How To Pivot When Your Whole Industry Changes! With Janis Isaman

Episode Summary

Janis Isaman pivoted quickly when her business and industry changed overnight. Janis didn’t have time to follow the trend or learn from her competitors’ mistakes, it was quick into action! 

Learn…
-the fundamental principles that Janis leaned on to get through this ordeal
-her attitude that was the backbone to her success
-and how these principles can help your business today 

Janis Isaman is helping people move better, feel better, and live better. Founder of My Body Couture, a one-on-one private studio, Janis provides customized, individualized movement and nutrition coaching. Her certifications include AADP, Critical Alignment and Yoga Therapy™, Rainbow Kids Yoga, STOTT PILATES® II, TRX suspension training, Yamuna Body Rolling™ and Yin Yoga.

She’s been quoted in Reader’s Digest, Prevention, Women’s Health, Cosmopolitan, Working Mother, Sparkpeople, MyFitnessPal, and Beachbody. Her unique “discipline-agnostic” approach has helped hundreds of people navigate their body issues through education and movement techniques to full body sustainability. Janis is also a speaker, facilitator, instructor and mother.

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You can find Janis Isaman at:
Website: https://www.mybodycouture.com
Facebook: https://www.facebook.com/mybodycouture
Twitter: https://twitter.com/mybodycouture
Instagram: https://www.instagram.com/mybodycouture

Check out the Outsourcing Playbook For Busy Entrepreneurs here: https://winthehourwintheday.com/outsourcing-playbook

Janis Isaman Transcription

[00:13:14] Kris Ward: [00:13:14] Hey, everyone. Welcome to Win the Hour, Win the Day. I am your host, Chris ward. And today we have Janice Eisman here. Janice is taking the fitness industry by storm. Now listen before you think. Huh? Do I want to listen to it? Fitness. Yeah, we’re going to talk about business.

[00:13:31] We are going to dive into some stuff that we really haven’t addressed on this show yet. So, but let me tell you a little bit, but Janice, before we get started, Janice is a highly certified movement specialist who specializes in working with type a. That means you entrepreneurs type a clients suffering from nagging, aches and pains.

[00:13:49] And I’m going to guess it’s shoulder and back from being on the computer. Anyhow, as an entrepreneur herself, Janice understands you can’t miss work. Now we’re going to dive into some meaty conversation, but before we do that, you’ve probably seen it and is a numerous publications and podcasts throughout North America.

[00:14:05] And let’s dive in because we are going to talk about something we haven’t talked about yet on the show. Janice, welcome to the show. 

[00:14:13] Janis Isaman: [00:14:13] Thank you so much. I’m excited to be here, 

[00:14:15] Kris Ward: [00:14:15] Janice. So what I want to do is I want to talk about how the pandemic sort of really made your business pivot, because you are, tell me a little bit about your business.

[00:14:27] I 

[00:14:27] Janis Isaman: [00:14:27] have a bricks and mortars one-to-one fitness studio. So it’s a commercial space and that actually matters quite a bit. 

[00:14:34] Kris Ward: [00:14:34] Okay. So you had that at all of a sudden, boom, everything changed and the doors were closed and. And then, then what happened? 

[00:14:44] Janis Isaman: [00:14:44] So obviously we all kind of noticed story, um, various times in various places in North America.

[00:14:52] The public health authorities closed businesses. So that means that there’s two options as business owners. We either sit and wait for those doors to open again and sit there with no revenue, or we do the famous pivot, which means that you I’m up with some way to generate. Revenue of some kind. So in my case, I did have it, a bit of a jump on the pivot because in 2018, I had actually decided to diversify my business.

[00:15:23] The one to one model is a little bit difficult as a. Full time, year round model, because that means that there’s some points of the year where revenue is down other points of the year, where the revenue is overflowing. And I actually literally can’t serve all the clients. So in 2018, I decided to take a portion of my business online.

[00:15:43] So I just wanted to kind of put a box around that because I wasn’t going from zero to a hundred exactly. On March 17th, how our. When I was shot, I was not going to sit and pay rent and have zero revenues. 

[00:15:58] Kris Ward: [00:15:58] 

[00:15:59] Janis Isaman: [00:15:59] So my strategy was to go online. I actually was able to, because of that background move online within three hours.

[00:16:06] So my number one focus was I have classes and clients this evening, this announcement has just been made. Let’s get those happening. However, my business structure is not online. It’s in real life. So I’m a commercial space, which means that most of my business is actually delivered in that commercial space.

[00:16:26] So again, 

[00:16:29] Kris Ward: [00:16:29] can I jump in here for a second? So I, I I’ve always promised my guests that I’m going to interrupt them because you made a really salient point there. And what I want to say is, yeah. Uh, I’m, I’m very passionate about vitality taking care of yourself. And I think you should treat yourself like a business athlete.

[00:16:44] Like you can’t perform otherwise. Right? So this is I’m all in however will happen. Like Christmas holidays or vacation to be like, Oh look, darn I. Who’s the gym. So look, I have no excuse use. I can’t go. Right. So even if you have those people online, maybe giving themselves some self soothing talk saying, Oh, we’re going to be close for a couple of weeks.

[00:17:12] I can use a break. You can’t, you can add overexercise you can do all this stuff. Right. So you’re also fighting right from the get, go against a mindset. 

[00:17:21] Janis Isaman: [00:17:21] Absolutely. There is a reasonable expectation that every single client is going to take some sort of vacation. We’re not going to do this 52 weeks a year.

[00:17:32] Kris Ward: [00:17:32] Right. But I think that’s an amplified when the world shuts down. 

[00:17:37] Janis Isaman: [00:17:37] Oh, absolutely. So I do want to be transparent about 80% of my business fell off 

[00:17:42] Kris Ward: [00:17:42] that day. Right, 

[00:17:44] Janis Isaman: [00:17:44] right. But that was that immediate. I don’t know what to do. Maybe suddenly we’re working from home. Maybe suddenly the kids are home 

[00:17:53] Kris Ward: [00:17:53] for us.

[00:17:55] Janis Isaman: [00:17:55] Maybe it’s just kind of panic of this is too much, or I can’t commit, or that drive is now too far or whatever it is. 

[00:18:05] Kris Ward: [00:18:05] Yeah. 

[00:18:05] Janis Isaman: [00:18:05] Yeah. Revenue kind of dropped that day. So it wasn’t. Like I took my business a hundred percent here to a hundred percent there. 

[00:18:14] Kris Ward: [00:18:14] No. And what I would argue is yeah, whatever percentage you had, let’s say, you said you had 20% online.

[00:18:19] I would argue even that 20% is diminished because they’re saying, Oh, well, it’s going to be couple of weeks. And once you take somebody off routine, it’s really hard for them to hold on to that. Cause. I saw all kinds of stuff all day long and social media where people were saying, okay, they’re not getting dressed to launch time.

[00:18:34] They’re doing this to do that. There’s jokes. I saw one thing where the guy was laying on his, in his bed. And he, it was a joke that if I don’t hurry up, I’ll be late for the couch, you know? Cause they were just so used to relaxing. So I would say that 20% you had also decreased when we were talking, you said, you know, it was really interesting.

[00:18:53] Uh, that a lot of people said, okay, great. Just take it online. Not only does that take some infrastructure and have to, people have to be looking for it and aware, but you made a really amazing point that I found really interesting. You said the people who were used to working online, doing their fitness.

[00:19:09] Their fitness regime improved and the people who were used to going in house there, we fell off. They didn’t use that time differently. 

[00:19:18] Janis Isaman: [00:19:18] Yes, there’s actually now statistics that show kind of what has happened during this four month period. Those folks who were already on that track have actually improved those folks who there was a lot of conversation early in the pandemic that we all had this mythological extra time where we could work on all these projects, mostly know that that didn’t pan out.

[00:19:41] However, in the back of a lot of people’s minds, and I saw this in some of my classes, there was kind of this open-ended amount of time. They were just going to take a pause, just going to come back to it later. Some of them later have not. Some of them came back when my physical studio opened. Some of them are just starting to come back.

[00:19:59] Now, some of them won’t come back until September. And at that point, there actually is a very significant change in where they are, because it wasn’t only going from being kind of active to nothing. It was nothing to more of nothing.

[00:20:15] Kris Ward: [00:20:15] because 

[00:20:16] Janis Isaman: [00:20:16] yeah. That’s significantly more sedentary situation. Yeah, we did in the past.

[00:20:22] So 

[00:20:22] Kris Ward: [00:20:22] I know it’s kind of like no diet in the world has ever started on a Friday. Right? Like. Oh, so then you go, Oh, well, okay. So I lost this month. I’m so going to get in shape, starting August. Like this is great. Yeah. Wait, wait till you see me in September, you will don’t even recognize me. Right. Um, I always say, I am really like, I almost have Olympic athlete aspirations right after I’ve eaten something.

[00:20:45] I shouldn’t like a bag of chips. You have no idea. I could be at the next level. Right. 

[00:20:50] Janis Isaman: [00:20:50] That’s true. It’s true. I did see a lot of different kind of mindsets. And I’m sure that that passed through every single industry is I can start tomorrow. I can start now, I’m going to start in a few months, and like I said, that kind of mythological open-ended time meant that some people actually use that for this and other people kind of put that on the procrastination slash delay.

[00:21:12] And that meant that I had a change in a shift in my client base. So my business, and I think everybody in my industry felt that huge shift that’s happening across multiple industries. We see in the restaurant industry, we see that in cooking, you know, we see that all over the place, 

[00:21:31] Kris Ward: [00:21:31] dive into mindset a lot here yet.

[00:21:33] And it’s not because I don’t believe in it, but what resonates with my audience a little bit more. You know, really quick takeaways, like what can I do today? I’m all about how do we get you to your next win today? So as much as I’m a big fan of mindset and it really has a big impact in my life and my business.

[00:21:47] I want people to have really tangible things that they can do today. But having said all that, what does one do? Like how do you. Stay mentally strong when like that’s really hard on a good day, not to feel victimized. Like, you know, I was sitting here. I that’s why I always say I would never do business with mother nature.

[00:22:08] Like, you know, Oh, it didn’t rain this season or, or, or you’ve got a ski resort. Like it didn’t snow. And I lost quadrillion dollars because it didn’t snow like that. Doesn’t give me a strong sense of independence or choice. So how did you keep your head in the game? Like how do you do that after you finished crying?

[00:22:25] Janis Isaman: [00:22:25] That’s a great question. My flip and my pivot actually was what that word implies. It was a pivot. It was instant. I today I have a business it’s 80% in person and 20% online, 12 hours later, I have a hundred percent online business and it literally was. I was able to draw on a bit of that experience for 2018, but I remember, yeah, literally saying there is no way at the end of this, that I’m losing my business period.

[00:22:53] And I just decided that I was going to literally do whatever it took. To create that change. So the biggest piece was looking at what assets 

[00:23:03] Kris Ward: [00:23:03] hold on before we move forward. This is where we would sound the rock ACU, the Rocky music. Okay. All right. Hockey music plays. Okay. And you said you’re not getting me to, how would that so good.

[00:23:16] So then what’s your first step? 

[00:23:19] Janis Isaman: [00:23:19] My first step was put clients in revenue first. Okay. So mine is a service delivery model. It’s not a product model. Um, although I do also sell products, but if I have clients booked, let’s contact those clients, let’s talk to those clients. I’ve literally made phone calls to clients and I provided them that option immediately.

[00:23:41] So. It helped reduce that anxiety. So the whole world was in anxiety of you no longer work at your office. You might have your school, your child home from school. I was coming in there saying no worries. You have a little format change. What your schedule on Thursday is as you expected to be. And we’re just going to log into zoom.

[00:24:02] Everything’s okay. 

[00:24:03] Kris Ward: [00:24:03] Okay. So let me pause you here. Cause there’s some really important strategies that I’m not even sure that weapon can say you’re not aware of, but what I think one of the things you did, which is exceptional is so we all know having a list is important, but you didn’t send out an email blast.

[00:24:18] You start and you made phone calls, right? Yeah. And so many of us, this is where we touch on so many different subjects. It’s almost like asking for the sale. It’s almost connecting with people. It’s like, Oh, I’ll put the blast out. I don’t want it. Blah, blah, blah. And then people don’t get back to you, but you reached out and said, I’m here.

[00:24:35] I will lead you. This is what I’m going to do. And that can probably change your name dramatically. 

[00:24:42] Janis Isaman: [00:24:42] Absolutely. Absolutely. Because it meant that my clients didn’t have that uncertainty. And like you said, Let’s be completely honest. I got an email from every single company that I had done business with for the last five years or whatever it is, you know, giving me their strategy within that first week, my email inbox was a disaster and that was a time and there was a lot of other things kind of going on, but I, I reached out to everybody at least three times during this situation.

[00:25:14] So, 

[00:25:14] Kris Ward: [00:25:14] you know what. I always say that too. I talk to my team and I say, look like emails are meant for something really short and sweet and to confirm information, not to give new information, right. Or it’s definitely not to deal with money or anything like that. So whenever you want to hike a real connection and resolve anything, you need to get on that phone.

[00:25:31] Right. That’s what you do. So you did that. So that was amazing. You did that. Well, that’s. I mean good on you because that was hugely important. And, and the other thing I would say too, is, you know, they’re now in a position where they’re going to be working probably even more or they’re in a panic state.

[00:25:48] So you could be saying to them, look, you need your fitness now more than ever, you were worried about this before. Well, now you really need to game up and I’m going to be here to help you. So you almost, if done correctly can increase the value on your, on your. Product and because you’re right. I got emails from companies that like, you bought shoelaces from us in 2014.

[00:26:09] And not just want you to know right now that we’re staying behind you. And I’m like, yeah, I think I’m okay with that. The shoelaces. So, so you’re so on top of, in order to cross that bridge of connection, you need a phone call. I need to hear your voice and all that stuff. But I did, I got emails from like ridiculous people that would have no impact if 

[00:26:27] Janis Isaman: [00:26:27] earth 

[00:26:28] Kris Ward: [00:26:28] clothes forever.

[00:26:29] Right. I didn’t need their coping 

[00:26:30] Janis Isaman: [00:26:30] strategy. Cause it was. Everybody on my client list. Isn’t actually an active client at the moment. 

[00:26:38] Kris Ward: [00:26:38] So 

[00:26:40] Janis Isaman: [00:26:40] what I’m doing online, if they’re not active at the moment, because maybe there are maybe they’re pregnant, they don’t need that now. So then I was able to also really look at who was on that list and make that relevant to them.

[00:26:53] Kris Ward: [00:26:53] Right. Oh, that’s awesome. Okay. So then you customized it. So you’re like, okay, they’re on the list. It doesn’t mean that it’s there. They fit the, I, you know, my strict regular plan, the ideal client or whatever, but I’m going to customize this for you. I’m going to reach out to you. I’m going to customize it.

[00:27:08] So that is an amazing strategy. And here’s the thing too. Like what happened for people like you is there’s no leadership. Like 

[00:27:18] Janis Isaman: [00:27:18] I. Uh, you know, 

[00:27:19] Kris Ward: [00:27:19] I’m in Canada. So when they canceled hockey, even though I don’t watch it, I was like, well, the, the world has stopped 

[00:27:25] Janis Isaman: [00:27:25] spinning because it’s true. It’s 

[00:27:28] Kris Ward: [00:27:28] true. So they got my attention.

[00:27:30] And then the second thing was when they closed, you know, Vegas, I thought, well, my God, if they’re not gonna take money from drunk people that are just really handing money over hand over it. Yes with no expectation of winnings, really, we know the house always wins. If you’re willing to shut down that money machine, we really do have a bit of a situation.

[00:27:49] So there you are with your little bricks and mortar business with no leadership. And what I would suspect on a bad day, you’re thinking like the world’s coming to an end because Vegas has closed. Right. 

[00:28:00] Janis Isaman: [00:28:00] Um, I think that at that moment I was more focused on just carrying forth as opposed to looking even what was outside. 

[00:28:10] Kris Ward: [00:28:10] No, but what I need is carrying forth when there was such drama in the outside world, and you had no leadership like near you are with your bricks and mortar place going, okay. I’ve got to figure this out when there’s bigger companies and things around the world, like Vegas has to figure it out.

[00:28:24] Like you and Vegas had the same problem on that day. You see what I’m saying? Like, 

[00:28:30] Janis Isaman: [00:28:30] wow, that’s weird. Yeah. I actually. Didn’t look at what my competition was doing. And I actually, in retrospect, and very glad that I did not because our strategy of most of my industry was to go online and offer the services for free.

[00:28:50] So there was a big movement towards free and or cheap and heavily discounted. It honestly never actually crossed my mind to discount my service. It did not. So I’m glad that I did not, sir, looking towards other businesses in my industry for that leadership. Because I would have reduced my prices and had I done that I now would be in a situation where I am open again, and then I would have to have that conversation with clients to say, okay, you got the same service over the last few months, but now we have to increase the price, even though that would be taking it back to what it was when they were in person.

[00:29:28] So I didn’t, I followed that model. Um, partly because I actually don’t have a membership based model. So that was an initial strategy by people. Well, that had already gotten a monthly payment. It was mid month and they were covered that isn’t my business model, but I just saw that rampantly running through my industry.

[00:29:49] Kris Ward: [00:29:49] You know, you’re wise on so many levels because there’s so many options then I could say to you, well, no, I don’t want to come back to the bricks and mortar. I’d rather that cheaper approach over here that you were giving me. So why, you know, why would I come back? So you were really wise on that and I didn’t even think of looking at your industry.

[00:30:07] Cause I thought it was. Spinning out of control. Like everything happened so quickly. And also, I don’t know about you, but I thought, well, this will last three weeks. So, so I wouldn’t even have thought to look to other people. Cause I think, well, what do they know that they’re in the same hole I am and it’s a new hole, so whatever.

[00:30:21] So that is a really good point. Cause we say that in business all the time, if you just start slashing prices and you, you, you know, you’re, it’s a race to the bottom, right. So that is really great. So you just put your head down. Played the Rocky music, you know, I have the tire and cut moving forward, and this is good.

[00:30:39] I knew him when, like, we’ve never, we’ve really talked about the pandemic on this show because I’m all about being positive. And I, I did not feel that the news was out there to cheer you up. Cause it’s just like, we know that marketing is a marketing strategy. You want to hook on a title and a hook that says everything will be fine in a couple of months does not sell papers.

[00:30:57] It does not get you to. Click. Right. So there was all this fear and everything, and it just didn’t fit my, any discussion I was having on the podcast, but I did feel, and I reminded me of, you know, when you learn the school about the, during the war, when the men went off to war and then the women took their place, and then the men came back and it changed the whole economy from there, moving forward.

[00:31:20] And, and what that meant to me was, you know, I had friends that. You know, they were regular nine to five jobs and they had been advocating for years. Why they should be able to work from home a couple days a week, blah, blah, blah. And the companies all said, Oh, it’s too much money, too much infrastructure, too much, too, whatever.

[00:31:36] And then all of a sudden, boom, on a dime, a 300 people are working from home in three days. Right? 

[00:31:43] Janis Isaman: [00:31:43] Yes. 

[00:31:44] Kris Ward: [00:31:44] Yeah. And so now of course, you know, somebody who gets to work from home there’s travel time, they save theirs, you know, you don’t have to eat out for lunch. It’s all this chaos that you having to prepare for work and everything like that.

[00:31:56] And I said, right, from the get go, this is going to change how all businesses are run, moving forward. They’re going to know that they have to have a stronger foot on the internet. And they’re also going to look at the overhead they’re spending like this. Fundamentally change the infrastructure of bricks and mortar, especially because now we’re seeing environmental benefits.

[00:32:15] Right? So you now, I guess too, you’ve drank the Koolaid and you’re like, okay, I’ve got the bricks and mortar back, but now you’re going to have a stronger online presence as well. 

[00:32:26] Janis Isaman: [00:32:26] I absolutely am. So there’s a couple of reasons for that. One is that the audience online is actually different in my business, my industry than the audience in person.

[00:32:38] Okay. Person, client. Is somebody who actually wants to leave their house to do this work. And they want that in person, accountability. I always say you can drink at home, but there’s a reason that people like to go to bars to drink. 

[00:32:52] Kris Ward: [00:32:52] Oh, that’s a good point. Okay. 

[00:32:55] Janis Isaman: [00:32:55] That way in the past few months where we know that that social one-to-one human interaction and contact is important.

[00:33:03] And I learned for myself that I actually don’t really enjoy just being online. So there are, I have enjoyed a lot about the online world, but I do not want a strictly online presence. I like the brick and mortar. I liked the one twin human connection and touch. And so in my clients that said there are clients that I currently have that have never stepped foot.

[00:33:26] In public to exercise, 

[00:33:28] Kris Ward: [00:33:28] right? 

[00:33:29] Janis Isaman: [00:33:29] So that’s either due to commute time or some kind of physical, um, condition where they don’t want to actually be with other people because they need highly specialized. I shouldn’t even put it that way. They don’t like being around other people to, 

[00:33:44] Kris Ward: [00:33:44] um, 

[00:33:45] Janis Isaman: [00:33:45] there’s a lot of, kind of, 

[00:33:46] Kris Ward: [00:33:46] you sounded really, that sounded articulate, but let’s 

[00:33:49] Janis Isaman: [00:33:49] cut to the chase.

[00:33:49] Yeah, yeah, yeah. 

[00:33:50] Kris Ward: [00:33:50] I work out at home and I quite like it. I mean, I go either, depending on the weather, I love bike riding, but that’s really almost a treat. I do all my weights and stuff at home because I just think the time it would take me to get to a gym and then wait for the equipment I want and stuff that the workout could be done.

[00:34:05] Right. So I’m all about let’s get, and then if I sleep into, Oh God, help me quarter to seven. And now my workout starts at seven 30. Right? Find on me versus having to get to the gym at certain times for surfing business, or it’s busy at this time. And you’ve got a class at that time. So it works for me. So you now realize there’s people, the personalities are different online and in person 

[00:34:28] Janis Isaman: [00:34:28] they are because people have this option.

[00:34:31] Not only with a lot of people, but actually even with me in February of 2020, 

[00:34:36] Kris Ward: [00:34:36] they could have 

[00:34:37] Janis Isaman: [00:34:37] mine with me in February, 2020. It is literally a different person and it also allows for a lot. Larger audience reach. So from a business standpoint, I now have clients in Miami and yeah. And California and kind of all over the place.

[00:34:55] So in fact, last week I worked with a woman from Australia that a long commute. 

[00:35:01] Kris Ward: [00:35:01] Yeah, yeah, yeah, yeah, yeah. For at least it adds up a couple of times a week. So what I also think is. Smart of you. And this is all about the janitors. Let me tell you because most, a lot of people would not realize. And I think these are really important things for my audience to hear because, because a lot of people may not see the difference in the in house client and the online client.

[00:35:22] And you think, well, they look the same. They want to get fit, but you were smart enough, right? To see that there is a difference. There is maybe it’s a motivation difference. Maybe it’s a personality. I don’t like people difference. I don’t have time or the patience to wait for you to get off that machine difference, but you clearly identify.

[00:35:38] Cause I think that’s another thing too. We all get accused of that when you’re newer in business thinking you could serve everyone, but you realize, okay, this is my ideal client. This is my human. And that my human also looks different depending where they are. 

[00:35:52] Janis Isaman: [00:35:52] Absolutely. My human also looks different, whether they’re doing privates or whether they’re doing group classes and different human, that does in-person both of those versus online.

[00:36:04] And so I’m actually really excited to kind of enhance that piece of the business model because it does allow me to reach people in different markets. With different information and it is a different client. So these folks who have kind of come and streamed into my business in the last four months are not generally people that I’m going to expect to see in person that in-person client who’s now had that exposure to online.

[00:36:30] Um, this has happened multiple times because it’s summer here, they have gone away on vacation and typically they would let that drop. Now they’re able to just jump online and do zoom. Oh, 

[00:36:44] Kris Ward: [00:36:44] okay. So you found really another audience, because look at me, I have a great excuse. I’m going on vacation. You know what I mean?

[00:36:56] So, okay. All right. So you, you glided through this, I think as well as could be done. So, you know, in our last minute or two, why don’t you tell, I know it’s a little hard to big yourself up, but why don’t you tell me what you think you, you shared some of the pain points, but the insight that you got, what are some tips?

[00:37:16] If somebody was faced with a big change in their business, suddenly tell me what in hindsight you think were your biggest strengths is sort of getting through this. 

[00:37:25] Janis Isaman: [00:37:25] I don’t know what word you want to use, but the relentlessness and just the idea that this can not do anything but succeed. And what that does right from the outset is make it so you are in problem solving mode rather than victims slash panic slash sure slash whatever mode. So that was a very big one. Second client’s first revenue is first. So I would kind of say I was a duck on top of the water. Where on the surface, just gliding along clack clack clack 

[00:37:53] Kris Ward: [00:37:53] underneath. Yeah. 

[00:37:55] Janis Isaman: [00:37:55] Okay. So clients don’t need to see all of the churn underneath, but if you put them first, especially during a big change, then they have.

[00:38:04] You still have your revenue and let’s be honest during a time of kind of that external change. The last thing you want is for your business revenue to kind of jump up and down and be diving in and out as that’s happening.

I think as well, just recognizing the opportunity that that change brings every change is going to bring some good and some bad.

[00:38:25] And I wouldn’t say that this period of the last four months has been the easiest. What I want to do that again, you know, 

[00:38:33] Kris Ward: [00:38:33] it’s not be 

[00:38:34] Janis Isaman: [00:38:34] okay, but just recognizing this is going to, we didn’t talk about it, but my actual core business models changing, right. But now I have a new revenue source. I’ve got a new client base and there isn’t another whole group of people that are not local or even some that are, um, that I can speak to you and service.

[00:38:51] Kris Ward: [00:38:51] Yeah. Which can really be amplified like a year or two down the road. Like, it’d be something like, Oh my gosh, it would have never been done that. Right. So, well, Janice, you have been wonderful. I so appreciate your time and your energy. Where can people learn more about your amazingness? 

[00:39:07] Janis Isaman: [00:39:07] My website is my body contour.com.

[00:39:10] I’m on every single social media platform under the same name. So that’s M Y space body, B O D Y slash C O U T U R E. 

[00:39:22] Kris Ward: [00:39:22] Awesome. And we will for sure have that in the show notes as well. Janice, we thank you for your time and everyone, I don’t know. I would check her out because there’s no excuses. Now we can do it from home.

[00:39:32] We can do it online. So check Janice out and again, Janice, thank you for your time. 

[00:39:37] Janis Isaman: [00:39:37] Thank you so much for having me.

[00:39:38] Kris Ward: [00:39:38] You’re welcome.