Franchise Acquisition: 7-Location Fitness Portfolio with ~400% Year 1 ROIC

Will Shaw: All right, there we go. awesome. So, obviously I know you guys came from Texas to Arizona. kind of just the deal in one sentence. What, you know, just so everybody gets up to up to speed, what what did what is the deal that you guys bought? and you know, where was it and you know, maybe some of the details around it.

Kevin Curtis: Yeah. So, we end up buying seven locations, Orange Theory Studios here in Arizona. the seller had been hands off for a while and so we came into a situation where you know being hands-on was very welcome. we were in the studios, we're working we're working out, we're meeting and so you know that change was was big for our employees. And so we end up buying seven studios. I want to say the purchase price end up being slightly under a million with a a seller's note on it. and so it was a good deal for us. The package had has potential has had potential and has made more money. but because the seller was so handsoff,

he kind of let it slide. So, the great thing for us is the potential to grow the business and get it to a certain point. Now, I don't feel like we can grow it to the heights of Orange Theory precoid because now there's so much competition.

Will Shaw: Yeah.

Kevin Curtis: But we can grow it to a certain level and you get to that point, maybe be able to acquire more and you know, either package it or kind of hold on to it. I think we were understanding how to run it, understanding how to save money in certain areas. we wanted the franchise model because of the guard rails and kind of help guide you, but then also there's some issues with the franchise model with things you have to spend or pay for. And

Will Shaw: I always say there's pros and cons to like

Kevin Curtis: Pros and cons. Yes, definitely. Definitely. But it was great for our first business. I mean, me coming from the coaching world, it was a great start and and we we don't regret it.

Will Shaw: Yeah. Awesome. Yeah. No, I mean I think we've talked about this with the fitness what we see in the fitness industry is like basically COVID was like the great reset to what the fitness industry was going to become postcoid. I think once we saw like

Kevin Curtis: You know after 2022 2023 I think we started to see like all right these are the normalized numbers

Will Shaw: Yes

Kevin Curtis: Of but we're probably not going to see precoid numbers there's just more competition there's more

Will Shaw: Yeah more things going on. you want to talk a little bit about your background? I get asked this question a lot because of the NFL experience. Your yours is a little bit more len is lengthier than mine. I think it's an awesome background if you, you know, don't mind kind of sharing that.

Kevin Curtis: No, I would love to share because I just think that that's part of, you know, how we run our business. And so, I was a collegiate athlete, went to Texas Tech, was fortunate enough to get drafted by the 49ers. blew my knee out the first year for the 49ers. second year I blew my knee out again, set out a year, went to Oakland, went to Houston, and body just couldn't do it anymore. I was having knee problems. And so I was in a dilemma, dilemma of like what I what do I do next?

Will Shaw: And I think anybody that the football gets cut short before you wanted it to end, you're still missing the football. And so coaching was an option. And so I got into coaching. I end up coaching for 17 years. I started off at Navaro JC for two years. Then I went to Louisiana Tech for three years in Rustin, Louisiana. then went to Texas Tech, my alma mater. and went there for three years. then went to Louisiana Tech for two years. back to Dallas and and at SMU for three years and then my last four years were at Baylor. And so my dream was always to become a head coach and that's what I was working towards.

the great reset was I'm just the head coach of our business now. And so everything that I was doing, everything I was preparing for, working with young people, trying to get the most out of young people, trying to get them to push themsel more is the same thing in in in the in the business. And so the thing that happened for us 2020 I listened to a book called your first 100 million by Robert Pena and it was talking about acquiring business. That's the first I've ever heard of acquiring businesses and it being attainable for me. I always thought because you hear all these crazy numbers I'm like well that's not my world that I'm

living in but just talking about a SBA loan. I just kept doing research. And so for the last few years, I was doing research and but I'm in a dilemma. I'm coaching collegiate football. I'm a division one football coach making really good money. How do you step away from that and go to the unknown? Like nobody in your circle is going to say, "Oh yeah, quit coaching." Like, "Hey man, everybody wants to get to division one level. You're here." Like why would you not? And but the time is is crazy. Like during the season, my last year I worked 90 plus hours during people don't understand the schedule. so crazy and it's not conducive to

having a family and you know something had to give

Kevin Curtis: But but God always has the perfect plan because like I wouldn't have walked away like it's just so hard to walk away even though you say you're not going to coach forever like when do you turn down the money

Will Shaw: And so I got let go at Baylor

Kevin Curtis: And I got let go late and the only other time I was in that situation then I had a job in in a week two weeks I knew where I was going had a options this year that that year you know it happened and a couple things popped open but ne nothing ever worked and so it was like God said hey I got to remove you from the football world I'm got to take you all the options away because like I want you to do something different

Will Shaw: And so was looking for like what what do what do we do I was talking to my wife Kayla and you know we were like hey let's bet on let's bet on us let's go on entrepreneurship and and do it for oursel and so yeah it's an amazing story. we sold our home in in in Texas, moved out here to Arizona, and the deal wasn't even closed. And so, and so we we went all in. And some people might think that's crazy. It's like, man, like we're all in. We're doing it. Have to get the kids scheduled for school and get them all set up. We end up closing in November. in the middle of

that, we have the government shutdown that

Kevin Curtis: Yes. Yeah. That's what delayed it for like two months.

Will Shaw: Delayed it. And so all the different obstacles, but to me, as you look back at it, all it does is make the story even greater. And so, I think God put those things in there so we can appreciate this opportunity even more.

Kevin Curtis: Yeah.

Will Shaw: So,

Kevin Curtis: That's awesome. I I resonate with it. I

Will Shaw: I think we talked a little bit about it. When I was in Philly, I was going back and forth between Philly and Pittsburgh basically.

Kevin Curtis: And I remember offseason going into 20204. I was headed back to Philly and I remember pray I was back here in Arizona training at ASU. There's a little thing called behind the stadium called a mountain. A lot anybody that's local would know that. And I remember praying like two days before I was like you know could you get like I was low man on the totem pole. I was undrafted small school just trying to like make it to my third year.

Will Shaw: Yeah.

Kevin Curtis: And I remember praying like hey God if I'm not supposed to do this like you have to take it away because I won't stop. Like

Will Shaw: Yeah. almost like get me injured without like but let me still be able to like play basketball with my kid.

Kevin Curtis: Yes.

Will Shaw: And I remember not not two days later I'm we're training on a mount and I I tore my abdominal wall

Kevin Curtis: And and it was like this had to be it was in between the break of mini camp and training camp. So it's like that six week stretch in like what early part of July basically.

Will Shaw: Yes.

Kevin Curtis: And I was like that's it. Like they were like hey the season's done like you're not you know there's no surgery yet. That was like back when they were doing the patches.

Will Shaw: Yes.

Kevin Curtis: And I was like all right well I'm going a completely different route. says, "I resonate with your story because I feel like I had a very similar like, hey, there's a different way for you to go."

Will Shaw: Yeah.

Kevin Curtis: So, I get that. So, you now, so obviously before this, you were in you're in coaching. how does like your normal day now fill out running this business, running the the franchises versus what were you were doing coaching? What are what are things you like? What are things you dislike? Like what's your normal day now look like compared to us

Will Shaw: For coaching? I I'm always been an early morning person. So at Baylor we were practicing in the morning and so I would get up at four o'clock. I would get a workout in at the facility and then I would make sure that all my meetings, all my tapes, all the things were done preparing u for the meetings that we would have at like six and you know, you have your day and then after practice you'll watch more film, you'll make your cutups and then we'll have meetings and then so Monday, Tuesday, I'm probably leaving the facility. I'm getting there around 4:30, leaving at 10:00 at night. And then on Wednesday, I would leave around 8.

Thursday was my early day, so I could leave at like 2:30, 3:00. and Friday, we would go in a little bit later. I would go in about 11 o'clock, but we started doing walkthroughs that day. So, I would go 11 o'clock. I would get home around 9:30. And then Saturday, if we had an early game, which we all loved, like play early, wake up and play. And then, you know, you might be done at three or four and then you have the rest of the day for your family.

Kevin Curtis: If you have a late game, then you don't.

Will Shaw: I know.

Kevin Curtis: So, you get home,

Will Shaw: I spend as much time as I can with my boys and whenever they go to sleep, I start grading film. I might be up till 3:00 in the morning. My two sons are early birds, so they would get up at around five or or six five o'clock. So, I'm back up and I'm playing. I'm want to I'm want to maximize my day on Sunday with them. and I would go in the office around 12 and you start all over again. So, those are long days. And, but I couldn't control my schedule. I couldn't, hey, show up and then go here. Now, I'm still an early morning person. Like, we might have a workout. I might

go to a place and go to a workout at 5 o'clock or I might be doing work. but I can take the boys to school.

Kevin Curtis: Yeah.

Will Shaw: I can do work during the day and I can pick them up. I've been able to coach. I might stay up all night reaching out to people, doing business, business, sending emails, u reaching out to schools, doing content. Like, it's still long days, but I get to pick and choose. Like, I get to pick my sons up, I get to drop them off, I get to be involved where you know, when my son was born, my my my last son Kai, he was born August 7th, right in training camp. So, I I miss

Kevin Curtis: Maybe two days of camp.

Will Shaw: Yeah.

Kevin Curtis: And so the first day and then my wife has Kai and then I'm there and then I leave,

Will Shaw: Right?

Kevin Curtis: You know, while she's still in the hospital, I leave because just unwritten rules of football like you got to get back to work. Like this the season. And so there's so many things that I miss, so many appointments I miss. I don't miss those anymore. like and so I'm so blessed to have my my time that I can use and use it for my family. I heard a quote about what wealth is and wealth is being able to pick up your kids at the pickup line or be able to

Will Shaw: Yeah. But and I to I totally agree. Yes.

Kevin Curtis: I think I read that this morning actually. They said real wealth isn't the watch or the car or the house. It's being in the kids pickup line at school.

Will Shaw: Yes. Yes. And so be having that flexibility to be able to be present because kids grow up so fast. Life is so short. And yes, we want things, we want to attain money, but we can't be in a thing of like like what's the what's the cost? And can we have can we have both? And I think we can. And entrepreneurship allows you to have both. Now granted, starting up is a lot different than than than taking a business that's already up and running, that's already have their systems. there's still some things that you have to do. but you know, for me, entrepreneurship has given me more flexibility.

Kevin Curtis: Yeah, that makes sense. I I run a similar schedule. I get up at 5, a little bit before 5 and work out, do do all that, kind of try to set my day, and then I I basically stop, get cleaned up, and take the kids to school.

Will Shaw: Yeah.

Kevin Curtis: So I do that. Yeah, I resonate with that. So, okay. So, you make this jump. you kind of talked about when you first started thinking about it, what was the when was the moment or what was there a moment where you're like, "All right, I'm gonna actually do this. I'm going to go acquire a business like I'm all in on this." You know, was was there a moment where you're like, "This is, you know, we're going to buy something." Well, I think the moment was like we were thinking about entrepreneurship and we were looking for businesses and like I think the Orange Theory package came open. It was on the East Coast and it just

really didn't fit with what we were doing. we were hoping to stay in Texas just because everything we knew was in Texas and our family's out there. But then this package of seven came open in Arizona

Will Shaw: And so we took a trip out here the end of no end of u May after my our kids got out of school. We came out here end of May to come spend time out here for a week. Like I've been out here before but it was business and I was in and out. but we came out here and saw we're like no let's do this. And so I think when he came out here and saw Arizona and says, "Let's do this." for me, former athlete, my wife is a former athlete, my wife is a was a former coach, and a teacher. And so the fitness world was perfect for us. Like we work out,

we take care of our body.

Kevin Curtis: Yeah.

Will Shaw: And so all we needed to do was learn the business because of the fitness we understood. And so it was no learning in that. And so that was part of the reason with the Orange Theory is like if it was a HVAC company, I gotta learn how to do all the HVAC plus the business. but with

Kevin Curtis: Fitness like we know fitness and it's just now structuring the business the right way. U making sure that you know all our people are aligned and and we're being smart with the business part. So

Will Shaw: Yeah. Yeah, that makes sense. What was I mean what was the biggest thing you feel like when you got in? What was the first thing you wanted to change or you felt like all right this is going to make the biggest difference and maybe in improving the business or what was different than what you expected? What are what were some of those items?

Kevin Curtis: Well, I think the biggest thing we wanted to do was be present. more so because of the previous owner was not present. He was hands off. we had members said I've never met the owner and we were in the studios. We were around. And for me is fitness like like we're in a sales business. We're selling things. Like it's not it's not the fitness business like you're selling fitness. And so it's still sales for me is if you you cannot sell something that you don't believe in. So we were in there working out. We love to work out. Like for me I when I was coaching off season, perfect climates, you know, I'm getting to

sleep. I have good day. I like I have a normal schedule. I would get down to as low as like 225. During the season, I'm probably 235 because you're eating more, you're not sleeping. You know, sometimes I've creeped up to 240. I probably got out here and I was like 240.

Will Shaw: Within two and a half months of doing orange the I was back to my plan weight of 214.

Kevin Curtis: And that's just consistent cardio. So I love the workout. My wife loves the workout. So we're we're all in on it. So really it was like hey we want to get in it meet the members feel the experience of like their experiencing and hospitality was gonna be number one is like make people feel special make sure our our our team is making our members feel special. We want to make sure our team feel special through us and they feel important and they feel seen. So I think making people feel seen was the number one thing we wanted to do. We didn't want to make any like big decisions yet. We wanted to kind of see

how it was run. But then like sitting back after a couple months, it's like okay all right we can make changes in the marketing spin or we can make changes in the structure. So I think for us is the big thing is the structure. How's how's the business structure, right? how can you save money on your expenses but also you know either improve the system where you're more profitable or keep the system the same but you're able to cut you know be able to combine jobs. So the structure was very important for us and then you know other expenses like all right do we need to do this do we need to do that like

how can we save money and so those been the the two biggest things that we've done

Will Shaw: Is the structuring and just trying to control expenses

Kevin Curtis: That makes sense that makes sense I guess my next question would be would you do this again and I'm going to caveat this with like would you do another acquisition outside of let's say Orange Theory would you stack on additional Orange Theory locations like what are your thoughts around you know acquiring additional I guess businesses if you would to me okay I will always acquire I will never start up the only thing that we're thinking about starting up is my wife has a a baby product idea

Will Shaw: It's not out there that that's that's got to be a startup you know but I would not you know build out

Kevin Curtis: Franchises of Orange Theory and start it all over myself like I would acquire and so yes we would acquire it would have to make sense it would have to be in Arizona because we want to continue the model of we're pressing.

Will Shaw: Yeah. Building the community. And so if we could have the region, that'd be great. If we could have all of Arizona, all all of Phoenix and we all the Orange Theories, then the marketing makes more sense because like, hey, everybody's going to our Orange Theories. So that's something that we would love to have.

Kevin Curtis: But yes, we would love to do something else. that would probably be into an essential like a HVAC, a plumbing, something that you have to have and try to make it, you know, use use social media to get it out there, make it trendy. use influencers, do different things and try to be different than maybe the mom and pop traditional service companies.

Will Shaw: Yeah. You know, so but yes, I I I I would do it again. we would do it again. because of our backs were against the wall.

Kevin Curtis: Yeah.

Will Shaw: And like could the deal have been a little sweet? Yeah, it could been. You could say all that. But we did what we did because our backs against the wall. We're going to bet on ourselves to say, "Hey, we're going to get this and we're gonna we're g we're going to take it back to where it was, right?

Kevin Curtis: We're heading that way. We've been having gross steady growth every month."

Will Shaw: You know, now this is going into the second month of us being the GM. We had a GM before, but just financially it just didn't make sense to have him and have us out

Kevin Curtis: Business to business, boots on the ground doing all those things. So, I for us business to business has been really crucial. we have another little

Will Shaw: New thing going on. There's a referral company called Clickie.

Kevin Curtis: And so Clickie is more for mom and pops. like we have a referral company with we have a referral plan with Orange Theory, but this we are using for like influencers or like mutitionians. So, they get a QR code, they get a link, and so while somebody's sitting there getting their hair done, they can have it up in their studio and anytime like somebody clicks it and if they get a membership, we'll pay them 50 bucks. So, it's a way for us to reward people for just having our information out there. the next plan would be trying to get with PTO's.

Will Shaw: Yeah.

Kevin Curtis: And if they're doing a fundraiser, hey, we have a fundraiser idea for you. y'all can spread this link out and anybody that signs up, we'll give you 50 bucks. And so things like that, creative, because that could possibly spread like a wildfire. because like,

Will Shaw: You know, you know, if you have 20 people and they send it out to all their people, it's just like it's just spreading. So

Kevin Curtis: Yeah,

Will Shaw: You know, just different ideas.

Kevin Curtis: Yeah, that I mean it makes sense to me. I I used to get asked all the time because I come from the software space, hey, are you going to start another software company? I was like, no, I'm not I'm not doing that. I would buy a company before I start another company from scratch.

Will Shaw: But that's awesome. what what do you know now after going through the acquisition process and now now running this for almost a full year? What would you do differently based off what you know now?

Kevin Curtis: Okay, so for us, the seller wanted to keep everything kind of secret from his employees and kind of like us not go in and not not tell anybody. U, and I get it, but I also know that like when we first went in, there were some things that were told to us that like, okay, it makes sense. So,

Will Shaw: I would want to talk to employees sooner.

Kevin Curtis: Yeah.

Will Shaw: And I would want to be able to go in multiple times and just kind of get a vibe of everything. And so, I think it's only natural for people to maybe kind of withhold some of the negative,

Kevin Curtis: Right?

Will Shaw: So, just would have been, you know, would have had conversation a little bit more. Now, obviously with us having these orange theories now, if I went in and bought some more orange theories, I have a lot more information. I know a lot more. I know what I'm looking for. Like, you're you're going being the first time, you don't know what you're all looking for. And so, right,

Kevin Curtis: You know,

Will Shaw: It's a little bit double-edged sword because I had some owners reach out but because I didn't have a relationship with them.

Kevin Curtis: Yeah.

Will Shaw: You really don't know their ankle,

Kevin Curtis: Right? So you don't know like

Will Shaw: Like it's hard to trust if this information you're giving me is for me

Kevin Curtis: Or is it because like maybe you want the deal

Will Shaw: And you want to like it's so

Kevin Curtis: Yeah somebody it's it's hard to

Will Shaw: Just take this information like why are you being so nice? Why are you giving me all this information?

Kevin Curtis: And so I think if you have somebody you trust that's in that industry that would be a great person to lean on. So

Will Shaw: Yeah. No, that's that's a good point. Yeah. And we tell people all the time when we're evaluating deals, it's like you're not going to know what you don't know.

Kevin Curtis: Yeah.

Will Shaw: And I try, you know, I think we always I always try to help people avoid like when I bought my first business, even though I had run businesses, there were so many things I didn't know and I just assumed I could do it. I got myself in hot water really quickly just assuming things. All right, we got to you know, you got to figure this out a little a little bit better.

Kevin Curtis: No question. what you know somebody that's listening to this what would you tell them you know like that's thinking about doing this that they're thinking about leaving their job acquiring a business or or going that direction like what would you tell them if you had a chance to talk to them?

Will Shaw: I would say if you're having that feeling like go all in.

Kevin Curtis: Yeah.

Will Shaw: Now allin can look different ways. Allin could be like I'm going to do it. if you have your 9-5 and you want to keep that income and you can still run this business and have your income where like the things that you're making, if you're pouring back into the business, it doesn't affect your life. that could be, hey, just jumping into it. or it could be all in is like, hey, I'm I'm all in. I'm running the business. I'm I'm I'm doing it. Either way, if you're having the feeling, it is scary,

Kevin Curtis: But entrepreneurship allows you to have you know, some freedom,

Will Shaw: But then also you understand that you pay yourself last. And so, there's a sacrifice that you have to make and there's a responsibility you have, but it's also a great responsibility that, you know, for us, we have 60 plus employees. And so I'm I'm allowing and helping 60 plus people

Kevin Curtis: Help their families food, living expenses, whether it be just extra money, but I'm helping those families out and I don't take that lightly that I'm able to help 60 people. So I my advice would be go all in. If you're having that feeling and you want to do it, do it. just understand you you got to put work in. So

Will Shaw: Yeah. Yeah, that's a biblical philosophy. the idea of moving currency and keeping

Kevin Curtis: Basically the economy moving.

Will Shaw: Yes,

Kevin Curtis: I'm a Yeah, I believe in that too. awesome. people that would want to reach out to you or get in touch with you either to talk about Orange Theory or acquisitions in general or even some partnership opportunities because I think most of this will be heard by people local in Arizona. Yeah.

Will Shaw: Best way to get in contact with you,

Kevin Curtis: Man. Reach out to me on on social media. my Instagram, I think it's Kevin. CurtisOTF. reach out to me, send me a message. Like, I I would love to talk. I I feel like God has blessed me in this position because I want to give as much information that I have. I don't know it all and I'm still learning. but I am a I always say I'm a football coach by trade and that's and what I mean by that is like every year at the end of the season, you evaluate people that are doing things well

Will Shaw: And you try to you try to put things that they're doing well into your game. you go different places to learn more. So, I will never I will never stop learning. Like, I'm always learning. you can have a a great business, but you can always do it better. And so, I'm always trying to learn. And so, I'm I'm I want to give all the information that I have. but then I also want to pick your brain. I want I want to learn because we can all learn from each other. And so, I think us entrepreneurs have to stick together. And so,

Kevin Curtis: Yeah, that's that's well said. I mean that that's a wrap for what I have. so I appreciate you doing this. I agree with what you're saying too, but yeah, that's all I got. Do you mind if I ask you a few things specifically about like working with us at Lighthouse?

Will Shaw: Yes. Yeah, come on.

Kevin Curtis: Yeah. I mean, tell us about I mean, how was your experience? Would you do it again? You know, pros, cons, recommendations, you know, anything you have. I loved working for with Lighthouse. Like I would have not been able to make the jump and do what I did without without y'all. Like I wouldn't have had the confidence doing it by myself, doing something that I've never done before. I needed a team that has done it before. y'all handled yourself so professionally. It was so great. Honestly, I don't like I wouldn't do an acquisition without you. because I I want to like why have a team here and be able to help me through numbers and talk

me through it and and work through details and and say I'm going to do it by myself. And so I I would I would think that anybody that's doing acquisition needs to create needs to have a team in place to help them. but Lighthouse would be my number one recommendation. So, anybody I talk to if they're when they start talking about that, I tell them, you know, about Lighthouse and like, "Hey, you should definitely reach out."

Will Shaw: I appreciate that. I, it's funny because I told Brendan I was talking to you. He said, "Tell, you know, tell Kevin I said hi." Like, our whole team talks about you guys. We love working with you.

Kevin Curtis: Everybody was so great and just just great people. And that's the thing is like

Will Shaw: Businesses are are about people. Yeah. And you know there might be businesses that like hey man they they they they run well but like this is a people business like and so if you don't have people and and can have a conversation and and and treat people the right way is not that's not

Kevin Curtis: That's not going to sustain. So the people were great. So

Will Shaw: I agree. I I really appreciate it means a lot. We yeah man we we really valued working with you guys. Yeah. I mean in our line of work we we run into old types of personalities. So sometimes like we just had a deal we were working on. It was just not fun to work on. But you guys, I mean, you guys are super patient. Like, we ran into a million hiccups, especially with the government shutdown

Kevin Curtis: And trying trying to run through that. so, you know, there's there's certain clients we get to work with where we're really rooting for. We're like, "All right, we want this to go really well." So, I'm glad we definitely appreciate that. And we know that all the hiccups, it's not it's not your fault. Like, and so I know sometimes people get upset. It's like

Will Shaw: Like I didn't do it. And so like it's just, you know, I

Kevin Curtis: I wish more people were more understanding and compassionate. Like I mean, you go to a restaurant and you get mad at the server for messing up your food. It's like I didn't didn't cook it. Like I know like I understand. I'm sorry.

Will Shaw: Yeah.

Kevin Curtis: You try to make a mistake, but it happened. And you're so like so impatient. So you can't understand why somebody could make a mistake and you've made plenty of mistakes in their life. So

Will Shaw: Yeah,

Kevin Curtis: It's crazy how some people are. Yeah, for sure. Have you guys gotten connected with any of like the health insurance companies locally?

Will Shaw: Have not. I've tried to get in with the the hospitals and we had a plan with Mayo hasn't hasn't really, you know, like turned into much.

Kevin Curtis: Yeah.

Will Shaw: But we did something for their employees.

Kevin Curtis: But, you know,

Will Shaw: I don't I don't know. like I wanted to do insurance and like I I wanted to go to HR departments.

Kevin Curtis: Yeah, that's that's where my head goes because a lot of them do that, but the issue that I always saw with it is and because I would see this because I used to work out at Orange at at LA Fitness is guys would come in, scan their badge, and just sit down and or leave right away because they're like, "As long as I scan in 10 times a month, I get my discount." I'm like, "Well, Orange Theory, you have the whole benefit of tracking everybody's workouts."

Will Shaw: Yes. And so I was just wondering if there's something there. I've got a couple I'm actually meeting somebody at U at the at UOVA here in like two weeks in in their in their health department. And so I was just wondering if there's some strings that you know

Kevin Curtis: There too. I think also too is that like I think the big box gyms are easier for the HR departments because like it's cheaper

Will Shaw: And yeah, you know, so the cheapness of it like they just

Kevin Curtis: I don't know if they truly care about their

Will Shaw: They care enough. Yeah.

Kevin Curtis: Fitness because if they if they do care it's like okay Jane you've never worked out before in your life. I'm giving you I'm gonna give you a membership to this big box gym where you got to create your own workout.

Will Shaw: Let's see how that works out. You haven't? No. Like I'm gonna send you to a place where

Kevin Curtis: You got the cheapest form of a personal trainer. Like you can schedule the class. We can have you walk. They can help you with your form. There's like some accountability of like showing up and doing something and you'll see results. But then also you'll have people that like, hey, I go once a week.

Will Shaw: Okay. That's not like I'm like if you don't come at least three days a week,

Kevin Curtis: Then what are we doing? and then on top of that is like all right, I'm doing that three days a week, but then every day I'm doing something like you want to talk about your steps. Yeah.

Will Shaw: On Tuesday, Thursday, and Saturday you get your steps in.

Kevin Curtis: Monday, Wednesday, Friday, you come to class help. I've always had a hard time with like the health insurance industry because I'm like if you just spent the $100 a month to get somebody to go to the gym. So 1,200 grand a year. Wouldn't that be cheaper than all the medication and all the other things that somebody goes through that doesn't work out? And and I understand that's probably not what they're about because that's not the business model, but like

Will Shaw: It's always I've always had a little bit of friction point with the health, you know, the health industry that way.

Kevin Curtis: Yeah. I mean, it would make sense because it's like, all right, if I don't have to pay out, like it's cheaper for me. I say I I make more money. So, it's like, man, no, I'm like like I I do need to get to insurance because that just the thought of it like there has got to be one company that says

Will Shaw: That makes sense.

Kevin Curtis: Yeah.

Will Shaw: And so, like, hey, if they just come to Orange Theory, it's like you can track if they're working out, you know, you can see that. And like, if they're coming three days a week, they're going to be better. like their heart health, all these things will be better. then send them to a box gym that like you don't know if they're working out or not. And so if you're really trying to save money, then let's set it up this way. Like somebody has got to understand that vision be like that makes sense.

Kevin Curtis: Yeah.

Will Shaw: So,

Kevin Curtis: I've got some meetings coming up. I'll see if I can make any headway and see if I can get a connection there.

Will Shaw: No doubt. I appreciate that.

Kevin Curtis: Well, hey, I really appreciate you hopping on. Let

Will Shaw: Thanks for the opportunity. I appreciate it, buddy. Yeah, let me I mean, you know, feel free to reach out me and Brendan if you guys if there's anything we can ever do, let us know or we'll help.

Kevin Curtis: We will. Definitely will, man. Great seeing you, brother. Take care. Okay.

Will Shaw: Yeah, you too. I appreciate it. All right. Byebye. Bye.