Business Podcasts | Mastering the Ultimate Systematic Sales Checklist

Audio Transcription

Hi. music, some people learn through diagrams, some people learn through… So I’m going to throw a lot of different ways to teach you today some things, and hopefully one of them will connect, and maybe none of them will connect, and then I’ll try better, because there’s no bad students, just bad teachers. So we’re going to gather everybody from the bar area here. We’ll do something subtle, like everybody at the bar area, we’re going to need you over here. Hello. Oh, there we go. OK. Hello. Pretty much streaming online. Yes, we are using a megaphone in the office. It’s a very effective form of training. Use the megaphone on the mic. Here we go. Steve, everybody out there at the bar right now, everybody at the bar, they need to make their way over here. Shut the **** down. OK. OK. So I bleeped it, automatically bleeped it. So I’m going to walk you through three stories that I believe to be pretty powerful that are true, that are real, and then maybe one of them will connect and you’ll go, ha ha. OK, but if you go back to page five, five, what I find. Always to be exciting is. The us to have free will. I also know of the horrible depravity that can cause in our world when people have free will and they choose to use their free will for evil things. But you have free will. You have kind of the ability to leave here today and go in an entirely different direction and really change your life or you could leave here today watching online and you go, I’m gonna do the same thing. So if you, Sean, go to our to-do list and look up Dr. Zellner, or just look up Camp Clark, Camp Clark, just on our on our agenda. So the conference agenda, Sean, and then look for Camp Clark. So Dr. Zellner has been a mentor of mine in my life for a long time. I really like Dr. Z, and Dr. Z is a person I would consider to be a dynamic person, a kind person, a brutally honest person, which I think you can be brutally honest and kind. And Dr. Z and I, we were at the man cave one night, at his man cave. And just so you know what the man cave is, the man cave is a place where it’s about from here to the bar in distance. and he’s got a fireplace. He’s always poking it, putting in a new log. You know, he’s always, oh we got to put in a log. Oh look at this. So it kind of is what, and we’ll go out there when it’s cold. It’s great when it’s like 40 degrees outside. We’re out there. He’ll, he likes to sip on a thing called Lagavulin, which would probably kill a man. Lagavulin is a peat moss Pete Mosk based whiskey. So it’s a Pete Mosk based whiskey, Pete Mosk. And it is it is nasty. You’ll get drunk just looking at it. You just look at it. And he sips on that like, dude, you’re sick. It’s you’re sick. He’s like, come on, be a man, try a sip. And I’m like, oh, it’s crazy. And he no no chaser. He just sips on this. I’m like, bro, you’re wild. Anyway, so he likes to do that I’m not endorsing this paper. I was telling you what the behavior is so he likes to smoke a cigar and we get together we do this often and He’s like, hey, so how you doing at the time? I was like 32 I think 33 and he says to me. Hey, you have built a very successful company and companies, right? It goes he said yeah, and if you look at page four of this book, he kind of inspired certain elements. But he says, so your finances are good now. Yep. Family’s good. You got five kids. Yeah. What do you do for fun? I go, I like to work. I like to work. He goes, I know that you say you like. Yes, Dr. Z. I made a poster for him. It says, if you zoom in, it says, they may take our lives, but they’ll never take our Lagavulin. Anyway, so he says to me, what do you do for fun? I’m like, I just like to work. And he’s like, I know that is a thing that you like to do, but I worry about you. Is there anything else that you like to do? I said, not really. And he goes, well, but think for a second. What do you like to do? I said, well, I like massive pools with waterfalls. And he says, so why don’t you build one? I’m going, that makes a lot of sense. So hit play. This is the creator of the vision. We have Dr. Z, the cutty. These are the John Madden of this project. We have Josh. He’s sort of an observer of the whole thing here. So Z, what’s your take on it so far? I’m going to start with the John Madden. Boom! We’ve got the rocks going down. We’ve got the Bobcat picking up dirt and dropping it. Oh, cool. Boom, we got stuff going on. We got the guys over here with the shovels and whatnot. You know those rocks right here? I’ve tased all those personally, five miles a head. Every single one of them, they’re heavy and strong. Boom, we got more action going. Look at that, look at that. Now, Vanessa, what’s more of a technical description of what’s happening here? Pause, so he sort of inspired that conversation. Now, if you go to the next one, B, and Sean, it’s the next clip underneath that. And so I love organizing big things. So this is the time with my son. Click on DJI was the portal where it should work for you. Okay, so I like organizing big things. This is kind of Aubrey, this is this is kind of our typical backyard now. This was a few years back, but this is what it is like every day in our backyard pretty much on the weekends. And so this was a different home. We’ve sold this home and then built this place. Pause. And this is what my backyard is like on a typical weekend. And I actually enjoyed that, but it was just a conversation with Z, where he was like, you like organizing events. What if your backyard was just like an event at all times? And I’m going, that seems like a good idea. So that was a thing. Another example of this, if you go to see, Sean says Griswold’s Last Resort. I’m in the process of constructing Griswold’s Last Resort, plural, which is like a place you go, places you go, if you want to like look out over the mountain and you want to have like pinion wood available and you want to like be around non-deep state idiots and you want to be able to just sort of like enjoy the lake or a mountain or whatever and you want to like it it’s like a the ultimate staycation where if you took your family for three days you would go oh yeah I’m calling it Griswold’s last resort and so that’s a drawing of it and we’re constructing that those things and but dr. Z is the one who really was the impetus of that idea of like, what do you like to do for fun? And I said, I like to work. And he’s like, but you also like to build things, correct? I go, yeah. He’s like, so what if you were just always building something? And I go, you got something there. So now to this day, I’m always building something because it’s what I like to do. So Paul builds a lot of those things. Randy builds a lot of those things. Randy built this. This is our upper deck seating. How you guys doing up there? You doing alright? Okay. So, but Randy, you know, built this pergola. Randy built the pergola you’ll see outside. Randy builds a lot of the things that you see here. And we’re just always constructing something. I actually enjoy that, you know. It’s something I do. Now, there’s a, so that’s example one. That’s my life. Maybe that doesn’t work for you. Okay, we’ll do another one. Musically, there’s pop music. So I want you to pull up a song here, Sean. Type in Mike Posner, cooler than me. So Mike is a guy that I met through the Thrive Time Show. So I used to interview really successful entrepreneurs. So I would basically chase down top level entrepreneurs and ask them how they did it. And so one guy that I interviewed was this guy, Mike Posner and I wanted to interview Mike because his music career really started when I was in college. So like when I was in college, he was in college. There’s a lot of analogous things there. But hit play. This is what. ♪ You’re cooler than me, I’m the man, don’t need the right time. ♪ Get out of here, Sean. Go back to, go back. So go back to cooler than me. Click on that one, yep. So this is probably a song you know from the radio, or one of the songs you know. ♪ If you’d fall in love, I would already have you out under my arm I used up all of my tricks I hope that you like this but you probably won’t you think you’re cooler than me you got designer shades just to hide your face and you wear them around like you’re cooler than me and you never say hey or remember my name and it’s probably cause you think you’re cooler than me Probably cause you think you’re cool with me I’ll just give you other songs he’s done. Maroon 5, Sugar. So he wrote this song. So these are the kinds of songs he would write or that you wouldn’t hear from the radio. Click in midway through. Midway through, Sean. I’m like a one-letter day. It’s like a summer night. I’m just a kid who’s just trying to find a way. Pause. And that was kind of like what he did. And he was very unhappy about it. And he publicly talked about this. And so I had an interview booked. I was supposed to interview him in LA in person, do the interview. And this was about 10 years ago. And he says to the effect of, I can’t record today, can’t do it, I don’t want to be fake. And I go, fake? He goes, I think people think that I’m really happy, but I’m not. And I think that they, I write songs that don’t mean anything for people that don’t listen to the words and I don’t like it. So I’m changing what I’m doing. So I’m going to start writing songs now that mean something. So he wrote a song, Look Up, Took a Pill in Ibiza, but then do the acoustic version. So he wrote this song and the song, Took a Pill in Ibiza, was a song about how… Go to the second one, not that one. Go back. Okay, so this is the song. Yeah. This is the kind of stuff he wrote next. Everything he wrote was very honest. So I’ll just let you hear up to the first chorus. Here we go. It’s so beautiful. You’re so beautiful. Get to the singing. Get to the singing! I’m a real big baller cause I made a million dollars and I spend it on girls and shoes But you don’t wanna be high like me, never really know a ride like me You don’t ever wanna step off that roller coaster and be all alone And you don’t wanna ride the bus like this, never know who to trust like this You don’t wanna be stuck up on that stage singing Stuck up on that stage singing All I know are sad songs Sad songs Darling, all I know. Pause. So this song, if you zoom out real quick here, Sean. So this song had, so it’s got total views, so 44 million views, OK? But this is what’s crazy, because he now understands how music works at a different level. So look up to Capilla Navis, a remix, and then click halfway through. OK, so this is, and click midway through, Sean. Okay, so this is there and click midway through John. This is the song you hear NBA games now Pause. Okay. So what he did, it’s okay. But this is so his whole thing was he now look at the number of views there. It’s 1.6 billion. So he figured out that people don’t listen to the lyrics, they just listen to the beat. So his new move he does is he writes songs that means something to him, but they have like a composition that gets on the pop radio. Does that make any sense? So now he’s on an independent label. So he’s on his own label and now he writes songs that mean something to him and he’s not on a label because when you’re on a label you can’t release music that you want to write. You have to get approval from the label and so now he writes stuff that matters to him. So now if you type in look what I’ve become. So now this is what he’s writing and the great irony of it is he makes more money than ever, he has complete control over what he does, and it’s viewed by significantly less people, but he likes it more. So he has less views, but he makes more money, and he has control over it, and he likes it. So now he’s like a very different guy, and he comes across as a very happy dude. And it’s a very… But when I’ve talked to him, he was always kind of like introverted, almost like morose, like not happy, almost like dystopian. And so, I’m gonna pick on Steve for a second because I may have to go to a meeting here. But you continue to reinvent yourself. Yeah. And so, we were talking, I think, about six months ago, and I think the thing at that point was like, you’ve got the mortgage business rolling, but you’re kind of looking for your next move. Yep. Is that accurate? Yeah. Can you explain what that means? Yeah, I mean, I just, Clay helps you get bored a lot, because when you put processes and systems and everything in place, then you realize, man, I need to leave because I’m not even needed right now. Just answer my phone, do my thing. So usually by about 11, I’m like, where can we find a video of what you’re doing now? Because what he does now is he’ll call me and he’ll say, dude we just landed in Alabama and I’m en route to the Bahamas. Can you kind of show me what you’re doing now? Yeah, just go to like Instagram.com and then forward slash Lambros or Lambros Steve. Okay, you’ll find it. So now you kind of find a new thing. Yeah, so now I just fly everywhere. Like sometimes I just fly. You might have to go to, there you go. Now scroll down. Well, every year I post a burned Lambo for fun because everybody thinks my Lambo works. Where can we watch the video? Just keep going down. Keep going down. And you can see my Bahama trip. So go down. Hit see all to the right. There you go. Feeling the flow. Feeling the flow. Keep going. Walk us through one of your recent excursions. Keep going. Oh. Oh. Oh, no. Yeah, when we come back, you can show it to us. Yeah, I’ll show it to you. But, OK, yeah, if you go to my Instagram, you can find, you know, I just I when my airplane got broken and got fixed, my first trip I wanted to do was the Bahamas. So we just flew to the Bahamas, learned how to there it is. So and then we just got to fly over the hit play on one of those it doesn’t matter We just got to like fly over like all of these islands It’s beautiful Pause. I just want you to make sure we’re getting this idea. Hopefully you get this idea. The purpose of the mortgage business is, he doesn’t care about the mortgage business, the purpose is to be able to create time freedom and financial freedom to do whatever you want to do. It’s not like he obsessively cares about mortgages. Does that make sense? So you want to build a business that creates time freedom and financial freedom for you, and that’s what I’m trying to get at here, but I’m trying to give you like three examples, one with my life, one with Steve, and then I wanted to show you this Mike Poser thing. I think it helps when you can see. Because Steve and I had a conversation, it was like five months ago, and we were basically going, I am incredibly tall. I’m going, okay. And then it was like, so now you’re doing something different. Yeah, now I’m helping a friend of mine with his trucking business. I’ve got another friend that’s doing insurance that we’re helping him build his independent insurance agency. And then I try to fly like every day. There’s a support group I wanted to start, Steve, that’s called Super Rich Clients That Are Bored. Yeah. Help support these guys. Because all my clients, when I help them grow their businesses after about five or six years, they’re doing great. But if you don’t know why you’re doing it, you can get to a place where you’re like, what was this for? So I just want to make sure we’re focused on why we’re doing things from the very beginning. And I’ll let you get out of here and then I’ll come when you get back. Cool. Okay, so let’s go back to the Mike Posner. So this is what Mike does now and this would be the best representation of the music he puts out now. Hit play here. We shot on day 26 of the walk when John John Agustavo, who directed the video and his film crew, came to visit me on the walk in Blairsville, Pennsylvania. Hope you enjoy. Peace! Oh, I’m scared. I talked to the stars, they were happy that I came Some days I’m a genius, others I’m insane There is something gorgeous underneath the pain I can feel it lifting, I’m feeling good I’m thinking about David from my old neighborhood A woman’s perfect white light in each of my cells I used to be a pop singer, now I am myself Take a little time right now just to count my blessings Count my blessings, count, count, count Take a little time right now just to count my blessings Count my blessings Okay Even when I’m falling There’s something underneath Something that is perfect It’s almost like a dream And I know since it’s been so I know princess style And David Foster Wallace He calls me all the time If I think about paradise, I’d imagine this No drugs or no alcohol, cause I’m high as it is And I don’t want your money, I am simply done I just walked away, look what I’ve become Look what I’ve become Look what I’ve become Look what I’ve become Look what I’ve become And this is what he does now, but he like basically his music video features fans There’s no paid like dancers in the videos It’s just random people that he meets on the way and he writes stuff that he likes he records it produces it edits himself He doesn’t have a producer doesn’t work with anybody in the studio other than himself plays all the instruments writes all the lyrics He’s super happy, you know. And so I’m just trying to, if you’re kind of feeling stuck today, I just want you to know, you know, this guy’s wild because he used to write pop music that had no meaning at all. And if it did have a meaning, it was always lascivious. And now it’s more like deeper poetry meets hip hop. And then Steve, you know, with working with Steve, he hired me. He was unemployed and he had no money and no sales. And so he was like, bro, I really want to buy a Lamborghini. And I was like, that is awesome. Let’s just do a sale, you know. And now he does them all. And then about five months ago, he said, I am so bored right now. I went, well, we need to probably come up with something to do. So now what he does is he flies from Tulsa to Alabama, from Alabama to the Bahamas often. And that’s kind of his flow. And he documents what he’s doing and he meets new people and he loves it. So if you’re feeling stuck, don’t feel stuck, okay? You don’t need to be stuck. Now we’re gonna flip on page 101 of our book here, page 101. And I’m gonna bring up, if I can, I’m gonna bring up, let’s see, page 101. I’m gonna bring up Ryan Wells to join me real quick here. Page 101, just to put a little meat on the bone here, page 101, and Ryan Wells, again, folks, if you don’t know, he has a company called Flow Photos. If you’re watching online, he’s licensing the business right now. So what does that mean? That means that he has perfected the business model to the point where you can drive his vehicle and pay him a small fee to do that, if that makes sense. So the total startup cost, if someone wants to buy a Flow Photos right now, would be how much? Around $10,000. So $10,000 is your total cost to buy a Flow Photos, and then you’re taking real estate photos for real estate agents. And the model works exactly like elephant in the room or tip-top canine or oxyfresh because I build those models. So it’s just it’s an it’s the same model over and over and over and that’s how it works. Yes? No, no, no, no. It’s better if you don’t. And he can teach you how to do it in what 15 hours? Yeah, yeah, just 15 hours. You would you would come to Oklahoma City and spend a couple of days with me and by the end of the two days you know how to do it. And what makes tip-top or oxy-fresh or flow very different or elephant I’m just I give you an example elephant the room is our haircut chain what makes that model different from the tip-top model which makes it different from the flow model which makes it different from is if you bought an elephant to the room a haircut chain from for me you said I want to buy a location it would cost you a minimum of $250,000 to open and you have to manage single moms. Yeah, because only single moms are allowed to get a hair license. If you’re a married mom, they go, you don’t have what it takes, ma’am. Or you have to manage a gender fluid person, because, or an artist who also cuts hair, because they’re people that don’t use time and space and calendars. They just they’re not into that. And that’s how is anybody worked in the hair industry. So it’s like someone will book a haircut at three and the stylist is like really feeling the two o’clock appointment. So now it’s like 347 and they’re still cutting the two because they’re into it. Four people are in line and they’re like, I just don’t really do time. Seriously. So that business, it’s very good and profitable if you’re good at managing people who are difficult to manage. And it’s really good business if you’re willing to put $250,000 up front to build it. Now if you buy a tip-top, it’s how much money JT for a tip-top? Let’s say $60,000 or less. He thinks $45,000. Let’s say $60,000 or less. But it requires six weeks of in-person training to learn how to train the dogs. That’s how long it takes. But the margins are pretty good because you’re charging $2,000 to train someone’s dog. So the margins are pretty good. Your average ticket is how much? $175. So the ticket’s lower, which means the profit margin is lower. But it’s much quicker to learn and it’s only $10,000 to get started. Does that make sense? So it’s really easy. In every single market, it’s easy to dominate if you just follow this system. So we’re going to go to page 101. And I want you to circle anything you do not have in place because this is homework when you get home. You got to have a pre-written inbound sales script. You got to have a pre-written outbound sales script. You got to have a pre-written sales emails. You got to have pre-written sales text. You got to have a one sheet. You got to have a presentation book. You got to have a pre-written sales. It’s all here. You got to have an FAQ sheet. You got to have a sales manual, got to have a documented sales workflow, got to have a tracker for your leads. If you don’t have any of those things, you circle them and you come back to it when you get home. Now we go to page 102 and if you’re going to have these systems, you’ve got to hold people accountable. So, right here, you’ve got to track. Ryan, if you have people who work in your office, why do you want to know how many calls a day they’re making? Well, I mean, it’s just something you’re going to keep track of. We’re tracking the leads and so if the leads are going down then there’s a reason for that. And so we have to track how many calls that they’re making in order to know is there activity that’s happening. It’s just checking the pulse of the business. I’m not gonna mention the person’s name again not trying to get myself sued but it’s funny and I want you to put a little meat on the idea. Well let’s call this person the sweaty person. And high-energy sweaty person. This person worked with me for about a month or two, I got two months, about two years ago. But they came to the office, they nailed the group interview, they were ready, ready for the interview. They shadowed, nailed it, nailed it. Day one, there’s leads to call. And so, you know, James is on the phone or whoever’s on the phone, the team’s on the phone, they’re on the phone making calls. And this person, I’m noticing they’re never selling anything ever. So I’m going, hey, I don’t know what’s going on, but it seems like everyone’s selling 20 tickets, 30 tickets, 15 tickets. You never saw any tickets. What’s going on? I just I don’t I don’t the way you’re talking to me right now. It really is a problem. OK, I don’t appreciate the micromanager and the sweat begins. It’s a sweaty woman, sweaty Amazonian woman just sweating. I do not appre. I’m going, what? I don’t appreciate the way you’re managing me. My ex used to do this to me, and I don’t know what you’re trying… And I’m just like, wow, this is a thing here. So… Yeah, and I just process everything as funny. That’s my only emotion I’ve got is funny. So I’m like, what? And it didn’t make it any better because she’s like, what do you mean, what? I’m going, you’re like sweating profusely over this question about why you’re not saying anything. Well, I have my own method. And so I’m like, so what are you doing? They’re sorting the leads that are coming in. People are requesting tickets for the tour and they’re sorting them like alphabetically by who they think is the most likely to buy. I’m going, no, you just call them all. I don’t I don’t work that way. I have my own process. Well, that’s why you have to track the number of calls that were done, the number of sales that were done, because this person could have been in the office forever looking busy, dressing sharp, showing up on time, saying nice things like, it’s good to see you, love being here, but they’re awful at the job. Does that make sense? Have you ever met a well-branded rat called a squirrel? Have you ever met one? Have you ever had one on your team? A well-branded rat called a squirrel. Have you met these people? Have you? Come on, it’s crazy. Or how about the guy who is the consultant guy that just comes up with BS that doesn’t move the needle just to keep you busy. They go, well, Ryan, what we want to do is we want to redo the logo. And I’ve run an analytics report and I’ve come up with 117 ways to optimize the… Have you seen this? Oh yeah, yeah. You’ve paid the retainer for them for three months and nothing has been done. We’re working on it, letting it stew. What we’re doing right now is doing a deep analysis of the… Oh, so you’re not selling anything. Have you met these people? Most of them gravitate towards politics. They do. What we’re doing right now is we’re analyzing right now the impact that the lockdowns are having on you. We’re working aggressively at the state level and the local level, primarily, in a regional way to look at the mitigation and what that will do. Primarily, we’ve noticed right now that the consumer confidence remains high and Jackassery is also at an all-time high. And based upon the fact that I’m being paid to talk in circles. Mr. Ducey, do you have another question? Have you seen this? All politicians. And now they’ve got the guy who does sign language. So, Ryan, I want you to go ahead and try communicating in circles real quick. Well, I’m going to, because state officials do this now. So go ahead and communicate. Let’s pretend you’re the governor. And this is the new move they do, so that way everyone maintains absolute, complete dumbness because you’re perpetually distracted. Go for it. Here we go. Well in our evaluation today, what we’ve discovered is that there are many, many opinions, many viewpoints, and we respect all of those. Pause. And have you noticed that? There’s one deaf guy watching and we got like a samurai passive-aggressive ninja who’s… What the… Okay, have you seen this okay let’s pull it up look up um look up uh Sean we did a early on in the lockdowns we did a stit the governor stit you’ll find it it was a Drake remix we did Sean yeah it’s on it’s on YouTube probably it’s the stit what was the song Drake did right in the peak of the lockdowns oh my Oh my gosh, yeah, just put in that and then Thrive Time Show, maybe you’ll find it. You’re still on YouTube? I think this video is on YouTube, because it doesn’t mean anything. Here it is. Yeah, this is the best thing coming out of Stit’s office. I did this right in the peak of the lockdowns, because Drake did a song about locking down and wearing masks. Black leather glove, no secret. What goes on the jacket is a leaflet. Nike crossbody, got a piece in. Gotta dance, but it’s really on for street shit. They were trying to make a mask being cool. So Drake rolled this song out. Watch this guy. He’s feeling it. Don’t you want to dance with me? I could give you the. Look at this guy. What’s he doing? Yeah! by the way we about to slide, can’t let this one slide oh my god two thumbs shorty wanna tie the knot two punnyshoots on my burr block pedal off the road like I love a knot I don’t know what’s wrong with me, I can’t stop won’t stop, never stop got so many opps I be mistaken, I for other opps got so many people that I love out of trouble spots other than the family, I gotta see the you and me That’s a start they can see the you and me This life got too deep for you baby Two or three of us up by the creek where they stayin’ Flat blooded y’all don’t know the truth Buckles on a jacket it’s a leech shit Nike crossbody got a decent Gotta dance but it’s really on for street shit I’ma show you how to get it. All right. That was that for a while. Basically, I’m saying either way, we can’t let this one slide. OK, that’s a real thing. Did you guys notice that during the lockdowns they were doing this? It’s like no one could even pay attention to what was being said anyway. So I like that shot. OK, so again, there’s people in your office that you’ll ask them a direct question, like how many sales calls did you make? And they’ll start doing that BS. They’ll start doing the, well, now in terms of calls, what do you mean by calls? Like how many calls did you make? You calls, were they answered, or calls where I just called? How many MFing calls did you make? Why are you getting intent? Have you met these people? You have to like, they only work unless you, you got to cut to the jackassery, okay? See how many calls do you make? Next is how many appointments were made? Ryan, why do you have to ask that question? How many appointments did you actually set today? Yeah, I mean that you’re, these are KPIs. It’s, you’re measuring the success. You’re measuring the activity that leads to success. And so, if the appointments were low but they made a lot of calls then you need to listen to the recorded calls find out what’s going on. And I’ve been self-employed for a long time so these are just the things I’ve heard I’m just trying to help you maybe you take notes but they’ll go there’s three reasons the three answers you always will get. What do you mean by that? Yeah. They love that. What do you mean by appointments? Have you ever been asked this question? Has anyone ever been asked this question? You tell someone how many appointments did you set and they say, what do you mean by that? Has this ever happened to you? The second is they go, is there any way you could email me like what you mean by that? And they’re going to email you. And so you would if you fall into the trap, you will email them a thing like, I need to know how many appointments you set. And then they’re going to email back three lines going, when you say how many appointments I set, what do you mean by that? Do you care more about appointments or the quality of appointments? There’s question number two. Do you care about quality or quantity? Who’s been asked that question? Have you been asked that question? Do you mean quality? And then the third is just an overall, like it’s like they switch the thing where now they’re talking to you and you somehow leave the meeting with homework Have you seen this one where they go? And they go so now um If you could send me because it wasn’t clear in the handbook what I was supposed to do So if you could document that and send that to me then that will help me be a better employee I think we have a leadership problem here. And here’s a book you should read. Have you seen this one? That’s all bullshit. So you just want to go, how many calls did you make? How many appointments did you set? It’s big, OK? Next, third, how many deals were closed? Why do you have to ask that question, Ryan? Yeah, it’s the same thing. I mean, you’re tracking to get results. Be honest. How many deals were closed? And if it’s a low number, you’re going back to re-evaluate what’s going on. You can trace all this back to the outbound calls. And we work with a lot of ministries, too. I happen to work with about a half dozen ministries. And this is so crazy. Churches do this, too. So it’s not just haircuts and, you know, home remodeling companies, it’s churches. So I’ll ask the pastor, how many people were at church on the tracking sheet? How many people came to church this Sunday? And you’ll get, they’ll go, well, what do you mean by that? How many humans were going to the church? I don’t know how to calculate that. I’ve got a great idea. You count how many chairs there are. There’s 417 chairs. You take a photo of it and you see how many chairs are empty. You count that number. You subtract that. Wait a minute, I’m not a math guy. I’m not. No, I’m serious. Every single church I’ve ever worked with ever, they always have this. I don’t really know. And in church people, they’re kind of squirrely, just like hair people, just like outdoor living people. They start to come up with bogus numbers like, oh, we had 512 people. No, no, no, no, no, you didn’t. Because there’s 417 chairs and half of them were full. Oh, now you are you want me to count the staff? Paul, you’ve never seen this. I’m sure. Are you wanting us to count staff? No, I don’t want you to count the staff in the mall cop and the people working with the kids and people that drove by. I want how many asses were in the seat. And then they’re going, you don’t have to curse at me. I’m a man of God. What? Now, I want you to think about this. I promise I have a point here. I’m not trying to go sacrilegious. I’m just trying to help you. Okay, so Moses, who knows about Moses? Moses? I’ve heard of him. God gave Moses the 10 commandments. Right. So tell me if I’m getting the story wrong. Okay. So God says, Moses, come up here, Moses. You know, that’s how I picture God talking. Maybe you picture God in a different, come on up here, Moses, come on up here. Come on. Let’s go. So Moses, come up here. So Moses is a go. Hey, I got, I got, I got, you know, so he’s like, where’s Aaron? Remember Aaron? Who’s Aaron? Yes, he’s Aaron. Hey, here’s the deal. I gotta go up to meet Moses. And I need you, Aaron, to manage the people, okay? We got some basic rules we’re gonna lay out before I go up there, because you’re the first manager in the history of the world that we’ve documented. The first manager documented in the history of the world. And I want this to go good because this will probably end up in the Bible. So I need you to do it. There’s a couple of core rules we’ve got. One, no false idols. None of that. OK, no golden calves. I know that’s what you like to do in the boss’s away. But God’s recording the calls. He’s watching. OK, so no golden calves. And just try to try not to have orgies like I mean, I get there’s a need you have, but can we just not do the orgy thing? Because that always looks bad. Aaron’s like, I’ll try, Moses, I’ll try, I’ll try. So Moses gets up the mountain, he has a long walk up there to Mount Watts. He gets up to the top and all of a sudden the Ten Commandments are written right there, etched in the stone. By the way, God wrote them down. God didn’t say Moses, try to remember these. Think about that. Write stuff down. Big, deep thoughts here. So you come so and then meanwhile, Aaron’s down there going, get out the glow sticks, baby Moses is gone. You know, zombie nation. Get up, take off your clothes. Let’s go. And then Moses comes down. What happened? I Didn’t know you’re recording the call So it’s gonna happen in your business And I’m telling by show of hands who’s dealt with this kind of jackassery where you can’t get clear numbers from people They’re gonna do it and out now if you are a home builder, how are you gonna get screwed? It’s overtime The employees will just make up bogus hours all the time. I’m sure you’ve never dealt with it Ryan. I’m sure you’ve never seen it, but they’ll make up hours. So just make it up. They will just come up with a number of hours based upon how much how big of a flat screen they want to buy. I took a while to clean up the job site. Seven hours took me to clean up that job site. I worked for six, cleaned it up for seven. Because you know me boss, I care about quality. And I got to work early where I pooped for one consecutive hour. You know how you want me to be, boss. You want me to be ready to go. So I was there for an hour and then I texted other people in the office for a solid hour. You know, sweeped in circles for another hour, watching Netflix on my phone. And I did what it took. And so I’m sorry, I hate to work 62 hours, but I had to. Greg, you’ve ever seen this? Greg, come on up here. This is a therapy session for Greg. Hi, everybody. Welcome to the group. This is Greg. Greg. Greg, why don’t you tell us, Greg, what’s your name, Greg? And just tell us where you’re from. Hi, my name’s Greg, and I’m from here. Everybody can say hi, Greg, please. OK, so Greg, have you ever had an employee that you’ve seen on your camera at your office who engaged in nothingness while you were paying them, Greg? Let me think back to last week. Yes. You’ve got to make sure you eat the mic, Greg. A lot of people who don’t want to talk about their feelings tend to whisper, Greg. Is this better? Yeah, yeah. So Greg, how much Jack Ashby did you watch, Greg? We’re here to help. Well, when you clock out for an hour or for a half hour lunch, but you’re still sitting there 40 minutes later and we’re watching that on camera, that’s jackassery. Now Greg, what you’re doing is you’re rushing into what we call judgment. We’ve all done that too, Greg. And we need to just pay these people to hang out because they’re people. Greg, do you hate people? Greg, why do you hate people? Greg, why do you hate people? I love people and I’d like to slap every one of them. Now Greg, have you ever… Hey Greg, now because again you’re obviously here for therapeutic reasons. Have you ever hired a person who you hired to build things, who couldn’t build things? And if you do, tell us why you hate people. Greg, tell us why you hate people. Yes, we have actually. Because you’re a bad person, Greg. It’s okay. But seriously, tell us, have you ever hired somebody that said that their core job is to build something and that’s what they won’t do? We had a guy working for us under tutelage for trim carpentry for two and a half weeks. Let it flow, Greg. And after two and a half weeks, had a little test with a tape measure. and he couldn’t tell me how many halves were in one hole. So Greg, did you get angry with him? Did you try to use facts? Because facts are dangerous. I actually smiled and I said, this just isn’t working out. Because you hate people and that’s okay. But how many of you felt like this before? Is it not a thing? I had a person two weeks ago, I’m listening to their calls and they hold the phone here when they’re on the phone so no one can hear them and they’re going, I don’t like to hold it close. I’m like, what the hell? It’s just, this is, you guys are gonna have to go home and manage people and this is the sort of jackassery that we deal with. Greg, any other jackassery that you’ve dealt with because you’re growing this company, you remodel, you specialize in trim work, remodeling, you make custom furniture, you’re not a therapist. You’re not a psychotherapist. You’re not a life coach. Any other jackassery just so we can prepare people here for hiring people on the planet Earth? You’ll hear every excuse in the world as to why they’re not here today. Have they ever come to a job site and forgot to bring nails or glue or hammers or tools or fuel? My favorite thing is this is my last nail. So they went to the job site knowing they didn’t have any nails? Right. Okay, Greg. You obviously hate people. We’ll be praying for you. Thanks, Greg. That’s it for Greg. Yeah, Greg. Letting it out. Okay. All right. And then you got to track why people said no. Ryan, why do you have to track why people said no? Why is that something like if someone says, no, I don’t want to get a haircut, no, I don’t want to buy the thing. Why do you have to track that? It’s all about just your Just you’re measuring you’re reevaluating and if you see a common answer there Then you can adjust the business accordingly if needed. Okay, so we move on to page 103 I’m just and again the books got so many nuggets in it. I’m just trying to hit on some key things I want you to make sure you take with you Okay, these are all of the things that you want to have in place to make your life easier on your sales team Okay, you’d like to have a standardized sales one sheet. You’d like to have a sales brochure that’s standardized. I recommend you don’t put prices on anything. I recommend that you have a high quality something, but not something you have to change the prices on every week. Next, I recommend you have sales concessions already agreed to. What am I saying? If you have to negotiate with somebody, go ahead and document what the salesperson’s allowed to do so they don’t have to call you to ask you every time. Does that make sense? So like, here’s the price we’re offering, and if the person really pushes back and you’re off by a couple dollars, here’s something you can do. You could throw in a warranty, you could throw in a free product, you could throw, there’s maybe some way you could give a little bit, okay? How many of you have dealt with people that wanna negotiate to the next level just because it’s a game to them? So you wanna write that, there we go, we got one. Okay, next, is you wanna have a pre-approval letter. So like in Steve’s industry, you know, he has to give a pre-approval letter for a mortgage. You slap their name in it like ad libs, but you want to go ahead and pre-write that thing. Next, you want to have a database, a company database. Now a lot of people spiritualize their database and make it weird and crazy and stressful. You don’t need to do that. You don’t need to have a database that controls your life. You just need to have a database that people on the planet Earth can use. So I’m going to walk you through three that work well, okay? And I’m just going to walk you through it. Okay, one is you get a brand-specific CRM, the Customer Relationship Management Software. So we have a company called Zanotti that we use for Elephant in the Room, and there’s other companies just like them. Salesforce is an example. Zanotti is an example. But it’s got to be something where you’re putting information into the database and garbage in, garbage out. So if you put the information in incorrectly, it’s not going to be helpful. So what I recommend, what I like to do, anytime that a lead comes into my business, I do not put it into my database until they’ve done business with me. That’s what I do. Somebody else, you can do your own thing. But in my office, we print, we physically print out the leads for every business, and then we call the leads, and then once they buy something, then we add them into the database. Does that make sense? So that stack to the right of me, next to that tree, is a stack of people that have requested tickets to a Reawaken America tour that we have never reached yet. That stack is about four feet tall if you add it up, of people that have requested a ticket, but they never bought one for whatever reason. And so we just keep calling them. But once they buy something, then we put it into the database. I’m not saying you have to do it that way, but Ryan, why do you think I do it that way? Why do you think I only put people in the database who bought something? They’re valuable leads at that point. Yeah, and I just, that’s what I like to do. Now the CRM, what happens is a lot of sales people hide from customers using the CRM. It’s like the junk drawer for your business. Does anybody… a junk drawer is a place where you put the… it’s currently… it’s just in, it’s 2023, but somebody still has a VCR manual in there and you’ve got like one of these things there where it’s like a Swiss Army knife but it has like a… you can crank it to generate electricity in the event of a tough situation. Right? And you’ve got a huge ass battery, like a double D, triple D, triple E, triple F. It’s like a centrifuge for a nuclear reactor in your junk drawer. And you know what I’m talking about? It’s like a battery to something you had. Ryan, what other kind of crap goes in that drawer? Maybe you don’t have that drawer. What other kind of thing? Isn’t there like a paper clip always there? Watch battery. Oh yeah, watch batteries. There was some sort of thing that you bought that you were going to do related to tracking how many steps you take per day, but you’re like, I’m done with it. You had that one? There’s always a mass mailer with a coupon from 1984 that you’re going to redeem any day now. There’s the Jelly of the Month Club that you signed up to. Isn’t it? That’s what it is. And that’s how the CRM is for most businesses. So I go in the business, I go, how often do these leads get called? And the owner goes, well, my guys are on top of it all the time. And I go, oh, okay. Let’s go back to page 102. How many calls did they make? And I’m just giving you numbers. Anybody in America today who has a job calling leads should make 200 calls a day. Because that’s how many calls you can make in a day if you’re working for eight hours, 200 calls a day. If you really are terrible, 100 is the minimum. I make 200 calls a day. Like on a Saturday, if I have appointments that will cancel, I just hop on the phone and sell tickets. And JT, you’ve worked with me, you’ve seen me do this. I’ll make 100 calls a day, boom, boom, boom. Because not everybody picks up. You only get like eight per 100 that pick up the phone. So you just boom, boom, boom. So every salesperson should be banging out 200 calls a day. I mean, otherwise you’re doing nothing. Yeah. I don’t leave voice messages, but I do send a text message. That’s what I do, because I find that very few people listen to voicemails. But one move I’ve come up with that I really enjoy doing is I like leaving a three-second audio clip, because the curiosity of what it is, people can’t handle it. You know, so I’ll record something really witty and I’ll send it all week. So like Dr. Rashid Batar, he was a great friend of mine, may he rest in peace, but Rashid was a doctor, always busy, so I would send him a message like, Dr. Rashid, I’m in your home and I can’t find the peanut butter. Can’t find it. He’d call me back and send it to him. And he’d be like, what the hell? You’re in my home. Just, you know, because it worked. Because he would open it because he wouldn’t check his messages and he’d listen and he’d you’re in my home right now you know just stuff like that I thought was I think it’s funny you know it’s if you’re gonna leave a message you got to get pithy and get a call back you know I mean that kind of thing okay next thing we got here you got to have automated email drip system you need to email your customers once a month and so I said I don’t want to email once a month okay well that’s the sound of poverty. I don’t want to email my customers once a month. Wow, translation that sounds like poverty. Let me try again. I don’t want to email my customers once a month because I don’t want to annoy them. Wow, you kind of sound like Mickey Mouse, but I still think that sounds like poverty. I really don’t want to offend people because my husband thinks that if we email our customers too much, they’ll get upset. Sounds like poverty. You know, you can’t do it. I don’t want to text our customers because I don’t… Stop it. In my state, you’re not allowed to text people or you’re going to be taken off… Stop. I don’t like to call people because they’re not the… Is it ethical to call people in the state of Oklahoma? What about the do not call list? Mickey Mouse, you sound like you’re in Rewind. Have you seen that? I don’t want to call people. I don’t want to over call people. Shut up, okay? So you just got to do it you got to text and email all your people once a month has to happen okay automated customer surveys it’s really important you survey your customers so a service I didn’t think it would be a big I didn’t think it’d be a big thing but our clients love it they’ll have us call every single one of their customers and ask them for a review and man that’s an effective move it’s really powerful because you call and go, hey, how happy are you with the service on a scale of one to 10? 10 being the highest. And right away, you’ll find out if your customers are happy. And if the person who’s calling to get the survey is not your salesperson, you get to know the truth because they’ll go, uh, I filled out the form a month ago and I was never called. So you learn all that. Then you also ask them for a review at that time. It’s a really effective strategy. I love quality control calls. I love it a lot. A lot. A lot. Okay. Continue. Refund policy. Press release template. A PR kit. Time off request sheet. Not sheet, but a sheet. Okay. So you got to have a… This is important because if you don’t have an official way that people are supposed to ask for time off, how will they do it, Ryan? What will they do if you don’t have an official policy? Like you have to ask two weeks in advance or something. What’s gonna happen? Day before they won’t ask, they’ll tell you. Oh yeah because the org chart flipped, right? Hey just so you know I’ll be out of town today. Just so you know. Okay thanks for telling me because you’re my boss. You know, whatever. Okay, next. Dress code policy. Got to write it out or people are gonna start to dress like it’s a freshman at a state college for Halloween. Okay, then you want to have a point system for write-ups like a clear point system for firing people. You know like this many points and you get fired. You know what I mean? So this many points. So I’ve had people that have worked here for years that you never have to write them up but there’s certain people, how many of you know there’s certain people that need to get a write-up before they’re gonna pay attention? How many of you know this? And there’s certain people, if they don’t get a write up, they’re never gonna, they have to have an official like, this is me writing you up right now, stop being late. And all of a sudden they’re like. You can see it happening in their mind. There’s like a big God awakening moment. Oh, should I be late? I don’t wanna be late. I wanna be on time. Satan, there’s no reason. Your boss has never been late. Your boss is late all the time. Your boss is the Antichrist. Come join me. And they’re going back and forth. Have you seen this? And you’re watching them decide. Some people need the write-up. They have to have a write-up, okay? So you want to have these things pre-written, okay? Next, we’re going to page 108. Final page. Page 108. Final page. Page 108. Page 108. Page 108. Page 108. Page 108. Page 108. Page 108. Page 108. Page 108. 108, final area before we take our next break. 108, you want to describe your ideal and likely buyer. Now let me tell you about our ideal and likely buyer, who likes us and who doesn’t. I find that for our consulting service, we work with men and women pretty much equally, I would say. But we work with men and women who understand the concept of time People that hate time hate me and I hate people that hate time People that like hey, do you have a minute that makes me crazy because the answer is no People that are going I’ll call you at 11 and they get that idea We’re on the same team So I know that that’s why we if anybody goes to a thrive time show calm and they request to schedule a 13-point assessment, my staff screens the calls. We even screen attendees for conferences. So that’s why you can’t buy a ticket online, because I don’t want to have a conference with 105 jackasses. I just want to have good people like you who grasp the idea. So we kind of do a little bit of screening, and then we find and we book a time. And we book a time for me to do a 13-point assessment. And Ryan, what percentage of the 13-point assessments do you think are people that just totally ghost it, totally miss it, don’t even, they don’t care. They just book it and then miss it. I can’t imagine that, honestly, that anybody would do that. I mean, it’s an important thing that you’re signing up for. You got to reason in the first place. So, half. Half. Greg? 40% miss it? Yeah, that’s about right. But yeah, Greg, you know, he’s negative. He’s using facts. Bad guy over here. But I mean, about half the people will book it and just miss it. Just not even care. And that’s okay. It’s just what they do. That’s why, by the way, if you ever did in-person voting, only Republicans would win because Democrats won’t show up. Yeah. It’s like, I feel sick. Can I just mail it in? No, you can’t mail it in. Okay, just how it works. They had to show up in line. Any type of adversity, the Democrats can’t do it. Any rain at all, they’re done, forget it. We’ll let someone else be president. It’s raining. Okay, so you gotta have, though, a situation where you have some sort of, you know your ideal and likely buyer. So if someone can’t make that 13-point assessment, it’s not a good fit. Average age, we don’t really have an average age, but I find some people are a old 40 or a young 40. There’s an old 50 or a young 50, old 70, young 70. We got a client right now who’s phenomenal that Andrew works with. He’s a doctor in Northeast Oklahoma. And this guy, I think he hired us when he was like late 60s, maybe. And we doubled his business like that year. And his Tesla, Sean, you know what I’m talking about? Sean? I feel like it’s a real person and I wanna know who it is. Sean, maybe hack around the test. Dr. Corgan, it’s Corgan. See if you can find him. So this guy is awesome. And he goes, dude, I was in business for like 40 years and I doubled my business in a year and I hadn’t been in business for 40 years. He’s on, you’ll find him. Yeah, you’ll, I think it’s, yeah, hack around, he’s got a medical, Andrew works with him, he’s worked, been a client for like four years or something. He is great. Hack around and maybe on the client agendas, Sean, see if you can find him, okay? But his testimony’s crazy. But I need people that are coachable, because if you’re not, I just can’t do it, okay? Next thing on the ideal and likely buyer thing. Average income, and I’m just trying to help you with your business, but I’m just giving you my example. I find that for us, the income thing isn’t really there. I think people find time for what they want to find time for, find money for what they want to. So in Steve’s case, he was recently unemployed, got fired again, and he was trying to grow a business, and he was like, I don’t have the money to do it, but what could we do? We worked out a scholarship, and then Steve took off. But if you flip to like my haircut business, it’s a $45 haircut, so I find for that company it’s usually people that are middle class in terms of income level. That’s kind of the group up to upper, you know? But like if you were, and I highly recommend everybody out there does not sell weed, but if you sell weed, Ryan, what kind of people are going to the weed shop? What kind of income level are you typically seeing gather at the local weed emporium near you near your because you’re in Oklahoma City got one like in every corner corner yeah yeah because that’s what that’s what’s gonna help save America’s selling weed for the kids because it brings in tax dollars education paper our schools for education yes for education what do you what do you think what do you see is it a high-income people going in there well I know it’s not it’s not it’s not necessarily the pillars of the community shocking yeah you’re really not seeing a lot of shocking. Oklahoma gambling for the kids. Have you seen these jackass commercials? Oklahoma were legalizing gambling for the kids. Oh, sure. Okay. Okay. Hey, Randy, what’s the name of the school? You said again, they had the kitty litter in the school. Piedmont. Piedmont. Piedmont kitty litter for kids. Okay, great. We’ll get to that’s a real thing. Okay. Geographic location. You want to write this down? Where’s your geographic location? Places to go. Sean, did you find that video? Come on, you’ll find the video. If you want to find the video, find it, Sean. Okay, and then search terms. There it is. Hit play. This is your daughter, by the way, in here. Actually, it was hardly making any money and I was ready to shut it down. Now, what’s going to go through, because I want to give people some hope and encouragement who have a practice or a business that’s stuck. That’s what we do is we help people get unstuck. So I’m just going to kind of go through a line item. Now typically we work with a client, there’s 28 pages of line items that we go through. Some people though, for whatever reason, go at a certain speed. Some people want to implement at a slower speed. You’ve been very quick to adapt all these things. One thing I want to focus on is we had to optimize your website so that people on the planet could find you, could you maybe talk about how many more website generated leads you’re getting now than what you used to generate? We used to get maybe, oh, a couple of month and now we could probably get a couple a day. Wow. And so it… But he’s been great to work with, but he’s like an example of like he was older when he came on, but he’s been like great to work with, and he’s actually more coachable and quicker to learn than most people in their 20s. I mean, he’s just on it, but again, it’s just more of a mindset. Search terms they type in, shared fears, shared goals, hobbies, shared problems, sports their kids play. You really want to fill all that out because that helps you in marketing to know who you’re marketing to. You just have to know that demographic. So we go here to page 109, page 109. This is a more detailed layout, you know, of your ideal and likely buyer. We skip ahead to page 122 now. Page 122. We’ll go ahead and take a break here for a second. We’ll come back to page 122. But I want to make sure when you go home that you feel like you can implement everything that we’re teaching. Billy, I want to give you a bunch of pro tips real quick on page zero for you specifically, but for everybody. So Billy is opening up an elite training location So my one of my longtime clients Whitney he’s opening up multiple locations He’s licensing his gym and Billy’s is opening a elite training in Midtown, right? Okay So if you just write it down page zero When you go in for the when you meet with the ideal and likely buyer to sign up for the the gym membership You want to give them option a B C or scholarship. And everybody in this room should do this by the way for every business all the time. If you don’t want to, you can go rebuke me, but it works every time. Okay, so if you have a client that comes in they want to sign up for your personal training packages. I think you guys do personal and group? Just personal? And how much is it per month? How much is it per session? $80 a session and so guys are going to do three sessions a week. So $240 a week times 4.3 weeks a month. So we’re talking, let’s say $1,100 a month-ish. So you say to the guy, hey, you want to do this package or this package? The guy goes, I want to do this one, but I can’t afford $80. You want to figure out, you can talk to Whitney about it, but you go, if price was not a concern, if we took that off the table and you could afford it, would you do it? That’s after they’ve done it. They gave one free workout with you or something. So after that, if you want to work with them and they want to work with you but they financially are just not able to do it, you would say, well if price wasn’t a concern, you know, would you do it? And they go, well yeah. You go, okay, well I got an option for you. I’ve done this with so many personal trainers. It works. You say, well one thing we can do is you can have you work out with somebody else, so it’s just two people. And obviously it’s the same hour, but you’ll be with another person. Would that work for you? And then there’s going to be another guy that shows up who has the same thing. Like, yeah, I want to be in the program. I just can’t afford $80 a session. So what happens is you took a definite no into a yes. And oftentimes those people you help become the most appreciative and they become like viral marketers. So you ask them like, hey, could you leave a review? Oh, I already did. Or you’ll say, well, hey, next month we’re having a bring a friend special. And they go, oh, I already got five buddies I’m bringing because they’re so appreciative to what you’ve helped them. So a lot of clients that I’ve helped when you go to Thrive Time Show and you look at the testimonials, I would say 80 percent of the clients that are now multi multi multi millionaires. They all started out as a scholarship It’s like when Steve showed up at my office. I charge $1,700 a month. Okay. I’m just being very clear I make a $340 profit per client but there are certain people that their business is in a bad spot because they’re not looking for a Breakthrough until they’re on the verge of a breakdown or in this case they’re not looking for a new real estate photographer until they had a bad experience with somebody. And maybe the reason why they haven’t been able to close any listings is because their photographers are so jacked up. And so if you’re able to show a little compassion and you’re just very clear with them and say, hey at $40 a session it’s not really a profitable business for me, but if you could work with somebody else, the two of you guys, that could be a thing we do. And then so like a guy like Steve, Steve’s going, and the context with Steve, if you look up Fears and Clark, Clay Clark, so Fears and Clark, Clay Clark, Tulsa World, I had landed a huge project and I was managing the real estate transactions for one-third of downtown Tulsa. So I had managed, it was called Kanbar Properties, and they hired me to manage all of the real estate they had, which is one third of downtown Tulsa. So if you type in, Sean, type in Kanbar Properties, Tulsa, and then go to images, you can see all the properties. And so Steve called me, because I’m working with Kanbar, which this is the guy who invented SkyVodka. You should be able to see Kanbar Properties, Tulsa. One of the most successful entrepreneurs in America. And if you scroll down, I’m working with him and Steve had heard about me. Yeah, click there on the images of all the buildings. Down one more, down one more, Sean. Okay, so those are all the buildings that they managed in Tulsa, which might not look that impressive, but it’s like the first place tower, the Adams Building, the oil capital, the petroleum club. And Steve calls me and he says, hey, I listened to your show, I know who you are, I’d like to hire you. And I went through the whole thing, and at the end I said, do you want to move forward? And he said, yeah, I do. And I go, okay. He’s like, I just can’t, I’m not in a spot where I could pay you $1,700. And I go, well, why don’t you pay like $750 and then just pay me a small percentage of the growth? Yeah, sure. Well, we’ve worked today where he’s doing millions and millions and millions of dollars of sales and because he’s not a petty unappreciative jerk, he has grown dramatically and a small percentage of a big total is pretty awesome for him and for me. It’s been a win-win. So the personal training, the problem your industry has, is you do all this marketing work to get somebody in, and the only reason they can’t close is because they sincerely are in a tight spot. They’re a school teacher, they’re a firefighter, they’re somebody on a fixed income, whatever the thing is, and they just don’t have the financial capacity, but if you can combine them into two, that works. Make sense? But every industry, I don’t care if you’re building houses with Shaw Homes, you sit down with someone, you go, hey, if you could move into this house, would you? And they go, well, yeah, I just owe the money. You go, okay, well, we’ve got some homes that are available right now, model homes, that are move-in ready. Would you wanna maybe lease one of them until you could buy it, or we put you on a payment plan, or what can we do? But if you just show a little compassion, because otherwise you spend all that energy marketing and you get nothing. Or if you break it into phases, if you’re a remodeler, you go, your total quote’s 45,000. Would you do it all if you could afford it? Yeah, OK. Well, I can’t give it to you at a discount. But what if we did it in phases? What if we broke it down where we did a little bit every month? Or in Randy’s case, Randy, what percentage of people do financing of some kind, do you think? What percentage? 20% are doing financing? OK. So you just find a way to turn, if you like the person, a no into a yes. Is that helpful? Okay, we come back from the break, we’re gonna get more into the branding, and we’re gonna kind of veer off into accounting. And then again, this is Ryan Wells. If you’re streaming online, and you want to schedule a consultation with Ryan to learn more about opening up a flow, just go to flowphotos.com, flowphotos.com. We’ll be back here at 10 o’clock, back at 10. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma and we have been working with Thrive for business coaching for almost a year now. Yeah, so what we want to do is we want to share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now, okay? I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both $1.3 billion companies. They both have 2,000 to 3,000 pages of content attached to their website. So to basically go from virtually nonexistent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts, and staying on top of those podcasts to really help with getting up on what they’re listing and ranking there with Google. And also we’ve been trying to get Google reviews, asking our customers for reviews, and now we’re the highest rated and most reviewed Pest and Lawn company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay, so 411% we’re up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now, our closing rate is about 85%, and that’s largely due to, first of all, our Google reviews that we’ve gotten. People really see that our customers are happy, but also we have a script that we follow. And so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one and done deal. It was a system that we followed with Thrive in the refining process, and that has obviously… the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals and more new customers last year than we did the first five months, or I’m sorry, we booked more deals last week than we did the first five months of last year from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible, but the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews. That way we’ve really been able to come up with a really great team. We’ve created and implemented checklists. Everything gets done and it gets done right. It creates accountability. We’re able to make sure that everything gets done properly, both out in the field and also in our office. And also doing the podcast like Jared had mentioned that has really, really contributed to our success. But that, like I said, the diligence and consistency in doing those in that system has really, really been a big blessing in our lives. And also, you know, it’s really shown that we’ve gotten a success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. We were in a rut. The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah, and so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. They implemented those systems, they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind, absolutely it’s been a grind this last year, but we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut, and and if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action and you’ll get the results. It will take hard work and discipline, but that’s what it’s gonna take in order to really succeed. So, we just wanna give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore, I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42 percent increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proof-and-turn-key marketing and coaching system that will grow your practice and get you the results that you’re looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983 and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. Clay has done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklist, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with Lee Crockrell, head of Disney, with the 40,000 cast members. He’s friends with Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day-to-day, he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers, and web developers, and they run 160 companies every single week. So, think of this guy with a team of business coaches running 160 companies. In the weekly, he’s running 160 companies. Every six to eight weeks, he’s doing reawakened America tours. Every six to eight weeks, he’s also doing business conferences where 200 people show up and he teaches people a 13-step proven system that he’s done and worked with billionaires, helping them grow their companies. I’ve seen guys from startups go from startup to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, organizing everything in their head to building into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward but he’s so brilliant and he’s taught me so much. When I say that, Clay is like he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. That’s what I like him most about. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. Clay has been an amazing business coach. Through the course of that, we became friends. I was really most impressed with him is when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out, I knew that he could make millions on the deal. They were super excited about working with him. He told me, he’s like, I’m not going to touch it, I’m going to turn it down because he knew it was going to harm the common good of people in the long run and the guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right and anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate. anytime I’ve got nervous or worried about how to run the company or you know navigating competition and an economy that’s like I remember we got closed down for three months he helped us navigate on how to stay open how to how to get back open how to just survive through all the COVID shutdowns lockdowns because our clubs are all closed for. I’m Rachel with Tip Top K9 and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys. We appreciate you and really just appreciate how far you’ve taken us. This is our old house. This is where we used to live years ago. This is our old neighborhood. See? It’s nice, right? So this is my old van and our old school marketing and this is our old team and by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from 4 to 14 and I took this beautiful photo. We worked with several different business coaches in the past, and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So, we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts, and actually build a team. So, now that we have systems in place, we’ve gone from one to ten locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd. We’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you times a thousand. The Thrivetime Show, two day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13 point business systems that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, but I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s gonna be the best business workshop ever, and we’re gonna give you your money back if you don’t love it. We built this facility for you, and we’re excited to see it. Hey, I’m Ryan Wimpey with Tip Top K9 and I’m the founder. I’m Rachel Wimpey and I am a co-founder. So we’ve been running Tip Top for about the last 14 years, franchising for the last 3-4 years. So someone that would be a good fit for Tip Top loves dogs, they’re high energy, they want to be able to own their own job, but they don’t want to worry about, you know, that high failure rate. They want to do that like bowling with bumper lanes. So you give us a call, reach out to us and we’ll call you, and then we’ll send you an FDD, look over that, read it, fall asleep to it, it’s very boring, and then we’ll book a discovery day and you come and spend a day or two with us, make sure that you actually like it, make sure that training dogs is something that you want to do. So an FDD is a franchise disclosure document. It’s a federally regulated document that goes into all the nitty gritty details of what the franchise agreement entails. So who would be a good fit to buy a Tip Top K9 would be somebody who loves dogs, who wants to work with dogs all day as their profession. You’ll make a lot of money, you’ll have a lot of fun, it’s very rewarding. And who would not be a good fit is a cat person. So the upfront cost for a Tip Top is $43,000. And a lot of people say they’re generating doctor money, but on our disclosure, the numbers are anywhere from over a million dollars a year in dog training, what our Oklahoma City location did last year, to 25, 35 grand a month. To train and get trained by us, by Tip Top Canine, to learn your own Tip Top Canine, you would be with us for six weeks here in Tulsa, Oklahoma. So we’ve been married for seven years, eight years. So if you’re watching this video, you’re like, hey, maybe I want to be a dog trainer, hey that one sounds super amazing, go to our website tiptopcanada.com, click on the yellow franchising tab, fill out the form and Rachel I will give you a call. Our Oklahoma City location last year they did over a million dollars, he’s been running that shop for three years before he was a youth pastor with zero sales experience, zero dog training experience before he ever met with us. So just call us, come spend a day with us make sure you like training dogs and own your own business. Well the biggest reason to buy a Tip Top K9 is so you own your own job and you own your own future and you don’t hate your life. You get an enjoyable job that brings a lot of income but it’s really rewarding. My name is Seth Flint and I had originally heard about Tip Top K9 through my old pastors who I worked for. They trained their great Pyrenees with Ryan and Tip Top K9. They did a phenomenal job and became really good friends with Ryan and Rachel. I was working at a local church and it was a great experience. I ended up leaving there and working with Ryan and Tip Top K9. The biggest thing that I really, really enjoy about being self-employed is that I can create my own schedule. I have the ability to spend more time with my family, my wife and my daughter. So my very favorite thing about training dogs with Tip Top K9 is that I get to work with the people. Obviously, I love working with dogs, but it’s just so rewarding to be able to train a dog that had serious issues, whether it’s behavioral or whatever, and seeing a transformation, taking that dog home, and mom and dad are literally in tears because of how happy they are with the training. If somebody is interested I’d say don’t hesitate make sure you like dogs, make sure that you enjoy working with people because we’re not just dog trainers, we are customer service people that help dogs and so definitely definitely don’t hesitate just in and ask questions. Ask all the questions you have.