Interview with Rob Riccobono

Guest Name: Rob Riccobono

Guest Credentials: Gym owner at GameChanger Fitness in Madison, NJ and Regional Manager of multiple other locations throughout NJ

Discussion Details: We learned all about their studio, their mission, their clients and services, and how they have built their community. This interview was conducted by Dr. Tejal Ramaiya, PT, DPT, CSCS, owner and physical therapist at Body Moksha Physical Therapy. Body Moksha Physical Therapy specializes in working with active adults 40+ who are dealing with orthopedic injuries or pelvic floor dysfunction.

Benefits of Watching: You will learn:

• What services GameChanger Fitness offers
• Who their ideal client is
• What makes them unique compared to other group fitness studios in the area
• Why you should or should not work with them
• How you can work with them
• What are your next steps if you are thinking about working with them

Address of Guest’s Business: 132 Main St, Madison, NJ 07940

Tejal Ramaiya: Hey everyone, thank you for joining us for our spotlight series today. My name is Tel Rama. I’m a physical therapist and owner at Body Mocha Physical Therapy in Chadam, New Jersey. And today we have Rob with us today who is a gym owner at um Game Changer in Madison at the Madison location. They have multiple locations and he’s also regional manager of um a few of the locations in the surrounding area. So welcome to today’s spotlight series. How are you doing today?

Rob Riccobono: I’m doing very well. Thank you so much for having me.

Tejal Ramaiya: Awesome. So, I know that you guys have had your gym for a while. The business is like quickly growing. So, we want to learn all about it today. So, can you tell us a little bit about how the gym started in the first place and kind of um just how it all started.

Rob Riccobono: Mhm. So, uh, so we opened our location in Madison in 2019 and, uh, my partner Joe, who’s the CEO of the whole company, uh, he opened up our first location in Mountainside in 2013, uh, which we then moved to Springfield. And from 2013 to, uh, 2019, that was our only location. and we serviced uh youth athletes. Uh and then we trained adults, you know, 40 plus, that’s kind of our niche. But we we trained adults in a bunch of different things. We did uh like small group personal training. We did big group fat loss stuff that you’d see at like like boot camp type of stuff. And we realized that what we did the best uh and we thought was probably the biggest need that was not being met was personal training uh for busy adults. So we did that best at our spring to location. So we decided to just roll with that idea. That’s what we could we did the best and could deliver the most value and the most need. So that’s why we opened that in uh the small studio that we have right now in Madison.

Tejal Ramaiya: Awesome. And that’s such a great niche because there’s a lot of different businesses around that focus on young adults or teenagers um and like just the personal training like the bigger groups. So, like I feel like this is an area that’s like a huge need, especially like I know from our patient population, you guys are the first people I think of to send people to because it’s like the perfect size and you guys are so good with like modifying everything. Um, so I think it’s it was such a great idea. So, and I’m sure this is something that changes as businesses evolve. So like what was your mission initially when you guys first opened your first studio versus what is your mission now?

Rob Riccobono: So our no matter what our concept has changed um and the way we do things but our uh our mission has always been to change lives. That’s always our goal. And at first our first location it was just uh it was just kids age nine to 17 we primarily trained baseball players and athletes and we were trying obviously we focus on the strength training and the fitness aspect to get them uh you know uh better on the physical side to help with their skill side and it was to change their lives then. Then we started training all adults and you know the goal to to get stronger, lose body fat to change their lives there and now that’s still our goal. Uh but it is just more with that uh niche population. I you know we 40 plus is uh is is who we speak to. That’s what it says in our website. Our average age person is somebody in their mid-50s. It’s somebody who’s busy, who does not have a lot of time to devote to themselves and usually puts the needs of others first. So, we want to help that person to give them a space where it’s 45 minutes to really focus on them uh where they can really take care of themselves, where they can be challenged and pushed, but do so in a safe way and to do so uh with people like them. You know like you me one thing that does separate us from a lot of people is uh you know it is it is a few things it’s only it’s not only the age group where you might go to a small place and it’s bunch of people in their 20s and 30s and a lot of members tell like I don’t feel comfortable because I can’t relate to those people or it could be the style of exercise a lot of these places are more boot campy or you might go to personal training where it’s a more of a a bigger place you don’t feel like you’re a small community so it’s being able to do all of that together uh to change that person’s life, to give them time for themselves that they’re usually not carving out for themselves until they find a place like us.

Tejal Ramaiya: Yeah, I think that that’s like one of the big things you guys did really well was like the 45minute class is like the perfect amount of time and because you have multiple locations, you can get in and out within an hour, which is like the amount of time that people want to devote to their workout. So, I think the timing is great and also like people want to work out with people who look and feel like they do. And once you’re in your 40s, you kind of don’t start feeling so great. You start to have some injuries and go into a boot camp or something like that, like an Orange Theory or whatever. Like, it might just be not the right place. So, I Yeah, like I think it’s amazing.

Rob Riccobono: Um, appreciate that.

Tejal Ramaiya: What do you guys do? I mean, I don’t know if there’s that many gyms that do what you guys do. You guys are like pretty unique. I feel like in small group training there’s not a lot of places or at least I can’t think of really any to be honest with you. Um but what do you guys uh feel like you’re unique for?

Rob Riccobono: So I you know I’d say a few things that we do in combination at some places might do one or two of them but not all three. So uh we start at somebody’s level. We meet people where they’re at. So if it’s somebody who’s never worked out before, it’s going to be at their level. It’s going to challenge them to the degree that they can be challenged. And by the same token, if it is somebody who uh is very advanced, we’re going to meet them where they’re at and it’s going to be very challenging for them. And the two those two people can work side by side together. So, we meet people where they are. We are with people every step of the way and making sure, you know, inside and outside of the gym that they’re staying on track. So, we’re if somebody’s not scheduled, like they’re going to hear from us when they’re in the building, we’re making sure that they’re going to get scheduled and then we’re going to help them with stuff that is going to be, you know, outside the workouts as well. Uh, and the third thing is that they’re going to feel right at home. So, it is it is not just the workouts, it is the community aspect. And I think from our uh small size, people get to know each other and that helps to the community. And then we will do we will we we do some events that bring people together so that there is that the community feel from the members who know their name and us knowing their name. So I’d say it’s those things all in concert. No matter what level you’re at, we’re meeting you where you are. We’re keeping you on track and giving you help every step of the way and you’re going to be part of a community that’s going to be enjoyable to go to.

Tejal Ramaiya: Well, that one thing that you said that you make sure people are scheduled that holds people accountable and I feel like that is one thing that I’ve actually never heard of at any type of place that does group classes. They don’t actually make sure that people are showing up. So, you’re holding people accountable to make sure they’re coming like two or three times a week or whatever they plan to do. And I think that that is like huge accountability. Um, and I’m sure that’s what makes people stay consistent. What’s your average like do your members stay you know for like 1 year, two year, three years? Is there like an average? You guys kind of track that?

Rob Riccobono: We track that. It really depends on the length of the studio. The obviously the older because we have a lot of newer studios so it’s hard to get that data there. I know for a long our Springfield studio which we opened in 20 we started training adults there in 2014. I know for a long time it were somewhere uh from two to three years was the average stay and we still have people who are with us from the very beginning right and at a studio like Madison we opened in uh 2019 uh the average stay it was you know it’s been anywhere from like depending on we tracked it 13 to 18 months I think it’s probably increased a little bit from then and our so our memberships they are monthly so we do have to earn somebody’s business every month. And we do have people they they will uh let’s say um uh if they they might live most of the year in Florida. So they’ll just be with us for a few months or we’ll have somebody from college come to us for just the summer. Um so I think 13 to 15 months has been the usual stay. But I think if you take if you take out those it’s probably longer than that.

Tejal Ramaiya: So that’s good that you can allow flexibility especially for the snowbirds because I know there’s a lot of people in that age group that’s like your target demographic that are like gone for most of the winter. Do you guys offer virtual as well for people or no? Like in case someone wanted to stay?

Rob Riccobono: No. And we and we did that obviously for for the pandemic we did that a lot. Um we will when people are traveling we will give them workouts to do and then uh you know we have technology where we can uh you know track their workouts and they can report back to us. So we’ll do that. We just can’t give them the same experience we found and with the the resources that we have the training will be done in person but we have a decent amount of people who able to travel a lot. So we will have workouts where we provide them the videos they could track their weight so we can give them feedback that way. That’s what most people do. the a lot of people they they’re only working out when they come to us and that is why they come to us. When we have the person who they will work out on their own, that’s how we’ll help them.

Tejal Ramaiya: Okay, that’s good. So, um I know there’s also you’ve already said a few things kind of regarding this about you know what are some things that you want people to know that you know about what you guys do that they might already not know like what I know that like the scheduling people and your small group and is there anything else that people don’t know about you that you want them to know?

Rob Riccobono: Uh I think the biggest thing is that uh Jakana said is that we we do start at somebody’s level and because um because uh we do like our website says 40 plus people think if they’re younger than that oh it’s not for me. It’s not the case. It’s just who we speak to most of the time. Whoever it is they’re going to get a challenging workout that is appropriate for them. Uh and then I also let the person who’s never worked out that we start at their level. A lot of people will talk to them and they think, “Oh, I need to get in shape before I can come with you” when it’s the exact opposite. You know, we are going to be the ones who are going to be able to help you function in everyday life. So, you come to us and we’re going to be able to monitor things and push you more than you would on your own, but in a safe way. We can give you that feedback. So, uh you’re not in too good of a shape to work out with us and you’re not, uh, too new to work out with us because it’s personalized. We can help anybody.

Tejal Ramaiya: Yeah. Cool. So, um, so that’s probably one of the I was going to ask what’s like the biggest misconception about like what you guys offer and one of them is probably like, well, I need to be in shape before I start. Um, anything else? Any other misconceptions that people like come in with um when they when they first become members or when you’re trying to get them to become a member?

Rob Riccobono: Um, I’d say that they have people think they have to work out every day to achieve their goals. And especially because we deal with very busy people, we need to we’ve needed to find a way to tailor it that they can get the most out of just two to three days a week there. You know, there’s definitely beyond that a point of uh diminishing returns at least for definitely for the results that uh people want to get with us and there’s definitely a point of uh, you know, burnout if people are working out too much. So two to three time we’ve had again we’ve had people 10 times for 10 years work out two to three times a week see good results. That’s what I do. Two to three times a week to see good results. So that’s probably a misconception we see.

Tejal Ramaiya: Yeah, that’s a good one. Yeah, for sure. So in terms of like ideal client, it’s someone who’s between the ages of like 40 and 40 and up, right? Um you know, describe your ideal client to us.

Rob Riccobono: I’d say real the ideal person. I mean age that’s more we service that person because they more uh you know feel comfortable oh these are my peers so that’s we’re going to attract similar age groups but I’d say it’s really anybody who uh they want personalized attention uh but they do want they don’t want to be just like one-on-one for some people like that some people they don’t love that full attention of somebody uh and they do like appreciate some aspect of a community um and for somebody who wants a uh a high level of service um rather than the big uh group workout. I’d say that and somebody who’s having trouble fitting it into their schedule. Uh because we definitely design our workouts to be able to do that and the accountability that we provide, I think it forces people to find to prioritize it and find time in their schedule where if they’re doing it on their own, they’re just they’re they’re not allowing themselves to do that. They’re making they are working more because that’s just what they’re doing. They’re prioritizing other people. We make sure that people get in the workouts even with a very busy schedule.

Tejal Ramaiya: Awesome. That’s really good. So, if somebody were to like let’s say I referred someone to you, what’s the process of, you know, beginning to when they become a member and then even after they become a member like the first few months, what does that look like?

Rob Riccobono: So, the first thing that we do is uh first they you know, they sign up, right? They speak to somebody through the website, right? We go through their schedule and we make sure that it’s going to work for them. Uh we find time on the schedule for them. Then before they come in is they speak on the phone with whoever the head coach of that studio is. That’s the person who’s doing most of the training session and is responsible for all the members. And they’re going to go over a few things. They’re going to uh speak about what is their uh what’s their exercise history because that’s going to give us an idea of what are the movements that they like, don’t like, and maybe at what speed we have to start them at, what intensity. Uh we’re going to ask about injury history, current aches or pains, previous surgeries or injuries that they might not be thinking about, but you know, that’s going to be the best predictor of future injury. Uh and then we are going to ask them the intensity that they want to start out with because it’s different for everybody. Some people everything is has to be done safely, right? But some people they want to be not only safely but they want to be oh I want to be so sore the next day. That’s how I know I got a good workout. Then there’s the other person who they say I you know I have to carry I have to take care of three kids or have to take of my care of my parents. I can’t be sore. So I need you to kind of ease me into that. So we ask them about uh their intensity. Then we make sure that the schedule, we’ve gotten them initially scheduled, but we want to make sure the schedule is going to work for them. And based upon what their life is, we’re going to recommend how often they should be coming to us. So that’s the first thing that we’re going to start off with. And then their first their first workout. Uh it really is kind of like, you know, a bit of an evaluation. We’re we’re deciding, okay, what exercise are good for them? What’s not good for them? How much weight can they use? What can’t they use? That’s what we’re starting with. And then really in that first uh I said really the first three months we’re going to sit down and talk with them you know obviously like you know what are their goals and that might dictate okay giving them help outside of the workouts with nutrition or sleep or uh you know um whatever it is outside the gym other movement that they may need help with. So, I’d say the the first three months are really uh evaluating that and sitting down with them as as much as they really need or want even outside of the sessions.

Tejal Ramaiya: Oh, awesome. So that’s really cool that you guys actually go through like a free assessment for like injury pain like because there’s a lot of times when people are like we get a lot of patients who are like afraid to join a gym like like you guys and like I have to really be like no they’re really good with making sure that you’re not going to get injured. They’re really good with modifying things. They’re they do a proper assessment. Their form is great. Like I mean it’s good that you start them in a place where it gives them that like feeling of safety because I think that allows them to kind of actually do make them know that they’re capable of doing that of working out.

Rob Riccobono: So it does two things. It definitely well it helps the the person feel more comfortable. We’re more comfortable because we obviously know about it and can better prepare. And that also helps the, you know, it helps the relationship with the coach and the person, which is important because you have to, you know, like the person that you’re working with and enjoy it.

Tejal Ramaiya: Yeah, for sure. And then even during you guys are those first three months, you said that sometimes you’ll give them um advice on what to do outside of the gym, which that’s not something that you get everywhere. Like if you do one-on-one personal training, you might get that, but a lot of our patients are looking for something that’s not one-on-one because sometimes they get bored with that. So like the small group is perfect. Um and like how when are those like you know do they is that more like an informal conversation between um the client and the coach or how does that work or is there like something that you guys kind of follow?

Rob Riccobono: Yeah. So we uh we try we call it a progress accelerator meeting because it’s all designed to what we talk about to accelerate their progress. Yeah. Uh so we do that with uh all of our new members within the first couple of weeks. Uh then we try to follow up from there in like six to eight weeks. And then really it is dependent on the person. You know, a lot of people they don’t want that. They just want to come in, work out, they want a quick uh uh maybe a quick check-in in between. Yeah. Um but it it is important for us to at least have one of those conversations. Yeah. So we know what’s going on. Uh so that’s more formal that we have in the beginning. We’ll do that one time and then we’ll more leave it we’ll we’ll leave it up to the members every at least quarter. or we’ll reach out to the members and say, “Hey, we’re scheduling these meetings. Do you want to have those with us?” And for though a lot of people, they don’t want that because they’re so busy and maybe the most they can commit to is getting into the gym. Um, but if we don’t know enough about the person, then we’re going to at least pull them aside and say, “I know this what we spoke about last time. Is this correct? Do we have to add anything to your training?” So, we’re going to we’re going to check in uh, you know, to a certain degree, even if they don’t want to because we need to know how to best service them.

Tejal Ramaiya: Yeah. I know that’s really good because it just makes them feel like you’re engaged in their progress and working towards whatever their goals are. So, yes. Um, yeah. No, that’s amazing. Um, so can you think of um any like a big success story that you had? I know that you’re not coaching anymore, like really at the gym and you’re kind of more managing, but can you share a success story of an client that you had that you guys helped?

Rob Riccobono: Yeah, I’m thinking specifically about somebody who she was a member of our uh Madison facility until she moved to Florida. So, she joined end of 2019 and then I don’t know she moved end of 2023, beginning of 2024, but she lost I think maybe 120 pounds and was able to really keep that off. Uh, and I like to share her story because uh, what was she? I think she was maybe like 60 when she joined us. And I share that because she had times in her life where she was exercising and trying and either, you know, couldn’t lose all the weight or just some of it or couldn’t keep it off. And I share that because that happens with a lot of people in life. like they’re getting frustrated because they’re not making progress and so much of the weight loss is nutrition based and for whatever reason there are just those times where it just happens to click, you know. Uh so that was and she lost it, you know, throughout the pandemic to not only get better with her nutrition, but uh improved with the exercise and became somebody that was, you know, very like a model for other people to look to. um and she kept it off and I saw I saw a picture of her on Facebook the other day and she still kept it off, which is, you know, amazing to me.

Tejal Ramaiya: That’s amazing. Um, I mean, the long-term weight loss is like a huge success. I mean, even like I think I think the data like on weight loss is like only like 5 to 10% of people are actually able to successfully lose weight and like less than 5% actually are able to keep it off. But like having something that they’re tracking or something that they’re accountable to, like tracking their weight, tracking their macros, or being accountable to a coach, like those are the things that make it successful. So, um I think that having a gym and a community makes a really really big difference. In terms of nutrition, I’m just curious like how do you do you guys usually give macros to people or how do you help with nutrition for someone who was like her who wanted to lose weight? Like how does she learn what to do outside of the gym?

Rob Riccobono: So, she specifically she did uh track her macros and count calories. Um and that but it really is all dependent on the person. So whatever whatever they’re going to be able to stick to and have best success with. Um it’s like anything, you know, the more specific you are, the better chance of success, but the harder it’s going to be. So for somebody who who’s uh if it’s very important to them or they’ve struggled, we’re definitely going to push them to do that. Uh for people who are like that’s they that’s an even conversation begin with them. Then we’re going to give them habits to follow and start to build on that. So it’s it’s very individualized per person. And then we will do uh short-term nutrition programs for like six weeks at a time and it will focus on one of those things. So it’s whatever whatever somebody really you know has the inclination for at that time. So like we’re doing something right now where it’s mainly habit based. So it’s for that person who wants to make slower long-term changes. Then we have done the okay for the six weeks we’re going to coach you on tracking your macros for that person really wants to dial it in and work that. And then we have people who we’ve been doing with them that privately you know for years. So, it really depends on what the individual needs and where they are. Like, not everybody’s ready to do that at this time.

Tejal Ramaiya: Some people aren’t, some people aren’t. So, when they’re ready, we’re going to have some kind of, you know, opportunity to help them out.

Rob Riccobono: Yeah.

Tejal Ramaiya: So, it sounds like you don’t just do the workouts. This is something new I’m learning about you guys. You don’t just do the the workouts, like you do dial in the nutrition and the general movement and every I mean, like that’s what you kind of weight loss is multifaceted. healthy lifestyle is multifaceted. So, it’s important to hit all of those bullet points.

Rob Riccobono: Absolutely. And it really again it depends on where they are in that journey. Uh and like we have we have a nutrition person that we work with. We’ll send a lot of people to her if somebody they want to really like dive into it and spend a lot of time out like really a lot of time. We’ll probably outsource that a lot to her. Um so, it really depends on on what the person is looking for and where they are in their journey.

Tejal Ramaiya: Yeah. And if they have other like issues that they’re dealing with like cholesterol, diabetes or anything like that, like a nutrition, like a dietitian is probably a better option, I would say. But yeah,

Rob Riccobono: Correct.

Tejal Ramaiya: Um, cool. So, um, if someone’s looking for a gym, a place to work out, what advice would you give to that person? Like, you know, having experience with your own gym?

Rob Riccobono: I would definitely say, especially if somebody’s looking to uh get into it if they’re not doing it consistently, is to work with the coach because uh that is what’s going to keep you on track. There’s absolutely no doubt about it. You know, even we obviously know like, you know, come January in the new year, a lot of people head to the gym. Uh the number of people who come to us during that time, you know, they most of them will come and stay because they’re now working with a coach and it’s something they’re going to do for the long term. And also working with a coach, not only going to keep you consistent, but they’re going to help you to not get hurt. And that’s what you know, if you’ve if you have had any history of movement in life, things have built up over time and you’re not going to be able to do every single exercise, you know, that you found online. So, the more tailored it can be, the better and the longer you’re going to be able to stay in an injury free. So, number one thing I’d say to work with a coach in in some way, some form. If it’s not a coach, then it’s a workout buddy. But, uh, anything that you do on your own is going to be a lot harder than you can do with somebody else.

Tejal Ramaiya: Yeah. Okay. Cool. Cool. So, I know that you guys do a lot of things like in the community depending on where the gym is and what town it’s in. How do you guys connect with um the local community or other businesses?

Rob Riccobono: So, uh, we’re always looking for whatever, you know, whatever the main event is that is having in town, we want to contribute in some way. Right. So, you know, you learn that from either the chamber of commerce or from the uh whatever the uh the business center of that town is, right? And because the town is obviously so good, like that’s where our members are coming from, you know, and everybody’s always been so nice to us, we want to be able to give back in some way. So, we’re looking at whatever events are happening then. And then when it comes with partnering with uh other places, we’re looking to other what are other uh other businesses where people are going there for some kind of self-care where that’s important to them. So we we do a lot of partnering with other fitness concepts where people are getting some kind of coaching because they’re finding that valuable probably going to find our coaching valuable. That’s always obvious like we partner with somebody like you because people are going to come to us who are hurt and like you know there’s we we know how to uh work around things and help certain things but we can’t do a deep dive into that. So somebody who’s going to help somebody get more uh get more out of what we’re doing and do it in a safer way. So whatever main events are happening in the town and also uh if as a member has something that’s very important to them that’s local. So, like for October, we’re raising we’ve done this for the past couple years. We raise money uh for an organization called Bosom Buddies. They’re in Cranford, and they they uh they uh do nice things for uh women who are going through breast cancer treatments. And so, one of our members from our Springfield gym, she’s been with us since 2014, and she had breast cancer. Now, she’s a part of the organization. So, we specifically raised money for them. In the past, we’ve we’ve raised money for bigger companies uh for breast cancer research, but she’s gone through it. It’s important to her. So, now all of our locations raise money specifically for her. So, if a member has something important, then we’re going to do something as well. I know in our uh one of our Maryland our Maryland locations, same thing. Uh I forget what it was, but somebody had some kind of uh illness, a member or a family member. So, they had a special workout just uh for that person, and they had like 40 50 people and raised a bunch of money. So, anything that’s, you know, specifically affecting one of our members, we try to help with.

Tejal Ramaiya: Oh, that’s awesome. That’s like another way to just kind of build that relationship. I mean, obviously your members are so important to you, it sounds like. Um, that’s really awesome. Are you guys running any current offers like between now and the end of the year or any upcoming events that you want to share?

Rob Riccobono: Um at a bunch of our locations, not at the Madison location because we have a lot going on there, but at a bunch of locations, we’re having uh a workout to raise money for Bosen Buddies on Saturday. It depends on the location, but it’s a specific time that’ll be happening. Again, depends on the location. And right now, what we’re doing as an offer is uh three workouts for $99. So, it’s a it’s a uh we found it’s a good amount of time people to be able to try it out and, you know, see if it’s a good fit for them before they want to become a member.

Tejal Ramaiya: And can they do those workouts? Uh can it be like once a week, twice a week, like or does it have to be all used in one week?

Rob Riccobono: Uh so the three workouts, we give that over a 14-day period.

Tejal Ramaiya: Okay, that’s perfect. Yeah. Okay, cool. That’s awesome. Um so it’s three workouts for $99. I’m gonna share that with our uh our email list too.

Rob Riccobono: Excellent. Thank you.

Tejal Ramaiya: So, what’s the best way for someone to get in touch with you guys if they are interested in working with you? Should they go on the website? Do they call someone?

Rob Riccobono: So, if they go to gamechangerfitit.com, that will allow them to choose their location and then uh they can schedule a phone call with a coach or give their information for the coach to reach out. That’s the best way. Give the information and then we get on the phone with them and then find not only what location is best the schedule but to make sure that our program is a good fit for them.

Tejal Ramaiya: Awesome. Cool. Anything else you want to share?

Rob Riccobono: Um I accept what I’ve you know already shared is that no matter what level we start where you are whether you’re most beginner, most challenging. Um and that’s why we you know we do something like the three workouts for 99. That way somebody everybody wants to try it out before they become a member. But even with us, because it’s month to month, we have to earn their business every month. So, you know, if we think you could help you out, it’s certainly worth a shot.

Tejal Ramaiya: Yeah. Cool. Well, I definitely learned a lot. I love how you guys connect with the community, connect with your members. We see a lot of a lot of your members at our practice, and I know everyone’s really happy with you guys. Um, and they get to know your coaches. It’s very customized and it’s very, um, relationship based, which I think is really unique. So, um, you guys have a great business and a great model. Um, and I’ll definitely be sharing this. So, um, it’s been an absolute pleasure today and I hopefully like you had just as much fun as I did. Um, thank you so much for your time and, um, I look forward to having you again.

Rob Riccobono: Thank you very much, Tel. Appreciate it.

Tejal Ramaiya: All right. I will talk to you later.

Rob Riccobono: Thank you.