18:25

We um when we do cryotherapy, we we provide you know, socks, gloves, robes, slippers, um, you know, boxers for for men and sports bras for women.

SPEAKER_01 18:34

And so I've seen I I actually went with him one day when he did it because it was like during lunch or something. And do they still do you get in and it's up to here? Or how does the treatment work now?

SPEAKER_00 18:43

Full walk-in rooms.

SPEAKER_01 18:44

Okay, so yeah, the one I saw a long time ago was like almost like a it's like a tube. Yeah, like a bubble or a big ball, and then you stick your head out or whatever.

SPEAKER_00 18:53

That's the way we used to do it. Um, and like I said, it's terrifying because you're pumping in liquid nitrogen, which one um you there were a lot of times where you would get it, they call it a chill blend, it's like a freezer burn, it burn the skin, and then uh it'll make you pass out. You breathe in nitrogen, boom, you're down. Um, and so there were so many cases. Uh, you know, there's thousands of clinics around the world that do cryo. And um early on when we were doing nitrogen, there would be cases left and right where people would pass out in the chamber, and um, you know, people not realizing you really didn't have to get your entire head down. Like I said, it was really just the core is the main function, and the vagus nerve is the main point of contact.

SPEAKER_01 19:33

So when you walk into one of those now, the new cryo chambers, you walk in, you have gloves on, socks on.

SPEAKER_00 19:38

Do you have like a head thing and anything covering your ears or just you can people that have kind of sensitive ears or bald head, you know, they want to keep it a little bit warmer. We'll give them a beanie. Um, a lot of times, and it, you know, it's a full experience now. They've got LED lights, they've got, you know, Spotify with headphones, and so you can cover the ears with headphones, kind of a dual approach. And I always tell people the toughest time of cryotherapy is going to be picking your favorite song. Um, you know, so you connect and and it's fun. The uh the cryo chambers now, even the the smaller ones, you can put two or three people in them.

SPEAKER_01 20:10

So outside of just the cryo, since it is kind of like a wellness recovery center, what are the all the other services that you have?

SPEAKER_00 20:16

So that was the fun part. Uh, I latched on to cryotherapy fast. Cryo led me to compression, compression led me to sauna, sauna led me to red light, which red light is my favorite service. Um it's my big my biggest addiction. Yeah, I have one at my house. Oh, same. It is it's like crack for me. Um, and then in 2019, we started uh franchising 2017. In 2019, you know, I'm big on innovation. I saw another industry spike at the same time, and it was the IV industry. You know, it started in Vegas with the hangovers and all that stuff, and then um I came across a couple clinics that started to do intentional IVs, so an IV for pain and inflammation, IVs for beauty and skin, sports performance and recovery, libido and sex drive. Um, and I just like okay, I can get behind that. Like now we're being intentional about what we're putting in the IV for a purpose, right? And so in uh 2019, I recruited a uh hospital CEO uh because we didn't have anybody medical on the team. And uh he came in, bolts it on an entire medical model for the franchise. And um, I always talk about God moments in the company because they're just things that have happened that make no other sense. And um, you know, nobody would have expected in February of 2020 for COVID to come around, right? And the earth to shut down. Uh in November of 2019, we launched the medical model. We launched IV infusions, we launched intramuscular injection shots, um, you know, vitamin C, B12, boosting immunity. Three months later, four months later, COVID hits. And no exaggeration, the medical model saved our business. We grew. People were looking at boosting their immune system and preventative health. And being more proactive than reactive. And then about that time, all that stuff was becoming more mainstream.

SPEAKER_01 22:06

Oh, yeah, yeah. It was like right around the time that people were interested in their health. And then you see a lot of things that started taking off on social media. There's just a lot more information in the space in general.

SPEAKER_00 22:15

And so at that point, I just was like, man, cryo was what was what introduced me to this space, but it's way more. And so we started to look at stem cells and exosomes. And most people don't realize, you know, I have a had a friend uh talk to me the other day, he goes, Oh, yeah, you know, just did the whole thing New Mexico and spent 30 grand on stem cells. I said, dude, I could give it to you for a tenth of the price down the street at my location. He goes, What do you mean? You do stem cells? Yeah, I've been doing it for three years. Is it is it IV or is it just local injection? You could do either. Um, a lot of the research now is pointing towards IV slow push. So open the open the vein and you slow push however you know many millions or billions. The one time I did it, that that's what I did. Yeah, it's it's smarter. Um the body works systemically, right? It works as one.

SPEAKER_01 23:05

And so to pinpoint a knee or a shoulder, like unless you're trying to like really do a specific injury injury.

SPEAKER_00 23:12

And so what they have found um through the last probably decade is throw it in the vein and the body will take it where it needs to go. Um that's what I was told to 100%.

SPEAKER_01 23:21

Not that I really had like a specific injury, but I was just doing it for overall longevity wellness, just trying to feel better.

SPEAKER_00 23:27

Yeah, and and you'll notice even people that have injuries from 10, 15, 20 years ago, you still have inflammation there. And so those exosomes or MSCs, they'll come and they'll target the area of the body that's inflamed, and you'll feel it. It'll actually kind of hurt for a couple of days. You'll feel sore, it won't feel too great. But the first step of recovery is inflammation, so it's targeting all that to basically heal and recover.

SPEAKER_01 23:51

What's the difference? So, what's the difference between going overseas and here? Because what I think one of those I had a guy on before that ran an overseas clinic, and I think he was maybe saying the part or I don't want to butcher it, but he I think it was the amount like of concentration of more stem cells, I guess. I would tell you so there were those like the quality, and again, he's also running a clinic, so I don't really know.

SPEAKER_00 24:17

You know, I've heard both ways is like is is I would tell you it's it's definitely safer in the states um because we are more regulated. But is it in a different part of the like I guess fluid that they they get it from? You have three different derivatives, and I always tell people to ask um where it's coming from. So you have kind of the bottom of the barrel per se, which is still very effective, uh, comes from amniotic fluid. So your amniotic fluid I think that's what I did because I did them here in the state. So amniotic fluid hits fast. Um, you feel it, you know, within a day or two, but it kind of dies off pretty quick.

SPEAKER_01 24:49

I felt I felt it. The only thing I noticed specifically was like for that next week, I felt a ton of energy. Like, oh yeah, it's a ton of energy.

SPEAKER_00 24:56

You will. Um, so amniotic fluids, one derivative, then you have uh kind of cord tissue, warton jelly. That's kind of like your prime grade A. That's what's most commonly accepted. Um, you know, the FDA doesn't harp on it too much, but that's kind of like your grade A. But uh in reality, really what's the best is cord blood. Um, but the FDA doesn't like that. Primarily So that's what you get overseas, right? Is that what you can get it in the States? It's a little in the gray area right now. Um, but you can get everything overseas. I mean, overseas, they do amniotic fluid because it is cheaper. So when you talk about the the cost of it uh coming to the clinic and then reselling it to the patient, um your lower cost items are gonna be normally exosomes or coming from uh amniotic fluid. A little bit more expensive product is normally gonna be that cord tissue or that Wharton's jelly. And then your most expensive is gonna be the cord blood. And then but for the average person, are they gonna notice a difference between doing the cord blood and doing the thousand percent? Oh, yeah, a thousand percent. You you will notice a massive difference. I mean, it's probably gonna take a while for cord blood to come around. Um, like I said, government is not too fond of it because I think it is the best healer amongst all of them, all the derivatives. But what's what's the price range for the ones that y'all do? So it ranges. Um, you know, we've got different tiers of pricing across the country based off demographics. We offer three different substances. Um, some of them are exosome-based, some of them are MSc stem cell-based. Uh, and then we have a product where you can combine the exosome bile with the MSCs and we call it the Wolverine. So it's like a stack. Um, but cheapest, you're probably somewhere in the two, three thousand dollar range. A most expensive, you're probably in the $14,000, $15,000 range. Um, you know, if you're really going all in at the highest tier in the country for us, but you know, average somewhere between five and ten grand. Uh, nothing crazy. And so um, you know, when my buddy said he dropped 30 grand on um, you know, whatever 50 billion exosomes and you know, five million stem cells, whatever it was, I said, man, I could have sold it to you for like four, well, like four thousand, and he freaked out. Um, but uh yeah, it's it's just the toughest thing right now is you have companies that are doing what they shouldn't do, which they're making claims, medical claims that aren't proven. Um, and two, uh, you really can't market it. So um, you know, the FDA and the governing bodies don't want you to market it right now, but it's fully legal. I mean, there are thousands of clinics around, like I said, all of our locations offer it. Probably goes back to the making claims thing for sure. It's making the claims of, you know, you're healing this, you're healing that. Um, you know, the government just doesn't like you to do that. So, but uh yeah, I I usually do um I usually do a dose myself. I don't have any injuries, I don't have anything wrong with me, but just general health and preventive wellness. Um, probably do a dose maybe every six months. Okay. Um, you know, just to kind of and and most people don't realize the difference between an MSc stem cell and an exosome. They're very different. Um, you know, your your exosomes are are drivers. Um, I always I always correlate it to like a city. So imagine your body is a city and all the buildings are cells. When a building's on fire, what happens in the city? They alert the fire truck and the firemen come out, right? So think of that building on fire as a cell or cells that are harnessing a ton of inflammation. That fire truck is essentially gonna be the MSc or the stem cell. The firemen inside that truck are gonna be the exosomes. So that fire truck driving to the inflammation, the building on fire, um, that's essentially your MSC going to where the inflammation is and it's gonna plant. When an MSc in a stem cell plants, it excretes millions, if not billions, of exosomes, the firemen, to put out the fire. And so your exosomes are always gonna die off quick. They target fast, die off quick. But that fire truck, that um MSC, that stem cell, when it plants, it continuously feeds millions of exosomes over months. So that's why they say with stem cells, you could take it now and you can see benefits for the next six to 12 months because it's constantly excreting exosomes over an extended period of time. So, what is it better to do or both? Like, do you okay? I always tell people if you've got the cash to do it, um, do a combo, do an exosome with an MSc, because the exosomes itself are gonna target it quickly. So you'll feel the benefits within like a week, like you did. They'll die off fast, but then the MSCs and stem cells that you inserted at the same time, it's gonna take about two or so months for it to plant and start to excrete, but you'll get that delayed effect where there are reports of seeing you know, uh MSCs doing work for 18 months. So, I mean, it it's powerful as long as you do it the right way. Um, the two killers, and I always tell people this is the toughest part. The two killers for stem cells and exosomes are sugar and alcohol. So drinking while you've what you know, even within six months or three months, you're killing everything you just put in your body. Sugar killing everything you just put in your body. So alcohol you're not supposed to drink. What does that specifically do to the stem cells? It's gonna destroy it. This is gonna destroy the whole process. I usually tell people at least stop drinking for the first 30 days. Like let that stem cell plant and start to excrete some exosomes before you start really drinking again. But those are the two killers is alcohol and sugar.

SPEAKER_01 30:32

Who's the most common client? Not for the stem cells, but just in general, that does a mixture of wellness or recovery or great question.

SPEAKER_00 30:39

Um, early on when I opened up the first location, I thought it was like gonna be the athletes, like people in the gym and the fitness scene. So I opened up the first location right next to a gym. And I'm like, oh, this is gonna be great. Um right now, it's a split, women, women and men, uh about 50-50, um, almost on the dot. And it's the average person, it's not the athlete, it's not the Iron Man runner, it's not the ultra marathon runner, it's not the gym rat. It's you know, uh the soccer mom. It's the plant worker, it's the executive. It's who what do you think the average age is? Average age for us is hovers between about 30 and 45. Yeah, I would figure that.

SPEAKER_01 31:17

That's usually when you start feeling like you need to do something because you're like, I don't feel like I did when I was in my 20s. Yeah. Oh, and that's kind of where mine was about 35, 36 is like really starting to kind of yeah, and we but we see, I mean, we treat minors.

SPEAKER_00 31:30

Um, so we see kids too on most of the services, and then um, you know, senior citizens, people that are in their 80s, 90s, I mean, they come in all the time, you know, they're shoot, they're in probably the most pain, you know. So um it's not uncommon for us to see just a plethora of different people come in from all walks of life. So break down the business models. So in the in the pharmacy world, you have 503A products, which are patient specific, which means your name is on the vial and nobody else can touch it. Then you have 503B products, which is like general office use, meaning goes to the clinic. They can pop a vial and three of us can, you know, uh do something off that vial, right? Vitamin C injection, you name it. And so um, as long as it's a 503B product, you can normally get that substance that day. Um, if it's a patient-specific vial, like a lot of the peptides coming out uh now are more patient specific. Um, you can either we place the order and come back and get the injection or the products, you know, the next day or the day after, or we do a lot of ship to home. I mean, to be honest, majority of our patient specific now, it's come in, get the consultation, bring you up with a point of sale system, we ship it directly to your house, you have it within 48 hours.

SPEAKER_01 32:41

And so is there just like an overall membership that gives you, I guess, a discount on all the services? So, like if they want to do red light, if they want to do cryo, definitely. How does it how does it work?

SPEAKER_00 32:50

Yeah, we uh we've got three different membership options. Um, in those options, I never wanted to force somebody into one product offering. So we have what we call a credit system. So you pay X dollars a month, you get X amount of credits, and you can use those credits however you want. Think of it like So if you want to, if you're doing cryo for a little while, you're like, you know what? I want to try red light for a little bit. Yeah, okay. So think of it. I always I always wanted to gamify it, you know, and you think of like uh a Mr. Gaddy's or Dave and Buster's, where it's like, no, just load this card with a hundred credits and I want to go play that game. I want to go play that game.

SPEAKER_01 33:24

I'd I'd take my kid to those things right now. And you spend a hundred dollars on like a you don't even know what you're calling plastic gun at the end. Yeah, yeah, yeah. Hey everyone, real quick, I just want to let you know this podcast is 100% independent. No ads, no sponsors, just real. If you're finding value in whatever we're doing here, the biggest help that you can give us is hitting subscribe and sharing this with someone who you think needs to hear it or someone that it will provide value to. That's how we continue to grow. And if you did that, I would really appreciate it. What's the biggest revenue driver?

SPEAKER_00 33:57

Is it memberships or is it walk-ins or is it the we have three different core uh pillars of services? We have our lifestyle services, which it's it's a lifestyle-based service, meaning you could do it every day if you wanted to. It's your lower cost items like your cryo, compression, red light, float, sauna. Um, then you have your body sculpting services. So facial, slimming, toning, you know, a lot of the MSculpt Neo-related products. Uh, there's a company called Artemis that produces a product called T-Shape 2 that does phenomenal. Um, some more of your body sculpting, body contouring realm. And then we have our medical services. So, you know, ozone, hyperbarics, stem cells, peptides. Um, the biggest driver really depends on, I would say, the demographic that they're in. Yeah. Um, you're gonna get the most foot traffic from the lifestyle services because it can be done every single day. So those are people coming in three or four times a week. Red light, cryo. Correct, right? They're they're the most foot traffic, but it's not a big revenue driver because it's 20, 30, 40 bucks, right? And then you have your body sculpting services, which it they're higher-ticketed items, so it produces a ton of revenue. And a lot of our locations crush it with the body sculpting, but there's a delay. You you can't come and do a slimming session every day, right? And so it's like a delayed of we'll see you in 30 days or we'll see you in 14 days. So, um, but that's kind of a prescriptive treatment, right? Um, and then you have your medical services, which a lot of those can be done every day, and they are high revenue. So you could do an IV two, three days in a row. Um, some of our load up phases, like for NAD and niogen, it's a five-day straight protocol. You come in five days consecutively. Um, hyperbaric therapy, the most underrated service in our entire space, hands down. The presence of oxygen is the absence of disease. I preach that so much. Hyperbaric oxygen therapy is the most underrated service in this entire industry. I have one at my house. And it's same. And it's something you can do every single day. I've slept in my chamber for six, seven, eight hours.

SPEAKER_01 36:00

When I so when I first started doing it, like anything else, I probably overdo it just because it makes me feel amazing. I'm gonna say, and my doctor said for longevity, he's like, uh, you know, if you're gonna do it all the time, forever, he's recommended more like two, three times a week. I was doing it seven, which was fine. It was great, it was great. And then the the only thing that I noticed like about three weeks later, I started getting like a little tired in the afternoon, and then so I backed it down to like three days a week and then back to like hundred, like amazing. So I don't know, I don't know, I don't know what it was.

SPEAKER_00 36:31

It could be overdo it.

SPEAKER_01 36:32

I mean could have been anything, but I was doing 60 minutes.

SPEAKER_00 36:35

You could drink too much water, yeah.

SPEAKER_01 36:36

I mean, so it's like I I felt my best at like three times a week, yeah, for um, you know, 45 to 60 minutes is what I was saying there for.

SPEAKER_00 36:44

Yeah, yeah, usually 60 minute protocol. So um 1.3 ATA is kind of like the gold standard. Okay. A lot of the research is done at 1.3 ATA. That's the part I wonder too, because I'll it'll, you know, is it one or two? Yep, yeah. If you're going above one three, you're treating something specific, like a recovery sports or psoriasis or you know, eczema or fibromyalgia, or you know, um post-surgery. 1.3 is like the standard. If you look at all the clinical studies that have really been ever done, 90% of the studies are correlating 1.3 ATA and minimum 60 minutes. You could go to 90 minutes if you need to, because you obviously have to get down to depth and come out of depth, right? It's a process, but um, yeah, 1.3 ATA is kind of like where you need to be. And the research shows the actual gold standard of how many sessions you should do right when you start uh hyperbaric therapy is 40. So 40 sessions as fast as possible. If you could do it in 40 days, awesome. And then you go into the maintenance phase that you talked about, where it's two, three times a week. Yeah. Um, you know, kind of tailor yourself down a little bit. But um, yeah, and another thing, you know, people get real concerned. You start to do research online and you hear about some of these horror stories, and uh there's two different forms of uh hyperbarics that people really need to understand is out there. Um, there's two different versions of a product. You have your steel chambers, which can get down to sometimes 3.0 ATA, which is intense. Um, and then you have your soft shell chambers, which normally, like I said, you have commercial and home use for almost every product. Nine times out of ten, if you're at that, if you're doing it at home, you got a soft shell chamber, which is what I had, right? It's a hard one. It's you have a hard at home? Oh dang, that's awesome. Um, in the soft shell chambers, you can actually I just wanted more, it's more room. There's like electric seats in there. Where'd you buy it from? Who's the manufacturer?

SPEAKER_01 38:35

Overseas, I built it.

SPEAKER_00 38:36

Okay, yeah, man. I've never seen a hard shell at house.

SPEAKER_01 38:39

I'll send I'll show you some pictures. Yeah, I gotta see it. It looks like a private jet on the inside. Like it's really cool. It's really cool. Is it a lay down or a uh recliner? It's got recliner chairs, it's got two chairs in it, and then yeah, like two electric, like reclining chairs, and then it's yeah, it's almost like a jet. Like it's like that or a smaller jet, it's like that's that space, that tube that's in there. But has space for a TV. I never put one in because I would just sit there and work on my phone or on the computer or whatever.

SPEAKER_00 39:03

So that's where I was driving. Um, you hear of some of these explosions that happen or some of these um but that's when you're making the whole chamber full of oxygen, right?

SPEAKER_01 39:14

Correct. Yeah, so that's mine doesn't do that.

SPEAKER_00 39:16

Yeah, so it's it's safe, especially the fire marshals are cracking down in cities now. Um, you got two versions of hyperbaric. You've got hyperbaric with ambient air, which to be honest, all the studies point to ambient air is you know very powerful, right? Um, and then you have supplemental oxygen where you're basically putting a hundred percent oxygen into the chamber, which is is flammable, yeah, right. And so you take a cell phone, you take a even a scratch on a belt buckle, light a flame, ignite it, and blow the whole thing up. And so you've got shoot half a dozen cases in the United States over the last year or two where clinics aren't buying ambient air chambers, they're buying supplemental oxygen chambers, and they're not understanding the problem with that. And so, you know, I always tell people if you're gonna go do hyperbarics at a clinic, make sure it's ambient air, uh not supplemental oxygen, do it at 1.3 ATA unless you do a telemedicine consultation and the doctor says, Well, you're doing it for XYZ. Yeah. Yeah. Then you could go up to whatever the treatment protocol is. But um, it's important not to self-diagnose the service online too much and to really understand where things are coming from.

SPEAKER_01 40:25

So what made you want to go the franchise route instead of just opening, you know, 500 stores yourself?

SPEAKER_00 40:31

Yes. I we thought about that early on. Um, you know, I was super young when I started the business, uh, maybe 23, fresh out of college. It's it's all I've ever done in my professional career. And um, I remember my my first plan was maybe do four or five around Houston, right? And um opened the first one in my hometown of Bleak City, Texas, and um proved out the model after about 18 months because I didn't have there was nobody else doing it. So it wasn't like I could, it was opening up a restaurant and I can copy off somebody else's menu. Um, you know, so it was building something from nothing. And when we turned to profit, uh, I realized I was like, man, okay, this is a self-sustaining business. We found complimentative services that make sense, um, which I see happen all the time. Business owners try to cram in a service that doesn't make sense. Um, do what fits your business, don't do what other people do just because. And um, I said, man, let's let's try to duplicate this. And so uh I used to sit down with my father all the time. He was a mentor of mine growing up, and we talk about business, we talk about faith, we talk about I mean, you name it. And uh I remember uh at the time him and I were franchisees in a food concept together. It was uh Lenny's sub shops. We had three of them in Houston, and um he's he's we're we're sitting there at the breakfast table and we're like, man, why don't we join a franchise instead of starting the franchise?

SPEAKER_01 41:52

What was the gross volume of the sandwich shop? I'm just curious, like of one location, like what's typical 50,000 a month or something?

SPEAKER_00 41:58

Yeah, it wasn't crazy. Um, but it was just a little side project human idea.

SPEAKER_01 42:02

Yeah, how much those places do?

SPEAKER_00 42:03

I I cannot stand the food industry. I don't want to be in it at all.

SPEAKER_01 42:07

Man, I yeah, I'm I invest in a lot of I mean, I'm risky also, but I won't get in the restaurant industry. I'll leave that to some master operators. Yeah, no, thanks. I don't even want that in my headspace, not at all.

SPEAKER_00 42:18

Um, and then uh so yeah, you know, we we said, man, you know, we know what it's like to be in a franchise. Why don't we join one? So, you know, we're Googling cryotherapy franchises, wellness franchises, you know, yada yada yada, and there was nothing in the whole world, nobody had franchised anything around this. Again, you're talking 2014.

SPEAKER_01 42:35

Yeah.

SPEAKER_00 42:36

And um, me and him were just like, oh my gosh, like this is wide open space. So again, we don't come from money, and so to franchise is expensive. I mean, just the FDD alone is six figures plus, yeah. Um, so uh we started licensing out the business model at first, which was you know a good way to kind of get our feet wet and start to duplicate locations. Um, we liquidated, uh he liquidated his construction company. We drained our 401k savings. I mean, Jones family all in chips, and let's launch the franchise. And we launched uh September 11th, 2017. Um, we had a couple stores right at the beginning. Um, this was another God moment. So our first actual legal franchise that we sold was in upstate New York and Albany. We're not talking Manhattan, we're talking upstate New York, Albany, and we're not even talking about Albany. Small town called Latham. You're talking 19,000 people in this city. A good buddy of mine uh lived out there, and we were in a different wellness company together. So we knew of each other. And uh him and a couple of his partners up there had kind of seen what I was doing on social media, and you know, he pinged me, said, Man, let me let me take this your first franchise out to New York. And, you know, me and my dad and you know, our cor corporate team. The time a couple girls that we had brought up from the first location uh were just like, Man, that I don't know if that's smart, you know. Like we thought maybe here in our backyard so we can drive to it and help maintain it. And um, you know, you're not in a cold weather state doing cryotherapy. Yeah, and uh he was he's he was a hustler, man. A guy's name was Eric, and still friends with him today, one of my best friends. And um he grinds, man, he moves, and uh he just talked us into it. He goes, I will make this work, and uh so we did. We sold our first franchise to him. Um, I flew out there for the grand opening. It was it was a buddy of mine, so I stayed at his place. Uh, the morning of the grand opening, I wake up, I roll the blinds down, a blizzard had come through. We're talking like 14 inches of snow hit the ground, and we're having a grand opening of iCryo, a crowd. And at the time, was it only the cryo? Like, was there any other services? We did the compression and we did localized cryo. We had we didn't even have the wooden saunas, we had the blow-up saunas, like where you zip up, and uh it was it was wild. And um, I remember calling my dad and our team back home, like we messed up. We this is not gonna be good. And um, so we go to the grand opening. Uh, it was a five, six-hour grand opening. I think it was like nine to three, and I shit you not, man. Line the people were standing in the snow waiting. We had over 400 people come that day. How did it how did y'all get all those the awareness out to all those things? Eric, man, he just he hit the pavement.

SPEAKER_01 45:36

Yeah, that's really good for a first day in a retail business.

SPEAKER_00 45:40

I remember being there at the grand opening, we're shoulder to shoulder, everybody's standing in line for to do cryotherapy. We're in like 15 degree snowy weather, and people are outside, like there's a line down the street. And I just remember like that was the God moment. I remember sitting there saying, This is what we're supposed to be doing. Like, let's keep rolling. He went into the black within like five weeks. They killed it, they came back, they bought four more territories for us. It was our first single unit franchise and the first multi-unit franchise. Um, and then it just kind of grew from there. I mean, we got to the point where uh we just started, I mean, gaining and building momentum. And um, it's it's interesting how the space has now molded into like what I've said is is more longevity. Yeah. Um, and people, you know, shoot, back then people didn't know what a peptide was. Um, and now you've got, you know, the government is is pushing it, you know, RFK and his initiatives. I mean, in July, they're about to release a ton off of you know schedule two and or category two. And um, it's just phenomenal to see people really adopt a proactive lifestyle. It's wild because I have seen not hundreds, probably thousands of clinics fail over this time period. Someone, some that are in franchises, some that aren't, you know, nothing's perfect. And I always go back and talk to people about it, doesn't matter if you're joining a franchise or starting your own business. There's a rule of thumb to business in general. You're an entrepreneur, you want to go out and open a company. I mean, there are rules to that. And I always tell people you want to succeed, you have to fail first. Um, if you're not ready for failure, you're not ready for success. Um, and so you know that I've done I've done talks um and speaking engagements around what does success really mean and what's another level of success, which to me is significance. It's when you have, it's when you build other people's success. And um, there's a mantra that I've stepped by, stepped by called the P5 rule. And it's something that I think I've tried to ingrain in everybody around me, and it just talks about like failure is first. You have to fail to understand um what it's like to succeed. Nobody just comes out the gate and wins. I mean, if that does happen, you got really lucky or you really didn't win, you just achieved some level of success that felt like you won everything, but you really haven't made it there yet. And so um, for me, I've I've just always talked about if you're getting in the world of starting a business, you better get real comfortable with failing.

SPEAKER_01 48:16

Yeah, I say that all the time. I mean, you it you're gonna fail hundreds, if not thousands, of times. And it might not be catastrophic, but it's gonna happen every day, every week, every month, uh uh for a long period of time. And then that's how humans learn the best, anyways.

SPEAKER_00 48:33

Yeah, without a doubt.

SPEAKER_01 48:34

Yeah. The good operators, how are they marketing? I mean, I mean, I know social media changed a lot of the game too, but to drive traffic like on that that first month, because I was in retail for a long time, and it's tough, you know, because nobody knows about your store. There's no like familiar habit of them going in there, and so you open the doors and you're like, think all these people are gonna rush in, and then it's like nothing, you know. Yeah. I mean, we would do events and stuff, and it it to try to drive awareness. And I I learned that, you know, over time. But you know, some of the first ones I've just like opened doors of like nobody's here.

SPEAKER_00 49:05

I always tell people press the flesh, get out, shake the hands, hug the people, connect and make relationships. Um, it's one thing that I've always prided myself on is um I I'm a very relational person. Um, for me, it's you know, the transactions will come down the road if you build a genuine relationship. So if you're looking at the dollar sign first, you're probably not gonna go really too many places in life, but building the relationship. And if something comes from it, awesome. If something doesn't come from it, six degrees of separation. Who do they know? Right? Who are they gonna bring to the table? Because they're like they might not come in, but they're gonna tell two or three people, yeah. Oh, yeah, and you know, you should go over here. Exactly.

SPEAKER_01 49:41

Layers, there's layers to that relationship. Hey everyone, real quick, I just want to let you know this podcast is 100% independent. No ads, no sponsors, just real. If you're finding value in whatever we're doing here, the biggest help that you can give us is hitting subscribe and sharing this with someone who you think needs to hear it or someone that it will provide value to. That's how we continue to grow. And if you did that, I would really appreciate it. What's the biggest marketing mistake do you think that new owners make when they open?

SPEAKER_00 50:11

Um, so I did this too, which is why I laugh. So I talked earlier about networking and the community and getting engaged. Um, when I launched the first company uh or the first location, and when franchisees do this too, I try to tell them not to. Don't spend five grand on the magazine ad that nobody's gonna read the magazine. Don't spend 10 grand on a golf sponsor down the street when nobody's gonna look at who sponsored that golf tournament and go to that business, right? Um, the little stake in the yard on T-Box, on T4, like nobody's looking at that. Uh golf tournaments, people are drinking, people are having fun. And so it's some of those small things where you think you're spending money on branding and exposure, but if you really take a step back and put yourself in the consumer shoes, would you look at that? And so I remember one of the first ads we bought, I had a lady come in and it was a magazine for the city, I forget what it was called, something small. And um, you know, they they sell it well, like, oh, we'll do 50,000 published issues, we're gonna put it at these clinics, blah, blah, blah. And I'm like, dang, that sounds great. Like, yeah, let's do that, you know, seven grand, let's roll it or whatever it was. And um, then like six months later, I'm like, man, I was, and what hit me is I had walked into my doctor's office and I remember seeing magazines on the table right there in front. And I just was like, that's what I did. And I'm not looking at any of these. Everybody in this waiting room right now, nobody's picking up a magazine. It's just there for you know, aesthetics or whatever. And so I was like, dang, like I totally burned that cash. And so, you know, you want to pour back into the community, you want to brand it, you want to get your face out there, you want to get your name out there. But to be honest, a lot of those um, a lot of those things just don't produce an ROI. So I always tell people flip the script, put yourself in the consumer shoes and think about your day-to-day. What do you gravitate towards? Um, the one thing that's actually coming back right now that's crazy are billboards. Really? Man, billboards are killing it right now. Um, and they're coming out with digital billboards. So you can buy time slots where it's like a rotating billboard. But um, shoot, especially here in Houston, I see the push-win ads all the time. The attorneys, like they're crushing it. I know those guys. Yeah, they're but it's like they're they're funny, and then you just yeah, the billboards are coming back right now. I got a lot of billboards comp billboard companies hitting me up, but um, but uh but yeah, it's it's interesting how advertising channels change.

SPEAKER_01 52:44

Yeah, I mean, we we actually my wife owns this building and we have she has three billboards here, which you can't really even permit any more billboards in Houston. So big time bonus as far as you know when she bought other properties for sure. If someone's listening to this right now and wants to get in this industry, you know, what's your advice? Like what what would what would where would they start? What would you give them first?

SPEAKER_00 53:08

Number one, it doesn't even start with services, it doesn't start with its passion. Um, I can't tell you how many people have called me personally or our franchise development group, you know, a lead came in, and the first question was, how much money can you make at this? And I'm like, hold on. Do you even believe in this stuff? Are you even passionate about it? Do you do it yourself? And the people are like, Oh yeah, I've never done an IV before, I've never done you know, hyperbaric, I've never done compression. I'm like, oh man, like, okay, let's start. You're not even at square one yet. Like, one, go do the services that you're trying to sell. All right, you gotta have your own test though, you gotta believe in it, you gotta be a believer. The easiest thing to sell is the stuff that you really believe in.

SPEAKER_01 53:53

Because then you don't really feel like you're selling anything to anybody.

SPEAKER_00 53:55

Exactly. You're sharing it.

SPEAKER_01 53:56

Yeah.

SPEAKER_00 53:57

And so um, yeah, first question I ask, are you passionate about this or is this something different for you? So passion is number one. Um, it's something that if you don't have it, if it's not a part of like what you believe in and a part of your core, don't do it. You're just wasting your time, energy, and money. You're gonna get pissed off at yourself, you're gonna get pissed off at your business partner. Um, it's just it's not gonna be you know worth anything. Burned out running the business, too.

SPEAKER_01 54:21

If you're doing something you don't really believe in, you're buying yourself a job. Yeah.

SPEAKER_00 54:25

Yeah.

SPEAKER_01 54:26

For the person that's listening right now, that maybe is sitting on the fence and you know, looking to get in the industry, they've got some money. And what would you say to them to get started to push them over the edge?

SPEAKER_00 54:39

Um, one, I I would definitely make sure that you do your due due diligence. Um, a lot of people I think jump the gun too fast. Um, this industry is not going anywhere. Yeah.

SPEAKER_01 54:49

And so definitely growing just as a whole, and now that y'all have those other services for sure growing. I mean, everybody's looking for health and wellness.

SPEAKER_00 54:56

I always tell people you don't have to join a franchise. There's tons of franchises, do it yourself. I mean, if it's something where you don't fit with the company culture, build your own culture. I mean, you know, it's not everybody's fit for everything. And so um, for me, I always tell people do due diligence. There are dozens, dozens of conferences around the United States that are filled with information. Um, they're going over legislation, they're going over product analysis, they're going over clinical studies on different services, and then the services, you know, they'll go over 20 different manufacturers, who builds what, how do they build it, where does it come from, the efficacy of it. Um, so I always tell people, man, due diligence the heck out of it before you even start, which that's a part of the business plan, right? And so I think what's happening right now, actually, I know what's happening right now, is this space is so on fire. Like there's so many people that are trying to jump in. And they're thinking, God, I gotta get it now. Like I'm gonna, I'm gonna miss the boat. No, no, no. We're still at the ground floor, we're still at the basement.

SPEAKER_01 55:55

Yeah, it's not even, I mean, it is becoming more mainstream since pandemic, right? Like it definitely has like the awareness is out. Uh, you know, now you have RFK changing a bunch of stuff. So definitely becoming more mainstream. But man, I think I think you have a long way to go because it's not good just the average person doesn't even really still do it yet.

SPEAKER_00 56:16

I mean, it's so that brings up something that man, that's what gets me excited. So, our first executive recruit for the company, his name's Bob, been in franchising for 50 plus years. I mean, big been with some of the biggest brands in the world, Papa John's was an officer for Pepsi Cola. I mean, just a wealth, his resume is probably 19 pages long. Um, amazing individual. And when we recruited him, after about six months, I mean, we could not afford him at all. And he hopped on board. Um, he was the CEO for another franchise. They had like 180 units open. And um, after about six months, we were out at lunch or dinner, I forget what it was. And um, I just asked him, I said, why are you why are you working here? You know, like please don't leave. Uh, we need your talents, but what why are you working here? Like you are so seasoned. Um, you know, in my mind, you're a million-dollar year guy, you know. And um he said, Kyle, I'm 70 years old, and my first job, um, I remember back in the 50s and 60s, I got a uh I got offered a um a job in a warehouse. And I said, Okay. And um he said, I didn't know what the company was, nobody knew what it was. Um, I was just boxing stuff. And um, I said, Okay, well, you know, what was it? He said it was Pizza Hut. And I said, Dang, your first job was a you know warehouse boy at pizza? He said, Yeah. And um I said, How does that correlate to this story? This is my my question. And um he goes, How often do you or other people eat pizza? I said, Mom, two times a week, maybe just depends on the person. And it's on every street corner, you can get it to your house in 15 minutes, whatever. And uh he goes, but back in the 50s and 60s, people didn't know what pizza was. And I just was like, What? And he said, Yeah, think about that. Like they didn't even know what it was, like it wasn't a thing. I when I got the job, I didn't know what pizza was. And I just was like, I can't even fathom that. And then he said, you know, it started to emerge, and before you knew it, five percent of the people knew what pizza was, 10, 50, now 100% of the world, you know, 40, 50 years later, you can't go half a mile without seeing a pizza place or going to a restaurant without three items of pizza on, you know, the restaurant we had last night had four pizzas on it, and it was a steakhouse. And um, he goes, That's this industry. He goes, right now, and this was you know, eight years ago. I'd probably agree. He said there's like one percent of the people that actually know what we do. He said, when it's 20, 50, it's gonna be decades. It's gonna take 20, 30 years for people to actually know what we do.

SPEAKER_01 59:02

Yeah, I think the thing that probably helped to, I mean, social media was definitely the the awareness is is huge, but I think the thing that probably is helping a lot also is the the GLP ones.

SPEAKER_00 59:13

Oh my gosh.

SPEAKER_01 59:14

Because a lot of people don't have the self-control to change their habits in their life. And a lot of people that I've seen, even people that work for our companies, have got on it and then they're like, Man, I feel a little bit better. And so then they start working out and they stop smoking and then they stop drinking. And so I think that is also going to be a driver over time because people that don't have the willpower, which I never understood, but um it'll get them over that edge, and then they start becoming like, oh man, what can I do? Else can I do to feel better? I'm oh man, I like now can I get red light? Can I do this? And that's it's the I think that that's where it'll it'll go more mainstream than it is right now.

SPEAKER_00 59:54

Red is true tide, I'm telling you right now, it'll be a trillion dollar drug. Trillion dollar drug. It is and think of the one after that. Like, I mean it's not gonna stop.

SPEAKER_01 1:00:02

Yeah, it's gonna just it's just gonna keep improving. And then at some point, I mean, I I mean, there'll probably be the majority of people, you know, would be would be on them in some way, shape, or form, like a small dose or whatever.

SPEAKER_00 1:00:14

People people still, it's crazy. So instead of car salesman, now you have yeah, peptide salesmen, everybody's selling peptides. Um, but I swear the amount of direct messages I get about, hey, you know, would you like to onboard our peptides? And I'm like, wait, you were just working at like Walmart the other thing, you know. Um, but it it's so true, it's like that's never gonna end. And people don't even so I I would always fire back. I said, Hey, what is a peptide? And uh, well, I don't know, I just sell them from a pharmacy. And I'm like, well, shoot, you don't even know what you're selling. And so most people don't even realize like it's just a signal in the body, you're signaling the body to do something. Um, we talked about exosomes and stem cells earlier. So a peptide is is one signal. An exosome in a stem cell is a symphony of signals in the body. So yeah, peptides are awesome, they signal something specific. Virtually, they'll have a peptide for everything they kind of already do. But um, when you truly understand that the body already produces these things and you could just do the right things to activate that signal, yeah, you don't have to supplement for it.

SPEAKER_01 1:01:17

So yeah, and I think now that once you have a lot more human studies come out on them, then again, you have more that will become more popular, become more mainstream, it will become more accepted. So yeah, I think it's uh is definitely still at the ground floor of oh yeah, wellness, I guess, overall. Yeah, that people are definitely changing their life a lot more than they used to and be concerned about it. And then the younger people are becoming you know involved in it a little bit more earlier on. You know, usually, well, recently it's like when you turn 35-40, you're like, Man, I feel way different. But then a lot of young people now are you know drinking less and and doing a lot of things that was never even down big time. Yeah, it was never even heard of back then. That's all you did. Like you it was so common. And they're not going to bars or nightclubs as much anymore.

SPEAKER_00 1:02:04

I mean, well, you can meet people online, you don't have to drink and go out all night to meet you have now you have hospitality chains building longevity centers. I mean, the Hilton's, the Marriott's the I mean, it's just wild lifetime fitness equinox.

SPEAKER_01 1:02:17

The connection, the connection that connected us. She's doing uh building out, helping them build out their wellness space in like big high rises and and you know, uh Fortune 500 companies.

SPEAKER_00 1:02:27

Yeah. I mean, shoot, even some of these, I'm a part of uh I went up uh to Utah to visit a friend, and there's an executive uh kind of members-only car club. They're building a full-on wellness center in there, like it's a part of your membership. Three red light beds, cold plunges, massage chairs. I mean, wellness is just becoming integrated in everything.

SPEAKER_01 1:02:47

No, I agree. What what would you go back and tell yourself, like if you were 18 again, um, maybe what not to do, yeah, or what mistakes that you that that you can avoid.

SPEAKER_00 1:02:59

So in when I was 23, 24, um understanding what personal development was changed my life. It was the most pivotal point for me. Um, I had never heard of it before. And so it wasn't like I heard about when I was 17, 18, just said, screw that, I don't want to learn about personal development. Um I wish somebody would have poured into me earlier.

SPEAKER_01 1:03:21

Yeah.

SPEAKER_00 1:03:22

Um, and that you know, you talked about the school systems earlier.

SPEAKER_01 1:03:25

Yeah, that's what we're doing. So that like my program, I kind of I tie that in. It is making money in entrepreneurship, but a lot of it is is the mindset part of it. And yeah, I think when you go through the traditional system, you're not really like taught to think that way, or you know, a lot of these things, yeah. And so it took me a while to find that too.

SPEAKER_00 1:03:42

You're not you're not taught. Um, you know, I remember in middle school, high school, you didn't have health classes, you didn't have personal ed, you know, personal development classes, you didn't have entrepreneurship business classes. Um, you know, it was cookie cutter bullshit. And so, you know, I look back and I'm like, I'm really glad they're digging into the school systems now, which they're putting a big effort into it. But I just wish I would have been poured into a little bit earlier in life. Yeah. Um, you know, I was very obese as a kid, and you know, health wasn't a part of really just everyday life, not just for me, but I think for the masses, you know, back in the 90s and and early 2000s. And um now that's changing. But yeah, at 18, I wish, and I guess it's not my fault, but um I wish somebody would have poured into me sooner. And it wasn't until I got out and really started to experience the world, traveling a ton, meeting new people, being in different cultures and regions, uh, that just widened my vision and realized, like, man, there's just so much to this world. Um, it is the shaking the hands, it's meeting the people, it's networking, it's getting out of your comfort zone and realizing like you have so much opportunity to grow. And people that just get stuck in their bubble and stuck in wherever they grew up and they don't experience things, it's like you're just combining yourself in a you're giving yourself a ceiling. And, you know, in my mind, God has put everybody on this earth to do incredible things. And the moment that you don't blow that freaking ceiling off and go experience all the fruits of what's around you, it's like you're putting that own governor on yourself. Very limited life. Correct.

SPEAKER_01 1:05:22

Yeah, correct. Yeah, no, man, I appreciate you coming on. Uh you know, ton of information uh and definitely motivational for sure.

SPEAKER_00 1:05:31

Yeah, man, I I get going at it. I just I like I said, man, the one thing that I wish I could have had is somebody pouring into me earlier about what life really is about. Um, my father always did a great job of it as best as he could, but he was busting his butt, you know, his entire life and respect him, you know, tenfold for it. But um, you know, expanding my vision in the world, I try to do that for others. So you give me a stage, you give me a mic, it's like I want to throw so much out there and add so much value. I don't care if you're five, fifteen, twenty five, or ninety-five. Um, you can always learn something.

SPEAKER_01 1:06:06

So, yeah, no, I appreciate it. That's kind of where I'm at too. Phase phase three of my life. Like I want trying to help as many people as I can for sure. Yeah. All right, man. Thank you. Appreciate it.