Welcome to Ground Up with Roy Mangrum and Terry Bargee. 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 going to 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've 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. Life's too short to be stressed and your body deserves the best. That's where Squeeze Massage in Brentwood, Tennessee comes in. Picture a massage experience that's not just relaxing, but truly tailored to you. At Squeeze we've got your back, literally, with a way better massage experience designed to make you feel your absolute best. From the moment you book through our easy-to-use app, you'll notice the difference. 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That mission is to bring light to what's going right, stuff that's actually working, stuff that is making a positive impact on our local communities and beyond. Do 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 @spreadthepositive, or you can reach me directly @trentdenson on Instagram or Trent@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. Let's give John a hand, how about that? That's true, yeah, John. He'll be available for autographs at the end. Yes. So we're going to do something a little bit different. This was Roy's idea two days ago. No, it was yesterday. Yesterday. So we're going to do a ground up podcast. This is our live, this will be our live podcast. So we want it to be interactive. And we say that, just grab that microphone if you have a question at any moment, right? Yeah, sure. Okay, I'm looking at you because we're leaning hard on you today, flying by the seat of our pants, like normal. We joke that the ground up podcast is the most unprofessional podcast around. That is true. Wherever Lauren is, that's going to make it to our branding. So we like to have a good time, we like to keep it loose. So if you don't know much about us too, we are unlikely business partners. I found the music city fit Expo and I went to Roy and I was like, hey, you want to do this thing with me? And he said yes, which was maybe one of the biggest mistakes of your life. No, but we've worked, we didn't know each other very well. We've worked over time to build a relationship with loyalty, trust, a little bit of friction every once in a while, but all for the sake of growth. So that is a little bit of an overview. We ended up acquiring National Fit Magazine shortly thereafter. Roy's been in the business of t-shirts in apparel for what, 11 years now? 11 years. Yep. It's fitness industry for 20 years. So yes, we're both, we're both very old. So that being said, the mission for us behind National Fit Magazine and Music City Fit Expo has always been collaborative. I like to coin the term collaboration over competition. It is greater than competition. You want to compete? Great. There's a place for that. For us, it's about collaboration. All right. Everybody help it, everybody. We get a lot further. What would it look like if the whole city was known for its health and fitness efforts? As opposed to everybody going to the neighborhood and maybe stealing clients here or there from one another and you fight each other with better offers. What does it look like if we're actually engaging the community more and more and more and more? And we can do that when we're one unified voice. Right? Yeah. Especially right. Thank you. Blake Harris, everybody. There's one person in the crowd. So really, on that note, there has been, it's not all, that's a, we say that's a sunny day picture that we're painting of collaboration. It doesn't always end in business for us. I've actually had a few clients be like, I don't want any part of that. I'm here to compete. So that's cool. We'll still be your friend, we'll be here when you're, you know, when you're worn out from trying to put someone, you know, maybe put someone out of business, as it were. So it doesn't always fit everybody. So Roy's got a little story he's going to share. Yeah. Storytime with Uncle Roy. Yeah. So Roy. Gather around children. Yes. Is there pictures? Four score and no, I'm just kidding. So one of the stories I was going to, I was going to share today is about collaboration and how it can actually work because a lot of times you all probably get hit up on your social media. Hey, I would love to collaborate with you. You do your part. They do a shit job and, you know, then you're kind of like, man, that leaves a bad taste in my mouth. Right. So I was thinking about, we, you know, flying by the seat of our pants, we're going to do this live podcast. I have the story I've never shared on a podcast. So 2017, most of y'all weren't allowed then, but back in 2017, we were about our business was about three years old and the CrossFit Games was bringing regionals to Nashville for the first time. This is a huge deal. This was, we had always wanted to go and have a booth at the CrossFit Games or a CrossFit regional event, but for a small business that did a bootstrap startup with zero cash, that was just, wasn't going to happen. It was never going to be in the cards. They announced they were coming to Nashville and we're like, well, we have to. We have no choice, but it's our backyard. We have to make it work. So we're spending all this time trying to figure out, A, how to come up with, I think, the booth cost was $4,500, which could put us out of business, then B, you have to have enough stuff to sell, which you buy on a 30-day interrears so that could also put you out of business. So we're looking at these two things and then knowing that all the big dogs are going to be there, right? So we're like, screw it, we're going to have to do it anyway. So we start planning and planning. And one of the things I thought of was there was a meal prep, and they're still here, I say was, a meal prep company here in Nashville called Clean, or not Clean Eats, but Paleo Works. So I reached out to Paleo Works and I said, hey, I've got this crazy idea. So sell some meals for you hopefully, and it will generate people coming to our booth at CrossFit Regionals. So they do these Paleo meals and it's kind of like on a subscription base, you pick up your meals right, like five, six meals a week or whatever. And I said, can you do a healthy gumbo? And they're like, absolutely, we can put that together. I said, can we call it voodoo gumbo? And they're like, yes. And I said, on every one you sell, can I put a sticker that's 25% off or 30% off, a camera which we did. And they're like, absolutely. And I said, the trick is the only way to get that is they have to redeem it at CrossFit Regionals at our booth. It's the only way to redeem the coupon because we didn't do sales. So they're like, yeah, absolutely. So I printed 300 stickers and I was like, there's no way they'll run through these. They sold that at gumbo twice. So we're like, oh shit, okay, now what do we do? So they ran through all these stickers. Now we're sitting next to Liv's or Born Primitive, gosh, I can't even bear complex, all these big companies that have capital infused in them that are just, you know, they're like, that's where we want to get to. And here we are in this little 10 by 10 booth, crammed in there. It's me, my wife, Jeremy, my business partner, and we're just like hoping, like, man, I hope we just make enough money to break even. So they had told me the good news that they had been, you know, selling through all this gumbo literally sold every one, so 300, uh, gumbo's. So I'm like, well, if we just get 10% of those to show up. Regional starts and, you know, people are coming in and going out. And then I start to notice, 'cause I'm in the back of the booth, pulling stuff for people, and we were busy, but there was a line, and I was like, where is that line? And Jeremy goes, it's our line. So we had this huge line that went down in front of everybody's booths to buy our stuff. That's crazy. So, born primitive, who some of y'all may be familiar with, bear is the owner of it. Well, him and his ex-wife, co-owners, and he comes around to meet me, and he's standing in front of our booth like staring at us. So I just walk up to him, like, hey, man, how's it going? You know, introduce myself. He's like, dude, how'd y'all get this line? I was like, I don't know, man. I'm not going to tell him the secret. So Liv Sores is like too down from us, and he is mean mugging me this whole time, just like staring at us. And every time we'd come out, he'd be just like, 'cause they weren't busy. Like the line was going right past their booth. And this went on for three days. We sold $44,000. And I was worried about going out of business. Good grief. So a new story to meet you, by the way. Yeah. So I've never told that story. It gives me chill bumps when I hadn't even thought about this story in years. But it's just one of those things like if the collaborations are equal, you're both really trying to help each other, it's a huge win win. Pay little worse could not have been more happy that they sold an extra 300 mils in a week. I mean, for them, that's big, right? And for us, that was a game changer. That launched us for what was to come, you know, now. And for you at that time, I know you're flashing back. And that's a great idea out of the box thinking, but I'm sure you were full of nerves doing this, right? Like you had no idea what to expect. Well, I remember, so we're setting up, and it was at the Music City Center, and I hadn't told my business partner, Jeremy, all the financial details, terrible business partner. So we're setting up, he's like the overly excited guy, and I'm like, hey, just to let you know, if this goes south, we're out of business. Yeah, he's like, what do you mean? Like, it's going to be a rough month. I was like, no, we're done. Like we bet the farm. We bet the farm on this, this has to hit, or we just got a bunch of shirts that we can't do anything with. But there was like little things we did inside there. Like it was a three day event, so we had three day releases. So you had to come back to the booth each day, because like one day was, you know, we released a Dave Castro shirt, one day we released something else, one day we released a Nashville theme thing. So it gave people a reason to keep coming back. So I love this story for a whole lot of reasons. It helps illustrate this point, right? If you're collaborating, think about your circle, and maybe you're sitting here listening to the story right now, and you're like, I know somebody. Who's in your circle in your city or your zip code, like close by, that, you know, it's worth building that relationship with, like you'd worked with, Paleo works for quite a while. I've known them for years before that, right? This translates into, this is how we do it with marketing with Nashville Fit Magazine. This translates into sales for us, because I can't help you if I don't know you, right? So if I can get to know you build that relationship, I can market for you in a unique way. You're giving me the option to over deliver, right? And I want to nurture that relationship, whether we're doing business or not. At the end of the day, I used to tell my trainers this years ago, back when I was in the gym owning business, if they come to you and they end up not liking your price and your initial consultation, but they leave your friend, where do you think they're going to come back to when they have a bad experience somewhere else? Absolutely, right? The price isn't a problem at that point. They want a good experience, and they're subscribing to that character, that loyalty, that friendship that you build. So how can you do that in an effective way in a very short amount of time, right? And you've known, I don't know why his name is stuck in my mind, paleo works. I say as you did, Brian and Lisa, Brian and Lisa, thank you. I'm on stage, Danny. I get nervous. [LAUGHTER] Tearing up the sweat, I appreciate you. Oh, man. So yeah, what does that look like in your space, and I think what you say is very, Laura, what you said there is very impactful and important. What does it look like for both of you to win in that moment, right? That means that one of you may have to lay down, one of you may have to practice a little humility, because it might not be an even playing field, right? So what does that look like in your circles? I want to actually hear from you in that. So as you're thinking about that collaborative, and maybe you all have a story in a way that you've collaborated. I would love to hear if you have a story or have a question about it. So be ready, because I'm going to call on you in a second. What are some ways that we're collaborating now? Think about the expo, we think about the National Fit Magazine, you think about barbell voodoo. What are some of those collaborative efforts that you've seen, like, really, really pay off? Why do you put me on the spot every time? Well, you put me on the spot with the live podcast, so here we are. We're even now. Yeah, we're even. [LAUGHTER] I think the expo is so different, just because it's big, right? I mean, there's a lot of collaboration that goes into the stages, the events. We're bringing them in. We're promoting their business. They're bringing their people to our event. I think that's a win-win for both. Danny would know. So I think things like that on that scale is huge, because a lot of times, I don't know everybody's audience or gym numbers or whatever. But if you're at an event like that, and we bring 4,003 people through that you have a chance to meet percentage of them, how do you not win? It's being front of mind, brand awareness. On the flip side, we may not have gotten to their people, their community, but they bring them to us. They experience that, which experiences all the other brands inside, and it's kind of a-- Yeah. And that's the reason why you hear us. Now, I didn't get to do this this much this year, but normally I walk around every expo, and I make sure I get to talk to every one of you. Roy had me too busy this time. Too many celebrities. It's busy. It's busy. I walk John around. Gunner snuck in, didn't he? Gunner snuck in. He always finds my weak point in security. 'Cause I'm the fan. I scaled the roof. I was like, how does this go? That's the reason why we're always asking you how it's going, even retrospectively. We want your relationship matters to us. So we can't improve what we're doing without that feedback from our friends, right? For instance, I was on your podcast, living up to the expo, and I said, come, I'll comp you a ticket, walk around, and meet everybody, right? Yeah. And you did. I was proud of you. You worked that crowd. Yeah. That's why we're always polling you. That's why we're always asking those questions. The better it's more helpful for us to be able to shape what we're doing in the future. For the magazine, that actually helps us shape our content that you consume. So we want it to be beneficial for the community, but we also want it to try to be beneficial for the business owners. Obviously, that's why we're here today. So good work, all y'all, if we come and appreciate you. I do want to leave some time for some questions or comments or stories. And if you do have something, grab that microphone. But I would love to hear how you've collaborated in the past. I'm looking at Danny. Danny, break that ice. Yeah. You have that microphone. I should have somebody working that microphone. Next time. Next time. Yeah, you can do whatever you want. All right. Great. Yeah. So I always go back to when I first started my business in 2017, Roy, I don't even know if you remember how it came to fruition, but I reached out to everyone, like in the community. I was like, hey, I just started my business, the guns have lazoned, I went for this fitness festival together. I'm looking for sponsors where you come out. And I remember, I don't know if you, do you remember the conversation? I do. Yeah. And anyway, but it was like a natural fit before you guys had taken it. Right. Right. And it ended up coming and sponsoring it as well. And it was that moment of like, wow, a full sense of community. Because before I started my business, that's what I was looking for. And I just, I, because I like literally wanted people to come out that were other trainers, other group business instructors to represent their brand. So even when my people came or anybody else came, they could find their fit, right? Within the community. And so, I just remember like reaching out to you and you being so kind and coming there and had the booty shorts. And then you sponsored me for like years of appreciation with them. I felt that's higher in those short. I did all the things. And so I feel like that was such a mutual collaboration. Absolutely. Yeah. And now I can call you up. And you know, when you're so, you have so much time on your hands, and you still take, you still take time to like listen to me and be like, hey, I just cannot wrap my mind around. You know, this or that. Or do you like this idea? You know, and just have that feedback and support because I think a lot of us are very alone in entrepreneurial mindset and like in this game. And we're like, you get so tunnel vision when it's literally as simple as like, oh, we'll do it. Have you thought about doing it this way? You know, and that's why I always want to continue to learn. I listen to everyone's podcast, even though I have my own podcast, I'm not like, oh, I can only hear mine, right? And I have been on Joe's and have, you know, had you guys on as well and stuff like that. And so, because I believe in all the storytelling and all the things that you've gone through, like, let's learn from it and let's find, you know, how we can all be better together. And I really love everything that you guys have been doing. And you've always been so supportive of my mission and answering my questions about how you love your body. Yes. And I think that, you know, a lot of us can resonate with that and learn from it, you know? The entrepreneur is the most lonely journey there is because we've all got friends, right? And you try to talk to them and they have no clue what you're talking about. They're like, won't you just go work a nine to five? That's way easier. I literally had that conversation about a year ago with a buddy of mine. I had someone say, why don't you drive a dump truck? Like, what the hell? Where'd that come from? I have no idea. I'm like, zoom it back, I'm like, out of everything that you know that I know, that's what you think I should do. Yeah. Yeah. Thought we were friends. It is very lonely. And to have people that you can reach out to, it's just, it's somebody on the outside looking in and it's as simple and I do it, you know, it's, if you can have every coach should have a coach, period. And every business owner should have a coach, a mentor, somebody you can lean into that may have, they've already done it or just a different perspective of, you know, hey, I'm struggling trying to figure this out. And it's as simple as somebody giving you a tweak, and you're like, ah, now the light bulbs on. Well, it's laying down that ego also. Sure. Yeah. It's a very big part. And like, oh no, I can figure it out or you're responsible for people or, you know, whatever it might be. Yeah. I feel like it's only, um, it only bears you lower, right? So you can't raise up when you're totally surrounded in that cloud. So it's something that, um, it has been awesome. Like again, Joe, we'll call, we'll talk voice man, though, cause that's all we got time for it. Like just in between, you know, stuff and whatever, but we like, but it works, you know, cause again, we go understand differently than like, you know, um, I got some to say too, go ahead. All of this should I get the frame, you know, can you, can you tell who our podcasters are in the room, but a lot of this I'm like connected with, cause it's taken me a long time to actually get it, right? Yeah. I started my brand, had some crazy seasons I've shared with y'all, you know, after that, um, got a building because I was like, I need to put my back against the wall. And then I've spent so much time up until just recently when I had to go to the hospital for blood pressure, like blurry vision, all this stuff, I'm like, Hey man. And you know, I got the graph and all, but anyways, I started to reflect on this event and I was listening to you talk and you invited me to the Expo and I went and, uh, I'm not going to lie, like when it comes to things like that, I'm actually pretty introverted. Like I'm good at talking to people, but like, right, like getting around people, especially new, I'm just like, yeah, checking my polls. I'm like, dude, I'm going to fall out, you know, you mean me both, man, but it's something I want to improve upon. And that being said, you know, but even networking is that first step to collaboration because you he's invited me to countless things since first, you know, the podcast and I'm like, uh, man, I got to work. I got to work. I got to constantly work on in the business. But that's the thing I've been doing for the past couple of years. I've got my buildings. So I've been working in those four walls constantly without actually going out and making the connections and getting people in order to be able to collaborate, you know, and I had my first taste of that when we did the key lime pie festival with my space and raise money for, uh, for those guys. And I got to connect with more of the local businesses. So that being said, not much experience and collaboration, because I just been like, no to the grindstone. So this is a new venture for me and I'm pretty excited. So that being said, thanks for having me here, you know, and I'm excited to see you live in the door. Yeah. I'm starting to share more experience. I warmed down. He's making it sound like, yeah, it's, I warmed down. There you go. Are you coming? Are you coming? But I'm glad for it too. I'm grateful for that. So thanks, man. Yeah, yeah, man. Uh, I love hearing it. Um, Blake's got some seriously. This is my podcaster. Yeah. Yeah. Yeah. At that point, I figured I had to go next. Yeah. I see them turning on their own recording device. Yeah. No, that's, that's smart. You're going to want this content. Yeah. Yeah. I mean, collaboration is the only reason I'm even in this room right now. Yeah. And obviously know me for what I do with Strongman, but it took me so long to build up that. I didn't have a space then. If you count name changes of gyms and my own space now, this is the eighth gym that I've done Strongman stuff out of. And like we started with a little group and he was there and kind of in the beginning, very beginning. Um, but I was having to like negotiate with gyms to be like, Hey, I'm trying to grow this group, me, her, Matt, where we were trainers, so we only time we could have to work out together was Sundays, which actually worked out for me because that's an empty gym day for most people. Um, so I could go to these gyms and be like, Hey, here's the 50 50. I can give you a percentage of what I'm making here, but like we're going to be in your gym. I'm going to store some equipment there and some places were really cool with it and let me kind of like make myself at home. And some people were not as welcoming and not as cool on their end, which made growth really difficult, which ended up having to find a different space to where we are now. But I mean, that was, I mean, that's been six years, six years, eight different gyms. But when I decided to purchase the gym that I have now, the only reason it was possible was because of building that community that was basically, I had a line waiting for me to make strong man memberships available so they could do it more than just on Sunday and kind of cultivate that community. Um, and without being able to have people like legitimize what I brought to the table on the collaboration was, uh, was only reason I couldn't even be in the same room with you now. So that's awesome, dude. I love it here. I've watched, yeah, I've watched you progress probably the most closely and yeah, I've been a long time since I was dressed up in rat ears and yeah, right around. One of my favorite things. Blake's got his shirt off again, guys. One of my favorite things about Blake is he'll find you in any crowd in any place and run over and just give you a big, old hug, so yeah, I appreciate watching your journey and thank you for being here too. We're gonna, we're gonna wrap it up because I'm trying to get us back on time. Um, couple of key points and I want you to chime in here. One is collaboration does, first of all, to recap, collaboration does, uh, matter when it comes to just being humble. Find a way to find a connection point with somebody that way you can, that you can work with them. Um, and then I'd also say before, uh, don't wait till you have a fire before you buy a fire extinguisher. God blesses. So true. Yeah. You need a coach? Get a coach. Like you guys are coaches. A lot of you are, right? Um, you, which top down, right? Who's your guy? Who's your mentor? Who's in your space? Right? Um, and it doesn't always look like, you know, Roy's my coach. He's, I called him yesterday was yesterday or the day before, but I need a mental health check in. Yeah. It's, uh, it's cliche, but the reason I'm in partnerships, the reason he's got a partner for barbell voodoo is because we want to go far. Right? Um, we don't want to go quick. We want to go far. And that, that's hard for me because I'm trying to be patient. Uh, so some, been, been, as I'm talking about, uh, so Roy's my reigns, right? Um, when I need it. So what does that, you know, what does that look like for you and who's, I think networking is key. I think finding coaches, uh, is a key, um, Roy and I might know a few coaches. I know a couple coaches. Uh, what do you want to leave, leave the people with anything? I have another story I just thought of. Let's go. So this is a collaboration with the police department. Okay. In Illinois. I'll tell this. It's a quick story. My collaboration with the police department was different than, you know, uh, yeah. Most of them are. Most of them are. This one just worked out. Yeah. So yeah. Yeah. So, uh, plea deal. We were going to an event, uh, we used to have a big black barbell voodoo van. Now we have trailers, but back in the day, we had this van and I drove it and it had a, like a limiter on it. You could only go 80 mile an hour and I would always test the limit. So it was either your stopped or 80 mile an hour. It was never, there was no in between. We also blew the engine up in this van, of course. But anyway, so we're in Illinois and, uh, gosh, I forgot the name of the city, but it's just past metropolis and we got there the night before, um, we had worked late at the day job, got there the night before the next morning. We put the address in to go to where the event was and I am flying. I mean, there's cornfields on both sides of this road and I'm going 80 mile an hour. We've been going like 20 minutes. I'm like, where the hell is this event? Here comes a county officer going the opposite way and I was like, oh, like you feel that sinking feeling? Oh, I got you. Oh, yeah. Becoming for you. He spins that thing around like the Duke's a hazard with the lights on and I just went ahead and pulled into the driveway and he pulls in right behind me and jumps out and boy, he was just, he was fired up. He comes up there and he goes, where are you boys going so fast? I was like, sir, you're right. I should have been speeding. He said, do you have any idea how fast you're going? I was like, well, it was 80 because it stopped. It stops at 80. He kind of chuckled for a second. He's like, well, he was going 76. I was like, what, so it does work. So and, uh, he said, let me see your license. I gave him my license and my carry permit and he goes, he goes, are you packing? I was like, no, sir, I'm not. I don't have it with me today. And he goes back and he runs my license or whatever and he's back here like 10 minutes. He comes back up there and he goes, where, where did you say you were going? And I told him, he's like, Oh, son, you're going the wrong way. He's like, that's north such and such street. You're headed toward south such and such street. He's like, you're like 30 minutes in the wrong direction. And we were building a good rapport during this and I was like, you wouldn't want to give me a police escort because I'm running late. He just chuckled. He goes, no, I can't. He puts his body can. And then he goes, I appreciate you carrying, uh, y'all's permit. Uh, so I wish you'd have had your gun with you. That's kind of a weird thing to a pretty cop to say. And he says, uh, he says, you know, out here in the country like this, if we get in trouble, guys like you can help us and you go, pal motherfucker and she was like, I'm like, oh god, let's come out of this cop's mouth. So I'm like, whatever. And he goes, uh, I'm not going to give you a ticket. Here's your license, whatever. I'm like, I'm looking at Jeremy, Jeremy's sitting in the passenger side like, did this just happen? I'm like, I guess so. He backs out. Now he's headed back toward town. I back out and he sticks his arm out the window and does this, hits the lights and takes off. Like, are you shitting me? He only went 80 because he knew the van only went to 80. So we're running 80 for 30 minutes. He drove us right into the fairgrounds. He pulls up. I pulled right up beside him. We rolled the windows down. He goes, you boys have a good day. Oh my gosh. This just, these stories happened every week for six years. But anyway, so that's, that's another story time of Roy, Uncle Roy, uh, it didn't, it didn't say free candy on it. So yeah, I don't have anything to add to that. I think that, uh, that's right. Drop the mic. I think we're done, John. You can take it. We want to thank you for tuning in to ground up. We'll be back next week with more insights, interviews, and inspiration to help you build your business. If you enjoyed today's episode, subscribe and leave us a review until then, stay strong leaders and keep hustling. Bye. (upbeat music)
