How to get clients at Life Time Fitness w/ PTL1 Mike in Canada

Improve your soft skills as a trainer and you will get more clients. PTL1 Mike from Toronto Canada, talks about how Show Up Fitness helps trainers level up their business and technical skills. How to improve your people skills? That's what we discussed today.

Your schedule isn’t empty because you “need a better certification.” It’s empty because you’re avoiding the one skill that makes personal training a real career: connecting with members on the gym floor. Chris sits down with Mike, a Toronto-based PT leader, to get painfully practical about how great trainers get hired, get noticed, and get clients without acting like a pushy salesperson. 

We dig into what Mike looks for in interviews, including a hands-on practical where trainers must show progressions and regressions and prove they can coach movement patterns safely. From there, we zoom out to the business side of personal training: why floor engagement has faded over the last decade, why app-booked consults often no-show, and how a quick “wow factor” interaction can make someone 10x more likely to show up and buy. Mike shares easy, low-pressure ways to start conversations, from offering a towel to giving a simple form cue in the machine area, plus how to exit gracefully when someone isn’t interested. 

If you’re more introverted, this conversation still hits hard. Mike explains how to build confidence through reps, start with easy wins, and adopt a mindset of service: you’re not “selling,” you’re helping people avoid injury, train with purpose, and finally see progress. We also get into consult questions that uncover the real why behind a goal, plus how to “paint the picture” with long-term programming and realistic timelines so clients stay for months, not weeks. 

If you want more clients and better retention, press play, take notes, and try one floor interaction today. Subscribe, share this with a trainer friend, and leave a review with the one tip you’re going to use first.

Want to become a SUCCESSFUL personal trainer? SUF-CPT is the FASTEST growing personal training certification in the world!

Want to ask us a question?  Email info@showupfitness.com with the subject line PODCAST QUESTION to get your question answered live on the show!

Website: https://www.showupfitness.com/
Become a Successful Personal Trainer Book Vol. 2 (Amazon): https://a.co/d/1aoRnqA
NASM / ACE / ISSA study guide: https://www.showupfitness.com

Transcript

Welcome And Quick Housekeeping

SPEAKER_01 0:00

Welcome to the Show Up Fitness Podcast, where great personal trainers are made. We are changing the fitness industry one qualified trainer at a time with our in-person and online personal training certification. If you want to become an elite personal trainer, head on over to showfitness.com. Also make sure to check out my book, How to Become a Successful Personal Trainer. Don't forget to subscribe, rate, and review. Have a great day and keep showing up. Howdy, y'all. Welcome back to the Show of Fitness podcast. Today we have Mr. Mike out of Toronto. How are we doing, sir? I'm doing great. Thank you very much for having me today, Chris. I appreciate you for letting us show up. We are the the first international SUF CPT up there. So we're thankful for meeting you in person. You gave us some good recommendations for food, and we had a great time.

SPEAKER_00 0:49

Yeah, it was a it was a great seminar. You guys so we're very thankful to have you guys up.

SPEAKER_01 0:53

We look forward to having your lower price segment come up next year. I love that. And that's what we're trying to do. And I think that's just uh the listeners want to hear more about how they can level up their skills and learn from great trainers such as yourself. So, what are some things

Hiring Tests That Reveal Real Skill

SPEAKER_01 1:08

that you look for when you want to bring on a great trainer on your team?

SPEAKER_00 1:11

I look for, so for example, I do a lot of interviews here at my club. I do um, I'll do a lower body and upper body and core exercise, part of my practical interview. So I look for progressions and regressions within each movement pattern itself. And that's kind of just to let me know, you know, the gist of how to train people properly. But I think a lot about personal training really comes with fitness floor engagement. And I think that's where something has kind of disappeared in, I'd say, the last like 10 years, where back in the day, that's all members, that's all trainers used to do is get their clients from the floor. But not being able to really bank on using the apps or consults or whatever the case is. But if you can give that wow factor and give somebody like a great impression of yourself, they're more likely to show up for the consult or the demo session, perhaps. But you're able to really make that impact on them to see their true value though. And I think that's where members, like staff, need to get improving more on those soft skills, because it's a business at the end of the day, and it's great how much you know about fitness, though, but how much can you intertwine that with the client's goals or how much can you make that member see progression phases for yourself there and like preach a long-term, a long-term progression periodization program, for example, so people can stay with you for longer terms. I think that's really important too, right? Just going month to month with things all the time, right? It's making sure people can see like what our goal is for this time period and then what we plan on doing in our next phase as well. So they can kind of like paint the picture for the member.

SPEAKER_01 2:35

So walk me through that because I'm I'm thinking of the personal trainer and their analysis by paralysis, and they need that step-by-step approach from getting hired and going out there and getting clients. I know we hear the

Fitness Floor Engagement Beats Apps

SPEAKER_01 2:47

soft skills a lot. What would be some suggestions on how to improve those? Well, like I'm the leading and leaving.

SPEAKER_00 2:53

So it's a lot of the soft skills. You're not trying to pressure the memory into purchasing on the spot, for example. But I use the the machine area, for example. I call that my my fishing pond right now because a lot of people are doing the machine section right now probably don't know everything they could be doing, otherwise, they're probably doing free-way motions then, right? So it's the easy way to kind of give it a tip and correction, for example, and then give them do you have a couple minutes, sir, ma'am? Cool, let me teach you something over here on the fifth floor. We're just in the same muscle group, but you'll burn twice as many calories doing this motion because you're involving more muscle groups then. Do you have a couple seconds? Yeah, great. Come this way. And if not, no worries, have a great workout. We'll see you later on then. I think that soft touch approach right now, if you can do that all day long, even if you're doing those five, five of them a day, for example, you'll eventually develop a business along the way, then.

SPEAKER_01 3:38

So I'm just thinking through the lens of that trainer who they're nervous and they're on the gym floor and they see all these people, their head is down, they're thinking they're gonna say, No, I'm fearful. What if they won't want to talk to me? How do you encourage them to overcome those fears?

SPEAKER_00 3:55

There's a few tactics we use over here. So, for example, you can, I was talking to one of my colleagues earlier on today, and you can even grab some towels, for example, and walk to the cardio section and ask anybody that would they like a towel, right? And not just to get the in, that's just to get the eye contact going on, get the acknowledgement going on. And once you go ahead and take their earphones out and say, sorry, what'd you say? I'll just offer you a towel, but what are you doing for your workout today? And I've kind of got your attention a little bit then, right? And we can base it off at the end of the time to discuss. If so, great. And if not, I'll just move on to the next travel if I need to. But if I see somebody doing something wrong on the fitness floor, though, as a trainer, it's I kind of feel it's my responsibility to help them out though and correct them, for example, so they're not gonna get injured along the way, then, right? Um, it's really easy to like as a trainer's lens to see if somebody's doing incorrect form or not. And from from there, it just a quick soft approach like, hey there, sir. Do you mind if you a quick tip? Or you can go on a softer approach too and say, you know what, those are some wicked shoes you have. I like your shirt. Give them a little compliment right now, just so you kind of have their ears a bit. And from there, you can kind of give them a tip of what you're really trying to safe earlier on, though. But it's really about a soft approach, to be honest with you. If you're coming in aggressive, I don't think anybody would actually like it. So um, yeah, it's and it also offering maybe an alternative exercise. If you see somebody doing a lunge and they don't have the range of motion for that, then right, they're doing a walking lunge. Can we start off with a stationary lunch, perhaps then? As long as they have the balance to do so, right? Or if they have poor knees and they need to do T-Rex squats rather than trying to do a leg press rather than

The Soft Approach To Starting Chats

SPEAKER_00 5:23

just doing lightweight the whole time, right? Just find that right exercise for the member so they don't feel pain and they can go through the full range of motion with it properly without balling their joints, for example. I think they'll see more value and you'll have their attention for a longer period of time. So listen to what you actually have to say because I'm sure a lot of trainers have the right intention. It's just an approach that they have to do on the fitness floor that can be a bit more refined, and I think they're developing a lot more business that way.

SPEAKER_01 5:47

Now, I'm again playing the devil's advocate here because I've been to a lot of lifetimes and I've observed a lot of trainers taking their clients through sessions. And I watched you train, and you're you're really great and you're confident, you got an amazing personality and you're charismic. And so, what if people don't have that and they're more, you know, maybe introverted and they see it's like you know, someone who says, Yeah, Brad Pitt says, Oh, it's easy to pick up chicks. Well, you're freaking Brad Pitt, you know, you look the part. But if someone doesn't have that charisma, how do you coach them? It's not like you can't be successful if you can't go out there and talk to people. So, what are some other techniques or points of advice there?

SPEAKER_00 6:22

That's a great question. Um sometimes I think down in just talking something unrelated to fitness and asking them, what do you believe in? Whether it's your religion, whether it's your favorite sports team, what do you believe in that's gonna make you feel passionate about things? And I'm gonna ask you why are they the best? Why is Pittsburgh Steelers the best football team? Well, they won the most championships and yada, yada, yada. But if you feel that strongly about that right now, why are you a good personal trainer now? And now I'm gonna start getting involved with the personal trainer and kind of give them a bit more of a confidence boost then. Do you think you can help everybody on the fitness floor? Most people, good, good. Let's start with that then. Let's find some easy pickings first right now and kind of get you in your groove for a little bit then. You can also kind of interpret it as like a club environment as well. Like you're at a party, for example, right? You're there, you're there to meet people. How do you do the icebreaker then, right? And that that's the way you can approach these things. It's just a health club, it's just a different environment. But it's the same concept of meeting people, and that's that's what you have to do, is break that break that shell. And I think being a personal trainer, like there are introverts and personal trainers, but I think the extroverts really excel though, because they can pick up business faster and they're more entertaining then, right? And the entertainment aspect will keep the member engaged a bit longer and they'll be with you for a little bit longer. If you're having a client that's gonna meet with you three times a week, you better have some things to talk about. Otherwise, they're not gonna be with you for very long then. So, to your original question, I think it's it's just finding something that they're passionate about. And most trainers are obviously passionate about fitness. Well, if you're so passionate about fitness right now, I don't want you thinking about doing any sales whatsoever. I want your whole perspective right now, being I want to help people out today. And that's the only thing I want you to think about is how can we correct people's forms right now? And how can we max squeeze the limit a bit more to get a bit more reps off that member? Or push them a bit further, they would have pushed themselves right now. But the whole mindset is you just have to help somebody out today. And let's start with that first.

SPEAKER_01 8:13

How long have you been in the role as uh PTL one? I've been PTL for three years. And on the counter of that, how you know what are some things that kind of annoy you that you see trainers doing, whether if it's in the interview process or just a lack of technical skills?

SPEAKER_00 8:29

Um, I think the skill set is a component is important though, because it's one of my mentors told me before that your exposure is gonna be about 60% of your role. Your image is gonna be about 30% of your role, but your knowledge is gonna be about 10% of your role because you know your role. You've done it so many times, you train so many people.

Helping Introverts Build Confidence

SPEAKER_00 8:50

So for you to put somebody through a good session, shouldn't it be extreme, shouldn't it be extremely hard. But it's the exposure component right now that it's a real tricky part of it right now because it's the acquisition component of business, right? So it's it's finding somebody like a new hire, for example, is how well can they work that fitness for? How well can they correct or have the IAD tail to go ahead and approach somebody or help that person out then, right? How bad do you actually want it is the real question right now, right? If somebody wants it that bad right now, they'll do whatever it takes to succeed then, right? When it comes to their their skill set, though, that's why we do the first component right now within the progressions and regressions of the exercise. Because if you can give me a couple to know right now, then I know you know enough right now to help another member on the fitness floor, and they're gonna be safe, which is number one as well, right? Making sure members aren't gonna get hurt. From there, I can trust you right now then we can move forward right now, then. But I think with personal training, because it's a business, I think the majority of trainers struggle with acquisition. And I think that a lot of it needs to come from the fitness floor because at my club, for example, we have um a concierge team that'll input people in your schedule, for example, for consults or demos that's just pronounced right now. But you've never met this person before, so there's no relationship to you. So it's very easy for that member to cancel the appointment right now and never show up, even if you give them a confirmation call, though. But if you met somebody on that fitness floor and you give them that wow factor, they're 10 times more likely to show up for that session right now. And the purchase rate's also higher as well. Where were you training before Lifetime? I've done subcontracting before at studios. I've worked for municipality locations, I've done LA Fitness in the past. Um, I've been with lifetime for 12 years, so I've done different roles within lifetime. So it's really just bringing down like simplify the role as much as possible right now, then, and how much people, how many people can you interact with on a daily basis? One of my managers told me that you tell me how many members you know in the club and add a couple zeros to that right now, and that's your paycheck. So it's it's you gotta be in involved in the community right now and interact with as many people as possible. And honestly, the members like it too. Majority of the time, the members are pretty receptive towards the positive interactions you're gonna get for good feedback, for example. And if not, if it's not good feedback, they're still gonna have their ears right now to any constructive criticism. But you you gotta like work the floor, though. I think that's something that's kind of getting lost in today's day and age with personal training. Is they bank too much on referrals or people popping themselves in their own schedules, for example, but you're not quantifying that lead properly enough right now to know if they're gonna be a good lead or bad lead for yourself, then compared to you creating your own leads off that fitness floor. If you see some people that are that are only doing the treadmill work, for example, but they want to get stronger, for example, they want to lose weight, like the treadmill is not the end all beat all. There's a probably because they don't have enough knowledge base right now to see the results on the fitness floor, then, right? So the easy way I tell my staff in the first week right now is different prospecting skills they can do to kind of develop their business faster then.

SPEAKER_01 11:36

So, did you come to a point in your career where you noticed some of these things were lacking and that's what you were trying to improve? Is that why you're so great at all this stuff right now? What would you accredit it to?

SPEAKER_00 11:46

Definitely through trial and error, for sure. Definitely through trial and error right now. You you see what works and what doesn't work, for example. And that's why you're kind of on the eye for detail when it comes to applicants, for example, and their personalities. You're talking about charisma, for example, it's a big component of personal training because people want the entertainment aspect outfit, then they want that confidence. Some trainers may be new, and that that's totally fine because you got to start somewhere. But if you're confident in your approach and your delivery right now, then that member's gonna have all ears on you, then. But if you're a little shaky right now, then they might be a little skeptical about how much does my guy know? Or if the trainer may be looking a little bit younger, for example, then, right? How seasoned is this trainer then, right? But they have a confident approach right now. Education is a great way to build that confidence up if you know your stuff. Obviously, practice what you preach, because if you're going to the gym and you're working out hard right now and your body kind of speaks for itself, it's an easy sale. Not everybody has that, those genetics, for example, then. Then they might have to work the floor a bit more than they have to do cold calls. But cold calls aren't the greatest thing, to be honest with you, though. They're not because what weather never picks up. What happens if you leave a voicemail? They don't return your voicemail. You leave an email, they don't return your email right now. That's why it's get back to basics, guys, work the phase floor. Offer, offer if you're doing a group workout, for example, a workshop, and there's zero people registering your class right now, then why don't we grab three people on the physical? Hey, I got a 30-minute course section going on right now, then, which is I'd love to have you join the class. Start from there then. Shoot your shot, guys. You have nothing to lose. Shoot your shot, have that mentality, and you'll see how many, how many clients you can actually acquire with that with that mindset.

SPEAKER_01 13:14

And how do you overcome that pushback? Because I'm sure trainers are I didn't I didn't get in this to become a salesman, and I know people don't want to talk to me. You get that negative Nancy. So, as the the manager

What Annoys A PT Leader

SPEAKER_01 13:25

there, and when you get that pushback, what is what how do you overcome that?

SPEAKER_00 13:29

People have a lot of insecurities in the world, right? And they don't know what they actually need. So, as a trainer, for example, a lot of people need assistance and guidance. There's a lot of misinformation on the internet, for example, that people might read or might follow programs they might try and do right now, that their buys might not be capable of doing those motions right now, then. So, like, like I said originally, like come with the mentality of helping people out, and you're not doing sales. Sales, it's easy for you to think about sales and personal training, but really you're thinking about how can I get this member connected properly so they can see results. And I think that the connection right now, then, if you can think about how they connect this member, it's like a group project. I'm helping you out right now, you're trying to achieve this metric or this goal, for example. I'm on your team, so I'm gonna work with you right now to help you achieve these results right now, then. And the more the member can feel like you've heard the expression before, people don't know, people don't care as much as you know, they care about how much you care about, right? So if they if they can see that you're in their corner and you truly care about the results or not, you'll have the ears of the member then. Yeah, it's it's it's really about providing value and connecting people right now, and that's equal that equals sales.

SPEAKER_01 14:32

I can just first day I met you, I could tell you about that growth mindset. And so if someone wants to adopt that mindset that you have, are their podcasts or their books or are their exercises or classes that people can take to be more resilient, because that's something I can definitely say you are very much so.

SPEAKER_00 14:50

I think experience is big, I think uh Show Up Fitness does a great job at their seminars, to be honest with you, um, just because you talk about how anatomy and physiology, for example, but you also talk about the business side of things too, which a lot of personal training certifications do not do. And I think that's a huge component that's missing in the industry because a lot of people don't know how to develop a business. But show up fitness actually does talk about development in business side of things, I think that that's huge. Books are great as long as they're not coming across as sales-y. Movies, movies are cool too. Um that's what gets you in your group things. Some people like Wolf on Wall Street for sales type tactics, for example, but you don't want to come across as sales-y though, right? So at the same time, too, like if you're the mentality that the reason why you got a personal training because maybe you had obstacles in your life, or your family member may have made obstacles in their life, and you can tie it back to your real root and say with a consult, right? It's like somebody says they want to lose weight, great. How much weight do you want to lose? When was the last time you lost that amount of weight? How did you feel when you're in that phase? What were you doing differently back then? You're trying to actually really figure out what that problem was. My husband calls me fat. Great. Let's like not great, but like let's just start there, for example, though, and then we can take away right now. Okay, great, let's let's talk. You want to feel better about yourself right now, you want to lose some weight right now. How many days are you able to allocate to you towards your health? And let's be real with it right now. Because if you're doing two times a week in the gym right now, it's not gonna be enough, to be honest. It's a starting, which is great, but it's not gonna be enough. So keep the goals realistic. Smart goals. Most sure most personal trainers know about smart goals, but keep it real. Keep it real, keep it authentic, keep it honest. And I think people can can understand that energy. We work at lifetime that we deal with a lot of successful clients and they want the authenticity right now. They're not here to be bullshit, excuse my language, but they don't they don't want that. They want they want the real approach, though, right? So keep it authentic with people, keep it genuine. Always come with a mindset that you don't know what this person is going through right now, then so be polite and whatnot like that, but

Why Floor Leads Close Better

SPEAKER_00 16:46

um be there to help.

SPEAKER_01 16:49

I I feel like the bar is higher in Canada for expectations of qualified trainers. Now, in the States, we have a huge turnover. Is that something that you see up there in Canada with your exposure to the gyms you've worked at?

SPEAKER_00 17:04

I'm pretty fortunate that my my gym is pre has a lot of successful trainers at my club, that they're able to develop careers rather than just jobs. Um, we really try and preach that right now. Um, we have a mature um personal training department, so it's not too many young trainers in my club. I think it's good to have uh diversity amongst the whole personal training department itself then and specialties. In terms of Canada, there are a lot of personal trainers in our market. So in order to stand out, the interview, the practical interview is really what's gonna help out with a lot of things, just to see how well you can work the floor, how well you can progress and regress motions, for example. Another way is your business development, though, because a lot of people work at health clubs that they're just provided clients with. And I think that's a living factor. Like I worked at LA Fitness in the past, and there's one guy that does the sales, and there's other guys that do personal training, but it's not gonna get you ready for that next step, though, because if you don't have that sales experience, and I say sales, we talked about providing value and connecting people to the right areas that's gonna see them the most results. If you don't have that experience, you're gonna have a hard time at that next level up, right? So certain health clubs do give you that opportunity, but I think um I think a lot of the obstacles trainers may see is I'm being having the exposure to those sections then. So for new trainers coming up, there's think about acquisition, retentions I find on the easier side of things typically, but think about how you can acquire clients. And if your health club does not give you those opportunities, then you can work the fitness floor as well, just like other people can. You can do booths, you can do a push-up challenge, for example, then, right? Not everybody needs to get a free session off you. The buying temperature is not there, but if you think you can make an impact with that member, that's a good person to offer a demo session to then. Let me help you out. Let me show you what you should be doing in the gym right now so you can see more value in our club. Who's gonna say no to that?

SPEAKER_01 18:49

I agree, I agree. And you've helped a lot of trainers become successful. If you had a couple avatars in your mind, maybe uh a guy and a girl, what would be some of those things that they did really well for their success?

SPEAKER_00 19:03

I think they pushed their fears aside and they just listened and they they understood that I want them to be successful as much as they want them to be successful. Nobody likes walking up to random members and just correct their form for the most part. And personal training, most people don't like doing that. But if that's what it takes for you to get your business on the go right now, then you'll do what it takes to get it going, right? Not everybody wants to wake up at 5 a.m. in the morning time, but they do that because they have to pay their bills, then, right? So it's like you gotta do what you gotta do in order to be successful at what you're trying to achieve.

SPEAKER_01 19:33

No, it's about the the avatars of successful trainers and things that you've seen. It just comes back to not being afraid of getting out there and helping people, essentially.

SPEAKER_00 19:42

Just being a business professional as well. It's easy to distinguish um people who aren't in it just for the fun of it right now, then, but there's also people that are in it that they take it as a career and they take it seriously, though. And I think having that business professional side to it too, even helps out with any obstacles that the client might be facing as well, because sometimes it's not about how hard you can drill that session. It's really about listening to that member right now, then they'll give you enough feedback within how they're feeling right now to in order to gauge the intensity of the workout. Maybe they need more structuring that day. Maybe today's not the day we go for PRs. Not every day is gonna be like that, then, right? So it might be their day to do a PR, for example, today, but they didn't get enough sleep or they didn't have enough food or they're having a stressful day. That's not gonna be the best day to do their PR. So it's also listening to the member right now, then and figuring out what they're going through right now. And you can kind of figure that out, strain their war-up when you're asking them a bunch of questions.

SPEAKER_01 20:34

I know there's no such thing as shortcuts, but if you could go back and give yourself some advice in the beginning, you're talking to baby Mike on a couple months one of training. What would be those pieces of advice you'd give yourself?

SPEAKER_00 20:47

That's a great question. Ah I would say get yourself as engaged in the

Back To Basics Prospecting Habits

SPEAKER_00 20:54

club as possible. Because you'll never know where you can find a client, you'll never know where you can make an interaction happen. Um, not to say that I I am a shy guy, but um I think the more intertwined, like we talk about lifetime like drinking the Kool-Aid, for example. So, like the more entwined you are inside of the club, the more attitude you'll get, the more trust you'll build, the more, the more engagement it will happen, the more exposure will happen. I think um I think certifications are a great thing as well, to be honest with you. I think the more certifications you are, the more confidence you'll you'll have as well in the clubs. And I think that will translate into you approaching members on the fitness floor more as well. I would say practice acquisition. I think that's a big component of it right now. Typically, members stay with trainers anywhere from three to six months on average, right? We do have clients that have been with us for their entire lives, and we're super grateful for them. Typically, members are gonna stay with you for about three to six months on average with it, though. So it's like, what can you do to peorize your programs right now? So they stay with you for the entire year, then, for example, so you can provide more value and honestly paint the vision for them. This is your what are your goals right now? What's your short-term goal? What's your long-term goal? And once you started showing that you can achieve their short-term goals with them, they believe in you now. And once they believe in you right now, you have them for life for the most part.

SPEAKER_01 22:07

That's why I love that question in the beginning. What does success look like working with me six months from now? Because then you're planting the seed in their mind, and it's not just gonna be you know one session a week for the next couple you know months, it's gonna be a long time journey with the trainer.

SPEAKER_00 22:20

And you have to let them know that too. The first phase, we're gonna do anatomical adaptation, we're gonna do full bodies right now, we're gonna let you know basic movement patterns right now, then, so we can advance your program. So they know that you know the way you're speaking, they're gonna be with you for a little bit longer than what they may have perceived to be, perhaps then, right? That their goal, they want to lose 50 pounds, so it's not gonna happen in three months. So let's start planning out how we can do this safely and effectively so you don't go backwards in your program and start adding this weight on. We've had clients in the past that maybe dropped off, they've had a lot of success, but when they drop off, they're not seeing the results they they thought they could achieve on their own right now, for example. And it's also good for trainers to reach out to those members then. Hey, just checking in on you right now. I know we're not training right now, but just want to hold up with you, make sure you're still on track with your goals. Then those are good opportunities to get those clients back in the game with you, too.

SPEAKER_01 23:03

I love it. Well, this was uh a fruitful conversation. I appreciate you taking the time and hopefully we get Greg situated at your your spot. I think he's gonna be going through the interview process. And tomorrow. Okay.

Value First Mindset Over Sales

SPEAKER_01 23:15

I hope to see how he does. I'm confident in his skills. Thank you so much for your time today, Chris. I appreciate you. All right, buddy. Have a good one. We'll see you.

SPEAKER_00 23:22

Bye now.