Pivoting to Teaching Online and Winning Entrepreneur Productivity Routines with Jamie Kalynuik Founder of Yoga Mamas

In this episode, I talk to Jamie Kalynuik, who is the founder of Yoga Mama’s.  This is a little different since she had a brick-and-mortar operation, however, the covid situation causes her to do a few pivots and moving to more online teaching and training.    Her business how has in person and lots of online classes, training and even yoga teacher training all online.
I also finally found a guest so has some awesome personal organization habits for running her business and balancing out her family life.

Toronto Yoga Mamas https://www.torontoyogamamas.com/

Follow Jamie on Instagram https://www.instagram.com/jamiekalynuik/

Yoga Mamas on IG https://www.instagram.com/yogamamas.co/

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Transcript

Rob Cosman
On today's episode, I talked to Jamie, who's the founder of Toronto Yoga Mamas. Now, this one's a little different since she is a brick and mortar operation. However, covid situation caused her to do a few pivot's and continues to pivot. But she's definitely moving to more online teaching and training, which I thought was cool. And I also found a guest that had some awesome personal organization habits for her business and her family life. So be sure to stick around for that, D.J. Let's get it started.

Rob Cosman
Welcome to the selling from the Beach podcast, where we talk about selling online, making money and creating a lifestyle that you want recording from the white sandy beaches of Costa Rica. Here's your host, Rob Cosman. Jamie, about starting her yoga studio as a yoga teacher to a full blown studio and her journey and then pivoting to more online teachings was great and really fascinating, seeing how she grew and the way she's done it. And to be able to take something that was, you know, kind of a hobby and part time and transition and into a full time business.

Rob Cosman
But what I really got excited about was later on in the interview, we started talking about her strategies and daily routines for scheduling and meditation and just this really great strategy using  A weeks and B weeks she calls them, which is something I'm definitely going to try to implement my own business. So make sure you stick around for that. This was a really good episode, but a lot of fun. So let's let's talk to Jamie. So today on the show, I have Jamie.

Rob Cosman
I'm not even going to try to badly pronounce your last Jamie. I apologize, but

Jamie Kalynuik
Jamie K is good.

Rob Cosman
Jamie K is OK. Jamie is the founder of Toronto Yoga Mamas, which is a yoga studio based in Toronto. But now, I don't know. She'll tell us exactly how long she's had it, but she's definitely gone through it. And I've known Jamie now for, I don't know it's like, seven, eight years. Maybe

Jamie Kalynuik
eight eight years. Yep,

Rob Cosman
eight years. So I've I've actually been Marsh and I been Jamie's accountants for about eight years. So I want to get Jamie on the show just because her story is awesome, you know, right from the start, just how she's grown, what she's done and able to create. And, you know, you always kind of impressed with what you're doing and what's going on and some of your routines and habits. And even before we jumped on and started recording this, showing me, you know, your journal and all these amazing things you're going through.

Rob Cosman
So I want to get you on today just for something a little different. I mean, you started with the brick and mortar operation and then kind of pivoted now with covid at the time of tapings. So I just want to get in a bit of that. So, Jamie, welcome to the show.

Jamie Kalynuik
Thank you so much. Thank you. And you know what yoga mamas do quickly, quickly clarify. So yoga mamas, yoga studio but and we'll talk about this more it is yoga is the smallest part of the business now. Eight years later, it is so much more and yoga, so much more than movement wellness and to the point that we're actually even considering a rebrand of the names. So when we talk about you know the business over the next little bit, I invite whoever is listening to picture something other than your traditional yoga studio you know picture, a multifaceted business that has yoga as one piece of it.

Jamie Kalynuik
And we have a physical location toronto five thousand square feet with wellness. But it's, it's yoga is the yoga are the is the roots. And then from it we have such a bigger, more robust multifaceted business.

Rob Cosman
So OK, so let's start at the root, let's start at the start. I mean I don't know, I threw it at eight years. I really have no idea. I think it's maybe eight or ten. But I mean, you know, so it's kind of when you first started. It's a good little adventure. I like it. It's a great story.

Jamie Kalynuik
Thank you. So I just started myself teaching yoga and teaching prenatal yoga, to be specific. And this is something now we're going on a nine years ago that wasn't in Toronto or I should say was very limited, had limited offerings in Toronto. If you want to find the yoga, prenatal yoga class, you're going to find it on maybe a schedule at a studio Sundays at two, and you have to register for you know 20 weeks in a row, something crazy like that.

Jamie Kalynuik
So I started teaching prenatal yoga just on a on a case by case basis, and I started teaching for free on different areas in the city, in parks and cafes, and they were closed at night. We move around the tables anywhere that I could get in front of an audience. And from there it snowballed to where I was able to rent space in an art gallery, which really is just a really beautiful yoga studio with art on the walls.

Jamie Kalynuik
And I started teaching there and building my own clientele fast track eight years later. And I don't teach yoga or I should say I teach yoga very seldom. And we have like I was saying, actually, it's more than five thousand square feet now. I think it's around six thousand square feet physical space with twelve treatment rooms that we run wellness out of. So wellness would be physiotherapy, chiro massage therapy. We have two big yoga studios. We've run lots of education.

Jamie Kalynuik
We have a gift shop, retail area. So that's where it is eight years ago. But it was it started from very humble beginnings of just me in front of a room of, you know, sometimes one pregnant pregnant woman, pregnant person.

Rob Cosman
OK, but so first of all, when you started doing prenatal yoga.

Jamie Kalynuik
Yeah.

Rob Cosman
You didn't have kid.

Jamie Kalynuik
Yeah No

Rob Cosman
no babies.

Jamie Kalynuik
No babies Yeah

Rob Cosman
And that wasn't your full time you have your full time job. This was just side right?

Jamie Kalynuik
Yeah this is my side hustle and I would teach yoga on the weekends. I would teach yoga after five. I would teach yoga before 9:00. And then I was lucky enough to have a really great employer who allowed me to sort of flex my hours and move from 40 hours to thirty five to thirty to twenty.

Jamie Kalynuik
And I was able to sustain my life by working in a corporate world and then build a business too. And then those ratios change in my side hustle then became my corporate world and my full time job was my business and no baby actually I have I live in Toronto with my partner and our almost two year old daughter. So six years into the business, I got pregnant and had start my own family. So was running this business, which caters to two families, but more to women who are expecting or on their journey of fertility to family without being a mother myself and I was able to offer a lot.

Jamie Kalynuik
I'm able to offer a lot more now being on the other side. But it's a beautiful business to be in and the most amazing clientele. And I am very lucky

Rob Cosman
I got some questions. First of all, how you convince your old boss, you know what just can I stop 40 hours can I 30 sounds like office space, right? you know How did that conversation happen? Let go.

Jamie Kalynuik
So I worked for a small, medium sized business and the owners of the business entrepreneurs themselves, brilliant, successful men. And they've been in business for quite some time. And they knew that I had an entrepreneurial heart, that it was in my spirit, in my DNA. And they probably made the decision along along the way that, well, she's going to leave at some point. So maybe she can help you know transition. Maybe we can help her in that transition.

Jamie Kalynuik
At the same time, she can help us in our own transition to maybe another person or two you know to creating or to changing the business a little bit for them I was working in marketing for them and also I just really loved what I was doing with them and I was really good at it. And I gave it when I was there and present. I gave it, I gave it my all.

Rob Cosman
So were you like, obsessed with yoga or are you really into it? And then you're like, oh, maybe I can make some money at this or does it just like I dont know like, look, I can there's a niche, there's an opportunity there. I want to help prenatal ladies do yoga. What was it kind a get you?

Jamie Kalynuik
Oh, it was both. I love business. I love marketing. I love sales. I love. Rob. I love getting that purchase confirmation email as much as any other seller loves that ding in that in that box. And seeing someone someone has sold has bought something that you're selling that you've created. And there is that there's there's a satisfaction not just from the monetary, not just the cash, but just there's there's a thrill in the sale. And I love that.

Jamie Kalynuik
And that's in my bone. I love creating an artist, but I love creating. And I think that's where business development and sales comes from. So I love sales. And then the other piece of me loves yoga. I love wellness. I love healthy habits, daily rituals. I love the physical wellness, physical health and mental health, emotional, spiritual at all. So I, I knew from a very I knew from a long time ago that I, I should say I knew I had always dreamed about owning my own yoga studio.

Jamie Kalynuik
I never dreamt that it would be a prenatal maternal wellness clinic at all. And that just came from an opportunity to take one training before another. It was, Jamie, do you want to take you're going to do your yoga training. Do you want to do to become a teacher? Do you want to do your prenatal training first or do you want to do which is eighty hours or do you want to do your two hundred hour training first? And I said, well I'll take the eighty hours because it's less money, it's less time.

Jamie Kalynuik
And maybe I love yoga but I don't, maybe I love teaching it. So here is a safer investment for me. I jumped in, loved it all but connected and really loved, love the birth world part of it loved the supporting mothers. And I had just come from home from a trip in Africa to coincidentally that was volunteering at various places in Africa. And one of them with it was a birthing center in Uganda that I really connected with.

Jamie Kalynuik
So the universe kind of aligned and I ended up doing my prenatal yoga teacher training, went on immediately, did my birth do a training and it jumped right into it, sort of supporting women in Toronto.

Rob Cosman
OK, so then you were still just kind of roaming around nomad, kind of wherever you can do yoga to people. Then what was the tipping point where you're like, OK, let's get some space, let's let's go at this.

Jamie Kalynuik
It the timing is never perfect, right? You're always going you're either going to outgrow what you're currently doing or you're going to have to leap into something that you're currently not ready for. And I definitely locked into something that I wasn't big enough for, but I'd a space had become available right around the corner and it was big. And I knew that I was going to outgrow my my current art gallery very soon. So I wrote a first and last check and I, I moved in and it wow.

Jamie Kalynuik
It was a learning you know if I told you the story where I knew that my sales, my monthly sales would cover my rent and I knew plus some other stuff. But what I didn't understand was  you know the cash on hand aspect of it, like the money has to be in and when the rent comes out, it I know it sounds so simple, but when you're I just kind of jump in sometimes with two feet and I figure it out afterwards.

Jamie Kalynuik
Now this is something I should have put a bit more pen to paper and a calculator for but anyway, I jumped in first month and maybe like six weeks and the rent is coming in two weeks and I don't have the you know X number thousands of dollars just the big space. Oh my gosh, what am I what am I going to do? And I have payroll coming out, but my my monthly sales say I'm going to make it, but I just it's not lining up.

Jamie Kalynuik
So it's really stressing out. I think my partner and I just bought a house. There's just no available cash. And I'm at home stressing out a little bit. I get a phone call and I said, this better be money is better money to have to right now. Hello. Oh, it's Meghan was her name. She was working the front desk at the studio. Some guy just came by and he dropped off a business card. He wants to rent your space and film a movie in here, wants to rent it out and pay you.

Jamie Kalynuik
You just I said don't stop talking. Text me his phone number immediately. So I get together with the with the film company. They ended up you know renting the location for a week. Rob was like something crazy, like fifteen thousand dollars or something like that. It was more than my monthly revenue at the time and I was trying to play really hard you know. Oh why Oh I really that's a can you know increase a little bit on that daily rate you know. What about my clients going to be very upset you know and I did actually compensate my clients and my staff and everything was very fair about it.

Jamie Kalynuik
But that was that was a quick easy that was a quick, fast learning and what cash on hand means and the importance of protecting cash flow.

Jamie Kalynuik
So I don't know what your question was, but that the story, the story of the importance of of doing a bit of prep work recently,

Rob Cosman
every business has this, though. I mean, unless unless you have no fixed costs you know, as you said. OK, great. What is the cash flow? What am I getting paid one of payments do. What's the credit card looks like right?

Jamie Kalynuik
Yeah,

Rob Cosman
whole cash conversion cycle. Can I get my terms. Do I need them.

Jamie Kalynuik
Yes.

Rob Cosman
You know

Jamie Kalynuik
And the unexpected costs too. Yes. Hi. I was going to be this but to set up account you need another. Oh you want the positive. Five hundred and have five on that. So yeah. Unexpected cost you just where you know all the money, you know the finances.

Rob Cosman
Well I don't have a big office space. I don't like that game so grown over the years. You've got to get the space. You've obviously done your space before  when I still in Toronto and it's great.

Rob Cosman
Everything is, you know, you're beautiful, as you call it. It's lovely, but.

Jamie Kalynuik
Yeah,

Rob Cosman
and your everybody can't see it. You're even wearing your branded color. The

Jamie Kalynuik
the. Yep.

Rob Cosman
Is that have a very specific a

Jamie Kalynuik
color code? pants on color? I don't know. But yes it does. Yes.

Rob Cosman
Everything you do is very much on brand. It's, it's very impressive.

Jamie Kalynuik
We try. Thank you.

Rob Cosman
OK, so you're growing things went good. You're always every time I talk to you, you are expanding a lot on the go you put into the wellness and those of you don't understand what wellness is, all that you know, you've got other professionals coming in and they're working in your space and you're taking bookings and you know you do crazy like why do you you want baby photos, why do you want massage or you want training, teacher training or just lots of yoga. It's great. But I always it's funny I always thought.

Rob Cosman
Well, it's great. You're targeting prenatal. Well, these women have kids. They're only good for nine months. What's your lifetime value?

Rob Cosman
Can you get them afterwards, right? hey for another guy's like,

Jamie Kalynuik
yeah, yeah. That it's so true. There's a very specific time frame in someone's life that we are able to offer them the services that they need. Now we offer you can come for a massage and once you connect with the massage therapist, a chiropractor, we have we have clients that are coming back that have had their kids years and years ago and they're still coming back. And the accounts for a certain percentage of our clients. So definitely I have to make a decision, was it you know more and more and more clients or was it expand the share of wallet that I can have from these clients?

Jamie Kalynuik
And that was one of the reasons we move to expand from wellness, sorry from yoga and movement to wellness. So we know that these these pregnant women are coming in and they're they're exercising with us. They want to lead a healthy lifestyle. They're probably going for prenatal massage, probably seeing a physiotherapist. Wouldn't it be great if they could just after class go downstairs for a massage or before class have a physio appointment? Wouldn't it be great if we could offer some items in our retail boutique that they'd be shopping for anyways, offer education courses that that they're setting up for anyway somewhere else?

Jamie Kalynuik
And so we realized that we have a short like a shorter window period than you know if you if you if you compare it to another if you compare it to traditional yoga studio, there are about retention like life members for life. And we don't have we're not in that game. So then it was just knowing what these families are, what they need, and then being really great at delivering that, partnering with the best people in Toronto. So the best physiotherapists, the best massage therapists, the best educators, and then serving that to our clients.

Jamie Kalynuik
Hey, come downstairs for a massage with us or here we take great care of you. There we go,

Rob Cosman
Right carrying on the high quality that you've given them and yoga, and then what else can I sell you while you're here? It's convenient. Anybody validate your parking? So I do want to buy something from the shop.

Jamie Kalynuik
Yeah, exactly. So and we do it I mean, there's definitely there's a sales angle, but it just it all makes sense and there's great appreciation. I mean, when you whether you have you, especially on the post-partum side, when you are running around with a bucket seat and a baby, if you can do more in one spot, if you can be more efficient with your time, your you will go with that option and you will be very thankful for that.

Jamie Kalynuik
So it works out really well for the clients as well.

Rob Cosman
100%  and I mean, once you have children, you're just like, look, I don't want to go to the mall. I mean, that's why I buy everything on Amazon or wherever else you could, because you like things to be efficient if I can, even if it costs me a few extra dollars, right?

Jamie Kalynuik
Yes,

Rob Cosman
I do remember one time we were talking and we're talking about what you sell. And you know when you had your your kind of retail store setup, you told me something that was interesting that a lot of the moms wouldn't spend the money on themselves, but they have no problem buying something else for the child.

Rob Cosman
You know, is that ring true? I thought that was really neat. So then you're adjusting what you're actually selling or you know what you're stocking.

Jamie Kalynuik
Yeah, well, you know, when I first opened, so when I first curating our retail items, both in in our clinic were in studio and our online, it was really focused to pampering the moms. So beautiful scarves, lotions, little journals and klatches, candles, bubble bath. And then we had some baby stuff you know, baby leggings that were made locally, pacifiers, bum butter. And what I saw was the it was a no brainer to buy the things for the baby.

Jamie Kalynuik
And it was totally fine to spend thirty dollars on a pair of baby leggings, but to spend 20 dollars on a bubble bath soap or candle for your for themselves just felt to from you know the conversations I had with, with, with, with our clients, just they could, they couldn't justify it. So we then changed that piece really well. I really want to focus on offering things for the mom and but these things we're selling as much we're constantly selling out of a baby stuff.

Jamie Kalynuik
So then we change our assortment. And now in our shop, it is primarily 80% would be things for baby. And that's and that's what sells. They're buying it and it's for their baby. They know they need it. And boom, it's a no brainer. And it it it's a convenience for them and it helps to increase our overall you know ticket, our transaction count, not our count, but value added value for them.Yeah

Rob Cosman
That was OK. So that was the first pivot. Now let's talk about the big massive pivot. And one of the reasons why I really wanted to have you on was,

Jamie Kalynuik
yeah,

Rob Cosman
Covid. So I don't know what it kind of went through for me. It was I felt like it was March. All of a sudden it's like this is really hot and this is pretty serious now. And then kind of it seemed almost like overnight that kind of take me through what I don't know what your experience was like when when did it hit? What did you decide? OK, I really need to change.

Jamie Kalynuik
It was so definitely is March was March 17th that the government shut it all down and I remember days before we were adjusting, it was weeks leading up to it.

Jamie Kalynuik
We were making daily changes about how we could make our safe, our space more safe and communicate these extra measures that were that we were putting in place for our clients you know. We are adding extra sanitisation times between appointments. We are doing away with our props. We are doing this. We are doing this and you know thinking back. We were scrambling. And the bigger picture was none of it was going to matter in a week because it was going to be shut down.

Jamie Kalynuik
We're going to have to change our business entirely. And it felt like it happened in slow motion, but it happened so fast. This is very surreal time. And I'm sure that word is used by a lot of people when they think about that time in March. So we went from you know two bustling yoga studios upstairs, 10 treatment rooms to zero really fast. And it was very scary for a personal level. And it was just devastating from a from a business, from a business standpoint, like we are in a game of client facing customer service in person transactions.

Jamie Kalynuik
I had an online store previous that I had decided to shut down from our retail standpoint because I understood how much time was needed to really properly make that happen with sending traffic. And I just have the capacity. So I didn't even have any alternate avenues of revenue, which was a hard stop. And then the hard stop was not just hard stop. It was a hard stop of cash coming in, but it was also then emails from clients saying, hey, I just bought this pass, can I get a refund?

Jamie Kalynuik
Hey, I just bought this new type of cash on hand. We're in a very hard time, very fast. So that was that was the start of that was like the first couple of days of covid is pretty scary. I mean, you can go into the rest of it of how we started to pivot and think we've changed. I mean, we've learned a lot in eight months. We basically took all of the facets from our business that we could and put them online by and immediately.

Jamie Kalynuik
So that meant our yoga class schedule, 40 classes a week. OK, let's take 30 of those online yoga instructors teach from home you know. We got to go live figure it out. Someone we have a weekend education course this weekend, it's going to be online. Let's make it happen. Wellness. How can we how can we how can we take wellness and move it online? And surprisingly, we were able to do so for quite a few of the disciplines, which I was surprised with, that we could that the that the that the practices were game, that their governing colleges were on board and the clients were super open to those possibilities as well.

Jamie Kalynuik
So within a handful of days I had working you know with you work through some numbers. We had to do a massive round of layoffs because we just simply weren't open. I don't I front desk staff. We had ten people on staff that we had to let go. I kept two people one and I moved online as fast as we could, and that was the biggest pivot and it felt, again, like I was in slow motion. But we did it in less than a week.

Rob Cosman
That's awesome. No, you have to I mean, all of a sudden, as you said, there's no cash flow coming in. It's either OK, close up shop or you go to work and

Jamie Kalynuik
there's no. Yep. 

Rob Cosman
sorry,

Jamie Kalynuik
I was going to say there was no time. There is no time to get down like there's no time to enter that, like that victim mindset and think mindset was incredibly important at that time. A, it was going to be hard and I really had to do some radical acceptance really fast of the situation and realize that the last two weeks of me preparing and what I thought was preparing wasn't preparing.

Jamie Kalynuik
It was very it was it was just reacting to the situation with you know extra cleaning times in between diy classes and removing that and removing props and stuff. I had to really shift to bigger picture thinking it wasn't going to be close for a week. It was we need to make some big changes, really fast and tough conversations and not allow emotions to combat as much as as as hard as it was.

Rob Cosman
Ok so now you pivot online and now what's working and what what kind of didn't work because not everything is going to work right away. I mean, you made a move and you're like, okay, we can do zoom, we can do yoga and we can just zoom it. But, you know, I mean that also people have different value, right? I mean, if I'm going there and someone leaving the class, I prescribe a certain value to that.

Rob Cosman
Versus if you're doing it online, is it the same value or how do you get the same perceived value? Right.

Jamie Kalynuik
So ironically, it all worked except for the yoga. And when I say it'll work, it was all profitable with the exception of our movement and our and our yoga piece. So taking those education classes online, we're able to transition that experience. The clients were receptive and open. Engaged educators were as well, and they were fine to transition their existing payments.

Jamie Kalynuik
And then we had additional people join in. But yeah, it's online here. Same full value, same price, low price and difference, wellness. Same pricing. Yes, we're game on. My wrist hurts. I can show you on video how it hurts. You can you can you can tell me why and what I should do that works. People pay the value. Is there the the movement piece? And it's probably because of the of the saturation and how many options people then had to do movements.

Jamie Kalynuik
So everything is closed around the world basically at the same time. And now it's borderless. So they can someone a mama to be can open their, open their computer and choose any sort of work out from wherever in the world. And so I think that was the saturation piece, that competitive piece. It was hard to compete. And it was it's a saturated and it's an amazing market. And there's so many opportunities and options of how you can practice wellness, physical health and movement wellness online that we were that we weren't able to compete.

Jamie Kalynuik
So we had the same classes, that we had the same instructors, but our attendance just wasn't there. And now there could have been that  maybe our clients just didn't want to work out. And they they were coming because of the community, which is a big piece of it. So online movement. And we kept it for a very, very, very long time hoping change is going to change. It changes. Let's change that in the online life movement.

Jamie Kalynuik
I should really be specific here. So life teaching online because it resonated for some people, but to make it profitable and continue with it, it didn't work. It didn't work. And it was surprising that that it didn't work. We launched a pivot from that pivot, was launching our Online on Demand Movement piece, which is a really beautiful portal online filled with fitness videos that are safe and fun for mamas and mamas to be. So the same classes but online, same classes online.

Jamie Kalynuik
But you're available to take them whenever you want. So now you're working around your own schedules, work schedules, life schedules, whatever, and at a different price point, too. So very low monthly subscription price. And so that piece has worked well. And I think that it just connects better to our clientele. They can just do it when they want. And we're also able to offer options that we will be able to offer in a live format.

Jamie Kalynuik
For example, I love doing a 14 minute workout in the mornings forty minutes. I do two circuits two seven minute circuits in the morning. Every morning it gets me up, gets my energy going. I don't have the time in the morning to commit to a thirty minute or 60 minute class. Now I can offer a 14 minute video fitness video on my on demand platform, but I, I can offer 40 minute live class. How will that translate.

Jamie Kalynuik
Will you come up. What will you come at 6:00 am to 6:14 am every morning. Probably not. So we're also able to offer it opens the door. So different types of content that we can produce and curate and publish and deliver to our clients. So that has been a pivot from the original pivot that's that's working really well.

Rob Cosman
So to do all of a sudden, just sit down. We're going to record a whole bunch of workouts now. We're going to do is just get a film crew in and record a bunch. how did it go?

Jamie Kalynuik
me with my iPhone at the studio. And Mike, the big is an audience important. So figuring out the technology is always a bit overwhelming and you figure out Mike is the best one and you know you can you can record pretty good video with your mobile devices now. Filming myself, having some other instructors come in and then also our zoom  classes that we were already teaching, coming to agreement with our yoga instructors, hey, listen, you're teaching at seven o'clock on Tuesday anyways.

Jamie Kalynuik
How about this compensation structure for me now? Own I excuse I record I own the video and now I can put this in my in my platform. So I was able to generate some content, quite a bit of content for a purhcase a little bit more of an investment and able to build up the library to see. Do we have proof of concept here? Will people pay for the subscription service? And now we're now we're investing more time, more money into the studio, filming with a variety of instructors, less zoom zoom classes, life classes being filmed.

Jamie Kalynuik
So that's how we were able to generate that content initially.

Rob Cosman
OK, so now what is what is your mix, would you say, is online like 40%, 30% something you're still doing wellness, some people are still coming in and getting treatments. But a lot of it is is online now, OK?

Rob Cosman
 still in process. Still still growing.

Jamie Kalynuik
It's a it's a daily pivot. And I should say it pivot every day. You can't you cannot be complacent. And I am constantly reviewing what's working, what's not working. So right now, we're from a revenue standpoint, 80% of it is coming from our in clinic wellness. And which is amazing. I mean, we're doing we are busy. We have more more practitioners working with us and we ever have more bookings we ever have.

Jamie Kalynuik
It's it's beautiful money like that. Revenue is strong, but it's also risky business to be in where 80% is directly connected to in clinic business, 20% online. If you ask me a year from now, my goal is at that swaps. And it's not that the wellness revenue has gone down is that are online on demand piece, which is important. It's not just the online live wellness online live teaching, it's online self live, whether it be a course or a fitness video that's superseded that the wellness position of revenue.

Rob Cosman
OK, I want to switch gears a bit because you started to touch on something. And I want to talk about I think you're one of the few people that's been on my podcast to talk about this, to talk about weekly daily routines have as you know, I give people and I'm like, OK, you know, how do you how do you plan out your week? There was an entrepreneur as a mom. You know, life is crazy like any entrepreneur.

Rob Cosman
And you don't have a boss telling you exactly what you need to do today and how to structure it and when to turn it off. I know a lot of us have problems. It's not eight hour days now. You become an entrepreneur and I don't have to work no you actually work more. And because you more you work, you reap the rewards and know trying to balance that. Before we hit record, you show me your journal. And I think you've got some great habits that I'd love to be able to do.

Rob Cosman
You take us through some of the things you do and how you kind of plan out your week and some of your more self care, but some of your habits as you go through.

Jamie Kalynuik
I love habits and I'm a big planner, big list maker. And I have been since I was little. I've had an agenda since I was in grade school. Like grade like not high school. Grade school. I just love it. It makes me feel structured, contained, organized. And sure, if I were to go to therapists that have you know some comments about that. But that's just how I operate. It serves me well. So I plan up my weeks and two different I plan up my weeks in a way.

Jamie Kalynuik
I actually heard from another from a podcast and it was A weeks and B weeks. So an A week is about driving revenue and a B week it's about supporting the business and optimizing process. So my A weeks are about coming on to this, to talking to you, doing a podcast, interviews, working on new business development bigger marketing initiatives. B weeks would be. All right. Let's get into the piano. B weeks are let me look at the process in studio to to fulfill this service.

Jamie Kalynuik
Can I optimize it? So that's how I structure my weeks and that has and I block them off. I don't take any meetings in my A weeks. I take only meetings in my B weeks. Outside of interviews like this or podcast like this, I block off. No one can book anything in my schedule in my A weeks. It's all about driving cash, making money,

Rob Cosman
which I which I ended up booking you weeks ago.

Jamie Kalynuik
And you know what this is you can you can track this back to this is an advertising, marketing and PR initiative at some level. Right. So it's also me connecting with our friends. And and I am happy and I am grateful for this opportunity. So let me think where you. So that's how I structured my weeks, my days, rather. I'm very segmented. My days break, they're broken down a twenty minute and twenty five minute intervals

Rob Cosman
really?

Jamie Kalynuik
Yeah twenty five minute intervals twenty five minute break

Rob Cosman
intense

Jamie Kalynuik
It' so intense, it's a bit crazy. So it's twenty five minute intervals. So when I book meetings they're twenty five minute meetings, I'm more than 50 minute meetings and I plan out my entire day because it allows me to be reasonable with what I can commit to. I have to really incredibly intentional with every piece of my day. You're a parent, I'm a parent and gone are the days where I need to sit in front of my computer for twelve hours straight and just order uber eats. My child care has a schedule, my daughter has a schedule and I have to plan around that.

Jamie Kalynuik
So that's where those increments come in and it allows me to stick to schedule. And be realistic about what I can and cannot accomplish. I'm not overcommitting, and I also know if I take an extended lunch with my daughter, what I'm pushing back. So that really allows me to be accountable to my team with what I can deliver for them and how I can support them and how I can drive revenue my business. So that's how I structure the business piece of my schedule.

Jamie Kalynuik
But I wake up in the morning from like a like a healthy habit. Daily habit piece I love my alone time. And I wake up in the 5:50 in the morning and I I have a cold habit share that I use and it has all of my habits lined up. And I go through those throughout the entire day and it starts with.

Jamie Kalynuik
Lemon water and meditation, and it goes from there, is very regimented, Rob,

Rob Cosman
honestly everybody else talk to, have some coffee.

Jamie Kalynuik
My partner is the opposite, by the way. He's Italian. He's just like he's like, you got to be like the river, Jame. Just flow like I can. I don't know

Rob Cosman
This is. This is exactly this is high performing. So what are your what are your habits. Tell me more about this habit.

Jamie Kalynuik
Yeah, I love it. And you know what it tells on you when you meet a hug on that day, you click on the button and it turns green. And so I'm sure that there is a psychological piece in you that you just want to see all those green lights. They make you happy, right? Instead of all those red dots, which means you didn't hit it. So lemon water, meditation, contemplation, writing that journal piece I was sharing with you before. So the mind set and about you know one of the stories that you're telling yourself in that moment or that day that we can how can you reframe that?

Jamie Kalynuik
Because all of our experiences are just our thoughts you know and how we project those thoughts into our day, into our days. My 14 minute workout, a five minute stretch. What else I can open up right here?

Rob Cosman
This is great. So you said you started like 5:15. Your daughter isn't up yet?


No, no, 5:50. 5 5 0. I'd love to wake up a bit earlier, but I'm just going to bed too late right now. And then the habits continue throughout the day. Drinking is having a green smoothie. I there's only certain days that I allow myself to go on social media because that's just a black hole. And I can't I don't have the time for that. Getting my stepson reading 30, 30 minutes a day of non fiction I think is really important.

Jamie Kalynuik
And I can be business self-help biographies.

Rob Cosman
I think that's some of what I did at seventy five hard.

Jamie Kalynuik
Yes.

Rob Cosman
It's the day was part of our thing.Oh It's massive.

Jamie Kalynuik
Yeah. And it's amazing how many books you can go through. I mine we used to be ten pages a day and I just switched to thirty to thirty minutes because I listen, I listen a lot on the audible app now to my books. So whether I'm cleaning or going for a walk I can get that in. Yeah.

Rob Cosman
Right. You're consuming knowledge of that. You probably normally wouldn't but you develop that routine. I know. I do  you know it's like yes.

Rob Cosman
Thirty minutes and you know or it's forty five minutes. Like I go for forty five minute walk or drive and I listen to podcasts or you know whatever jumps I have it and that's how continue to grow. It's just so important what you can learn and consume. covid first hit I started, I did by seventy five hard and I was listening to podcasts and four months later I decided I wanted to do a podcast because I heard so

Jamie Kalynuik
it's great and you know At the end of the day it's not each one habit that makes me happy. It's just the the act of having these daily habits. I feel healthy, I feel happy and it motivates me to lead a healthier lifestyle. And I'm waking up early. It means I'm not I'm not going to sleep super late. I'm not on my phone. I'm not having you know a couple of glasses of wine because I won't feel good when I wake up in the morning. So it really all connects into each other.

Jamie Kalynuik
It allows me to be a better partner, better mom, a better boss at work, you know trying times. I really to bring all of the support I can to my team. So it it's it's for myself. It's for everyone else too, that that touches that I touch in my life.

Rob Cosman
That's how you stop the you what I get I think a lot of people get is. I got to do this. I should be doing that for you know like I shouldn't be watching Netflix you know. It is the whole Kressel hustle and grind engine grinding and hustling. What do you what do you stop? Do you go out for another hour or two or do you stop and go to bed at a reasonable time? And then tomorrow  your habits and your.

Jamie Kalynuik
Yeah Discipline is so discipline is so important and it gets easier as you become more disciplined in tracking my time, segmenting it out with this and as entrepreneurs will always be something to do.

Jamie Kalynuik
There's always an email. There's always something to write, to send, to create. So you have to be really strong and disciplined and prioritize your time and and then give yourself give yourself a break and enjoy life and enjoying life to me is my habits and journaling and reading and spending time with my kid. And my partner 

Rob Cosman
you told me some of your journaling and talking about your business and how you're doing. You're a great person. You know how do I feel like you're still going about your business.

Jamie Kalynuik
I know

Rob Cosman
it's not totally not business related.

Jamie Kalynuik
That's true. But you know it bleeds into one bleeds into the other. I am my business. I am. And I love it. So

Rob Cosman
what about the family habits and how do you break that up? I'm going deeper in this? Because no one ever has. Nobody I've ever had I dont know  that I can maybe

Jamie Kalynuik
my I fetch my daughter 7:30 every morning, 7 3 0 and she, I get her. It doesn't matter if I'm done getting ready or what is happening. She's at 7:30. I get up every morning at 7:30 before that at 7:10 no  7:20. no we just change it. Sorry. I spend ten minutes with my partner, I bring him up his lemon water, he gets up later than I do and I have my coffee with him and we sit in bed and we share just ten minutes and we try.

Jamie Kalynuik
I try not to plan it, be a planner and I just try to leave all the planning alone and just connect. And we do that first thing in the morning because once I get my daughter and once he gets into his day and I get into my day, it's eight hours go by like that, then it's bedtime routine and then it's, oh my gosh, OK, let's eat. And then we can connect a little bit. And then I retire early.

Jamie Kalynuik
So we really it's important we prioritize that ten minutes. I know it sounds so small, but it it allows us to connect first thing in the morning without just passing each other in the bathroom. So that's a big thing. And then I have my time every morning my child care starts at ten thirty in the morning. So from seven to seven, thirty until ten thirty. My phone is upstairs and I'm on with my daughter now I have my at my Apple Watch.

Jamie Kalynuik
So you and I were chatting on my Apple Watch this morning. That's the only piece of technology I have. And I was talking to you, but my phone's upstairs like I really present with my daughter and my partner and I are really intentional with our time with her because we we have child care during the day. We have a nanny that comes here during the day. So, yeah. So those are some of the family habits that we share.

Rob Cosman
I think those are awesome.

Jamie Kalynuik
Thanks, Rob.

Rob Cosman
I believe Marsha and I was trying to have a date day. I'm sorry date night.

Jamie Kalynuik
Yes.

Rob Cosman
I was trying to schedule about the baby sitter. It's just to get it actually started. We used to go and split our walks so she'd do a walk in the morning. What we're doing a 75 hard she'd do one that I do one and then boys are getting a little bit older responsible so we can leave them for a little bit or we have to do something.

Jamie Kalynuik
Yes,

Rob Cosman
it's great. You know, we go together. It's fun On the flip side, I'm like, well, but also like podcast now she says the same. She doesn't get to listen to you. So, you know, she listens to podcasts, is trashy romance novels, but  it's funny, but I always want to know, as you said, never turn it off. There's always something else to do.

Jamie Kalynuik
And you have to be so intentional with that time, with your personal life just as much as you are in your business. We're all everyone is so busy nowadays, so you have to make time for your family. I'm so tired of hearing about everybody is like, hey, how are you? Oh, I'm so busy. we're all busy

Jamie Kalynuik
we're all busy,

Rob Cosman
right.

Jamie Kalynuik
Yap

Rob Cosman
So OK. So I picked out lot of your time. What is you know, what do you think the next kind of six months to a year looks like for you I mean, you touched on it like you obviously want to grow more online. You know, you still going to have the space. Would you be expanding, reducing? You know, what do you what do you think?

Jamie Kalynuik
Not reducing, expanding? Our wellness is is incredibly busy and we have the opportunity to build up more throughput rooms. So we will do that. And that would that would cover like our in clinic physical expansion and business and then focusing on online. And again, it's in it's in that online on demand sphere that I want to move into. It works with our clients. It works with the busy mamas and busy mamas to be. And it works from balancing out the revenue and profitability pieces of the.

Jamie Kalynuik
Business as well, so that will be a priority, a priority and a shift for me in the next six months. And just from like a personal standpoint, family planning, creating space, continue to just create space with my family and focusing on the bigger picture, like even nowadays I was sharing with you before we started the health climate in Toronto with with covid is pretty intense right now and it can drag you down a little bit. So continuing to zoom out and look at the big picture.

Jamie Kalynuik
I'm healthy, my daughter's healthy, my husband's healthy, our families are healthy. Businesses is going to be OK and just resetting. So continuing to take that because the next six months, Rob, I mean, it's so uncertain with that with with the world and the health climate. So just trying to keep that perspective in mind as well.

Rob Cosman
I think you do that really well, because I get here at office, you know, sometimes when I email you and it's like, oh, hello, lovely. this is such a nice warm greeting and nicely tell me that basically piss off I'm not gonna answering your emails. I'm doing something more important for the next two or three days, but crafted so beautifully it's something like that. Right. You see hi lovely. Your taking time with me and my baby or whatever it looks like she sees on brand at her office emails. I love it,

Jamie Kalynuik
but that's just setting expectations. What I love, what I try to do,

Rob Cosman
Absolutely it's amazing. So any any advice for somebody who's maybe a yoga teacher doing some free trainings on Instagram? Maybe you want to get a little more serious and doing something similar I'm not  saying go and get a 10000 square foot place or harder. But you know just knowing what you know now, if you were to start all over or someone, just do, what advice would you give them?

Jamie Kalynuik
So starting fresh, fresh, fresh, I find I talk to a lot of entrepreneurs and they're stuck. They're stuck where they're like, I have my website. I've been building it for months. It's the same store I my girl publish it. Don't worry, it's version one. You think this is what your website is going to look like in six months and a year from you're absolutely not publish it and move on. So my advice is to publish it.

Jamie Kalynuik
Just do it, put it out there. Listen, I say this with love, but no one really cares too much about your website. So just put it out there and move on and focus on your craft. And that could be delivering amazing yoga online. It could be working in clinic as a as a practitioner, whatever that craft is. Focus on that. And don't let the other pieces trip you up for someone who is is rolling a little bit, develop good financial habits from the start, hire an accountant like you Rob best investment, best decision I made.

Jamie Kalynuik
Because when you are a business owner, you want to focus on the things that you that are driving revenue that you love to do. And it's really easy to push off, push off, push off my HST filings, my whatever it is. So it's you know putting putting the putting the solid infrastructure in place at the start, contracts, accountants, whatever that is it it, it is worth it if I can't underline that enough.

Rob Cosman
No I love that. Just put it out there because you're so much like oh well my logo. I'm not sure about my website. I had somebody who cares can get enough there of three things.

Jamie Kalynuik
Yep. Yep. For sure

Rob Cosman
 Online store. Did you have a shopify store?

Jamie Kalynuik
Yes.

Rob Cosman
Use for background.

Jamie Kalynuik
Yeah.

Rob Cosman
These days

Jamie Kalynuik
you just got to do it, you've got to put it out there and it's going to be fine. And listen it's going to change anyway so who cares. And the 80% I do everything to 80% and then I'm done. I publish it, I send it, I move on because the extra time to get from eighty one hundred you're not going to get back and you're certainly not going to get the return back that you think you are.

Rob Cosman
I like that 80%. That's you know

Jamie Kalynuik
yeah.

Rob Cosman
hey It's 80% good. It's pretty good. Let's just throw it out there then tweak it along the way because even if you try to get it to one hundred it's not going to be perfect anyway. Right.

Jamie Kalynuik
Got it. Yeah.

Rob Cosman
OK, Jamie, take it up a ton of your time. Definitely more than twenty five minutes till did so I apologize. Hopefully looking for a couple of units where I was working. People find you recommend getting your online courses.

Jamie Kalynuik
Thank you

Rob Cosman
locations.

Jamie Kalynuik
Yeah. Easiest way. Follow us on Instagram yogamamas.com. And then from there in our in our bio link you can go to all the things that we're doing. But our Instagram is is that pulse of what we're doing, what we're saying in the moment. And of course our website, of course, yogamamas.co as well.

Rob Cosman
Instagram is kind of your hub is it?

Jamie Kalynuik
I think. You know what it works. We have more communication through that piece than we do sometimes through email in the studio, so it's a great place to follow us and see what we've been doing over the last eight years to keep our profile.

Rob Cosman
Well, it's always interesting to hear what, you know, what social media aspect is kind of  the best community in my facebook group, that's kind of where I go. And,

Jamie Kalynuik
yeah

Rob Cosman
Instagram for you. What about on TikTok, you do have a TikTok?

Jamie Kalynuik
No, no, no. I definitely have a I have I have a limit on social media for my habits and it does not TikTok would bring me for that bandwidth. So no,

Rob Cosman
but it's still new. So, you know, if you're actually a creator  so you can have index. Right, because it's like you know Instagram, the reels are new right. Because they want to promote one. I dont know.

Jamie Kalynuik
 I know it's tempting, Rob but trust me, I've thought about it.

Rob Cosman
OK, Jamie, thank you so much for your time today.

Jamie Kalynuik
Thank you so much Rob

Rob Cosman
Hope you had fun

Jamie Kalynuik
Thank you. Yeah