In this episode of Ground Up Podcast, hosts Terry and Roy sit down with Greg Younger, the owner of Waxing the City in Brentwood, to explore his inspiring journey from the grind of corporate America to becoming a successful entrepreneur. Greg opens up about the burnout he faced in his corporate career, the pivotal moment that led him to take the leap, and how he built a thriving business in the personal care industry. Whether you're considering a career change, dealing with burnout, or simply curious about the world of beauty and self-care, Greg’s story offers valuable insights and inspiration.
Nashville Fit Magazine Podcast
From Burnout to Business: Greg Younger's Leap from Corporate America to Waxing the City
(upbeat music) Welcome to Ground Up with Roy Mangerman, Terry Barge. The podcasts were all about getting down and dirty, into the nitty gritty with real stories of building businesses, shaping kick-ass cultures, and becoming the kind of leader people want to follow. We're gonna sprinkle in some laughs, lessons, and maybe a few awkward moments. So whether you're the CEO of the intern, the mail room or the top floor, if you got big dreams, get ready to roll up your sleeves and join two guys who aren't afraid to navigate the messy. One episode at a time. This is Ground Up. Hey there, waxing enthusiasts. Are you ready to experience the ultimate and smooth skin and pampering? Get ready to say goodbye to those pesky hairs with wax in the city, Brentwood. Your new go-to for all things waxing and beyond. My name is Greg and my wife and I recently opened our studio doors right here in Brentwood, Tennessee, and we can't wait to welcome you. 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Plus, our knowledgeable staff is always on hand to offer expert advice and personalized recommendations to help you achieve your fitness goals faster. Visit your local NutriShop today and discover the difference premium supplements can make in your life. NutriShop, where your health and wellness are our top priorities. Live better, feel better, NutriShop, the official supplement store partner of Nashville Fit Magazine. - What is up, everybody? We are back with episode four of the ground up podcast. Well, I mean, we had the misnomer, the mistake as it's known on the stage at the expo. - I am your host, Terry, and this is my co-host, the lovely. - Did you say lovely? - I did. Well, I was saying butchery, you didn't like that either, but... - Royal manger, everybody. (laughing) - I don't know which one it is, but we do have one. Let's try. - What's that? - Nevermind, I screwed it up. If that pops, if that pops on, we're in trouble. - What? - Nothing, we're moving on. Guys, we are very excited today about our guest and we're on location at Waxing the City in Brentwood, Tennessee, and we're sitting down with Greg Younger. Greg, how are you feeling, buddy? - What's up, guys? Welcome. - Welcome to the most unprofessional. (laughing) - Immediately, yes. Welcome to the most unprofessional podcast. - There he is. - Well, welcome to Waxing the City in Brentwood. - I love that you guys are here. - It smells awesomely new in here. - It does. - As soon as you're walking out, it's got that new business smell. (laughing) That's what we're going for. - Well, you achieved it. Greg, we want to go. Today, we kind of just wanted to go a little bit of a deep dive and we want to learn about you and the evolution of Greg and how we got to here. So, I know you left corporate America, but let's start with maybe where you left corporate. Where were you living when you did that? Were you from Nashville, Tennessee? - I am not, actually. Born and raised in Kansas. - Okay. - My rock, shock, j-hock background. I actually started with a Mariprise or American Express financial advisors about 22 years ago. It was a little bit average. - We're going to have to have a talk during this. (laughing) - Three financial advice today, one day only. - One day only. - Yeah, right before 9/11, actually. - Okay. - And was in Kansas City for a few years and then I got tapped to become a manager. And so I moved to St. Louis. And so I spent a bulk of my financial advisor career, both leading other financial advisors and then building my own practice in St. Louis. And was there for, gosh, maybe 15, 16 years, something like that. And then during COVID, we moved here. - Okay. - So I've been here for maybe four years or so. And yeah, so it was a financial advisor for a long, long time. You know, being a financial advisor, you're essentially an entrepreneur. - Sure. - A hundred percent commission. - That's a good point. - Yeah, always been a part of being an entrepreneur, always enjoyed being my own boss. And of course, enjoyed the finance and working with clients. But to be honest, it was the only career I ever had. You know, I essentially graduated from the University of Kansas and becoming a financial advisor as the first job I ever had. - Wow. - And after 21 years, I just, I got burnt out. - Sure. - And you know, you have that moment where you say, well, you know, we only have one, well, we have two lives to lead. And the second one begins when you realize you no longer want to do the first. So I just didn't want to do that anymore. And so I decided to sell that company. And Lindsey, my wife and I, were wanting to go into business with each other. And we started researching a bunch of companies and different ideas, different concepts. And we came across this waxing concept and my wife has a background in, in cosmetology. - Sure. - And so when she saw this, she fell in love with it. And I enjoyed it myself during getting waxed myself. And so here we are. We opened, we opened up up, let's go. - There's a, there's a couple of differences between you and I. And one of them is enjoying waxing. (laughing) - Actually, and Terry is getting waxed. - Gosh. - And sometimes we hear some screams coming from the room. - Sometimes. (laughing) - Yes. - Brings up a insert movie clip from what I heard. (laughing) - I keep thinking about how I can recreate that for our socials. - Yes. - And you definitely need to. And we can, we will volunteer, Terry. - No, no, no. I think we can find somebody else with that one. - Okay, that's right. - Somebody else would do that one. - So there's a couple of things that you mentioned in here. Like I am, I'm always floored by anybody who can stay in one position for 20 years. So I mean, kudos to you for that. You, I mean you love that job for a good long time. What elements about that job did you love that may actually, you know, also have in common with where you're at now? - Yeah. Well, I think first of all of us being an entrepreneur. - Yeah. - Right. I mean, being a business owner, being my own boss, growing the company, growing the business. I think a entrepreneurship is really like solving problems. - Sure. - And so, you know, I think, and again, being older now, maybe I can understand it. In the, in the time, I don't know if I quite understood what I enjoyed about it, but I think in retrospect, what I was enjoying was solving the problem. And, you know, trying to work through what needed to happen and how to market yourself, how to prospect, how to bring on clients and how to onboard them, and then how to create client relationships and build the business and work with staff and all that kind of good stuff. So I know I enjoyed that. And then, you know, quite frankly, you know, you build up really great relationships with clients in the financial advisory world. And so, of course, I enjoyed that as well. So I think those are the two parts that I enjoyed the most over the 20 years. - I guess the next question might be what I didn't like about it. - Yeah. - Yeah, let's go down to that, right? - I think that, you know, one of the things about being a financial advisor is you are working with a product that is, it's quite serious. You know, pure their money is a very serious subject. So that over 20 years is difficult. And then, you know, the market is an uncontrollable beast. And, you know, I'd gone through 9/11. I had gone through the 08/09 crash. And then I had COVID, which was another difficult period in the market. And, you know, it's just the ups and downs of it were difficult for me mentally. - I can imagine. - And, you know, there's a lot of people, a lot of guys that I started with who are still doing it. And, yeah, I think that they, in many ways, I think they're built differently than I am. They can sort of handle it. - I took it all very hard, you know? And so when the market drops, it's not your fault. But if you're advising people with the money, you can kind of take it on as it is, you know, to me. - That's very, yeah. - And so, again, for a lot of guys in the house who are in the business and have been in it for a long time, they can sort of handle that. I've found it more difficult as time went on. And I just didn't enjoy it at all. And so it sucked leaving the clients, for sure. Again, really strong relationships with them. But I also knew that, you know, whatever I would do next would be in an entrepreneurial way. So I knew I would continue to be an entrepreneur. And so the idea of building, again, was exciting. And the idea of starting something new, and the idea of doing something with my wife was exciting. So, you know, there was enough there to say, hey, let's, you know, again, you only live once. - Mm-hmm, sure. - Let's give this a shot. - Yeah, absolutely. If there's something that you said that I've heard Roy say before a few times, the, I don't know, I'll get back to that, 'cause this is-- - Clearly love my mind. (laughs) - When you're talking about making that transition. - And you're doing it here. That transition of letting folks go, what was that like? And do you still maintain those relationships now? - You've got clients? - Yeah, yeah. - So, we were in a great position where, you know, when you sell, so I owned my business. - Mm-hmm. - Okay, so, you know, I effectively, do you sell the book of business? - Yes, okay. - The book of business. So, you know, you kind of, you sort of own the relationship. - Yeah. - Right? And so, Ameriprise, the company that I was with, tried at large. And there are thousands of advisors and plenty that are in a position to buy you out. And that's, you know, in many ways, it's a pretty win-win situation. The client gets another Ameriprise advisor, he's an advisor who understands the language, understands the products, you know, so for the clients, there's not a lot of-- - Singles transition, exactly. - You know, they're not having to log into a different website or give a, you know, a whole new statement or something like that. And I actually opened it up to a national search and found a team out of Philadelphia that was willing to both travel back to St. Louis and do online work with clients. And this team was and is and continues to be fantastic. So, the transition went really well. You know, that team is still my financial advisor. So I think that there was, there was, like, hey, I'm staying with this group. - Yeah. - You know, and so I think that helped build some trust that it's not like I was offloading them to some people that I wouldn't work with. You know, my parents who had been, you know, my clients for 21 years are working with that group, you know? So I think that was very helpful when I would be able to sit down with a client like yourselves and say, hey, you know, this is what's happening, this is what's going on, this is a personal choice, but I wanna make sure that you're gonna be taken care of. And so I think that helped the transition and I think we, something like 99% of the clients transferred to the new team, that's awesome. - That's a girl. - And I think that's a testament to the relationship building that me and my staff did over the years, also my staff stayed on as well. So I put a lot of time and effort to making sure that it would be as good a transition as we could because, you know, you don't wanna leave people that you care about, I don't know. - Sure, yeah. And that's what I was gonna lean into, is that that part is nerve-wracking, you know? I've done that a few times in business where I'm like, okay, I'm pulling out of this thing and I'm moving into this thing. And it kind of, you struggle with a little bit of guilt, you know? - You do, you do. I think that there's a lot of fear there. - Yeah. - And I think that entrepreneurs, like ourselves, you know, the one thing we have is our reputations, right? And so the last thing you wanna do is ruin those reputations on the way out. - Yeah, 100%. - You know? And I think that for a lot of entrepreneurs or a lot of, you know, financial advisors or people in the insurance company, you know? I think a lot of them feel like they are, I don't know, maybe prisoners to their clients and their books. - Mm-hmm. - You know, I felt that way for a while and I think that, you know, if there's one thing I can say is that, you know, I think clients understand. I think they just want you to be honest with them and, you know, know that you are trying your best to do what's in their best interest as well. - Sure. - And the reality about, you know, me and my business is that I wasn't giving my best version to these clients towards the end, right? I was just 'cause you were kind of over. - I was getting burned down, right? - I get that. - And so, you know, I don't know if they necessarily believed me at the time, which was, believe me, you're gonna get a better version of me. - Yeah. - But I think since and having had some conversations both with my, you know, the new team and a few clients that I've been with, they love the new team because they've come in with energy and, you know, a level of just service maybe or, again, energy that I didn't have towards the end. And so that's not really service, I'm not providing the best service to them, right? If I'm not all in and, you know, yeah, 21 years of doing the same thing over and over again, it happens, right? You get a little burnt out. - Yeah, let's talk about that for a second. And I'm gonna give Roy a hard time. As I asked him, if he had a hard out, he goes, "I'd like to eat lunch before dinner." So speaking of being burnt out (laughs) Roy's over here running on fumes. So let's talk about that. Let's go through each one of us. I think that's a fun little exercise to do because the point of this podcast, right, our goal is to equip entrepreneurs. And, you know, sometimes that means talking them off the ledge. So how do we all handle burnout, you know, and maybe, Roy, you can, you wanna lead? - Hi, how are you? - Hey, how are you? - Good, welcome to the podcast. (laughs) - How do I handle burnout? - Well, that's evolving. It evolves. - Yeah. - Always. I was in corporate America, too, for 22 years. So that's the best to do. - Sorry. - Keep your mouth on the microphone. (laughs) - What'd you do? - Morridge, a Morridge industry. - Okay. - But I was so burnt out at the end. - Yeah. - When you were saying, you're gonna get a better version of me, I was like, I didn't say that. That's exactly how I felt. Shockout was just like, thank God, it's Friday. Oh God, it's Monday, continually. And that's the opposite, you know? - Yeah. - But I think, and even as an entrepreneur, you still, you'll get burned out. It's just different, right now. Like, you know, kind of there and right now. But it's different because it's your baby. You are able to control more than the things you can't, like you were saying, financial industry, well, I can't control what the market is. - Right. - You know, but in your own business, you're like, oh, I need more business. What can we do to get more business? - Right. - You know, it's, you know, it's something you can't control. But it is, it is tough. Like, I think you just have to find ways to cope. And there's different, different levels of burnout throughout your life, career, not just career, but life. We're just certain things like, oh, just over this. - Yeah. - Just take a step away. - Well, I would just maybe get your thoughts on this because I think there's an important distinction between like burnout and switching careers. - Yeah, sure, sure. - And maybe trying to definitely different. - Yes, definitely different. - And what that's, because I was burnt out as being a financial advisor, but you know, I took a long time to try and think about whether or not this is what I wanted to continue to do, right? And so, you know, I feel like there's moments where we get burnt out as an entrepreneur, you know, you've worked 12 days in a row, 30 days or whatever. - Sure. - There are, you know, but then you take a little bit of a break. And you're like, okay, I'm ready to go back. - Right. So I think that's like an important distinction, right? Like there's a difference between like, - Yeah, certainly. - Like my life was burnt out. - Right. That's what I was gonna ask. We're, that transition, and I'm asking a loaded question 'cause I went through this. Did you already know, hey, I'm gonna go start this thing before you were like, okay, it's time to sell and get out of this? Or was it selling, get out of this? Rest. Hmm, what can I get into next? - The second. - Oh, okay. - Yeah. - So that means you were. - You were, yeah. - Crispy. - You were trashed. (laughing) - Crispy lettuce. - Yeah. - Crispy lettuce. - Yeah. - No, I- - I like retire for a year. - Yeah. - And it was awesome. - We traveled. I took my kid out three boys, we went to Europe. We're pretty big soccer fans, and so we went and launched some matches in Europe, and boys had a, and my wife, we had a great time that my wife and I took a trip to Hawaii. We'd always wanted to go there, we'd never been. You know, so a couple of big trips, I just took some time off, I liked to write, I liked to create content, so I did that for a little bit, just kind of messing around. But definitely got to a point where I was like, okay, I'm getting about to work. - Yeah. (laughing) - What was the spark that was like, what does this look like? - Yeah. As far as finding this particular business. - Well, you know, before you found it like. - I think they get back to work. - They get back to work. - Yeah, but get back to work can be anything. - You're right. - You're like, you know, I got to start creating something. - Yeah. Gosh, you know, it's interesting. I don't know, there was a moment, and I don't exactly know like how it all came together. I had, I guess the long story is that when I, back when I was a financial advisor, I had actually gone through a process of looking through franchises. I always felt like franchises would be a good fit for me. I kind of, as I've gotten older, I know what my strengths and my weaknesses are, and so one of the things I think I'm good at is just, you know, if you tell me to do X, Y and Z every day. - Follow the process. - I'll just do it. - Yeah. - You know, and I'm pretty good at like, not really questioning the rules. Just like, okay, you tell me that this is works, then I'll just show up every day and just hit my head against that wall until it works. - Yeah. - And that's what I did as an advisor. - Right. - My frankly, you know, a smile and dial for it. (laughing) - You know, I mean, this is-- - Island for no, exactly. - You know, this is what's back in the day, but it's tough, right? - Yeah. - You know, but that's what we did, right? - Yeah. - They just told us to hit these numbers, and then everything else will work itself out. So I always need franchises who would work. So we had gone through a franchise process. I had identified some, and then the timing didn't work. We were still in St. Louis. And then so when we came here, I don't know, I was off for about a year. And I think that, I don't know, just, it was just really interesting. One night I came to my wife, and I said, I'm just gonna let you know, I've been looking at franchises again, and my wife was like, that's interesting. So was I. (laughing) And so we just, like, the timing just felt right. It had been about a year, which, you know, a lot of, I had a coach that helped me through this process, and she had told me, hey, taking you off. Just anecdotally, people had told me to take about a year off. And that just sued about right. So, and I think it was maybe like 10 months or something that I took off. And it just started to feel like, okay, it's time to really get back to doing something. - Yeah. - You can only watch the Golden Girls. (laughing) - Exactly. - Lies. Lies. - I've been in this episode a whole time. (laughing) - Exactly. - So, I guess it was just more timing. I think always in the back of my mind, I knew that I would take some time off and paint or something out. - Yeah. - Yeah, it just sort of was like a nice thing. - Okay, here's the follow-up question. This is a good one. - I like it. That's here. - So we know which franchise you chose. - Yeah. - Which ones did you decide again? - Oh, that's a good. - At least top version. - Yeah, there was... To be fair, one of the things, probably the number one most important thing about what I wasn't able to do at my old job, my old career, and what I wanted to do in this next one was work with my wife. - Sure. - Like a album, you know? - Sure, go through all the lists. Like, Lindsay and I want to work together. - Yeah. - Okay. And so, a lot of these concepts I was okay with, but they just didn't jam with Lindsay, you know? So there was like a mattress company that literally like a builds your own mattress company, where you kind of set up a manufacturing plant in your local community, and then you have like a shop like this. And then, you know, they're made to order mattresses. Pretty popular concept out of Ohio. I really like that idea. - Yeah. - Yeah, Lindsay, not so much. (laughing) - So, it's not very exciting. - No, it's not. It's not. - Sounds comfy. - There were some, you know, there were some franchises that we both liked, you know? Some like doggy daycare type stuff. That looked pretty good. Yeah, so there were some, there were definitely some concepts out there that we liked. But honestly, when this one popped up, Lindsay and I, you know, both fell in love right from the get-go. This was a great fit for us. Again, her cosmetology background, you know, she's somebody who had been getting waxed at various waxing places, you know? So, she came in with that kind of knowledge and expertise. And then, and again, you know, once I started waxing myself, it's like, all right, you know, waxing's cool, you know? And it's a more and more popular thing. - Sure. - And all that kind of stuff. So, you know, it really was sort of like a number one for us for a long time. And then everything else was pretty low on the totem pole. - Yeah, I think, I wanna just go back for a second and then we'll go, we'll keep moving. But the part where you were like the burnout, you know, what comes first, the burnout or the, you know, the decision to change careers, I think one allows you to see where you're at. So I think the burnout is the perspective that sometimes we need to either take a break, right? Or get in a space where we can get creative with solutions. - Yeah. - Both have their place. - Right, exactly. 'Cause it's like, you know, even here, it's six months, you know, I'm experiencing burnout. So I need, I know that I need to take some time away. I know I need to. You know, I can't work 30 days a week. - Yeah. - You know, that doesn't help anybody out, right? Well, what I know is that when I take a little bit of time off, you know, and even if that's a day or two, I wake up, whatever on that Monday morning, I'm ready to rock and roll. - Right, like I'm ready to come back and solve the problems that are associated with this. And I think if you're an entrepreneur, if you're like me and you're going through a bit of a midlife crisis, like I was, I think that's the key, right? I mean, I think the key is once you take some time off, once you're, once you give yourself the opportunity to adequately decompress, and you come back into the gig, where's your head? - Right. - And if it's not in it and you're not ready to solve the problems, then it's time to make them up, you know what I mean? So I think that's an important distinction because I think that all of us go through burnout. - Right. - But, you know, if we all just quit, every time we got burnt out, none of us would have gotten anywhere, you know what I mean? So I do think it comes back to, you know, that passion for being an entrepreneur. - They can see your shit attitude at that point. (laughing) - I was informed not to use that word. (laughing) - That's on the lower list, you're good. You know, I just got back from doing a seven day trip with my family, and that's one of the things I dealt with, was, boy, you struggle, I'm glad we went Friday to Friday, because I needed those two days of knowing that no one was gonna reach out to me, to kind of get primed to relax, so that I made a better decision when someone tried, when I saw an email pop up, nope, I'm on vacation, I have to put my family first. - You do feel a little bit of entrepreneur guilt, you know? Like, you should be doing something, because you are, I guess, where we've done a good job of making it habitual, so shutting it off isn't always that easy. - No, it's something that I'm getting better at, though. - Yeah. - You know, because I have to, you know, you have to get good at it. - Right. - I think it's something that we have to, as an entrepreneur, just give as much time and effort as to everything else that we do. - Yeah. - You know, it's a muscle that we've got to work on and recognize what we have to do to take some time off, or just, again, decompress so that we can come back, it's the best version of what we need to be. - Right. - Because it's just hard. I mean, what is it like? - It's hard to read about that anymore. - What? - It's so incredible. - No one's written that book yet. - Yeah. (laughing) - Exactly. - Yeah, right? Especially in today's world, right? - Right. - Just don't get me started up today's world. I mean, maybe not long, you know, social media. The sense that, you know, you've got to be all things to everyone at all times. - 100%. - We all have to feel like that we have to be on 24/7. And that, you know, if you're not, it's that you're losing, right? - Right. - And the reality is, is that you're not. And the reality is that, you know, it was just as hard to build a company in 2000 as it was in 2010, as it is in 2024. It's just, it's not quite in your face like it is today. - Yeah. - Yeah. - You know? And, but it was still really hard in '01, you know? Cold call in after 9/11 was brutal. - I can imagine. - Absolutely. - Yeah. - I want to actually say it's probably easier now than it was in '01, just because of social media. The reach for free is cheaper than it was then. - Probably. Maybe the competitions are cheaper. - No, the competitions definitely, I would say way heavier now. I know my industry it's absurd, but the cost to entering now is so much lower, at least in my industry. And then the ability to market yourself if you're creative is cheaper. - Sure. - Where are you like before? Like, okay, I got to buy a newspaper ad or I got to buy, you know. - No board. - Yeah. - You build a board and that stuff's just. - It's hard to track. - Yeah, and it's just, it's money, you know. - It's a big investment, yeah. - Anyway, either way it's tough, regardless of what year it is and I can not imagine cold call in after 9/11, that's. - Yeah. - I was doing something. - I can't imagine getting a thought call after 9/11. (laughing) - It was very rough. - That's, yeah, that's crazy. So you've been, you've been here now six months. - That's right. - You're going through that initial stage where, and there are levels, right? There are phases of business that you go through when you're starting up. - Yeah. - And you're still in that buffer spot of awareness. - Yes. - Or like they're up. - Or like they're up. - It does. - It's getting worse. (laughing) - It's been a business 12 years. - Yeah, let's talk about what that's like. Because it's important, like there's somebody out there listening to this thinking, you know. The thought is, is that maybe they're ready to jump. - Yeah. - Right, and they think that once I just get going, X, Y, and Z will happen. - Right. - But the reality is, is that you'll spend a lot of time just telling everybody what you do. I remember the advice I got when I first got certified and started working at a gym. The gym owner that I was renting from, she goes, yeah, get shredded, go to parties. Tell people what you do. You know, shake hands, tell people what you do. - I don't know that that's wrong. - No, and I was like, that's about the most, that tracked for me. - Probably, yeah, one of the best pieces. Maybe I should do that now. - Yeah, she goes, your body is your business card. - Yeah, right. - Go to parties and tell people what you do. And I was like, okay, I am definitely an introvert. I don't know that I can do this. (laughing) But the stage of awareness, pros and cons, let's just talk about the ups and downs. - Yeah, for sure. Well, and I would definitely say that, you know, I wouldn't consider myself to be an expert in this category whatsoever. You know, I would say that six months in, you know, we're, first of all, beyond that kind of honeymoon phase, right? There's tons of energy at the beginning of a new business. And I'm sure entrepreneurs can attest to that. You know, there's just so much energy. Everything you're doing is new and you're just really, you know, it's almost like euphoria, you know, right? It's a honeymoon kind of thing, right? You know, six months in, I would say that we, you know, we're stepping away from that phase and now we're getting into the ongoing business. And, you know, I would just say that this is the part of business where it's, you know, it's a grind, right? It's just you've got to show up every day and you just have to, you know, keep putting yourself out there, even though it feels like sometimes that you're talking into the void, but you just have to do it. That's at least what I learned as a financial advisor, you know? It takes years, right, to build up that client base and build up that referral base, build up that awareness of what you're doing and how you're doing it. And, you know, you just have to show up and be yourself every day and hope that yourself's good enough. And I think, you know, at least in my previous business, it was, you know, a hundred percent of this. And I have to believe that it will be here as well. - Yeah. - There's different, you know, obviously we have different challenges here, you know? I'm a male in a female-dominated world, you know? And so that's where my wife's really important, you know, being involved in the business. But, yeah, I would say, you know, we're going through again, all the things that entrepreneurs go through, you know? There's, you know, you're doing your marketing, you're trying to get awareness, you're trying to get your word out, but it's tough. I mean, there's no, there's no doubt about it. And there's competition and I don't know what you're doing. I don't know how to cut through it. How do you know if you're doing it right? How do you know if the time that you're putting into it is just the right stuff? I know, yeah, by the way, you still have your business to run. - Right. - Right? And so, you know, it's a challenge. But, I mean, I don't want to be doing anything else. - I mean, the Instagram stuff you guys have done is really good. - Yeah. - I like that. - Appreciate that. - Yeah, and the thing is, like, for what I do, it's the consistency. - Yeah. - You know, I'll put something out there. I'm not a person. Comments on it and I got five likes. I'm like, I got 60,000 followers. I got five likes. What the hell? (laughing) - I mean, not like me. But it's, people see it and they'll, it's, I think it's just because there is so much noise. - Yeah. - They're like, oh, that's so cool. Wax, I see, you just did this cool thing. Scroll. - Yeah, on the next. - Right. - You know, it's every seconds on to the next thing. - It is. - But, they do see it and they do pay attention. They do know who you are. - Right. - And then when it's time for. - Yeah. - Your service is like, oh, I know where I gotta go. - Yeah, hopefully. - Right. I mean, that's the idea. - Well, the other part of that too, is you do the guerrilla marketing very well. I've seen you out and about, even your sign that's right behind you about your family, I can't read the top partnership spotlight. - Yeah, partner spotlight. - You have all strength on there and all strengths are, you know, they're good friends of ours. And I've seen you at their events and you're not just there hanging out with the wheel to spend, dudes in there doing workouts. So. - Right, absolutely. - Greg knows how to party. (laughing) I think that, I mean, that's another thing I think people need to hear too, is you have to be. - How Greg is going for the shredded party? - It's true. He took my advice before he even gave it. - Yes, he's like, yeah, I heard it the most before. - You guys are looking at me. You know I'm not trying to talk about it. (laughing) - Greg, do you have a shirt on there? (laughing) - You said you were waxing, I don't know what you're waxing. - Oh, that's hilarious. - Yeah, that's the part that's that. - I think challenges every entrepreneur is the, the quote, quote, quote, gorillas out. Like, you've got to be creative on socials and, you know, get, and be willing to do that stuff and sometimes make a fool out of yourself. But you also have to get out of your comfort zone and you've got to build those collaborative relationships. And you're doing that. - Yeah. - And that's an important part of awareness. - Yeah, right. Well, thank you, first of all, appreciate you both noticing what we're up to. That, that means a lot, mix, you know, there's at least some people out there. (laughing) - And if, if, I was two or three. (laughing) - Yeah, there's a lot more. - Yeah. - I, you know, it's interesting about like, there's been a couple of partners where I've like gone and done their workouts. You know, I think that ultimately, people on the other side, yeah, they want authenticity and they want, they want to share with you what they're really up to. You know what I mean? So I think you guys both know it. I think one of the keys to this world is being a good listener. And better way to listen to somebody than going and doing the stuff, right? I mean, no one likes when someone just kind of walks up to you and say, you know, can I, can I do this? Or can I do that? Or, you know, like, it's almost like people are pigging back on your work, right? - Yeah. - And that's not really a way to build relationships or meaningful, you know, connections. So I think by like going and doing these classes or being involved, I hope that what it shows is that I'm really listening. I want to learn as much about my partner as possible. - Yeah. - By being in the trenches and being in there. And we also know that, you know, all of us in the business, like it means a lot when someone comes and does the thing that we're passionate about, right? I mean, Terry, you've come to gotten wax. - That's true. - That's true. - You know what I mean? Like, that's what I'm passionate about. I'm passionate about getting people waxed. And so when you do that for me, that says, okay, this person's taking an interest from really taking an interest in what I'm doing. So I think as entrepreneurs, you know, especially as small business entrepreneurs, get out there and do the things that are important to the people in your life that you're trying to connect with. - Yes. - You know what I mean? Just do it, whatever it is. And, you know, you don't have to commit to doing it like forever. You know, you don't have to be, you know, the number one client or customer in their world. Like, they have other people that are better customers than you. - Okay, that's not the idea. The idea is that you care enough and you're listening enough to what they are up to. And I think that's the best way to really make a connection. - No, I agree. I think that, and that's, it doesn't always look like going to their spot either. Like, for instance, Roy and I were talking about barbell voodoo and, you know, the wall of July. I was like, you know, I'm running this other event. Maybe I can get them in there. - Yeah. - Like, I wish I could help more, but I know I could do that. - Yeah. - So, finding a way to help your buddy out in that way. Like, it's, it looks like a bunch of different things is the point I'm trying to make. - Right. Let me use an example for what you were saying about just people caring. So, we had this customer years ago that we used to do their custom shirts. We did them for years and years and years. And he got into a coaching, he's a gym. He got into a gym coaching cult, yeah I said. But anyway, they're, they're business coaches. Anyway, whatever. And he's like, these are our preferred partners. You can only use these people or whatever, whatever. It's fine. - Sure. - So, he went and started getting all this stuff printed there. And that's, that's cool. They just had a baby. Okay. So I printed two custom ones. He's one with his gym logo. And then one, I love that crayon is like, my first barbell to do shirt. And I didn't call him. I didn't say anything. I shipped him to the gym. Never heard a word. Okay. I didn't do it for real. - No, yeah. - For the real reason then, you know, I know who the guy is. I still watch his stuff on Instagram. I still like highly oven. We don't, he doesn't do business with me. I'm not offended. It's fine. - It's super cute. I like it. Last week calls me, I'm on a call with somebody else. I'm like, oh, I got to go. So and so is calling. My call, hey, how's it going? Hey, man, you still printing shirts? - Nice. - Yes, there I am. Hey, can I send you something? Did you see if you can print these for me? I'm giving these away to my gym. True thanks in the moment. But it's just that staying involved. - It's a great story, really. - Yeah, right. - And it's, but it came from the right place. It wasn't, hey, man. Wax and city, yo, you want me to print some search for you? You'll be like, dude, that's car salesman. Back up. - Right. - That's not how you build relationships with business. Long-term relationships. - Yeah. - This guy, this example, it's been like four years since I've printed a shirt for him. - Yeah. - But, you know, if you're like, man, this, you know, I'm going to tell my wife to come here. My wife comes in here and then, you know, I come here and get my nose waxed. - Yeah, yeah. - That's the whole thing. I'll take care of you. (laughing) It's not as bad as it sounds. - No, it's not. - I actually do it myself and help, which is, that's another story. - That's impressive. - No, that's way worse. That's way worse. - I don't think I could do that. - Oh, yeah. You'll, you'll, I'll take care of you here. - But anyway, yeah. - But I, I love that story. - Yeah, but what I'm saying, yeah, exactly. So it's like you're building those, those relationships. And that's how you just, and it grows over time. - Yeah. - In the community? - Yeah. Well, I love about that story too, is, you know, from an entrepreneur perspective, any time that we can make connections with our products and services as well, like, you know, the fact that you made those shirts, you know, put those onesies and gave those to, to, to that prospect or that old client or whatever. You know, you've combined listening, knowing this monumental moment in their life for us, right? Which is the custom, you know, onesies, so. - You made me sound way smarter than. (laughing) - But way more thought than I put into it. - Yeah, I mean, you were like, this is fun. - Yeah, but no, you know, from an entrepreneur perspective, we should all be doing that, right? We should be trying to figure out how we, ways that we can make meaningful connections. And then if we can add housing services on top of that, that's like a double ramping. - Yeah. - Always a great story. - It's just plant and seeds. - Exactly. - You know, if you plant your peppers today, that'll, you can't harvest them tomorrow. - True. - It may take a minute. - It's true. Must be patient. - Gotta be patient. - Patients. - Water the peppers. - Okay, on that peppers note, we're gonna take a quick little break and we'll be right back. - What's up, everybody? Trent Denson here from Spread the Positive, STP Productions and the Spread the Positive podcast network, proud supporters and proud producers of all things Nashville Fit Magazine and the Ground Up podcast. Huge shout out to Terry Roy and the whole team over at Nashville Fit Magazine. It's an honor to call you friends and an honor to be working with y'all. And it's a great representation of the mission here at Spread the Positive. That mission is to bring light to what's going right. Stuff that's actually working. Stuff that is making a positive impact in our local communities and beyond. You need help with any aspect of podcasting, getting your message out, telling your story or connecting with people that are about the same things. Please tap in. Check us out at spreadthepositive.net. Reach out to us on any of our social media assets at spreadthepositive or you can reach me directly @trentdenson on Instagram or Trent at spreadthepositive.net. Look forward to connecting with y'all. Looking forward to telling great stories. Looking forward to being part of the mission of what's going right. Be part of it y'all, tap in. We'll talk soon. - So Greg, tell us about what you think your biggest need is right now. And Roy and I like to do this little thing where we want to see if we can problem-solve on the spot. So let's get deep in the weeds of solutions. - How about that lunch? - I don't know how but well this is gonna go over. - Hey, that paper's biodegradable. I'm kidding, that's a joke. - I got some power bars. - I got some power bars. - The sushi place next door. - Yes. - It's a brand new sushi place. So they just don't let too much go over there. - Yeah, yeah. - I got some powder bars and some snacks, so. - Yeah. (laughing) - I can make it through, I can make it through. (laughing) - Well yeah, I mean, what's every entrepreneurs major issue? I mean, you know, our marketing, our awareness. You know, I think this partner spotlight program that we've got going on, you know, is a good indication of that, you know. So we have a club orange program here which is our best clients. It's a loyalty program, you know, they pay us, they prepay for their service and then. - Monthly subscription. - Yeah, yeah, and it's prepaid. So, and then in return, they get a 20% off of that service plus all sorts of other goodies. And so what we've done is added to that with this partner spotlight. So, you know, one of the things I would say is like, I'm really trying to brainstorm about other sort of partners and companies that would be a good fit for this program. So the first couple of times we do health and wellness. So we've been doing sort of like kind of like gyms, you know. But I feel like there could be some other partners for us that would be good, you know, whether that's like facials and that kind of stuff. But yeah, I was actually just this morning trying to brainstorm about some different companies that are kind of outside of the health and wellness perspective. So, you know, that's something that I'm working on and then yeah, just any kind of, you know, sort of marketing or event related stuff I'm always open for, you know. - Okay, I'm watching, I'm watching, Roy. Go. - Sorry. I'm getting excited. (laughing) - Do you know your ideal customers? - Yeah, yeah. So like for like-- - Who your avatar is? - Thank you, I wasn't gonna use that word. - I know, it's so, I know it's so-- - Every time I say it, I think Disney. - I know. - It doesn't have the same effect that they used to. - No. (laughing) - But like, what they make, where they live, what they do. - Yeah, yeah, so our target market is typically somewhere between a female, typically the age is between like 30 and 50. You know, often a two income household. - Okay. - You know, often one or more kids. And, you know, is focused on health and wellness and self-care, you know, it doesn't mind spending a little bit of money on those kind of services. So yeah, I mean, that's kind of our core, our target market. And then to sort of a secondary market is men in that same income category, but they're sometimes a little bit older. You know, so maybe skewing more to like 35 to 55. - Okay. - And they'll often not always be married. So sometimes just single households. - Yeah, get ready to add to the club. - That's right. It's on the middle side. - That's right. - Exactly. And I think male self-care is something that, you know, as men mature, you know, they take a little bit more serious and decide to invest in it. So yeah, those are our target markets. - Did you ask them where do they spend their other money? - I haven't. - That'd be the first thing I did. - How would you go about doing that? - I'd do a, you know, a questionnaire of some sort. - Yeah, a survey. - Yeah, just a survey. Like, what do you, you know, like me, I spend, I'm not even gonna tell you how much I spend getting my beard cut every month, 'cause it's dumb. - For the last time. - But, but it's like, it's this, it's not the beard trim, right? Does that make sense? - Yeah. - Oh yeah. - I'll see if there's a scotch. I'll give him a little drop there. - Yeah. - So how do Kevin for me? - Kevin? - He's the owner. - I did well. - Now you know. - Kevin. (laughing) - But, anyway, I go there. They offer you a drink if you want it, or you can have a coffee or whatever, it's on the house. You go back, the surface I pay for, they, you know, trim the beard, they'll do the nose, they'll do the ears, the massage your shoulders, your head, your whole thing. - Yeah, dude, it's like an hour. - Yeah. - But like, I leave there, I feel like I'm being buffed. - I bet. - And it's, you know, there's been days I go in, most stress in the match. I don't even want to go. I've got a jillion things that own my plate, but I go in and you feel better about yourself when you leave, you know? - So on that survey, what sort of data am I looking for in that survey? So where they spend their money so that I can-- - So partner with those companies? - Yeah, yeah, exactly. So since, here's what I'm getting at. I'm also ADD, so I'll be all over the place. But if you know what your ideal customer is, and then go, okay, well, I want more of these people 'cause they paid the monthly fee, so work backwards. How do I find more of those? If you're just fishing, right? So like just fishing in a lake, it's way harder than-- - Sure. - If you go to, what do you call them? - Hatchery. - Hatchery, yep. - Yeah, 'cause they're all there. - They're weird that I know that, they did. (laughing) - It's weird that you knew where I would go. (laughing) - But you already know, okay, well, Suzy, you know, she gets waxed here, she gets her nails done here. Nails is a terrible experience. - No, it's good. - Well, there's a lot of different. Higher, higher end. - Yeah, yeah, yeah. I hear what you're saying though. - You don't know, like Jim's Nell and Horiam, that's not where you wanna-- - Right. - But like they go here, they train here, they shop here, those different things. This is what I was trying to get at. - Yeah. - It's like guys, you know, guys come here, then they go to scissors and scotch. - Yeah. - Okay, well, I need to partner with scissors and scotch, but I won't come in to come in here. - Yeah, yeah. - 100%. - You know, or whatever. - Yeah. - You know, I'm just like, that's something we do, like we work our way backwards. - Yeah, I like that. - You know, I want Jim's and have this many members, I'll go find them. - Yeah. - But I'm working my way backwards. - How do you guys go about, so, you know, I feel comfortable and feel confident in making connections with other, you know, companies and small businesses that are like my same size, you know? You know, maybe the other entrepreneurs that are, you know, sort of single businesses and, you know, they live here local and all that kind of stuff, right? But like, you know, you guys know we're in the public's parking lot, right? The public's is right there, right? You know, how do you, how do you forge those types of relations? How do you get in connected with those kind of companies? You know, another, you know, there are like, Lululemon, right? - Yep. - You know, because our franchise is a lot of marketing research for us, right? And so they'll give us some of that data. - Yeah. - So hey, your core client-- - Lululemon's a great-- - Yeah, like your core client is shopping at Lululemon. - Right. - Okay, that's where they are. Well, unless they want to get arrested, most likely can't just lawyer outside of Lululemon. (laughing) - I want to show you, like, the Fit Expo. - Yep. - I wanted, you know, to get Lululeu to when we didn't get him as a vendor. - Sure. - But let's walk to the front door. - Yeah. - Hey, how's it going? Actually, like, I'm shopping, I'm not shopping in Lululemon. - Yeah. - You know, it was so much fun. But, but it's, you know, hey, how can I help you? You know what, actually, we're putting on a fitness expo. I love y'all stuff and, you know, love to have you there. (laughing) Who would I talk to? Oh, well, that's Tom. - Yeah. - Was Tom in? No, not Tom's not in. But here's his card. Call Tom and get him on the phone. - Right, yeah. - You know, that's what I would personally, publics, not how you would do that, but-- - Yeah, it's-- - But like, Lululeu is easier, you can get to the gatekeeper quicker. - True. - At the Lululemon stuff, right? - Yeah, and you might run into Roblox on some of that stuff. But, that's how you do it, on some level. The other way that I've found is really helpful is like, this is going back to the party scenario. I ended up running into business owners in, like, out of vets. - Right. - And not necessarily events that service, like, our fitness and health related. And then, you know, just find that connection point. And I think you're already good at this point, or you're a people person. So it's easier for you to connect. If you take that strength, and you go to, for instance, there's a southern food and whiskey experience at the factory on Saturday, right? - They got extra money. - They got extra, those dudes got extra money, right? And you're just in there, enjoying the event. But again, you're talking to folks about what you do, and you would be surprised at, oh yeah, I own such, you know, such and such over here. I had, like, I had coffee this morning with a guy. He's best buds with the CEO and president of Delta Airlands. And I'm like, that's, it's just crazy to me, that now I'm just one guy removed. - Yeah, right. - And he's like, yeah, come over. I want you to come over and have a cigar with me. And I was like, okay, I will do that, you know? - Okay, so I got asked you guys a question. You guys both just looked at each other, and said, those guys, those dudes have extra. (laughing) - They looked at each other, kind of long and late. Like, what do you, okay, I think I know what you mean by that, but what do you mean by that? - So, different, all right. - Different demographic. - Yeah, different demographic. Like, some people are gonna go buy Jake Daniels. Nothing against Jake Daniels. Some people are gonna go buy a $2,500 bottle of papi. And they're gonna drink it. - Yeah. - Because that's what you do. - Yeah. - They don't think anything about it. - Yeah. - That's what we're saying. So the people that are going to that event, I mean, will have extra money. - Tickets are like, I got you. You know what I mean? So it's like, if they're going to that event, they have disposable income. So, you know, they're gonna do things and treat themselves a little bit different than someone who makes, you know, 40, 50,000 dollars. - And it's not just dudes either. - Yeah, no, no, no. I was very surprised last year, 'cause I went to that event as well. - Yeah. - There was a lot of women there. So is that a marketing strategy that the two of you guys have? Do you actively look for events where there are quote unquote dudes with extra money? - I don't necessarily think about it that way. As much as I do, this looks like a cool event. - Yeah. - And like, you know, I wanna be there. And it's through the years of experience of actually stacking those relationships up that I realized, oh, there's actually some real value here. Outside of me just wanting to get to know folks. - Right. - And I know it's a good practice for me to, as an introvert, to be a practice extrovert and force myself into those situations. - Yeah, for sure. - And never wanna do it, but I never regret doing it either. - Right. - But you take that data that you just got from those experiences and you realize, oh, I may be able to plug either my product in with that fella or I may be able to help that guy plug something else in or plug his product in with so-and-so and it just ends up being actually quite fun. I love when somebody says, hey, do you know a guy that can do X, Y, or Z? - Yeah. - And in fact, I do. - Yeah. - You know. And that's a large part of why the magazine is successful. - Yeah. - You know, we can make those connections rather quickly. - One thing I'll add this to, like you said, I don't have a problem talking to this size of business because, you know, we're the size. No one knows your size. - Well, and to be clear, I shouldn't say that like I would get nervous if I was talking to the CEO of Publix. - Sure. - It's more than I, I guess maybe I should say that I felt, I feel like I have confidence in being able to find the decision makers with-- - Oh, okay. - Yeah, that is tough. - Smaller counties. - Yeah, yeah. - Because there's like two people like that. - Exactly. (laughing) - We love them. - We love them. - Yeah. - Yeah, yeah, yeah, right. - So I guess that's more what I was talking about. - Okay. - And then I also kind of think-- - Two from just like a small business perspective, it's like, you know, what is better? You know, friends like all strength, right? It's a smaller operation. - Sure. - But those gals are awesome, right? And accessible and fun and fit the same value system as me. And, you know, I think they're great to work with, right? But are they at the size of, you know, a brand awareness about publics or the limit? Of course not, right? None of us, none of us are. Is it worth, you know, spending, you know, a great deal of time and time capital to, you know, try and get into the front door of publics over here so that I can do a tabling event? Might take me six to nine months to find the right people, to make the right relationships and move up the ladder and then, you know, all to finally get one tabling event with a crop, a lot of foot traffic, right? And a lot of really good stuff. You know, or is it best just to work with, you know, small businesses that, you know, you know, like a trust and then you can access them easily and build that way? Do you see like-- - I do, it's a reward. - I do, yeah. - Like the foot traffic? Not all foot traffic's good. - True. - When I took my clothing company and set up at Walmart, nobody's buying my stuff. - Yeah. - Or set up at the airport. You know, there's a lot of foot traffic. - Yeah. - But that's not, you know what I mean? Like your target. So, how much would be good for us though? - Yeah, and two, like sometimes less is more. - Yeah. - So like what you're saying with like all strength, the number of people there, the ratio may be higher, that would be like, oh yeah, we're gonna use your service. - Right. - Where, you know, publics would be different. Is it worth the trouble? I always think you always go after, if that's what you wanna try and you try. - Yeah. - 'Cause you don't know if it's good or bad till you do it. - Right. - I think it's bad, okay, six months. But that's not like you only focused on that. - Right. - Well, I worse. - Yeah, and I'd add to that. - Do you do any other things? - Yeah. - To, you know, keep that going as well. - I would add to that. You win a budget, time is capital. You do win a budget and you wanna do, it's yes to both things in my book. But to steal your own words, where's a better spot to build meaningful relationships? It's easier in the smaller venue to build the meaningful relationships. It's obviously, you're casting a wider net in a publics. So both need your attention, but you're gonna have to budget your time. - Yeah. - So that you're not back full circle here to burn out. - Yeah. - See what I did there? - Bring it down a lot. - See what I did there. - Bring it down a very nice. (laughing) - Yeah, I think you're doing the right things. And I love what you said about building the meaningful relationships that sticks with me. And I know that that's ultimately what we're doing when we're, you know, the way that we all have able to have our businesses, because we care, ultimately. - Yeah. - Our passion is people. - Yeah. - And it's just the right thing. - Right. And I would like to point that that's, I want that to be the takeaway of the episode, right? People are the passion. And if that's the passion, you want to make sure you're taking care of those clients in a great way, in a meaningful way, in a way that you take care of your own self or your own family. - Right. - If you're doing that, and then you're just trying to build more of those relationships, it's gonna work. You know, it's gonna work. - I agree. - Yeah. Keep fighting the good fight, Grace. - That's right. (laughing) - Back and win. - Well, and we're running short on time here, but I do want to give you the floor, the microphone, if you will, that you already have on your face. And let everybody know what you have going on, where you're located and press them. Tell them to get in here. - Yeah, right on. Well, first and foremost, I really appreciate it. Both of you guys. - One or so. - It's been awesome. It's been fun, a little about talking about business, love talking about being an entrepreneur, and I'm a fan of the podcast as well. - He's a sweetheart. - Yes. (laughing) - So that's a good stop. So I appreciate being one, and I wish you guys all the best. Don't stop, this is good stuff, for sure. So, Wax in the City, we're a full body waxing studio located in Brentwood off of Moore's Lane. You know, we do all sorts of waxing for men and women, everything from eyebrows to backs, legs, and then of course, Brazilians, which are very popular with the ladies. You know, inviting to come in, we're offering 50% off your first wax. - Whoa. - Let's go. - That's right. - Did you, wait, what was that number? - 50% off. - Roy, we'll take care of you. - That is crazy. - Exactly, yes. - But I want 100% of the hair off. (laughing) - Yeah, did we say 50% off? - No, we're gonna take all the hair off. (laughing) - It's 50% off for 100% off. - There you go. - I'll charge you 50% to take 100% off. (laughing) - Oh, this is good. - Let's film it, right? - Yeah, that's okay, come on, come on. - That's awesome. - Yeah, so 50% off your first wax. Come and check us out. We've got amazing waxers here. We like to call them serologists. They're licensed, they're amazing. I think Terry can speak to that. - True, true, true, true. - We've got great gals here that do awesome work. And, you know, we didn't really talk about this, but, you know, from a business building perspective, I think step one is to create a affordable business. And that's just the first step. You're never gonna succeed in business if you can't create an amazing guest experience, first and foremost. - You're exactly correct. - And, you know, five months, I think we have 78 five-star per views. - Let's go. - Yeah, we've, and no, we're doing great work here. I mean, no, we're doing really, really good work here. Clients are coming in here and they're happy. And so, it's just a matter of time before, you know, word catches on what we're doing around here. So, come on in, check us out. First, again, WAX is 50% off. You can find us on Instagram at WAX in the city, Grant Wood, also on Facebook at the same name. And then from there, we have our booking links. Follow us there and you can watch all of our, you know, flood content that we're putting together. And come on in, get WAXed and let us, let us show you what we can do. Great location too. - Yeah, it's easy to get to. - There's the road. - Yeah. - Put it out to road. - Get WAXed, you get your groceries and you can hit the Home Depot. - Exactly, exactly. We've got some wine and spirits over there as well. - And if there's time, maybe bed, bath, and beyond. (laughing) - That's not a thing anymore. - No, I know, I know. I pulled it from old school. (laughing) - Do your entrepreneur podcast. - No, I shouldn't have been. (laughing) - We were a couple months late, we couldn't say it for you. - Exactly. - It's possible. All right, guys, we appreciate you listening to the ground up podcast. And why do you like to say goodbye? - To me, are you? - Or maybe the listeners? I don't know. - Oh! - Do you just listen? (laughing) - All right, tens of tens of followers. - Well, our one follower, our one listener, he is here, yeah? (laughing) - Well, thanks for having me. - That's the level of service that you get. - We bring the podcast to you. - You literally do listen. - It's exactly right. We got one review and we're like, "Let's go interview that guy." (laughing) - The funny is, oh my god. (laughing) That's gonna be a real career. - Oh my gosh, that's amazing. Oh man. - Oh, I'll say bye, sorry. - Yeah, can you? - Hey, thanks for tuning in. - Oh, there you go. See? Do we have an Instagram? - Or no. - No, for ground up, not yet. I think we should probably do that, though. - Charges, socials, let me do that. - Internets. - Well, thanks for listening again. And we'll be back in two weeks, right? - That's true. - Yeah, two weeks. - In the other episode of ground. - Hello. Bye. (laughing) - All right, FitFam, that'll do it for today's episode of the NFM podcast. Be sure to visit our sponsors. And if you like what you heard today, make sure you like and share it with your friends. Thank you guys again for listening. (upbeat music)