John Franklin (https://twitter.com/johnisbuilding?la...) and Mateo Lopez sat down with Joe Riggio, the founder of Varsity House Health & Performance (https://www.instagram.com/varsityhouse/?hl=en). Despite his success with running a 7-figure gym, Joe is shifting gears. He's now focusing on a side project that he believes will be more profitable: opening 20 small group personal training gyms. P.S. If you like the show, then you'll love the Gym World newsletter. Every Friday, John Franklin breaks down the possibilities of making money in the fitness industry. Subscribe here (https://usekilo.com/gym-world/) so you don't miss out. Show Notes: (00:00) Introducing Joe Riggio (2:01) What is Varsity House? (6:27) The process of owning and building Varsity House (18:53) Transitioning from large group to small group (25:12) Calls to action, marketing strategies, and offers (30:34) Should gym owners do their own marketing? (36:03) The power of using the 6-week challenge (39:47) Sales strategies, packaging & pricing (45:31) Joe's new personal training concept (51:14) The recruiting process and hiring staff (58:20) The leadership team and staff compensation (1:05:16) Opening 20 small group personal training gyms (1:11:53) Where to go if you want to find Joe