Franchise QB

Episode 61: Tony Wind, Director of Franchise Development- Anytime Fitness

• Mike Halpern • Season 1 • Episode 61

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In this episode of the Franchise QB Podcast, host Mike Halpern speaks with Tony Wind, Director of Franchise Development at Purpose Brands and Anytime Fitness. They discuss the evolution of Purpose Brands, the success of Anytime Fitness as a global leader in the fitness industry, and the unique franchise model that supports franchisees. The conversation covers various aspects of franchise ownership, including revenue streams, franchisee support, and the importance of community in the fitness industry. Tony shares insights on the growth potential within the franchise and the resources available to new franchise owners.

Takeaways

-Franchise ownership can lead to wealth and independence
-Purpose Brands was formed from a merger to improve lives globally
-Anytime Fitness has over 5,500 locations worldwide
-The fitness industry is a $23 billion market in the US
-Recurring revenue from memberships is a key aspect of the model
-Franchisees can offer personal training and wellness services
-The flat royalty structure benefits franchise owners financially
-Technology partnerships enhance member engagement and retention
-Franchisees receive extensive support from corporate teams
-There is significant growth potential for new franchise owners

Chapters

00:00 Introduction
02:07 The Purpose Behind Purpose Brands
05:49 Anytime Fitness: A Global Fitness Leader
12:13 Revenue Streams in the Anytime Fitness Model
17:49 Unique Features of the Anytime Fitness Franchise
24:07 Franchisee Support and Training
30:00 Conclusion

https://franchise.anytimefitness.com/


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Contact me and my team with any questions along the way. www.calendly.com/franchiseguy
Mike Halpern, CAFC
mike@franchiseqb.com

This is the Franchise QB Podcast, where we empower entrepreneurs to win big in franchising. We huddle up weekly to educate our audience about the most successful small business model ever created. Franchise it! Welcome to the Franchise QB podcast. I'm your host, Mike Halpern, a 20 year industry veteran and entrepreneur. My mission is for listeners to achieve their American dreams of creating wealth and independence through franchise ownership. Every week we speak with franchisees, franchisors or vendors that support the industry. Thank you for joining us and let's get started. Joining us in the huddle today is Tony Wind, Director of Franchise Development at Purpose Brands and Anytime Fitness. Welcome to the show, Tony. Hey, thanks for having me. Yeah, it's great to see you. So Purpose Brands, I know that's new. It's the new company that was recently formed by the merger of Orange Theory Fitness and Anytime Fitness's parent self-esteem brands. Tom Leverton, the former CEO of Topgolf. is now the new CEO of Purpose Brands. And I think that the name Purpose Brands is fitting because I saw you in one of your YouTube videos standing outside of your HQ in Woodbury, Minnesota next to a decorative street sign that had like the cross section of the street sign had the four principles of self-esteem brands, which are people, purpose, profits and place. So I felt like purpose was the principle that it's something to do with the new company purpose brands. Is that accurate? That is, yeah, you nailed it. And it's exciting times. just had a equal parts merger earlier this year between Self-Esteem Brands and Orange Theory Fitness. And the name made a lot of sense just because both of us share the same purpose to improve lives around the globe. And between our different brands here, we're up to about 7,000 global units. We're in 50 countries. all seven continents and about six million total members. So I think we're living up to that purpose. Yeah, that's incredible growth and I'm looking forward to getting into that in our conversation. So what's interesting is you've been with Anytime on the corporate side for eight years, but you joined as a member 10 years ago, which led you to a career change. Tell us that story and then we'll get a little bit into the Anytime Fitness franchise model. Sure. Yeah. So I was working a desk job at the time and it was, One of those places where you don't stand up very often. was answering calls all day and you know, they they pass around the cart with birthday cake a couple times a week. It's always somebody's birthday and I was just I was gaining a lot of weight. I looked in the mirror and I mean more importantly I was getting home and I've got four kids. I didn't have energy to you know keep up with my kids and I didn't really like the way things were going. So thankfully there isn't any time to it in this kitty corner to my office and so I started going to the gym on my lunch break. And so it quite literally was life-changing for me. And again, I was just kind of sneaking out when I could on my lunch break. But in that time, I lost a bunch of weight. I ended up losing about 40 pounds at the time, gained a bunch of muscle. And then I ended up running a marathon, which is something I never would have dreamed of. so after all those things put together, I decided I want to help other people do the same thing. help spread this brand in other parts of the world. And so that's why I applied to corporate and I've been here ever since for about eight years now. Yeah. I mean, that's so neat that you made a change in your health and you also made a change in your career, both of them for the better. So that's just a really cool story. And man, a marathon hats off to you. I know that's not something a lot of people can accomplish. I think the most I've run in one time was a 10 K and I was like, how do people run a marathon? It's really impressive. So kudos on that. And I've also seen that Anytime has a tattoo parlor at their headquarters. So let's talk about that. Have you gotten your tattoo? Yeah, so we do have a tattoo parlor here. it's, you know, when you think of like tattooed brand logos, you probably think of stuff like Harley Davidson and Nike and Iron Man, the triathlon, not the superhero. But, you know, like one of the one thing that surprises a lot of people is Anytime Fitness's brand logo is actually one of the most tattooed brand logos on the planet. And so a lot of our members have the tattoo. A lot of our franchisees have it. And then actually some members of our corporate team do too. So yeah, it became such a big thing that when they built this building, which was about nine years ago, our new office, they made sure to incorporate a tattoo parlor. so like, it's, we don't always have a tattoo artist here. It's just kind of for special events, but, but they do bring people in once in a while. And then when we have our conference every other year, we bring in five tattoo artists that have a list of people. Usually franchisees and managers that want to get the tattoo that will have a line the entire three-day conference Very unique I've interviewed a lot of franchisees yours is the first that has the tattoo parlor Yeah, so that's pretty neat well And what's cool too is you know we always ask people like why did you want to get this permanently on your body? And so you know we always always ask them you know what what's the meaning behind it and so just hearing some of those stories about the life-changing fitness results, but also just some of our franchisees, it's just how being a business owner changed their life too, it's pretty cool. And yes, to backtrack and answer your question, I do have the tattoo as well. So it's actually on my triceps there. That's really neat. I've got quite a few tattoos, but that was the very first one I got. And I got it to celebrate the first time I got back under 200 pounds for the first time in about a decade. Wow, And I'm glad that you proactively showed it because, you know, if you ask someone where the tattoo is, may get a result you don't want that's not made for camera. So I'm glad that it's there. And that's great. Well, so I mean, I think it's pretty obvious because you just mentioned how large Anytime Fitness is as a brand. But for those listening that are not familiar with the brand, tell us what is Anytime Fitness? Sure. So Anytime Fitness is the biggest fitness franchise brand in the world. We have 5,500 locations worldwide. And one thing that's really cool about our setup is our members have reciprocity. They can go to any of our locations worldwide. If you're member to one, you're a member to all. And we're currently on the Anytime Fitness side. We're up to 43 countries that we operate in. The one that is crazy is all seven continents. So even Antarctica, you can go get your workout in. so Anytime Fitness is the brand that originated the 24-hour fitness concept. That's kind of how we got our start. What's really nice about the way we do it is there's not a need for staff to be present all the time. And so we've got staffed hours, people can obviously get tours and sign up as members. But then the rest of the time our members just check in, they can go work out whenever they want. So in the beginning it was all about the convenience factor and people being able to access the gym all the time. But it's really evolved with technology in recent years. Now we're really trying to meet members where they're at and we've got some really cool technology tools to help us with that. One of which I'll tell you little bit more in depth later, but we have an exclusive partnership with Apple Fitness Plus. So we've got some pretty cool tools to help our members. Yeah, I want to hear about that. And that is interesting. I mean, you mentioned that going back 20, 22 years ago, like the idea of a 24-7 gym concept really wasn't commonplace. So you guys kind pioneered that. And the reciprocity thing's really interesting because it really, you when you get to a critical mass of units, that becomes a really cool feature for people that live in areas that have a lot of density and therefore a lot of clubs. And then as they travel, they can kind of just use that one key to open 5,000 doors. Like that's pretty unique feature that you guys have. For sure. Any time I'm going on a vacation, I plan my vacations around where the closest gyms are. I want to make sure there's something nearby. There usually is. That's awesome. So just at the macro level, like how big is the fitness industry in the United States? I know you guys are global, but let's just talk about in the United States. How big is the fitness industry? it's pretty huge. know, one of the cool things about fitness is people always are gonna need a place to work out. And so, you know, I think, you know, a lot of people kind of tried the home gym thing. And I think what a lot of people started to realize is they really need the community that comes with the gym. And so, you know, we've kind of seen a surge in the last couple of years, especially. people coming back to the gyms and it's about a close to a 23 billion dollar industry in the US. Okay, very cool. So let's talk about the revenue streams that are in the Anytime Fitness franchise model. I mean there's obviously the membership that a member is going to pay to be a part of the gym. Is there anything else that comes along with the model? Yeah, so the recurring revenue obviously is a big one but on top of that We've got a personal training program. at our corporate office, we'll design personal training workouts. We push those out to all the clubs. And we've got big group training options, which is like for 10 plus. We've got small group training, which is gonna be more like two to four people, and then one-on-one. So we develop all that content, push it out. And that is not included in your base membership. That's all an added revenue stream. And then other things too, like our franchisees can sell apparel and supplements, things like that. We've got a lot of partnerships with insurance providers that do like paper visit. have some programs like silver sneakers that allow people to, you know, pop into our gyms. And then also this is one I'm kind of excited about. We piloted these last year and now they're all approved. Our franchisees have the option to do red light therapy. So a lot of our franchisees that in the past maybe would have had canning beds. We're kind of phasing those out and a lot of our franchisees are switching over to red light therapy, which certainly has more health benefits than tanning does. And then lastly, we now have an option to our franchisees can sublease a space to a physical therapist. And so what we've been doing is usually it's a small office, like maybe a hundred square feet that you're subleasing. So obviously you're getting the revenue monthly from just subleasing. But on top of the kind of the hidden benefit is these people that maybe aren't your members right now are getting used to walking through your doors. And so for six weeks or however long the therapy is, they're getting accustomed to doing their stretches on your floor and things like that. It makes for a really smooth transition once they're done with their therapy to talk to them about, you know, becoming a member full time. Yeah. And it sounds like, I mean, the writing was kind of on the wall with the, you know, the ultraviolet lights and the negative, you know, carcinogens that are associated with that. And the red light therapy has been embraced by the fitness community because it's safe. People like the idea of it being part of the act of recovery and being safe. And that's kind of cool that you guys have innovated and created an environment where your club owners can have another revenue stream and provide another benefit to the members that come there. So you mentioned like, you know, a hundred square feet. So relative to the size of a shop. like what, what size space works with the concept. I'm sure you have a variance in the footprint because it's kind of a relatively larger size. I mean, you're not talking like 10, 20,000 feet, but what's the range that an owner would look for for any type of fitness? Sure. So we're pretty flexible on that. We're not the big box gyms like you mentioned. We're not the 10, 20,000 square foot gyms, but we do between 3,500 to 6,500. We found 5,000 square feet to be kind of the sweet spot, but anywhere in that range can work. What's nice about that because we will do anything in that range. It kind of allows us to operate in some different sized communities too. So we'll go into some of the more rural markets that a lot of the big boxers, we never even consider that maybe have like that seven to 10,000 people within a few miles. And so we have potential to make those areas work really well. Yeah, that's really interesting. So you guys are kind of nimble in that you can go. Yeah. The other ones can't because you don't need that kind of member base to support a store. So when a new owner comes in, and I know the answer is it depends, but generally speaking, how long does it take to kind of work with your lease acquisition department and kind of from when someone signs on the dotted line until when they open their gym? What's that timeline? What's the guidance you provide? Pretty typically, the whole process takes about nine to 12 months. So from the time we start talking to the time the door's open, it should be within a year. But that nine to 12 months is typically where we find people fall. OK. Yeah. And one of the benefits you mentioned before is that the staffing model is attractive because you don't need a lot of employees. Frankly, it seems like there are certain times you don't need any employees. But what does the staffing model look like for a franchise? Yeah, so it is a very labor light model and you can operate without staff presence. So when you first start, usually our clubs are going to have like, I would say probably two is most common total employees. And so usually there's, there's one manager in the office that can be the franchisee. It can be somebody you hire completely up to you. And then also you're going to have a personal training manager as you start to grow. then you're probably gonna add some more personal trainers. That's kind of where you see people get added to the headcount, but usually a fully staffed club, maybe five total employees. Yeah, that's pretty cool. I mean, there's a lot of people out there that, I mean, they wanna be in a business that can generate volume, and they also want something that doesn't require a ton of labor, so sounds like this kinda checks that box. So let's talk, go ahead. Sorry, I was just gonna say too, and also, as I think I mentioned earlier, your only staff maybe 40 to 50 hours per week, the rest of the time people can check themselves in, work out whenever they want. And what's really cool about this as opposed to a lot of different industries, if I own a restaurant and my staff calls in sick, the business doesn't operate. With any kind of fitness, our members who are already existing can still go work out whenever they want, it doesn't affect them. And so it's really, really nice for the flexibility, if somebody, you want to give your staff the holiday off, things like that. our members can still go work out. You're not inconveniencing them. As long as you post those hours, it's all good. Yeah, the hours that you're not staffed is generally when there's low foot traffic. So pretty much like in the late evening through the middle of the night, kind of really early morning those times. Exactly. We let our franchisees set their own hours. But yeah, that's pretty common. You want to make sure you're accessible when people, when it's convenient for them to come in and sign up for memberships and things like that. But the rest of the time, people just check themselves in. Yeah, very cool. So let's talk a little bit about what makes the Anytime Fitness franchise offering unique. And you were touching on that a moment ago with the tech stack. Tell us more about that kind of Apple partnership. Yeah. So we've got an exclusive fitness, exclusive partnership, excuse me, with Apple Fitness Plus. And so the whole idea behind it is to be able to help people even when they're not in the gym. So the average gym goer comes to the gym about two hours per week. That leaves 166 hours left in the week. Right. So We want to be able to help people out. And so we've got this partnership in place with Apple where all of our members have free access to Apple Fitness Plus. That's the digital platform. And so they can do workouts at home. And we also, through our app, our trainers can engage with the members and they can send them workouts. so, for example, where I think it really comes in handy is let's say you're my coach and I tell you I'm going on vacation. You can then send me some workouts and say, I've got some body weight workouts you can do. I want you to do this one on Tuesday, this one on Thursday so you can stay on track while you're out of town. So it's really cool. It's also like elevates the level of engagement that your members having with the brand, right? Cause like now you have this with you anywhere you go, you can kind of like, I think a lot of people have challenges with getting to the gym because they don't know what they're going to do. And if they have like kind of instructions or a schedule or a platform to access like that to me takes a lot of the fear out of Yeah, well, and two on top of that, we've got something that is called smart coaching, which is a set of tools to really try to make our managers and trainers lives a lot easier. So it includes stuff like a coaching dashboard where they got a lot of resources. But we've got a sales training program. We've got a body composition scanner. This kind of that the one the part of it that I'm most excited about is the AI tools. And so what it does is it can track membership, the members patterns, and it can predict if people are in danger of canceling their memberships. And so it sends a list to our, it'll send a list to the managers and let them know that, you know, here's 10 members that maybe are in danger of leaving your gym based on a number of different factors, reach out to them. So we can be proactive and reach out to these people and try to retain these memberships, talk to them and say, hey, I want to remind you about why you started this journey in the first place and how can we help get you back on track? Why don't we get you in for a, you know, free workout or free personal training. and let's talk about your goals, things like that. So, yeah, I mean, it sounds relatively simple in that when the frequency dips, you know, over a period of time, you're thinking, all right, they're not coming anymore. Yeah. We can't just let this linger or they're not going to be members anymore. Let's be proactive and figure out, you know, what can we do to kind of keep them engaged and interested? Yeah. You have an AI tool to do that. Like all the more power to the franchise owners to kind of retain the business. if you know as much as we try to you know engage with our members and kind of know their routines and schedules when you have a thousand members or you know whatever you have at your club it's it's going to be hard to pick up on those patterns so it really helps having that technology to you know help so yeah that's really unique about the model especially on the consumer side but on the franchise side you guys have kind of an interesting royalty structure can you talk about that We do, yeah. So we have a flat royalty structure, which as I'm sure you know, is very rare in the franchising world. we have a $799, $799 flat royalty per month. There's also a $799 flat tech fee and then a $600 per month national ad fund. So between all three of those, right about $2,200 per month that our franchisees know they can budget for. And it's nice that they have these fixed costs. when... when they have a month that they're absolutely killing it, it doesn't mean more money is going to us because it's, you know, what would happen in a percentage based system. So it's just more incentive for them to, you know, hit it out of the park. I do really like that. I think that either companies that, you know, reward the franchise owners for more production and volume, whether that's a reduced percentage or in a flat fee. It's kind of a win-win because the franchise or can then predict what revenue is. You just do the math. It's like, how many owners do we have and how many centers are operating? And here's what our revenue is going to look like. And then for the franchise owner, it's predictable. So you can kind of schedule accordingly, which is pretty great. So I think that's a feature that a lot of fitness businesses don't have. And a lot of franchises frankly don't have, which is really cool. Yep. So. You know, I think a lot of the fear with getting into any brick and mortar business is like, what happens once I sign on the downed line? So can you talk a little bit about kind of the turnkey package that you guys offer to kind of get people up and running? Yeah, absolutely. So, you know, what's what's really nice about working with the brand that's done this 5,500 times is, you know, we even though we're obviously always still looking for ways to improve and we're, you know, always innovating. We've got the playbook down pretty well at this point. So, you know, we can make our franchisee's lives, you know, much easier. And so we have about 500 corporate employees. The very first day that you sign, you'd be assigned a franchise business coach, which is your personal resource for everything. And keep in mind, that's not just when you get started. The whole time you're a franchisee, you're going to have a franchise business coach assigned to you. But then while you are going through your build out process, immediately, you'd be assigned a project manager there with you the entire time that you're doing your build out. You'd have a real estate manager that helps you find the right location. We've got a construction manager that would, once you sign your lease, can take over the project and assist you with your layout. So all the way through the process, we try to make it as easy as possible for you. So Tony, how does Anytime assist owners with member acquisition, both in the pre-opening and in the post-opening phase? Sure. Well, so, you know, making sure we make a splash anytime we move into a new community is absolutely a big deal. you know, we want to make sure that we have a really strong pre-sale. So we partner with a couple different agencies that do ramp up programs, make sure we get the word out before you ever open up. you know, we're always going to have a goal to the day that you open already have a bunch of members ready to go. And so on top of that, you know, as I mentioned, you're assigned a franchise business coach too. So when you first get started, you're new to franchising or new to any time fitness, you'd get somebody that is gonna meet you where you're at. So you'd be assigned somebody that is specific to new club openings. And then also as you go to, you would start to ramp up with your training. We have a lot of online resources, but also we have an element of in-person new franchisee training too. that is one week at our office in Minnesota. It's not so warm right now, so bundle up. But you get to come out to our office. And so the first part of it is all just kind of, you know, the, the, learning, learning kind of the day to day stuff. And then the rest of it is you actually go hands on into one of our clubs. the local club is corporate owned. And so you get to actually go to the club for a couple of days and get that hands on experience and really, really, get ready to go. So, is that the same club where you trained back in the day? It's not, it's not, but it's only about 10 miles away though, so I used to work right up the road. Okay, very cool. So what are you guys looking for in a franchise owner? I'm assuming there's a few different avatars that kind of fit the mold, but what do you guys look for when someone approaches you and they're like, hey, this sounds like a model that might work for me. What kind of proves to be a good solid owner for any type of business? Well, you know what's interesting is because this brand is as big as it is, I talk to people from all walks of life. A lot of them have come from very different backgrounds, but it still seems to work really well. I would say most common, I talk to people that have a passion for fitness. Maybe they're former military or they just grew up around the gym, they really love it. I talk to a lot of people that are just super passionate about the fitness. Then I'll talk to people that say, I saw you on Mike's podcast. Or I saw you on a list about franchising and that's maybe the first time they've ever even heard of us and they want to just talk about. because I heard it's a good investment. So some people are more numbers driven, some people it's more about passion. What I find to really be the sweet spot is when there's maybe some combination of those two. So I love, you when somebody, you know, at least enjoys being around a gym and then has maybe some type of business savvy. I think that's kind of the perfect blend. But I've seen both ends of the spectrum work really well. Yeah, I know that's really good. It's good to have a kind of a blend of business acumen, but also a passion for what you're doing. So if you can marry those two ideas, I can see that being a really good. kind of franchise owner. So in terms of operations, like at some point, do you allow semi involved or semi absent ownership once kind of the crew is in place? Cause I'd imagine in a business that doesn't require a ton of labor, that's something you can probably achieve at some point in time. Is that correct? That is correct. Yeah. So, you know, as long as you hire the right team and you've got people who are energetic and personable, they're sales focused and they can run the playbook. That's okay. We don't have any requirements that the franchisee needs to be the person there all the time. And in fact, about two thirds of our network actually have more than one location. And obviously it can't be more than one place at once. So we've got a lot of very successful franchisees that have done just that. actually somebody that just comes to mind, because I just worked with her, Amanda Rainsberger is one of our franchisees in Michigan. And she started out with one club and she just wanted a club because she wanted to help her community. That was her goal. And she enjoyed what she did so much. She added more. She's now up to nine clubs. just last month, I helped her acquire another 10 franchise licenses. So she's, she's about to in the next few years here, she's going to get up to 19 and I don't think she's done growing. I think the sky's the limit for her. So you said that she's in Minnesota. She's in Michigan. She had Michigan. Okay. And are the additional clubs that she's opening and anticipates opening, are they also in Michigan or is she kind of crossing the state line? They are. Yep. She is in Southern Michigan and she's going to just kind of own that entire region. I think it's her long-term goal. Yeah. I mean, that's a really great example of someone that's running that playbook well. If they're able to scale the business like that, it's really, really impressive. So if you're looking to get in and open that first shop, item seven, what's kind of the range of cost? I know when it's a brick and mortar build out, you have a lot of equipment and depending on the space you have, the equipment package might be a little different. What's kind of the guidance for the startup cost to get into any time fitness? Sure. Well, so it is a pretty wide range. We do anything usually between $397k to $974k is the total range. And so that includes everything. So that's going to be your buying all your fitness equipment. That's going to be your franchise license, your marketing cost. All of everything from the time we start talking to the time your door is actually open of your brand new club So again $397k to $974k the reason that range is so wide a few different factors So the size of the club is definitely part of it 3,500 to 6,500 square feet So depending on how big or small you go with it Of course is going to impact your construction costs and things like that, right? The market you're in is one of the factors and then also the condition of the facility that you're moving into is certainly going to impact it. you're moving into something that maybe used to be a gym and might make for an easier conversion, that might drive those costs down. But those are kind of the factors that determine that. Most of our franchisees do SBA loans. And generally speaking, they're looking for the lenders look for 20 % cash injection is pretty common. So for our gyms, would say pretty common, maybe 100 to 150,000. The lenders on an SBA loan usually are looking for more like $225k though they like to see that number but what you actually put in out of pocket can be a bit less. Yeah, no, I appreciate that. I was going to ask you what kind of liquidity you're looking for and you just answered that. So what can you share about the item 19 in terms of the financial performance? Anything you can share with us today about that? Yeah, yeah, absolutely. So I'll share the top quartile numbers and then I'm going to give you two numbers and I'll tell you why here. First, $740,000 is the average of the top quartile for gross revenue. And there's another number that is going to be listed in our FDD as well, which is $808k as the average of the top quartile. And the difference is that smart coaching that we talked about earlier. So that's a new program. And right now, only about 300 of our clubs as of our last FDD release are on that program, but we're seeing a substantial jump. again, 740 all the way up to 808 is a pretty significant jump. for the clubs that are using those tools and going forward, all of our franchisees that join up with us would automatically, that's part of the program. Yeah, that's really cool. Sure, and so our corporate owned clubs, see an EBITDA of on average of about 22.75%. But something to keep in mind, so as I mentioned before, this is a largely fixed cost business all the way down to the royalties. That means, you know, once our franchisees are in the black, the sky is truly the limit because, you know, your monthly expenses aren't going to change very much for each member you add. you know, once you get beyond that break even, both your top line and your profitability margin can increase substantially. Yeah. And I like that you show the EBITDA of the corporate gems. I mean, you're a mature system with a large sample set. So I think that's really cool to kind of show that to candidates, not just top line. So I think that's pretty meaningful. So. Let's talk about availability. have, know over 5,000 locations worldwide, 2,000 here in the States. Do you still have white space left for new franchise owners to join? I mean, it seems like you do, because you just mentioned one of your owners that has nine, has ambitions to get up to 19. We're just getting started. So yeah, we're about 2,300 here in the US. We anticipate being able to roughly double that number here in the US. And again, we have the availability to go in some really smaller towns that the big box gyms would never even consider. So yeah, there's still a lot of really great markets available and yeah, we've got a lot of growth yet to be done. That's awesome. Really glad to hear that. Well, Tommy, you shared a ton with us today. Anything else you want to add to the mix before we wrap up? Sure. Yeah. So I talked to a lot of aspiring entrepreneurs that are, you know, nervous because maybe they've never owned a gym or they've ever owned a business at all. And so the thing that I hope comes across to you through all this is you're never going to be alone in this. so, you know, along with all the support from corporate that I mentioned, you know, our real estate team or construction, your franchise business coach, you also have a network of a thousand plus other franchisees that you can bounce ideas off of. So they have a chat forum that they that they love to, you know, share ideas and best practices and things like that. And again, you know, like we just talked about to its. despite us being the biggest fitness franchise brand in the world, we still have a lot of growth yet to be done. So, you know, if this is something that people are interested in, I would encourage them to reach out to you and I would love to get introduced to them. Yeah, no, and that's a really good point. I mean, it shouldn't be overlooked that having a thousand owners and a peer network is an invaluable resource beyond the franchise business coach just to get. pragmatic real world experience. Cause when you operate a business, there's challenges and to have people that have gone through 5,000 of these projects, you know, it's, pretty meaningful and very helpful to new franchisees coming in the system. So I appreciate that. And if anyone listening would like to connect with Tony to learn more about becoming an Anytime Fitness franchise owner, contact me at FranchiseQB.com or on X @QBfranchise QB. I'll get you connected with him and his team. Tony, thank you so much for getting in the huddle to discuss any time fitness with us today. Yeah, thanks so much for having me. All right. Thank you for listening to the Franchise QB podcast where you're at the helm of your future as a franchise owner. 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