From 100k Student Debt to 100K Weekend! With Javier and Marissa
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If you're a business owner listening, you don't have to be a data scientist. You don't have to be the world's best marketing person. Like if you track it, it becomes like very common sense where you could show a person in the street, hey, this is making 200,000, this is making 20,000, which one should I do? Exactly. Right? And that's how it should be. My name is Rooney Moore, host of Living the Red Life podcast, and I'm here to change the way you see your life in your earpiece every single week,

If you're ready to start living the red life, ditch the blue pill, take the red pill, join me in Wonderland and change your life. Guys, what's up? Welcome back to another episode of Living the Red Life. An awesome episode which takes me back to my roots today, which is health and fitness and wellness. We have Javi and Marissa in. Thank you for coming, guys. Welcome. Thank you for having us. So these guys started just like I did with a passion to help people in the health space.

realize, hey, we get all these degrees, we go in all this student debt, and then there's not much money waiting for us at the end, right? It's like you get to the end of the rainbow and the pot of gold is disappointing. So just like me, they were like, well, we got to go entrepreneurial here. How do we figure this out? And they've been part of our programs for a couple of years now or a year now.

and really grown their businesses and you guys have had massive growth and it's so exciting because the bigger you guys get, the more people you help in turn, right? More health pros, dieticians, which obviously then in turn they can help millions of people too, right? And that's why I love entrepreneurship. People are like, oh, it's all about the money, but it's not. If we help thousands of businesses grow and they're good businesses, they then help thousands more people, right? So it's just like cascading effect. So-

Yeah, let's hear the journey, right? Give a summary for everyone that doesn't know you today and the listeners. Yeah, so my name is Marissa. I'm a registered dietitian by trade. This is Javier. He's a physical therapist. And I think with the practice revolution and how we came about really is...

I've always had this passion for health and fitness. And when I started studying dietetics and nutrition, I realized that there was this huge obesity epidemic happening in America. And I realized that, you know, there were so many chronic diseases that can be prevented or even reversed with proper nutrition, health and wellness.

And so with that, I did my dietetics journey and started working in a hospital, which is what all your professors tell you to do, right? That's how you can help a lot of people.

And although working in a hospital was great, I found that I was doing 10% patient care and about 90% charting and documenting. And it wasn't really impacting the patients like I wanted to. And I knew that in order to do that, I had to have a different path. I had to go a different way. And the way to do that, in my mind, was through entrepreneurship and opening up my own private practice. And so that's exactly what we did.

So you guys, you know, got qualified, realized, hey, there's not much money in the typical career path, right? Maybe some of you listening today have a great skill qualification or experience, but you're not, you realize, hey, there's more money out there than this one thing. So then how did that form and how did you grow that into your own, you know, own business? And where are you today?

Yeah, so it actually started, it was my third year at PT school when I started to realize there's something wrong here. So you're about a hundred grand in debt. Exactly, a hundred grand in debt. It's a little bit too late to quit. And I'm like, shit, what did I get myself into? And so I see all of my colleagues, professors, the people that I was working with at the hospital setting, and they're constantly complaining about how they're not valued, underpaid, similar to Marissa's story.

And at that moment, I'm like, I got to do something different, but I

I don't know what to do. Not to go too back, but my parents were entrepreneurs growing up. They had a dry cleaning business that they got to about $100,000 per month in sales. But they got to a point where early 2000s, it tanked and they ended up getting divorced. And so in my mind, I was always attributing, oh, entrepreneurship, business, and having a family life, you can't do both at the same time. And so for me, one of the biggest things realizing that

was realizing that you could do both, you could have it all. And we got to the point where because of that experience and realizing that you can do it, but also realizing how hard health professionals worked for their degrees, whether it was a bachelor's, master's, a doctorate degree, and still were not getting paid what they deserved. For me personally, I know for Marissa, it was obviously the impact that we have

on the client's lives and the patient's lives, but for me also realizing that I want people who want to help people to also succeed financially. And so that's kind of where it all started. I started my personal training business while in school, third year PT school once I realized that. Shortly after, started a cash-based physical therapy practice. Then I had a partnership in a local physical therapy practice that we grew to

multiple six figures within the first few months, first year. And then from there we decided, you know what, like now that we've figured out how to do this for ourselves, we want to be able to, like you said, help the people who help the people. Yes. And that's kind of where it all started for us. Yeah, that's great. I mean, I think that's the beauty of entrepreneurship is you can take that skill and then massively compound it and explode it. So you can now have that impact and the financial freedom that comes with that. And

And I think the thing with entrepreneurship is you talk about family and work-life balance as you create your own rules. So if you want to create a rule where you work 10 hours a week, then you can do that, right? Your business might not be as big as if you worked 40 hours a week. That's just how it works. But you could still probably create a great business, right? Or you could grow a business for a few years and then cut down to 10 hours a week, right? I have

One of my companies just millions a year and I work zero hours and it's fully delegated, right? So like in theory I could retire now and earn half a million profit a year from that company and just live on that right and and obviously I had to put in the five years to build it to be able to do that but that to me is better than a 40-year gig in a 9 to 5 to retire on very little Which is the other option that most people take right so so

Let's talk about your journey and growth over the last year or two working with us. Obviously, you came and understood marketing and you were doing some good stuff. And hopefully, we helped take that to a new level. So what were some of the biggest growths you had, learning lessons and experiences that helped you get to this new level? And now that can lead in after to what you're doing with clients now.

Yeah, so I think one of the biggest things that your company has helped us is definitely our first meeting. I mean, we came in and we had never had coaching at this level before. And so we were just kind of trying to do it all. We were trying, you know, five day challenges. We were trying master classes. We were trying, you know,

setting systems, like we were trying everything in order to get clients. And I remember sitting down with you in the first meeting and you were like, give me all your numbers, give me all the data for every single thing you've done. We were like, oh my goodness, like we have a lot of homework to do because we weren't tracking our numbers, our data, our KPIs very well. And so that was a huge realization that you need to have your numbers in order to make

the best business decisions, right? And so when we came in, we were doing, we did about a quarter million in our business before working with you. And then after that first meeting, figured out all the numbers and it was very clear when we looked at the numbers, what was working and what wasn't, right? And you helped us realize that. And after that, we switched our business a little bit, started really honing in on the things that were working and cut out a lot of the things that weren't working.

And after the first year, we went from 225K to over 600. Yeah, it's crazy. Yeah. Amazing. And what was the vehicle that got you to, you know, it's almost 300% growth, right? So what did you learn and that, you know, other people could apply that helped you get that 300% growth?

Were there any strategies or ads or was it funnels or sales teams? What do you feel hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit, hit

- Yeah, yeah, I would say it's a combination of things. I think one of the first things was, like Marissa was mentioning, the focus. So it's like, hey, this is what's working, why don't you double down and do that and do it better? - And that's clear when you get the numbers, right? - Absolutely. - I think that's the big thing. If you're a business owner listening, you don't have to be a data scientist, you don't have to be the world's best marketing person.

If you track it, it becomes like very common sense where you could show a person in the street, hey, this is making $200,000, this is making $20,000, which one should I do? Exactly. Right? And that's how it should be. Exactly. So simple when you put it that way. Yeah.

And so I think that was one thing for sure. I think the second thing, and it's so simple and everyone says it, but like the mindset of how to think about business, how to think bigger. And I know when we first spoke, it was like, oh, how do we double our revenue? And the second year, the next meeting that we had was basically, how do we get to $10 million a year? Yeah. Right? And so...

And so I think that expansion of just the belief of what's possible and the mindset behind it has been super, super beneficial. And so that

you know, diving into the Facebook ads world, which is a completely new world for us. Most of our growth has been organic, but we have seen some really good wins with the Facebook ads. And so we're still dialing that in every single day, you know, trying to figure out what works and what works best, but definitely expanding our mindset. And I think we're

One thing that you mentioned to us was with our organic strategies was basically every single time we're doing a launch or doing an event, we're basically shaking the tree. And in that analogy, it's like, well, would you rather shake the same tree every few months and every single time you do it, you haven't given enough time for the tree to bear fruit? Or would you like to just plant new trees?

And I was like, huh, that is so interesting. It's a really great way of looking at it. And so that was one of the mindset shifts that really hit home in terms of yes, doing the organic 'cause it does work, but also adding the paid advertising to fuel that. - Whoa, whoa, whoa, wait a second. Before we go into the rest of this episode, I'm gonna interrupt abruptly and just ask you one big favor. I hope you're getting a ton of value, a ton of knowledge. I hope you're getting some breakthroughs from myself and the guests. And I want one thing in return.

what I would love is for you to subscribe and leave a review. The reviews and the subscription grows the podcast. It allows me to bring you even better guests. It allows me to invest even more time and money into this podcast to bring you the latest and greatest, the best entrepreneurs from around the world that are crushing life, crushing their business, and giving you all the tools, the mindset hacks,

the knowledge and the environment you need to be successful. So do me a favor, if you've got any amount of value from today's episode so far, or any previous episode or any of the content I've done, it would mean the world to me if you hit a five star review, give us your feedback on the show, the episodes,

and subscribe and download. Plus, if you do that and send me a screenshot on Instagram @rudymorelife, I will send you a bunch of my free training, marketing courses, sales courses worth $499. Yes, $500 worth of courses.

for a simple 30 second review it would mean the world to me send me that screenshot i would love for you to leave that review and i would appreciate it very very much so we can keep growing this show and make it awesome so let's get back into the episode i appreciate you guys and let's dive back in yeah i mean the way we describe like i describe it like that is organic is like having one fruit tree right and it grows slowly and you regrow the fruit every year and you get

a similar amount of oranges every year, right? And for some people, if they just want to live off that amount of oranges, that's great, right? If it's enough to feed their family. But most of us as entrepreneurs, we want a field of orange trees, not one tree, right? And that's very hard to achieve organically, right? If you're a celebrity or super viral, then it's more achievable. But most of us...

We don't hit that level. So the paid ads gives us those opportunities. And like planting a tree, you're going to invest the money in planting the tree, the seeds, nurturing it, letting it grow. And it might take two years before now you're getting the fruit. But two years down the line, if you never do that, you're always going to be stuck in that one place with that one tree. And you're going to live in regret of, oh, I wish I had started two years ago and planted all these other trees.

Right. Even though it costs money up front and time and energy, I didn't see it coming back as long as I see little growth. Right. And and some trees might die off halfway. And that sucks. But that's also life as a farmer. Right. And you have to get through it. So for sure. So now let's talk about.

What do you think for anyone listening that's a health pro, an entrepreneur that sells sort of coaching high ticket because that's really what it boils down to, right? You know, obviously you started with dieticians, helping a lot of dieticians craft their online business. What are some of the key variables for people listening that are, you know, a health coach, a nutritionist, dietician, principles you've learned and you've applied and you've now helped hundreds of people apply to growing an online business?

Yeah. I mean, there's, there are quite a few. Um, I would say the, the people, most of the people that, that we help, I think, and it's something that I think all of us go through at some level is we have to take off our health pro fitness pro dietitian pro hats and actually put on our marketing hat. Right. And so, um, you know,

I often joke about this with our, when we were working specifically with dieticians, it's like, you know, I'm a physical therapist, you know, we have this muscle in the shoulder, it's called the supraspinatus. And I would actually ask them, hey, do you guys know what a supraspinatus is? And everyone's like,

have no idea, right? Clueless. And they're in healthcare, right? Not physical therapists, but dieticians in this example. And they had no clue. And I'm like, and we're in healthcare and you still don't know what that is. And so that's exactly how your clients feel, right? We're using this terminology. We're talking to them about what we feel is important, but no one's listening. They don't even understand what you're saying and they don't care, frankly. And so I think one of the biggest lessons is just remembering that

that the people that you want to serve, they have pains, they have desires, they have frustrations, they have ambitions. And we have to get in the mind of our customer if we really want to be able to resonate with them and show them that we understand them and that we can help them. And so I think that's one of the key things that most people really, you know,

fall off track with it's like get you know get out of that that health care expert yeah more third grade level I mean I yeah all the time because we as experts if you're listening to this you're a business owner or a

expert, consultant, whatever, author, you become an expert, right? You spend 10 years studying it. You learn all the industry terminology, but most of your customers aren't in that level, right? They don't want that level. And I always reference Donald Trump, right? I'm not into politics, but from a marketing being, he just made it, you know, make America great again.

right? And he just said it millions of times and then it's like everyone believes it, right? And then obviously he did well and won because of partly his marketing and messaging strategy. So I think boiling down that messaging and that strategy to something catchy, understandable, and super clear is super important. And I think that's where most people, if they get that wrong, everything else is hard. It's an uphill battle. Definitely. And I would say number two is, is

doing the wrong things at the start. I know for us, and I think you had mentioned in your story as well, that you spent maybe years building your first website. Fail fast is what I like to do now, right? You're going to fail still, but try and do it in a week or two weeks, not four years or two years or whatever. For sure. And so that's huge. It's like, oh, like people spend...

months ruminating on like how do I start my LLC? How do I get my website up? It's like you're focusing on the wrong thing and it's not going to get you the logo design is always the class. I'll go design. It's like and business cards and websites like, you know, people have this misconception of that's what I need to sell my business. Right. And it's like then you get in this Internet marketing world and you see people make a million dollars with a Google Doc.

right and like an offer and then they post on their Facebook DM me with the key word and I'll send you the info and it's a Google Doc right so that's when you learn hey it's about the offer it's about the promise the guarantee the messaging and if it's clear right and it doesn't need to be you know a fancy logo makes you zero money a fancy website can make you zero money if but you need the strong offer and messaging yes

So let's talk about challenges. I know that that's been a part of your growth and something you help other people. For anyone listening that has an online business, what is a challenge?

Yeah, that's a great question. So basically, you know, a challenge falls into like the category of having a virtual event. And, you know, events have been around for a very long time. Obviously, in the online space, we do them virtually now. And so with the five-day challenge, for example, it's, you know, you have a specific group

group of people that you help and a specific problem that you solve. And so typically, if you're helping someone, you're taking them through your process, your framework that helps them get the end result. And so one of the greatest things that you could do for your people is host a challenge or virtual event where you give them a piece of the puzzle. You show them how to get a one a step one result so that they, number one,

see you as an authority. So it's a great way to build, build authority, know, like, and trust, and to be able to actually help someone as they're working with you through those, let's say three to five days. And so with the purpose of that challenge is again,

for all those points that I just made. It also gives them a sense of achievement and accomplishment. So they actually feel like they can do it. One of the biggest things that holds people back from taking action and doing anything is that they're unsure if they could actually follow through. And so with an event like a five-day challenge, people actually start to feel like they can. And

with the 5A Challenge, for example, it could be paid, it could be free, but ultimately what you want to do is give people, like I mentioned, a piece of the puzzle and then make them an offer at some point throughout the event to continue to work with you. And this could be with your higher ticket offer.

Yeah, and just so if you're listening and if you've never seen or heard a challenge, you may have been through one, you just didn't know it. But, you know, the idea, and I mean, they got really, you know, big in COVID. They've always been around and people have done them, but they got super big during COVID. And I had a friend text me last week. He does these live challenges. He used to do in person. COVID changed that. He now does online. And I mean, he did 20...

2.9 million from one chat, one three day challenge and one free. Yeah. Three days. Crazy. So, uh, and you know, the, the, the basic concept is, Hey, register today. And you know, in 12 days time, we start our life challenge and it's going to teach you blah, blah, blah. And it's a free day or a five day event. And you show up every day for, you know, sometimes they're an hour a day. Sometimes they're a half day a day. Um, and yeah, the, the coolest thing that in marketing is,

the more time someone spends with you, the more likely they are to buy and the more likely they are to pay. So if you can get someone on three days and they're doing two hours a day, that's six hours. And it doesn't sound much, but in marketing, for someone to spend six hours with you is an insane amount of time.

That's why live event sales and challenges are two of the biggest ways to sell high ticket. And you can bring in crazy numbers because they're spending so much time. Yes. Right. So and I think these are great. Like, obviously, you help dietitians, nutrition coaches, nutritionists.

We've seen challenges work with any type of expert, coach, authority, entrepreneurs, teaching something where there's a two, three, five, $10,000 offer at the end of it. It's a great way to sell those higher ticket programs. And what sort of results have you had with the challenges? Because I know when you started, you were doing these mini ones, right? And now you've started to build them and your clients are building them. So do you think

Can people make 10, 20, 30,000 like dieticians and nutritionists with challenges? Yeah, absolutely. 100%. I think everything that you said is on point in terms of the idea that someone spending all that time with you, it builds all of that trust. And so it makes it that much easier to actually convert them on the back. And obviously, there's little things, nuances, things that you can do and how you can structure them to actually get people to come

the challenge because that's a whole another whole another conversation but we've we've had great success with challenges our clients have had great success with challenges master classes to which which are a bit shorter and I think just events in general I know one of the key things that that you helped us with yeah last year was our our in-person event we hosted for 30 people and

And it was a great event. We had a great time and using very similar concepts from, you know, it's the same thing. It's just in a different format. It's either vertical, horizontal in terms of like number of days and

We launched our high ticket offer personally, and it was a $30,000 offer. And we had 10 people invest at that time. And there was a super secret strategy that you shared with us. It was amazing. It was just very cool how it all played out. And we had a really good day. You had mentioned it's like best breakfast ever. I'm like, yep. Yeah.

And so, and so I think, you know, obviously, you know, the challenges work. We've had several clients who have done them as well. And they've made, you know, you know, multiple, you know, 3000, 5000, $10,000 in that in that one week. And for, you know,

health pros, healthcare professionals who are used to making a lot less than that. Yeah, 40 grand a year, they're making 10 grand in a week, right? Right, exactly. And so it's pretty big. Yeah, and then the other extreme, I have the biggest friends in the industry and they're doing...

you know, and they have $50,000,000 businesses, but they're doing 3 million in a week, right? So it's like, yeah, and it's cool to see that spectrum, right? Beginners, you know, you can make 5, 10, 20 grand. Your results are obviously going to vary and there's a lot of variables, but then they're scalable in terms of the model, right? To some of my friends that run them four times that,

you know, that have big, big businesses can do a couple of million. So I like that because it's scalable for start out. If you're listening to this today, you're a coach. This could be a great model to start with. Right. And then if you keep growing and now you're doing 20 million a year, well, you can still be running challenges. And hopefully now you're doing a half a million dollars from that challenge. Yeah.

And that's a good use for anyone's three days. It's a good three day result. So great. So where do you know if someone's listening, they're a health coach or a nutritionist, dietitian, where do they find you guys and how can they pick your brains and learn more about you guys? Yeah, so we're on Instagram. We are at The Practice Revolution. We are also on Facebook and we are Business Growth Secrets for health professionals and wellness coaches.

Good. Love it. Well, I appreciate you guys. It's been so amazing to see you guys grow your journey. I'm glad to be a part of it and proud of where you guys have grown to. And I also know it's still only 5% of the way for you guys. You've got so much more left to do. And it's been a privilege to be part of that journey and see what you're doing out there and helping other health pros and nutritionist dietitians. That's my background. It's great to see them having that

that vehicle and that access to how can I impact the world, right? How can I help more people than the one-on-one, like you said, in a clinic? So yeah, if you're into health, fitness, nutrition, you're trying to grow a high ticket business as a health pro or a nutrition or dietitian expert or coach, hit these guys up, look at what they're doing, go through their models, go through their trainings,

And yeah, I'm so excited to see you guys keep crushing it. So thanks for coming. Appreciate it. Thank you so much. Until next time, guys, keep living the red life. I'll see you guys very soon. Take care.