Be a Doer, Not a Dreamer

How do you build a great brand? The same way you build a great body. This former championship bodybuilder (and Hotworx founder) explains.

- by CARL STOFFERS

Some people dream of being an entrepreneur. Others become one. So what separates the two? “The level of self-discipline and commitment,” says Stephen Smith, a former champion bodybuilder and serial entrepreneur. “That’s what it takes.”

Smith has needed both. His first franchise was a tanning salon called Planet Beach, but it was undercut by changing economics. (More on that below!) But instead of quitting, he channeled those lessons into a new franchise: It's called Hotworx, a fast-growing fitness brand with more than 760 locations in the U.S., Ireland, and the Middle East.

Hotworx combines sauna and fitness classes. Users choose their preferred workout, which happens in specially designed infrared saunas. The idea is to promote detoxification and rapid calorie burn, while building muscle and flexibility.

Here, Smith shares how to make the most of a big idea.

What happened with your first franchise?