They want to be the sharpest person in the room, but talent without community burns out, and the right community multiplies whatever ability you already have. I’ve coached high performers. We’ve tried everything alone. They grind, they [00:01:00] plan, they work, and they stall. Not because they’re incapable, but because they never step into a room that demands more from them.

Then I’ve coached regular people who walk into the right environment and took off. When you’re around people building, pushing, and raising standards, your brain stops negotiating with comfort. Community isn’t soft, it’s pressure in the best way. It’s accountability. Without speeches, it’s being somewhere that makes coasting feel uncomfortable because everyone else is locked in that kinda room upgrades everyone in it.

A client once kept asking how to get more motivated. The shifting come from rewriting goals. It came from changing the circle around. I always say, you’ll never outperform your inner circle squad. So you put them in a room with people who don’t drift, and the output double, same person, different environment.

Talk about the environment that I got going on today. Like I’m a good friend, Emily here, the PR rep brought in two absolute just studs. We’ll just say that, got two guys here in studio who are helping build what might be the fastest growing social sport you’ve never tried. And trust me, by the end of this segment, you’re gonna want a court reservation.

[00:02:00] Josh Hirschfeld and Lance Rosenfeld are the vice presidents of Xcel Padel and the driving force behind the West Palm Beach location. These guys aren’t just running a club, they’re building a movement. Both Josie guys who came to South Florida chasing opportunity, they found piel and went all in. They started as a casual introduction to the sport, turned into a full blown obsession.

Then a vision. Bring a world-class piel experience to the US and build a community around it. Joshua’s partnerships, investor relations and operation with a hands-on leadership style, focused on structure, accountability, and growth. Lance leads business development and outreach, turning first time visitors into lifelong players and making sure every person who walks through the door.

Feels like they belong between the two of them. They blended business horsepower, athletic roots, and family driven passion into a club. That’s redefining what social sports culture looks like in Palm Beach County. These guys aren’t here just to talk about Padel. They’re here to talk about entrepreneurship, community, discipline, and what happens when you recognize an emerging opportunity.

And have the guts to build it before everyone else catches on. Fellas, thank you so much for coming on man. Thank you so [00:03:00] much, coach. Awesome. Thank you coach. That was awesome. And Emily’s here, she’s not on the mic, but thank you so much. The best PR rep in Palm Beach County and abroad, but gotta ask you guys real quick.

Either one of you guys can answer that, but who’s more competitive on the. On the court between you two? 

Lance Rozenfeld: Oh I’m gonna say myself, but I know Josh might wanna interrupt and say himself as well. I think both of us were amazing competitors. We’re always hungry to win every match If it comes to arguing with each other, thinking that who had the better game, who thinks who’s the better player?

We’re always at each other’s throats. 

L. Scott Ferguson (Coach Fergie): I 

Josh Gershfeld: don’t lose coach. 

L. Scott Ferguson (Coach Fergie): Alright, bye. Bad. I don’t lose, he’s more likely to blame the paddle. When they lose, 

Lance Rozenfeld: it could, honestly, it might be me. He’s pointing at me right now. And this 

L. Scott Ferguson (Coach Fergie): equipment just 

Lance Rozenfeld: as junk, 

L. Scott Ferguson (Coach Fergie): right? 

Lance Rozenfeld: Yeah. I’m a man of many excuses. 

L. Scott Ferguson (Coach Fergie): Gotcha. So if someone was to walk into Excel, Piel, which, what’s the address real quick guys?

Let’s go 1 

Josh Gershfeld: 0 1. Sansbury’s Way. 

L. Scott Ferguson (Coach Fergie): Sandsbury way. That’s Palm Beach, Florida. Off Southern and right 

Josh Gershfeld: off Southern, right where they do right next to where they do this. 

L. Scott Ferguson (Coach Fergie): Can’t miss it, man. It’s a state 

Josh Gershfeld: fair, 

L. Scott Ferguson (Coach Fergie): really cool facility. [00:04:00] Like I see it on the outside. All the, 

Josh Gershfeld: it’s your own billboard. You’re right out there.

L. Scott Ferguson (Coach Fergie): So if someone was to walk into Excel for the first time and had zero idea what Padel is or paddle, what would you tell them in one sentence to hook ’em and we’ll go with Josh first. 

Josh Gershfeld: I’d say in one sentence. It’s the best part of every single racket sport into one. 

L. Scott Ferguson (Coach Fergie): Yeah, because I’ve noticed again, I haven’t been blessed to play.

I’m gonna come in and just wax the court. The guys we’re gonna, we’re gonna get you on the court, but No, but it is cool because there’s like a little bit of tennis, a little bit of pickleball, uhhuh, which is a big thing down here for sure. It also has walls though, so you add a little racketball into it, feel, 

Josh Gershfeld: It’s. When I say it’s the best part of every single racket, sport, squash, tennis, pickleball, everything. 

L. Scott Ferguson (Coach Fergie): Right? 

Josh Gershfeld: Tennis is tough because the entry level is hard. If we were just to go on a tennis court right now, the rallies wouldn’t last very long. Yeah, 

L. Scott Ferguson (Coach Fergie): exactly. 

Josh Gershfeld: So with the walls, you have rallies that really last a while.

You can hit it off the wall. You can wait until it bounces off the wall and then hit it back. It’s really it’s [00:05:00] something completely different than any o any other sport. And it’s super fun. It’s right, it’s, we don’t even need to sell the sport ’cause the sport sells itself. Once 

L. Scott Ferguson (Coach Fergie): they get in there though they’ll see the places like, and again, I’m feel like such a schmuck.

I was out town December 14th when you guys had a grand opening and I know Emily and you guys invited me and I apologize. Yeah, don’t see that. Yeah, I wanna, I have to get out there and do it, but it looks very fun and also. I see all ages. 

Josh Gershfeld: All ages. 

They’re, 

Josh Gershfeld: they there all ages. Actually in our Westlake facility, which is around 20, 25 minutes away from our West Palm one, our biggest hit is the kids programs.

And in America it’s not very often that you’ve seen a lot of kids that have been like, oh, I’ve been playing paddle since five years old because it’s so new here. And Spain and Argentina. We’re near Wellington where the equestrian scene is big. Yes. So you got a lot of Argentinian people 

L. Scott Ferguson (Coach Fergie): because the polo and stuff, 

Josh Gershfeld: Because of the polo Yeah.

And everything. Everything to do with horses 

L. Scott Ferguson (Coach Fergie): Yeah. 

Josh Gershfeld: Is in Wellington. And a lot of them really come in. They’re like, yeah, I’ve been playing since I was like three years old. But in [00:06:00] America it’s so rare to see,

L. Scott Ferguson (Coach Fergie): you both saw Paddle, or I wanna say, because it’s Excel pad. I wanna say Padel, it was paddle.

You could say. So you both saw it early before it exploded, here really in the United States. Yeah. So what did you see in the sport that made you say, this isn’t a hobby, this is a business opportunity? 

Lance Rozenfeld: I’d say, honestly, the first time I first played, I was a high school and collegiate athlete.

I played baseball in high school, played a little bit in college before I transitioned to rowing. Tried to always dip my feet into the racket world or 

L. Scott Ferguson (Coach Fergie): crewing. 

Lance Rozenfeld: In high school? No, it’s question crew. Honestly. College, if you look on the rosters, they always write crew. 

L. Scott Ferguson (Coach Fergie): Okay, gotcha. 

Lance Rozenfeld: But then everywhere else you see rowing, it’s like the padell paddle situation.

L. Scott Ferguson (Coach Fergie): Gotcha, gotcha. 

Lance Rozenfeld: So yeah, going back to, you know how I got into Padell. I got into racket sports. I never really liked it. And when I first played Padell, that was the first racket sport. I was like, wow, like this sport’s addicting. 

L. Scott Ferguson (Coach Fergie): Yes. 

Lance Rozenfeld: And I never saw myself actually getting into racket sports. So when I first did that with Padell, it was honestly like a shock to myself.

L. Scott Ferguson (Coach Fergie): Sure. 

Lance Rozenfeld: [00:07:00] I played once. I wanted to play again. It was good on my body. I’m very injury prone guy. Okay. So when I went on a soft surface to play padel, I was actually shocked that my body responded well as my hunger for the sport. 

L. Scott Ferguson (Coach Fergie): What is the surface? Turf. Isf it. Turf. 

Lance Rozenfeld: Okay. Yeah, turf of sand, embedded the sand.

L. Scott Ferguson (Coach Fergie): Okay. 

Lance Rozenfeld: Helps the ball run more 

L. Scott Ferguson (Coach Fergie): so you get, it’s easy on the knees for like people like myself that have had knee issues and whatnot. So that that’s great. A lot of people discover, trends, but very few really commit to building around them. 

Josh Gershfeld: Oh 

L. Scott Ferguson (Coach Fergie): yeah. So what gave you the conviction to go all in instead of sitting back and watching this thing?

Josh Gershfeld: So for me, the way that, I’ll start with how I discovered it as well. Is I moved to Miami, like I was telling you earlier. Yeah, I’m from New Jersey, moved to Miami and I had no friends. And Miami’s great, but what’s life without some friends, right? So 

L. Scott Ferguson (Coach Fergie): yeah, 

Josh Gershfeld: one of my, I had one friend in Miami at the time that I knew from Jersey, and he was like, there’s this new big sport called Padel that everyone is playing in Miami.

You gotta come to this event. It was like a wellness event type of [00:08:00] thing. Now all my friends are from that event. Really? So that is what that 

L. Scott Ferguson (Coach Fergie): Greek community man to build like 

that 

Josh Gershfeld: the community is the biggest part of the sport in my eyes. It’s super social. I walked in, I see all these beautiful quality people.

L. Scott Ferguson (Coach Fergie): Yeah, 

Josh Gershfeld: everyone wants to better their bodies. The sport is super fun. I’m super competitive. Yeah. So gives me something to do. There’s 

L. Scott Ferguson (Coach Fergie): movement, but it’s not like a lot of taxing. I mean you can get after it, but Oh, yeah. For, it’s not like faxing on your body. So you guys aren’t really just selling court time, like you’re building a culture there we’re selling a 

Josh Gershfeld: lifestyle.

L. Scott Ferguson (Coach Fergie): Exactly. So what is a perfect day at Excel look like from a perspective of a member? 

Lance Rozenfeld: I would say as a member, first thing, you come in there, let’s say you got a 90 minute court booking. You come in 15 minutes earlier, you want to. Go stretch. We have a gym area. We got a turf area as well, so you could stretch, make sure your muscles are good to go.

Then you get on the court, you play 90 minutes, you socialize with all the other three players. Sure you have a great time. Fantastic game. What do you do after you go to a restaurant and bar? [00:09:00] Maybe you get some food in your system,

they say put refuel, 

L. Scott Ferguson (Coach Fergie): right? Yeah, 

Lance Rozenfeld: exactly. They say in Padel, if you play about an hour to 90 minutes you’re burning over 1200 calories. 

L. Scott Ferguson (Coach Fergie): Wow. 

Lance Rozenfeld: It’s a lot. 

L. Scott Ferguson (Coach Fergie): Just ’cause of the movement. That is 

Lance Rozenfeld: exactly just constant movement. Constant communication. You’re using a lot of muscles in your body. 

L. Scott Ferguson (Coach Fergie): Sure. 

Lance Rozenfeld: So you go have a nice drink, you have some food. 

L. Scott Ferguson (Coach Fergie): Right 

Lance Rozenfeld: after that, you see yourself staying there for another hour, maybe hour and a half.

Then after that, you’re like, oh, I gotta go to work. But before I go to work, let me wash up. You go to our amenities area, you maybe use one of the amenities, which could be the sauna, the steam room, the cold plunges. After that, you take a nice, warm shower. Yeah. Or cold shower, whatever you like. Next thing you know, you were there for four or five hours and then you can go on your day.

You could really implement XL Padel as a 

L. Scott Ferguson (Coach Fergie): lifestyle. 

Lance Rozenfeld: Exactly.

L. Scott Ferguson (Coach Fergie): A lifestyle. But you could also get in and out of there, right? Yes. If you wanted to as well. Yeah. Which is something that like a lot of people, that’s why I like, I love golf, but I can’t do it ’cause it’s four and a half hours and I’m busy.

Yeah. Me. So I’m way crazy. [00:10:00] Crazy busy, right? Yeah. You both came from different industries, real estate and automotive management, I believe, right? Or automotive, yes. So what lessons do you kinda learn from there, from, say, real estate, that you’ve poured into, running the facility there?

Josh Gershfeld: I think I can speak for both of us. This is such a new journey for us and even for someone that has been in a sports industry field already. The paddle industry is completely different. It’s unlike any other, because you have these, we’re building a whole new concept here. Everyone is, everyone else is building just a paddle club.

They’re just putting courts, 

L. Scott Ferguson (Coach Fergie): right? 

Josh Gershfeld: And that’s great ’cause the sport is super fun and super addicting. But when you go to other paddle clubs, you’re going just to play paddle. And right. When you’re coming to Excel you’re coming for the experience. So I think some things that have helped me from there, of course, like organization and time management.

Knowing how to prioritize tasks, but now this is a whole different industry. It’s a whole different beast, we’re delegating lots of tasks. We’re talking to a lot of members, so there’s definitely a lot that goes into it. [00:11:00] 

L. Scott Ferguson (Coach Fergie): How about you coming outta automotive? 

Lance Rozenfeld: No, I think the best thing coming out of automotive was understand what the consumer sees.

And, this correlates directly with XL Padel. The big thing that XL Padel is a differentiator is. That we’re a family owned business. We were once the consumer. 

L. Scott Ferguson (Coach Fergie): Oh wow. Okay. 

Lance Rozenfeld: So knowing how, being a consumer in cars, for instance, seeing, I want this specific spec on a car. I wanna make sure the car is at this price.

L. Scott Ferguson (Coach Fergie): Sure. 

Lance Rozenfeld: I was that guy. 

And same thing goes with padell. I want to get a court, but I wanna make sure you have these amenities or I can get a court that has, this type of ambiance, this type of feel. I want it to be indoor. So we thought about every possible thing that the consumer would want and make sure it’s consumer friendly because we were once a consumer and that’s how automotive helped me, and I believe that’s what helps excel as us being a family as well.

L. Scott Ferguson (Coach Fergie): Yeah, I’ve noticed that you guys are pretty tight. Yeah, I noticed it with you guys. Oh yeah. It seems like everybody, the energy in this room right now, squad [00:12:00] out there is, it’s straight fire. These guys, they’re athletes, but they’re also about, providing above and beyond service that this squad that I like to hang out with and we come back.

We are going to, take us through the memberships that we have going on and why it’s misunderstood here in the US market. So squad, we’re gonna throw it to my awesome friend and show sponsor Steve Austin with Rise Mortgage and we’ll come back and we’ll get back into it with Josh and Lance.

Steve Austin (Show Sponsor): Thanks Scott. Happy Saturday everyone. This is Steve Austin with the Rise Mortgage Dynamic Team with your mortgage market tip of the week. During your pre-approval process, a soft credit pull needs to be done to get the full process completed. Before you get that done, don’t forget to unfreeze your credit accounts.

Forgetting to do that can slow down the process of getting you out there home shopping. If you wanna learn more about the pre-approval process, give us a call at (561) 250-6044. That’s 5 6 1 2 5 0 6. Zero. Four. Four. That’s it for this week. This is Steve Austin, your branch manager, NMLS 7 6 [00:13:00] 2 3 2 8. With the RISE mortgage Dynamic team N MLS 1 6 0 4 6 6 3.

An equal housing lender. 

Joel Malkin: Are you looking to finance your dream home vacation getaway, or an investment property? The Rise Mortgage Dynamic team and company is here to help Steve Austin and his team. They’re expert loan advisors, combine local knowledge with cutting edge technology. To make your financing process efficient and seamless, whether it’s your first home or your next investment, trust Steve Austin and the Rise Mortgage Dynamic team and company to guide you every step of the way.

Visit them today and experience the perfect blend of technology and personal touch. Steve Austin’s Rise Mortgage Dynamic team. Your local experts in residential financing. Call Steve today at (561) 352-9278. That’s 5 6 1 3 5 2 9 2 7 8 5 6 1 3 5 2 9 2 [00:14:00] 7 8 and MLS number 1 6 0 4 6 6 3. 

L. Scott Ferguson (Coach Fergie): Case squad. We are back.

And Steve, thank you so much for the market knowledge nugget that you’re throwing out there. It’s time people are starting to buy a little bit more and the market’s moving a little bit. So again, thank you and blessed for your sponsorship. Paddle is exploded globally. It’s exploded. Yeah, we were talking off Mike, south America, Eastern Europe and other places.

Even the Middle East is starting to take off, but why was it so misunderstood in the US market about becoming the sport where people can really go enjoy in the all levels? 

Josh Gershfeld: I think the US has a. It’s very common for us to be the last ones to pick up on trends. 

L. Scott Ferguson (Coach Fergie): That’s, it’s a hundred percent.

When I was in the military, I traveled everywhere, 36 countries, whatnot. Uhhuh. And I’m like thinking, oh, this. And then four years later in the states, I be like, I’ve already seen this. 

Josh Gershfeld: Yeah. 

L. Scott Ferguson (Coach Fergie): Because it was like in Singapore, they were doing it or something like that.

Josh Gershfeld: Yeah. Yeah. So 

L. Scott Ferguson (Coach Fergie): it’s, I keep going.

I cut you off. But 

Josh Gershfeld: yeah, it’s, no, that’s all right. That’s interesting. There was no market, there was no paddle market pretty much. And. We actually are partners with Marcos [00:15:00] Lar, who’s the godfather of Padel, they call him. 

L. Scott Ferguson (Coach Fergie): Okay. 

Josh Gershfeld: He’s from Spain. Used to be a pro tennis player, pro paddle player.

He is one of the biggest faces of growing the sport of paddle. So America only had, I think there was, what, two paddle clubs before him in all of America and yeah, no one knew about it. Meanwhile, in Spain, it’s fastest growing sport in the world, but in Spain right now, there’s more paddle courts than there are tennis courts.

L. Scott Ferguson (Coach Fergie): Wow. 

Josh Gershfeld: So it’s super, super fast growing. Really? Yeah. 

L. Scott Ferguson (Coach Fergie): Wow. It, a lot of it has to do with the space. It takes up a little bit less. And they’re, are they all indoor right, because 

Josh Gershfeld: of no. That’s the thing that kind of, one of the biggest things that sets us apart from others is we’re indoor.

We’re the biggest indoor paddle facility in North America. Wow. They’re mostly outdoors. And when we met each other in Miami and we started playing, it is, you know how it is here in, in Florida it’s treacherous to play in the heat and then now pretty rarely, but it’s treacherous to play in the cold.

L. Scott Ferguson (Coach Fergie): Sure. 

Josh Gershfeld: Because it’s cold right now. But usually they’re outdoors. And then you have the weather as a factor, and it gets tough to [00:16:00] really play. But back to your question on why it’s growing so fast, Marco de Pilar, one of our partners, he’s one of the biggest faces in growing the sport. So if you’re a coach and you have to get a coach certified right, to work at clubs, he’s the only one that can give you an official coach certification.

Wow. He travels the world. He was just recently in Australia, Australia doing certifications. He goes to every single state pretty much. Works with the clubs there and does his certifications. We did one of them when we started in the century. So you guys are 

L. Scott Ferguson (Coach Fergie): both certified under Marco 

Josh Gershfeld: then? Yes. 

L. Scott Ferguson (Coach Fergie): Okay. 

Josh Gershfeld: Yeah.

And the sport again, we gotta get you on a court. We gotta go then you’ll really feel I can talk all about it. Sure. But you really gotta feel it. And like that pop and the fact that the rallies last so long and it’s one of those sports where. You could, it doesn’t matter how old you are, it doesn’t matter how good you are.

You feel like you are a pro. When you are playing it, you feel good about yourself. 

L. Scott Ferguson (Coach Fergie): There’s different angles that mathematicians probably like that you can, 

Josh Gershfeld: yeah. It’s such an, it’s such an angle sport. I, when I think of it as compared to tennis and pickleball now I think of it as like cha checkers.

’cause you really [00:17:00] have, yeah, so many angles. The walls keep it in, so you’re really. The rallies last so long. And it turns into a game of like, all ’cause a lot of people freak out once the rallies last more than one minute, right? And it turns into a game like, all right, who can keep their composure the longest?

L. Scott Ferguson (Coach Fergie): Are they all played doubles or are they, is it singles also? Or like, how’s it mostly played? 

Lance Rozenfeld: So padel, it’s mostly doubles. 

L. Scott Ferguson (Coach Fergie): Okay. 

Lance Rozenfeld: There are like a few courts out there that do singles. Okay. But if you’re looking on the professional level and just. 99% of facilities, it’s always doubles. And I think that’s a better thing because the doubles makes it more exciting.

You have more communication involved, you’re creating more of a social environment. 

So I think all those things together makes Padel also just more exciting. Just the 

L. Scott Ferguson (Coach Fergie): community. 

Lance Rozenfeld: Exactly. 

Josh Gershfeld: Yeah. And I also wanna say that because it’s doubles and he was saying that it’s very social because of that, but that’s what we really work off of.

Sure. So a lot of people, especially in America right now, are like, all right, I love the sport. I don’t have anyone to play with. We put a lot. What sets us apart is we put a lot of pride, specifically Lance and I put a lot of [00:18:00] pride into matching people up, knowing our members levels. As you come in and then we see how you play, we’ll be like, oh.

He’d be perfect to play with him, okay 

L. Scott Ferguson (Coach Fergie): so you match him up. So you build community within 

Josh Gershfeld: Oh yeah. And we have a 

L. Scott Ferguson (Coach Fergie): Excel. 

Josh Gershfeld: Yes. 100%. Which is spot. We have a very active WhatsApp community. 

L. Scott Ferguson (Coach Fergie): Okay. 

Josh Gershfeld: That we divide by levels. 

L. Scott Ferguson (Coach Fergie): Nice. 

Josh Gershfeld: Every single day. There’s people, 

L. Scott Ferguson (Coach Fergie): so people can join the WhatsApp community as well?

Josh Gershfeld: Yep, yep. 

L. Scott Ferguson (Coach Fergie): Okay. 

Josh Gershfeld: And you don’t need to be a member for that. 

L. Scott Ferguson (Coach Fergie): Okay. 

Josh Gershfeld: So you join the WhatsApp community. Just if you’re looking for a game, and it’s all divvied up by levels. 

L. Scott Ferguson (Coach Fergie): Levels and location. Right? 

Josh Gershfeld: Levels and location. 

L. Scott Ferguson (Coach Fergie): Okay? 

Josh Gershfeld: And you walk in, you walk into Excel alone, and you leave with a family.

L. Scott Ferguson (Coach Fergie): That’s that. While you hear that squad, you walk in alone. You leave as a family, I’m gonna tell you, as a transplant to South Florida. I affectionately, funnily say, it’s a sunny place for shady people down here, but if you’re in a place like this, like Excel, this is a place where like they’re gonna make sure the people that run are gonna make sure you don’t feel like that outsider.

You guys have both emphasized a lot of structure in your lives, effort, accountability. So [00:19:00] how do you balance those high standards with creating a fun social environment? 

Josh Gershfeld: I’d say how do we balance the high standards Is. We just be ourselves. We know 

L. Scott Ferguson (Coach Fergie): I love it. 

Josh Gershfeld: We know what we want.

Lance said before, we’ve been the consumer before. So the whole mentality of building these clubs is what are little things about other clubs that we didn’t exactly enjoy or we think that could be done better and we put it all onto this one. And the main part of that is the community is having that family making Excel.

That third place, you got home, you got work, and then you got Excel. Nice. So 

Lance Rozenfeld: love that. Yeah. Josh nailed it. It’s all being authentic. Everyone. Everyone’s a human. Humans have emotion. You’re there to have a great time experience. Socialize. I always say Padel is that icebreaker, 

L. Scott Ferguson (Coach Fergie): right?

Lance Rozenfeld: You want to go on a double date with your friend, do Padel, right? It’s the best way. You know you’re learning a sport and at the same time you don’t feel like you’re obligated to. Feel like you don’t know what’s gonna happen next. At least with Padel, you can use that sport to 

L. Scott Ferguson (Coach Fergie): help 

Lance Rozenfeld: out 

L. Scott Ferguson (Coach Fergie): you go, like you said earlier, you can go [00:20:00] get a bite to eat as if you’re on a double day.

Exactly. Just hang out and make it a day there. 

Lance Rozenfeld: We have a lot of people that actually, 

L. Scott Ferguson (Coach Fergie): oh, blind dates get those too. 

Lance Rozenfeld: We are doing a program this week called Perfect Match. 

L. Scott Ferguson (Coach Fergie): Really, 

Lance Rozenfeld: Fitting for Valentine’s Day, but also just a great way for people to find, 

L. Scott Ferguson (Coach Fergie): what a great idea, man, 

Lance Rozenfeld: another person.

L. Scott Ferguson (Coach Fergie): That’s awesome. To get people to build the sport up around here. Build a community. 

Josh Gershfeld: Yeah. And then on the contrary, we do like couples events as well. Nice. We’re starting to do now, but we have a lot of people who’s what? They’re always there for so long and. They play and then they always get like a bottle of wine after and hang out.

Their wives get mad at us because they, we them there for so 

Lance Rozenfeld: long. They say, man, I can’t play another game. My wife’s mad at me. And, play. Next 

L. Scott Ferguson (Coach Fergie): thing you know, you play, you gotta get together and go dominate some courts, man. 

Josh Gershfeld: Yes. 

Lance Rozenfeld: We can all go on a double 

L. Scott Ferguson (Coach Fergie): date. I love it. Love it. So how about.

We will bring it down a little bit if something maybe goes wrong operationally, right? Because you’re gonna have those hiccups and stuff like that of an event or a staffing issue, customer complaints that might come in, what is your [00:21:00] leadership philosophy on handling that? 

Lance Rozenfeld: First thing is, obviously we wanna.

Keep it internally, make sure everything’s solved perfectly. But at the same time, we make sure if it happens, head on, make sure the consumer is satisfied first. 

And then if that affects the business, that’s something we figure out later. 

L. Scott Ferguson (Coach Fergie): Wow, love 

Lance Rozenfeld: it. So let’s say if it’s like a issue of a booking game, we’ll sort it with the consumer, make sure they’re happy.

And if it’s something. That we have to fix on the business side, that’s a later issue. Wow. We wanna always make sure the consumer is happy, and this is another part with the family business. You’re not just there for the profits. You’re there for creating the environment. Okay. You know the number one thing I see and Josh sees it too, is when we see full quartz that day.

We have smiles on our faces. Yeah. Feels like it’s picture day when I’m like 

L. Scott Ferguson (Coach Fergie): 10 years old. It’s not about what you’re bringing in revenue. It’s like the people that are there. This 

Josh Gershfeld: building, it’s about the people and the vibe when you have a full court in such a big facility with 12 different courts.

Yeah. And people in the gym. It’s a town of paddle, it’s its own little town and you have people just drinking and eating that’s in the [00:22:00] sauna. So it’s a good vibe. We need you to experience it. 

L. Scott Ferguson (Coach Fergie): Tell me about memberships. Like how does it work? Are there levels to it? Tell me about membership, either one of you guys.

Lance Rozenfeld: Yeah, of course. So first off, I want to throw it out there that we’re not just a membership only club. 

L. Scott Ferguson (Coach Fergie): Okay. 

Lance Rozenfeld: So let’s say if you are a non-member, you can come play on the court. It’d be $50 per person per 90 minutes a play. The common conception is it’s one hour. No, it’s 90. 

L. Scott Ferguson (Coach Fergie): Okay. 

Lance Rozenfeld: But there are also times where let’s say if you feel like you know you don’t have anyone and the WhatsApp’s not working and you just want to do regular program.

We have a thing that’s paddle and pizza. That’s two hours of play. You get pizza included and that’s $30 a person. 

L. Scott Ferguson (Coach Fergie): Wow. Okay. 

Lance Rozenfeld: Now let’s say we’re looking at memberships. I’m gonna keep it very brief because you can get into family memberships, you bring them 

L. Scott Ferguson (Coach Fergie): in and have 

Lance Rozenfeld: Exactly 

L. Scott Ferguson (Coach Fergie): experience it. Sure. 

Lance Rozenfeld: We have a core and a prime membership.

When it comes to court, it would just be one 50 a month. Your pade rates would go down. Okay. On discounted rate, you’d get some credits, which would get you some free games. 

L. Scott Ferguson (Coach Fergie): Okay. 

Lance Rozenfeld: And then you would get access to the gym, the steam [00:23:00] room, the sauna, the cold s 

L. Scott Ferguson (Coach Fergie): That’s for the 150? 

Lance Rozenfeld: Yes. 

L. Scott Ferguson (Coach Fergie): Okay. Very good. So is that how, and then you pay for court time separate or is that how that works or?

Yeah, so that’s 

Josh Gershfeld: the way that the paddle 

L. Scott Ferguson (Coach Fergie): market, but you get, but you still get the gym, the cold plunge, all you’re getting. What Lifetime would get you lifetime’s? 300 bucks a month and nothing against Lifetime. ’cause I’m a member. Yeah. But still it’s that’s a great deal. And then, 

Josh Gershfeld: yeah.

And you’re not, so if you’re not a member and you come to play, you get access to the full facility for that day. Oh, okay. So it’s almost like a day pass type of thing. 

L. Scott Ferguson (Coach Fergie): Okay. 

Josh Gershfeld: We have members also, we have three different memberships, but I, our most popular ones are two. And I usually divvy them up as How often are you playing?

Okay. We have one for playing once or twice a week, and then one for playing. Anything more than that, pretty much. 

L. Scott Ferguson (Coach Fergie): Gotcha. 

Josh Gershfeld: And then another one, if you’re playing really five, six times a week. 

L. Scott Ferguson (Coach Fergie): Gotcha. 

Josh Gershfeld: But we have members that have never touched a racket in their life and we always try to get them to, but they’re like, why would I pay for a lifetime Or Equinox three, four, $500?

If I can have this private gym that has everything that I need. 

L. Scott Ferguson (Coach Fergie): [00:24:00] Sure. 

Josh Gershfeld: Use a sauna, steam room, cold pool. 

L. Scott Ferguson (Coach Fergie): Yeah. 

Josh Gershfeld: Get discounts on my food at the restaurant. Amazing. By the way, the restaurant and bar is Yeah. Called All Blue Amazing food. 

L. Scott Ferguson (Coach Fergie): Love that. 

Josh Gershfeld: Food is amazing. 

L. Scott Ferguson (Coach Fergie): I love it. So this is the one question I ask and quick answers from you guys, but you guys are young men and you guys are working your way up and absolutely destroying it with customer service is doing great.

But how does you, how do you want your dash remembered that little line in between your incarnation date, your expiration date, your life date, and death date on your tombstone. Hopefully it’s way down the line. But how do you want your dash remembered? 

Josh Gershfeld: Influential. We are being one of the biggest faces in growing the fastest sport.

The fastest growing sport in the world. Okay. So I wanna be remembered as somebody who took risk. And it’s not very often that very often you’ll see people investing into a business, but it’s not very often you’ll see people investing into a new sport. 

True. So that’s something that I think is very different, very new.

And it’s not only a new sport, we created a whole new concept here. Something that no one’s ever done before. 

L. Scott Ferguson (Coach Fergie): How about [00:25:00] yourself? 

Lance Rozenfeld: I would say, almost exactly what Josh said, my word would be impactful. I think we’re building an impact in the padell world. 

L. Scott Ferguson (Coach Fergie): Love 

Lance Rozenfeld: that. To see what Padell was for us a couple years ago and what we’re building now.

We wanna create that different beautiful, that different lifestyle. I, as a kid growing up, you see all these cool inventions and you’re like, oh my God, if it wasn’t for that, we’d be screwed. 

Yeah. And that’s what we wanna build with Padel, is this sport, this facility, this brand.

Brings purpose to my life. I can do this every day. If it’s not playing padel, doing something else, that’s what we want to create. 

L. Scott Ferguson (Coach Fergie): That’s beautiful. And squad, you can go to their website. It’s Excel, padel, and it’s x. C-E-L-P-A-D-E l.com. Again, X-C-E-L-P-A-D-E l.com. Or you can call the West Palm office at 5 6 1 8 3 9 8 7 7 7 and it’s 5 6 1 8 3 9 8 7 7 7.

And we only have about 30 seconds left, but you guys do have a [00:26:00] big tournament that’s coming up the USPA 500. What’s the dates of that? March 3rd and fourth. 

Josh Gershfeld: Yep. 

L. Scott Ferguson (Coach Fergie): Now can spectators come and watch this? 

Josh Gershfeld: Oh yeah. 100%. And we have a lot of people that 

L. Scott Ferguson (Coach Fergie): do come and watch. Okay, I’m gonna make it a commitment to go watch it.

So squat if you wanna meet me out there and then also check out the facility. There’ll be people there to show ’em the facility. Oh yeah. 100%. Awesome. I’ll be there one of those days. March 3rd and fourth. Come see these. These guys get ranked and get out there. Yes sir. So thank you so much for coming on guys.

Thank you so much, coach. Maybe we’ll 

Josh Gershfeld: get you on the court and 

L. Scott Ferguson (Coach Fergie): you’ll be in the 12 minutes. We 

Josh Gershfeld: gotta L. Scott Ferguson (Coach Fergie): give you a day in life. And thank you so much, WJ. O. Thank you so much. My also producer Brian Mudd. Again, Emily Panini. Thank you so much for bringing ’em in. Go have a great weekend. Level up. Love your guts.