After growing his company with a first-of-its-kind business model that pushed him to the forefront of Austin, Texas’ fitness scene, Shawn Martinez lost 100% of his locations when gyms were forced to close due to Coronavirus. Now, he’s balancing the need to recover with the urgency to evolve.

On this Episode of The Besomebody Podcast:

18:37 Shawn’s growth strategy. “It’s always been about relationships. Relationships have always been our currency…I didn’t want [the strategy] to be volume, I didn’t want to just be at every apartment in the U.S. We’ve always been very selective about what properties we partner with. We want to make sure the gym is hospitable to training, we want it to be top notch, we want to pick property managers that believe in the vision so we can work together and really be a blessing to all the people that live there by doing some really cool programs and just being creative in the space. We weren’t really in a rush to grow, we wanted more of the right partner.” -SM

24:36 The impact of COVID-19. “We make money two main ways. The apartments pay us a fee for our program and then we make revenue from our personal trainers. Without gym access we literally lost 50% of our revenue overnight. I wasn’t going to take a penny from our trainers if they weren’t going to be able to get access [to gyms]. I had to rethink how we were going to be able to hold on to our trainers.” -SM

28:03 Supporting the personal trainers. “One of the things I really respected about the Besomebody chapter that I was part of is that you guys took the time to interview and put together this really high-quality production of people talking about themselves, what makes them ‘them.’ I feel like there’s so much power in that, and that’s what we’re doing. What makes these people unique, and not as trainers, but as people. And we’re trying to pump that out to the world and trying to get [the trainers] some business.” -SM

29:18 The power of brand equity right now. “Brand equity, brand purpose, what your brand believes and stands for is so important right now. This is the only time – definitely in our lives, in this generation, most likely in the last century – that everyone in the world is experiencing the same thing at the same time. We’re all feeling the same thing, we have the same fears and anxieties. We also feel for our neighbors, our colleagues, our businesses, our friends that run local establishments that are going through this. Now is a time where people are rallying together, people do believe we’re in this together. The companies and businesses that double-down on purpose and values and show who they are in a positive way, are going to be rewarded with business after this is all over.” -KS

32:20 The value of vulnerability.  “All those times where I was very nervous to hit ‘publish’ or ‘post’ on the post because I thought, ‘I’m being so honest, I’m sharing my soul.’ Those are the posts, messages and stories that connected the most with people. It wasn’t about the likes and the comments, it was the fact that somebody said, “Thank you so much for sharing that. That really impacted me.’ There is so much power in being courageous enough to be vulnerable.” -KS

40:12 Kash’s One Big Thing. “Where I’ve seen the most value in our journey and in my personal life, is taking the time to really invest in those select few. All I need is a ‘starting five’ and someone to ‘come off the bench and shoot the three.’ That’s all you need – you don’t need a lot of people, you just need the right people. When you have the right people around you – the people that believe in you, that will push you, that will call you out, that will stand by you when times aren’t that good – then you have a powerful weapon in your arsenal.” -KS