Your Logo Isn’t Your Brand (And Other Hard Truths for Gym Owners) with Mateo Lopez of Kilo

[00:00:00] Welcome to the Business of Unicorns podcast, where we help gym and studio owners create a business and a life they love. I’m your host, Michael Keeler. Join me and the Business of Unicorns team each week for actionable advice, expert insights, and the inside scoop on what it really takes to level up your gym.

Get ready to unlock your potential and become a real unicorn in the fitness industry

Hello, fitness business nerds. What’s up? Welcome to another episode of the “Business for Unicorns” podcast, and I’m honestly so stoked for today. We’re having back on the podcast again, after a long hiatus, I think, Mr. Mateo Lopez, who’s the co-founder of Kilo, one of my favorite people in the industry to learn from and talk to and be friends with.

And so I’m stoked to welcome you back. Welcome back, sir. Wow, thanks for [00:01:00] having me back. Oh, what a treat. I just love every moment we can talk shop together. And it isn’t just hang out together and be humans, it’s also just fun to hear your perspective on the industry, what you all are working on at Kilo.

Just been such a big fan of the way y’all do things and what you’ve been building, ’cause it’s all so helpful for gym owners. And so when you succeed, I feel like we succeed, which feels like a great partnership to be in. Wow, that was really nice. Those were really nice words, so I appreciate it. And hey, I’m so excited to be back.

And yeah, BFU, I love the- I’ve been to a few of events. I, we work with a lot of your gyms now, and yeah, it’s just incredible. I think the community you built and just your style of running the fitness biz, I think- Yeah … is, really aligns with some of my values. So, happy to be here. Good. Happy to talk shop.

Very excited. Yeah. Awesome. Today we want to talk specifically about branding, which actually a kind of a topic we don’t often tackle kind of head-on in this podcast. So I think it’s a great episode for our audience who really is trying to figure out who [00:02:00] they are as a business, really identify what makes them unique in their market, trying to figure out how to really attract their ideal kind of client, and really all of those are answered by having a really clear brand.

And you gave a great talk about branding at one of our recent retreats. And so I really wanna go back into that presentation and all those ideas and share them with our podcasters today, because I do think you have a lot of really useful hot takes on this topic. And so let’s just start with big picture question, Mateo, is like how do you think about branding and what it is for gyms?

Yeah. So I think it, the struggle for me for a while was like I, I couldn’t really understand the difference between that, marketing or advertising. Mm-hmm. And I think where a lot of gyms default to, or a lot of gym owners, is like it’s the logo, it’s the colors, it’s the design. It’s the thing I put on my T-shirt, right?

And that’s, that’s almost like the end result- Mm-hmm … of really going through a, a purposeful branding exercise and if you can, working with an expert, right? That’s what happens at the [00:03:00] end. But that’s not what your brand is. That is like a byproduct of it. But your brand is like its definition, right? It’s the definition of who you are and what your gym stands for in the eyes of others, right?

It’s the perception of your business in the minds and hearts of your audience, right? So that’s really what it is. And so then branding, I-N-G, is the act of influencing people- Mm-hmm … on how they perceive your gym. When they see your logo, when they see your colors, how does that make them feel? What does that make them think about?

Branding is that- is that practice of influencing what they’re thinking and feeling when they interact with your, with your business and with your gym. Yeah. I think that’s a really great way of thinking about it. And you’re right, I see a lot of gym owners really confusing branding from marketing. And, and I think what I’m hearing you say is when you think about brand, you really think about what your identity is, and all that other stuff is an expression of your brand.

And that [00:04:00] expression works for you or doesn’t, depending on how clear you are about who you are to begin with. Those are all outcomes or byproducts, but you gotta start with some soul-searching and some digging, and maybe working with a branding person to really figure out how do you get clear first. Am I hearing you right?

Yeah. And I- just another way of teasing out kind of these different parts of marketing and branding as a whole, right? I told this story in the talk, in the presentation, and the presentation. And this is not my story. I got it probably from some marketing book or course or so- I can’t remember exactly where.

But Michael, do you remember The Oprah Winfrey Show? I’m old enough to have watched almost every episode, so yeah. Almost every episode. Yes. So do you remember that Oprah’s gifts, right, where she gave away- Mm-hmm … the car? She said, “You get a car.” Yeah. “You get a car. You get a car.” And she, “Ah,” and everyone freaked out.

I don’t know about kids these days, but that was like, that was one of the most quoted things from TV for a long time. 100%. I mean- There were [00:05:00] multiple SNL skits about it. Yeah. It was- It was a meme- Yeah … it was a meme before memes. Yeah. It was just this viral thing where … And, and I think that’s a g- an example of something that just it was in everyone’s kind of lexicon.

Like you said, it was parodied over and over. Do you remember what car brand they were giving away? No idea. It was Pontiac. Do you know what happened to Pontiac? Pontiac? That wouldn’t, that was not even gonna be in my top 20 guesses. Dude, for those of you who don’t know what happened, Pontiac is not here anymore.

And so that is an example, I think, of if we wanna bring it back to the gym world, you could have an ad that’s viral, right? Mm-hmm. You could have something that everyone sees or even quotes, but if it’s not tied to anything meaningful- Yeah … or even tied to your brand or defined in any way, it’s just, it doesn’t, it, it’s- Doesn’t

it’s worthless in the long run. Yeah. Yeah. That was a great expression of Oprah’s brand, not of their brand. There you go. Yeah. That was a great branding effort exercise for Oprah. Yes. But for Pontiac, all they [00:06:00] did was lose a bunch of money, and it seems like they lost a lot of money a lot of times. Yeah. So there you go.

That’s useful. One of the ways I’ve always thought about brand, tell me if you think this is useful, and I’m not someone who often quotes Jeff Bezos, but here I’m finding myself doing it. But one of his, I think, one of his only well-known quotes about business that I remember is he said that, “Brand is what other people say about you when you’re not in the room.”

And I l- Mm … I like that because I think it is like reputation, right? We understand reputation on a personal level. If I got a bunch of my friends in the room and they talked about me, I would hope that I could anticipate some of the things they might say. People who really know me, I would hope that I could maybe make a list and get some of it right about what they might say about me.

And with the same thing for your business, right? You’ve got a bunch of your clients in a room or people who live in your neighborhood. We would hope they would know enough from your reputation to say some things that you are trying to express about who you are out there. I just think that definition makes sense to me, ’cause we all wonder, what do people say about me when I’m not in the room?

And I think extending that to, I [00:07:00] wonder what people say about my business when I’m not around. Mm-hmm. I think it’s just a great shorthand. Would you agree? I think that’s it. Yeah. I think that’s it. You nailed it. Good. I’m a good student. I’m learning fast here. Yeah. Yeah. So when it comes to branding, there’s a lot of stuff I’m sure we see that you do right, but what do you think people get wrong the most?

So I, if we’re talking about i- its definition, right? Mm-hmm. It’s who you, not you, but your business is, right? I think where people should start is with your core values. And I know- Mm … maybe some people listening might be rolling their eyes like, “I’ve done core- I know my… I’ve done this exercise a bunch of times.”

I do think people get this slightly wrong, right? Yeah. Because there are core values in the sense of things that make you different, make you stand out- Mm … make it the thing that people say about you when you’re not in the room- Yeah … versus standards, versus things that maybe you value- Yeah … but that are really just things that you should just, you need to do these things if you wanna just exist- Yeah

[00:08:00] baseline as a business, right? So I think that’s where some people get things wrong, is there are values that I would call them internal to your team- Mm … or standards even might be better, and then there are the core values, the things that set you apart, right? And you can do this, I got this from Boris at Metcon Creative, this exercise to see if you’re looking at your employee handbook, if you’re looking at- Mm-hmm

some of the stuff you have on your website, if you’re looking at some of your social media posts that talks about your gym and what you guys value, you can do this exercise to audit this. So it’s a game of the opposites, right? So list a core value and then, or list of values. S- list something you have on there and say, “If the opposite were true, would that be catastrophic for my business?”

Mm. So something like, “We have integrity.” What’s the opposite? Not having integrity. Yeah. Okay. So what would that do for your business if you were just some- a business that ran [00:09:00] without integrity? No integrity. Right? So that’s not really a differentiator, a core value. That’s just like- Yeah … a standard, right?

Yeah. That’s just something that you kinda gotta do, right? So we, on your website, “We provide a safe coaching environment.” What would be the opposite of that, Michael? Yeah. A terribly unsafe gym, of which we’ve- So- … we’ve seen a few in our lives. … we provide an unsafe… Yeah. So on your website, “We provide an unsafe-” Unsafe

“coaching environment.” Yeah. Yeah, yeah. So that is not a differentiator. That would probably be disaster for the gym. Sure. Yeah. So that, again, is not really something that distinguishes your brand. Mm-hmm. That should just be a standard. Now, that’s something where in your employee handbook, you can have a list of things where it’s like, “Hey, we value coaching-” Mm-hmm

“and we value a certain standard of coaching, and we value creating a safe environment for our coaches. This is what we do for our staff to make that happen. We have continuing edu- education kind of credits that you’re supposed to do. We have CPR certs that you’re supposed to go to,” whatever. Like you can- Sure

have that internal for your team. But again, that’s not a differentiator. That should just be a standard that you’re not really advert- [00:10:00] using that in your branding and marketing materials, right? Mm-hmm. Here’s another one. So if you’re on your website or on your socials, one of the things you value, “Hey, family-friendly, kids welcome.”

Right? Yep. Now that, the opposite would be maybe like Mark Fisher Fitness- Yeah … back in- Where you should probably not bring your kids to this place. … uh, 2012 or something like that- Yeah, yeah … where some of the warm-ups were maybe not age-appropriate. Yes. Now, that is not catastrophic for someone’s business.

That’s, that, that is something that’s different, right? So family-friendly, kids welcome. We actually have a place for you to, to drop your kids off for a little daycare part of the room for busy moms who wanna work out with us at our gym. That’s a differentiator. But someone else might have the opposite, like Mark Fisher Fitness back in the day.

Yeah. And that’s fine, too. That totally works. That’s something where now it’s starting to become a little bit of a differentiator, and we’re stepping away from the things that are just baseline standards. Yeah. Let me make s- let me recap, ’cause I think I, I really love what you’re throwing down here. And in fact, about four or five years into Mark Fisher Fitness, we wound up doing exactly this.

We started with one set [00:11:00] of core values that we tried to apply across everything. These are our values internally. These are our values externally. We want our members to follow these values. We try to make it part of our identity, branding, and it didn’t work, and we had to do e- exactly what you’re saying, which is we had some internal values that reflect the standards we wanna uphold for our team.

Then we had these kind of what we call ninja-facing values or client-facing values, and those were things that we really cared about in terms of what we embody as a community at large. Mm-hmm. And I think the point you’re layering even on top of that is that those client or community-facing values, it would be better if they were also really unique identifiers, if they really distinguish you in the market and weren’t just generic things that everyone says.

And if you could express your values in a way that also distinguishes you from the competition, that’s also really valuable. And one that I’ll just shout out, old, old-school Mark Fisher Fitness 2015, one of the values that we came up with, I think really was a unique identifier for us, was we called it [00:12:00] beautiful movement.

But the idea here was that we actually don’t care about doing the most number of reps. We care about you doing it beautifully with great technique so you don’t hurt yourself, and that was part of our messaging on social media and Mark’s blogs and everywhere. And we probably wouldn’t use that phrase, beautiful movement, on our website ’cause they’d be like, “What the fuck are you talking about?”

But it was infused in a lot of our approach to talking about what we do to say, “We’re not the place that’s gonna push you till you puke. And if you’re looking for that, there are plenty of places in New York City that’ll make you puke. If you want to leave without any injury, and if you’re a Broadway dancer and your life depends on going to work and being able to use your body fully, we’re the place that’s gonna care about the quality of your reps as much as the number of them.”

And that was like a really great differentiator. And that also was not an internal value in the same way. Internally, we cared about things like excellence, right? About following the standards and doing what you… So I think that, is that provide, is that a good example? Am I catching what you’re putting down?

I think you’re, I think you got it. Good. Hopefully others got it too, [00:13:00] but yes. Yeah. Yes. I think, uh- I think that really makes sense to me, and I think you’re right that a lot of folks try to apply the same internal standards to this external definition of their brand, and it’s just not the same thing. Or they make the same claims that everyone makes, that this is clean and you get a well-trained coach or you get your own program, and it’s everyone’s offering it.

I think that they’re, those aren’t distinguishable. Can you… Go ahead. What were you gonna ask? I think there are ways to tweak some of those though- Mm-hmm … and make them sound a little bit different. When you’re talking about, yeah, it, we keep it clean, the facility’s clean, put your weights away, like- Yeah … I think you could do something where it’s leave no trace, where it’s like- Sure

that’s language that evokes sustainability. It evokes like the environment. It evokes something that maybe the gym owner or the brand values. Yeah. And now you’re gonna attract other people who value that as well. Yeah. If you wanna get the- That’s a way to like- You wanna get the Burning Man crowd- Yeah

talk about leave no trace. Yeah, exactly. So exactly. So it, it- Yeah … it, it is a way to still communicate that same it’s a clean facility and people clean up after themselves. That’s a standard [00:14:00] here for us and what- whatever. Yeah Like, there’s a way to tweak the language so that it is actually a little bit different.

Yeah. It is actually a little bit unique. That makes sense. That makes sense. I think that’s a great way to think about it. Can you maybe say more about how does this get operationalized? Let’s just say that I did the hard work of figuring out what my values are internally, what my values are externally. I got clarity on all of that, and now I wanna infuse it into my marketing, into my operations.

What are some ways that happens? So 100%. So and I think this is where actually people will, if you were asking about where people kind of get in trouble or make mistakes- Mm-hmm … this is the other piece. And let’s say you do nail it down or you find ways to market yourself or brand yourself that do get you excited and do differentiate you or do…

Yeah, there, that’s something that gets you excited, right? So- I went to a gym semi-recently in town, and I was looking for another facility, and I found this gym, and I looked at the pictures online, and I saw there were some murals in the gym. There was some [00:15:00] color. There was some… There was even a bar in the back, and I was like- Oh

“Oh, a bar. That’s pretty cool.” Yeah. “This looks like a cool place for cool people, fun people.” And then additionally, one of the coaches on Instagram I saw, some post was like, “Community is everyone. It’s not just a group of athletes,” right? So the coach is talking about community, talking about… I was like, “I’m getting the vibe.

I’m getting the feeling that this is a cool place for cool people where everyone’s welcome,” right? Yeah. Then when I actually went to book my free class, the first thing that happened was I booked the class and it showed, I was trying to book for Wednesday at 4:00. The confirmation said, “Okay, Monday at 4:00.”

I was like, “Well, that’s a little confusing. That’s not quite right.” Mm-hmm. So already the experience is a little bit, there’s some friction there in the experience. Yeah. The next piece was when I did go to class, the coach was nice, but no one introduced themselves, none of the ath- none of the other people in class.

The owner of the gym, who I knew, I [00:16:00] recognized from the website, was standing right by the desk talking to someone- Mm … as we were walking in. Didn’t say hello to me and my wife, which is fine, but, you know- We’re new. We’re– This is our free trial. This is- Yeah … this is our first experience at the gym. Yep. And so there is, there was this disconnect between what I thought the experience was going to be based on what I saw online- Mm-hmm

versus what actually happened when I went into class. Yeah. I thought it was gonna be this fun place with fun people, looked welcoming, looked unique, and it didn’t really… Like I said, no one said hello. The owner didn’t say hello. No one introduced himself. I-I… And it, and there wasn’t any kind of integration into the class where it was like, “Hey, I know it’s your first time.

This is what you can expect today. This is where, this is where the weights are,” blah, blah. There was none of that, really. And so that’s where I think there’s this– there can, there can be a gap between what you are promising, what your brand promises are, versus the experience at the gym. Mm-hmm. And that’s [00:17:00] where the operational stuff comes into play when it comes to your branding, when it comes to your brand promises, when it comes to the things you’re promising and the experience people actually have when they go to the gym, right?

So other– And again, when we talked at the beginning, branding is influence, right? It’s influencing how people perceive and experience you and your gym. There are places where you can take control over that, right? Mm-hmm. You can influence this when people go on your website and opt in, and they get an email from you or they get a text from you.

They– You can influence this by when they go to follow your page. Do you message them back, say, “Hey, thanks for following”? You can influence this by when they sign up for a class and they go for the first time and- Yeah … they expect to have one experience and then it doesn’t match up, right? If your brand promise from your website, from your social media posts and your pictures is, we offer a premium e- premium experience, right?

Mm-hmm. But when you go and the bathrooms don’t have toilet [00:18:00] paper, doesn’t feel premium, right? Yeah. So those are the places where the operation needs to match with the brand promise. I know that was a bit of a ramble, but- No, I think it was super- … hopefully that answered … super clear. Honestly, as you were talking, what it evokes for me, I know it’s been a while since either one of us have done this, but it evokes dating.

Like anyone listening- Mm-hmm … who’s ever done any dating, especially in the realm, the era of apps, the thing I hear all the time from my friends who are still in the dating world are, “This person’s profile didn’t match at all the experience when I showed up.” Right. “Not only did they not look like that, but all the things they said that they cared about and were interested in or whatever just didn’t match at all the person.”

And that’s upsetting. That’s upsetting. And the same thing can be true for business, right? I get this impression that this is who you are. You all are, “Oh, this is fun-loving community. Everyone’s welcome.” Or the opposite, that this is a very kind of professional environment and people are, like, highly professional and really organized.

Or I’m an athlete, I’m gonna go and I’m gonna be challenged. I’m gonna be pushed to, to improve my [00:19:00] performance, right? Mm-hmm. Whatever the impression is I’m getting If I walk in the door and it’s not that, damn, that’s so disappointing. It’s so disappointing. Right. Even if what they, what I experience instead is still good, the fact that- Right

it’s different is all I’m gonna remember, right? Is that- And tying it to dating, right? Yeah. Maybe that first class, let’s say it was awesome. Yeah. The next piece is consistency. Sure. You have to follow up on those brand promises consistently- Yep … throughout their experience at the gym. Yep. So that’s the other hard part about running any business, but especially gyms.

It’s like- Yeah … you, maybe you knock it out of the park during the trial- Mm … but then you have to maintain that, those promises you made via your brand promises- Yeah … throughout their experience with the gym, right? 100%. And I, the thing that I love so much about what you’re saying here, Matayo, is that when people do this well, and it does get reinforced in the first thing, and then it gets reinforced repeatedly, and they stay consistent with it, that, that challenge of staying s- that challenge never ends.

‘Cause the bigger your reputation, the more people know [00:20:00] you- Mm … for doing XYZ kind of work, the m- the harder it is to meet that bar and then raise that bar over time. Also, I’m just thinking back to when I used to work for the Four Seasons Hotels and Resorts, and one of my jobs for many of the years was when I ran the concierge department was I really felt that most of our most angry clients had to talk to me when they were mad.

And the number one thing I would hear in those conversations was, “This was not a Four Seasons experience.” Mm. That their complaint was exactly this, the gap that you’re talking about, which is, “I came in expecting a, quote, Four Seasons experience. I did not have one today.” And they all had different definitions of what that was, because the brand promise was five star, luxury, b- making memories with your family, and we didn’t meet that bar.

And so even when you’re a, a global brand, the challenge of meeting the expectations you’ve set is an, is a forever challenge. And I think that’s true, right? You, we can control some of this. Yeah. And we can [00:21:00] influence, but we can’t control everything, right? Of course. Yeah. And this happens in our business now, too.

You may have someone come in, expect something wildly different than what you offer. Yeah. And it’s why did you think we offered this? Yes. You know? Why did you think we did that? We have unicorns on our logo. Like- Yeah … you can’t control every piece of this. Yeah. And people will always kind of come in with their own version of the story- Mm-hmm

that they think- Yeah … is gonna happen. But you absolutely can influence, and there are, and there are more places, I think, than people think. Yeah. There are more places where branding is happening- Mm … than people are actually thinking. Yeah. And like I said at the beginning, it’s not just the logos and the T-shirts.

Yeah. Yeah. Now let me ask this, maybe last question, we’ll start to wrap it up here, is I think there’s a lot of folks that I talk to all the time who think they’re doing this well. And so for anyone listening out there who’s, “I think I’m doing this well, but I’m not sure, or I, or maybe I know I’m not,” but how do you find out where the gaps are?

How do you figure out where to invest next? What are, what are your thoughts? [00:22:00] I think the first thing you could do is that exercise we talked about before, right? Mm-hmm. Look at some of your core values, look at some of your posts, look at some of your, even your automated emails for new clients or for people who opt in for the first time, and they’re a new lead and they’re, like, learning more about you as a coach or as a gym.

You can audit some of that stuff and play that opposite game. Mm-hmm. Is what you’re talking about and promising really just a standard, or is this something that’s unique, right? Yeah. So I think that’s thing number one that you can do. And then thing number two is I think where this w- ultimately comes down to is once you get this right, then you can really form your client avatar.

So maybe give that an audit. I know people do the avatar exercise a lot. Yeah. But give that an audit now with this in mind, because you can actually get really specific on who this avatar is. Yeah. You can get really specific. And so I think that that’s another place where [00:23:00] you can see, if it’s just moms and dads trying to get fit after 40, that’s not specific enough.

Yeah. That’s not specific enough. Yeah. So that’s another place where if that’s your avatar, we need to dig a little deeper. That makes sense. And then another piece too is your staff. Ask them what they think the brand is. Great. And if it doesn’t match up with what you think the brand is, there’s a problem.

Yeah. That’s a good one. It’s a problem. And then the last piece too is the- your reviews. Sure. I think too is another place you can look to and see… We were talking about what are people saying when you’re not in the room. You can also just look at what they’re saying, period. Just ask them. They’re gonna tell you.

And- Yeah … they’re gonna tell you. So those are some places you can start, I think, if you’re n- if you think- Yeah … you’re, if you’re not sure after listening to this- Yeah … if you’re doing a good job. Yes. Those are some places you can investigate. I think those are great and really tactical. Let me just repeat them back for our listeners and see if I remember them all.

One was investigate your values, and in [00:24:00] relation to that, like your external values and your brand promise. Are you differentiated enough in the reputation you’re making, right? I think you mentioned the getting your team to tell you what their values are, what they think the values are, what they think the brand is.

See if your team is aligned. Getting that kind of ongoing feedback from your clients. Check the reviews. Send them a feedback survey. See if they’re actually having the experience you want them to have. I think I missed one. There was one more you said. I think I said reviews, your clients your autom- your, your- Oh, your communications and- Communications.

Yeah. Yes … yeah, yeah, yeah. Review your communications and make sure the way you’re actually talking to clients is actually reflecting- Oh, the avatar. With your avatar … and the avatar. That’s what it is. That was the… I knew I was missing one. Yeah. See, I do my best. This is why I do this. Yeah, and I think going and re-auditing your avatar.

I think that’s a great idea. And I, and I think- ‘Cause people often do it in the beginning when they’re starting the business. Mm-hmm. Two, three, four, five, 10 years later- Yes … you might not be serving the same kind of person in the same way. I think that’s really smart. And I think the last thing too is, to tie this a [00:25:00] little bit back to content you’re creating, your software…

Sorry, your website, your, the things you’re putting out via your emails, your texts, even if they’re automated or not, your social media posts, what you’re saying to people when you’re commenting on stuff. I think If you’re stuck on the differentiator part- Mm-hmm … right? I think what can help is your beliefs as a fitness professional.

Yeah. Because most of these, most of the gyms we work with or that you work with or I work with offer some kind of coaching. They offer some kind of fitness stuff. They offer some kind of nutrition advice, right? And I bet you they have some opinions on training. I bet you, dear listener, have an opinion on nutrition.

I bet you have an opinion on the gym world in general, right? And you have some beliefs. Mm. And I bet those beliefs around [00:26:00] fitness, around nutrition, around coaching and coaching style, they’re gonna be different than the gym down the street. Yeah. And so that’s a place where you could get some clarity around what really defines you and your coaching style and your gym, and how it’s different than- Yeah

the gym down the street. Even though you all offer an hour group, small group class with squats and deadlifts and presses of some kind, you all probably do it For people who are 30 to 50 years old. You have opinions on it. Yeah. And that’s a place where you can generate not just, like, brand promises and service promises, but also it’s a great place to generate content.

It’s a great place to inform what you’re saying in your automated emails, in your text messages, when you’re on the phone with someone. It’s a great way to generate ideas for social content and videos. That, I think, is where if you’re stuck on a differentiator, start there. Yeah. I think [00:27:00] that’s great advice, Matteo, and a great place to wrap up this podcast.

There you go. Go do that immediately, friends. Yeah. That’s amazing. All right. To officially wrap up, tell us about Kilo. What you got going on, how do people learn more and get some Kilo in their life? For those of you who don’t know, we offer gym management software. We offer websites and marketing automation tools to help you grow your gym.

And if you wanna learn more about that, go to usekilo.com, book a call today, and maybe we can help you out with some branding stuff on your website. Maybe we can help you out with some of your software needs. Or maybe we can help you out just in general. Yeah. So give us a call. Yeah. I know you can. I know you can.

So many of our Unicorn Society members all use you, and we’ll include that link down below so you can all hop over and book a call right now if you want help with any of the things Matteo mentioned. And they’re always making improvements. One of the things I wanna shout you out all for is that you all have not rested on your laurels.

Every time I’m talking to you or talk to our clients, you are adding new features and making gym owners’ lives better by using your software, making it [00:28:00] easier to use and adding s- really features that they care about. And because Matteo was a gym owner, you know- I was quite a time … and many people on the Kilo team were gym owners, they know what they’re building is gonna be useful because they’ve been in, in your shoes.

And that’s not always the case with software builders in our industry. Kudos to you and your team ’cause you’re doing great work, sir. Wow. Thanks. Yeah. Of course. Listeners, I hope this was valuable to you. I had a blast. Can’t wait to have you back again soon, Matteo, as always. Go have a kick-ass week, y’all, and we’ll talk soon.