Business Podcasts | How to Develop a Scalable Turn-Key Business Workflow & Model That Can Help You to Produce Both Time & Financial Freedom + Celebrating the Success or www.MoralesBrothers.net

Audio Transcription

Get ready to enter the Thrive Time Show! Good look as the father of five, that’s what I’m a dive. So if you see my wife and kids, please tell them hi. It’s C and Z up on your radio. And now three, two, one, here we go. We started from the bottom, now we’re here. We started from the bottom, and we’ll show you how to get up. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. One of the biggest things we picked up when we picked up the Thrive 15 team was an entire team. You want an SEO guy that knows things about search engine optimization? Got it. was an entire team. You want an SEO guy that knows things about search engine optimization? Got it. You got a website guy that’s built big websites like Garth Brooks’ website? Awesome. We have it. He’s coming in. If I had to pay for that on my own outside of Thrive15, there’s just no way. For us, one of our most immediate needs when I got connected with Clay was technology. We had a website, but I had a website in Tulsa, our other partner had a website in Colorado, and they did everything from doing a drone video Where they flew over all of our markets with the drone they integrated that into our site They built every single thing that I think of they do we do a podcast if I was gonna produce my own podcast There’s no I mean that alone Just that alone would be what I paid for it just for that But then if you add the fact that I’ve got if I need a business card design if I need a website build if I need This if I need that I know what I would pay for that if I had to go a la carte. I feel guilty sometimes. Like I don’t probably write a big enough check for the value that I get. I think there’s a lot of entrepreneurs that have ideas of what they want to do with their business, and how they want to grow, and what market they want to be in, and how they can increase production and do all this. But it’s not about having 4,000 ideas. It’s about having 12 and executing them 4,000 times. That’s the trick, in my opinion. And that’s where Thrive’s value comes in. I feel like I have my own Staff my own like I don’t know 20 person team that when I need something I Just go to him and it happens All right thrive nation so many people reach out to me at thrive time show calm and they say hey I want to achieve massive success, and I say great. We need to build you a workflow, and they go what I go It’s a workflow. It’s a scalable system. It’s the documented processes, procedures, checklists, strategies that will move the needle to grow your business. And so on today’s show, we’re going to break down the workflow, the proven workflow for a fitness franchise that I’ve helped to grow. And I’m just going to fitness a company I’ve helped to grow. And we’re going to break it down. And then what we’re going to do is we’re going to talk about why a lot of people, even when they have a workflow, why they can’t seem to get it done and so here to break it down with us is a successful entrepreneur a man who we’ve worked with the last three and a half almost four years a Man who’s the founder of window ninjas? We’ve helped him to scale his company He’s a very functional human who’s having a lot of success implementing the proven processes and systems And it’s an honor to work with him, and I want you to hear more about his story Gabe Salinas Welcome on to the thrive time show how are you sir? I? Am wonderful clay. Thanks for having me again this week. I appreciate you carving out time because I know you’re a very busy guy. I’m going to pull up your website here so people can see your website. That’s windowninjas.com. It’s a real business right there. How many locations do you have at this point, sir? Currently, we’re operating in 12 different cities throughout four states. All right. Okay. So you know what you’re doing. So I’m gonna move it over here. Okay, so James, this is a workflow. Boom. It goes from left to right, all right? So let’s talk about it. Marketing, read off the items in red. The items in red, just so we’re clear, with this particular business we worked with, everything in red is what the franchise or the corporate office does for the location. Right? Everything in blue is what the local location has to do. All right? So, James, what are the items in red that the corporate is doing for the location? So, the corporate is gathering the Google local reviews. They’re doing the search engine optimization. They’re doing the Facebook advertising. Yep. They’re retargeting. Yep. And the Dream 100. So, the corporate’s hailing all the marketing for them. Now Gabe, in this particular model, I’m not saying this is the way that Window Ninjas works exactly, but what would make this a no-brainer for a local fitness trainer, if corporate did all of that for the local trainer? In your mind, what would make that a no-brainer? I mean, they’re doing all of the marketing, they’re doing all of the drop-offs. James, what were the other things that they were doing? I’m sorry. I can’t see the document. Mm-hmm Go for the search engine optimization Okay, the Facebook advertising the retargeting Targeting Wow, that’s awful lot. I mean, that’s a no-brainer right there I mean That was like you guys are doing the heavy lifting for basically all of the marketing and networking for this specific organization. Now you with Window Ninjas, I mean, a massive lift, and with Window Ninjas, I mean you guys pretty much provide the the turnkey solution. So tell us if somebody out there, I’m just trying to give people an example of you know one business versus another, if somebody goes to windowninjas.com and they buy a franchise, what kind of stuff do you do for the local people to help, for the local owner to help them generate leads? Well from an, like just for example, from a marketing standpoint, just just like you’re talking about, we have an arm where we do the Facebook marketing, we do the Google ads, we’ll manage the Google ads and the Google local service ads for that location. We actually take photos and videos from those locations and then we’ll upload those into YouTube or we’ll make different ads, we’ll get it out on social media. We do that lift as well. And another thing that we do over here at Window Ninjas that separates us from our competition is the fact that we have a call center that is more than just a call center. We actually provide sales and a sales platform for each one of our locations that not only are we getting those leads into our sales team, but we’re actually actively following up, we’re reconnecting with old customers, we’re being proactive about trying to close deals and get more out of that one particular lead. Even if they called us looking for window cleaning, we’re trying to add on our additional services and make it a lot easier on the individual location manager so that they don’t have to go out and do as many quotes. It’s a huge benefit. Now James, your desk is located about how many feet from my desk? They touch. Okay. How often do you see a rich person come through that front door or you hear them on the phone or you maybe hear my side of the conversation. Maybe I’m talking to that person you don’t hear what they’re saying but you hear a person essentially complaining that they’re super rich and bored. I hear it all the time. Seriously how often do you hear? Literally all day. So what happens is when you build these systems, what happens is, I start noticing symptoms whenever we build these systems of people that don’t know what they want to do with themselves. So, the cautionary tale of when you buy something like Window Ninjas, or in this case, this particular fitness business I work with here, this guy, he’s taught the location specifically what to do, which is only the items in blue, which we’ll get to in a minute. And the local owners are just bored out of their mind. And I know it seems absurd that somebody would be bored and would be complaining that they have nothing to do, but that’s what happens when you build turnkey systems. So let’s move on here. So now, James, we do the marketing, that generates the leads. Leads, okay, and all the leads, all the traffic, all the web traffic, all the inquiries, they all go to a landing page that provides the offer, the social proof, etc. People fill out the form. Corporate sends them a pre-written email, a pre-written text. The corporate office calls the leads to set an appointment. This is all for a personal training. The calls are recorded. And then an appointment is booked. Now someone might say, Clay, well, tell me about this fitness business. How come I can’t buy one? I’ll tell you why. Because the particular owner of this particular business can’t handle it. And I’m not gonna mention their name, this is a real situation. So Gabe, I mean it though. It’s quite comical, Clay. Owner of this business is like, I just can’t get my personal trainers to do the items in blue. So before we get into I’m just gonna I want to make sure people understand this. It’s an emotion. Growing a business there’s three parts of growing a business. There’s the emotional part which I don’t like to get into. Then there’s the tactical, the practical, the steps, the systems. That’s what I like to do. And then there’s that weird like spiritual, geopolitical which I don’t want to get into either. And so this particular guy he’s got his locations and they’re all going yeah I just I don’t want to implement the systems and the owner says why not? And they go, I just I’m so boring. James, but you’ve heard this! I have. You’ve heard it! Okay, so we continue. So the calls are recorded, the bookings are made, so now that the person, the consumer that wants to get in shape, they show up for the lesson and the first lesson is how much James? One dollar. And that’s in blue. And how do we know what the local owner has to do because it’s in blue Okay, so the first so let’s imagine this situation here Gabe you know you you go to a website you’re looking for fitness help to get in shape a personal trainer You found the company because they came up top in Google or the dream 100 marketing or because of the website was optimized or Facebook Ads whatever you filled out the form Somebody calls you they book an appointment on a recorded call, the first lesson is a dollar, you show up. The first lesson is a dollar, what the first lesson is a dollar, what the first lesson is a dollar, then the local guy what does he have to do James, next the next blue box here. He signs him up with the the package sign up. And there’s three packages let me tell you what they are, I’m giving away the secrets. It’s personal training, can’t afford that, it’s group training, and if you can’t afford that there’s a scholarship where you can work out with kind of a mid-sized group, so it’s like you and 10 people, okay? So that sets the options. So James, you show up, you go, I can’t afford personal training. Okay, great, we got a group, which is like you and two people. Can’t afford that, okay, we got a group of 10. That’s how it works. Boom. Now, in red, what does the corporate office do for them again? They’re gonna hit that 50% sales quota, and then do the weekly group interviews they’re going to do the job posting. So corporate actually does the job postings for this guy and calls people to book appointments for him so he doesn’t even have to look for trainers they just show up at his office. Wow. Let’s continue then blue the blue box what else what’s happening next? They have to do the ongoing training. Are you saying that the personal trainer has to do the training. Yes. And then after that, a corporate does the quality control and they hang the carrot and the stick. This is actually what the business model looks like. So this is the whole thing. So I’d love to get your thoughts here, Gabe. Why is it that somebody who’s a local business owner wouldn’t be able to implement these three items in blue? All they have to do, if you’re a local owner, all you have to do is provide the first lesson, the first fitness lesson per dollar. You tell people you got the group lesson, the one-on-one, or you got the small group option there, and then you have to do the ongoing training. What part of this could possibly break down? I mean, there’s only one reason why it’s going to break down. And it’s pretty obvious and it’s obviously the human. Yes! All those humans! I have a list from page 158 of my newest book. Folks you can download my book right now. You can go to Thrivetimeshow.com forward slash millionaire. Thrivetimeshow.com forward slash millionaire. And you can download my newest book, A Millionaire’s Guide How to Become Sustainably Rich. Page 158. I’ve been self-employed for 25 years and Gabe I’m gonna have a competition with you these are the 10 craziest reasons why people told me they couldn’t come to work and I’d like for you to one up me with each one of them okay okay what I had an employee back in the day that said their grandmother accidentally poisoned them with ham ham wasn’t cooked they said I come into work crazy situation my grandmother didn’t cook the ham and can’t come in so that I’ve actually had that as an excuse what say you sir what up me I had an employee say they couldn’t come into work because it couldn’t find their keys to their car okay I had a man in his 40s who said he would try to get under his bed to help his kids there find something in the bed bat goes out back goes up why reaching into the bed and so he’s like I hate to do this to you, but I’m almost kind of like physically stuck under the bed. The back went out, totally cannot, this is back when I had my DJ company. Can’t DJ that wedding, can’t be at that show. I had to scramble to find a backup. What say you? Oh, well in our industry, Clay, that one’s a gimme all the time. You know, especially new, I had a new window cleaner. Two days into it, called on day three. I can’t move. I physically can’t move. My back’s locked up and my shoulder is really really sore. Okay that’s fair. I had an employee actually call me and tell me they felt like that was in the universe or it was just a spiritual thing. They felt like they had the FOMO, the fear of missing out and like they needed just to take some time off to find who they were. You ever had that one there? Oh, yeah, man, that’s that seems pretty common these days with today’s. But I mean, oh, let’s see. Yeah, I think I’ve had the. I believe I’m just working too hard. My friends and my family, especially my family, tells me that I just need to take some personal time today and tomorrow all the way into next week. And you get the idea. There’s endless things. So we go back to this fitness particular business and what I’m hearing right now and I’m sharing this being very generic, not gonna share where it is or where it’s located, but just to help is the local guy’s got the system it’s rocking. He’s got the multiple locations and the owners are going. The local people, I can’t right now, I cannot get Google reviews. I cannot, I cannot, I cannot get the Google reviews. Also, I don’t want corporate to call my leads right now to get reviews from my current customers because I’m going through a marriage issue and so a lot of my clients are not very happy right now. True story, true story. So you’re going corporate. Now, the problem is when you do a Google search, let’s do it real quick here for like this, by the way, this example has nothing at all to do with Kola Fitness, which is a big box gym, totally different industry, big box gym and personal fitness are very different. But anyway, so you look here Does the internet care? When it indexes a website Why you’re not getting Google reviews? No, it just cares whether you have them or not. Kola’s top in Google because they have 9.8 thousand reviews, whereas their nearest competition has 653. The reason why they’re topping Google is because they’re getting it done. It’s not because they’re good guys. It’s because they’re getting the most content, the most reviews. If you type in Bartlesville Gyms, the reason why they come up top is not because they’re good guys. It’s because they have the most content and the most reviews. Now, back to the client. Client says, the locations, I cannot get these guys to get reviews. I said, why not? He said, because this guy is telling me he’s going through a marriage problem and therefore he cannot get reviews right now and doesn’t want corporate to call either. What would you say, Gabe, if that kind of person wanted to buy a Window Ninjas franchise? And they’re a person who, they want all the systems all the processes but they’re going through something what would you say? I would tell that person I appreciate you I agree you can’t get those Google reviews or follow those processes and you know what that is completely my fault I take full responsibility for your inability to get those Google reviews and follow the systems. I believe the best way for me to help you today is for you to take the next 15 weeks off. I like what you’re doing there. I like what you’re doing there. Okay, so let’s, this is the real stuff now. Now, James, this next blue box, okay, you have to present the customer. Now imagine that you worked out at this gym and your trainer was Jack, James. Okay? I’m going back. And you wanna get Jack too. Right. Your first lesson was a dollar, okay? Let me give you the pitch, you ready? I’m ready. You just finished working out 45 minutes, ready? Here we go. Okay, so James, we got three options here, okay? Okay. Option one is personal training. It’s $1,500 a month. What that is, is that’s three sessions a week. 1,500 a month, three sessions a week, 4.3 weeks a month, same time, you just pick the time and we just knock it out. And it comes with the nutrition plan, the workouts, the accountability, that’s what that is. Option two is it’s a group. You say, that’s out of my budget, so it’s you and up to two other dudes working out together. Some week it’s one-on-one, some weeks it’s one-on-two, some weeks it’s one-on-three, but we’re not gonna have more than three people in your group, make sense? That does make sense. And then option three is a scholarship and that’s where it’s like a group of ten dudes. Which option is the best fit for you? I’m going number one baby. Number one baby, okay. And this is what they have to do. Now Gabe, true story. This is so crazy to me because so many people reach out to me they say help me scale my company and I help them do it but they bring on nimrods and morons to help them open their locations. We cannot deal with Nimrods and morons here. If you have a sound mind and you’re willing to do what you’re supposed to do, you’ll be successful in franchising. But the one Nimrod, he says, I don’t like to present the package that way. It comes across as salesy. So I like to give the customer a QR code when they leave the workout and just have them scan it and then just sign up online themselves if they want to move forward. Gabe, what’s the problem here? Same problem as five minutes ago. It’s the human. Right. I mean, just ask for the review, ask to sign up. Hey, let’s get these action items taken care of right now. Before you get out of here, let’s do A, B, and C so that we can have one, two, three success. Now, I know nobody has companies to scale and it’s so easy. Now we move on to the next step. Okay. Ongoing training. What could possibly Jack with the ongoing training? I know the trainer has to show up for the training. I mean, that’s kind of hard to do, you know? I mean, that’s a hard thing to show up. I’m just saying, one of the trainers said, hey, my big issue right now is I’ve got some kid stuff going on, so it’s hard for me to commit to being at the sessions that my clients are paying for, because my kid’s got a lot going on in their school. So if a customer signs up for the training program, it’s hard for me to commit to the times that the customers paid me for. And I just, I bring this up because it’s real, Gabe. Gabe, you know this is real. You’ve gone through these kinds of situations. So, but I’m just trying to show, this is how easy it can be to build a system that scales. But this is also impossible it is, if you’re dealing with people that just can’t get it done. So if you’re out there today, and you have a sound mind, Gabe, and you’re saying, I’ve got a sound mind, I can do this. I’m ready, I’m gonna show up every week, I’m gonna do my freaking work. I’m gonna implement the process. Tell us about what makes Window Ninjas so hot. Man, well, the reason we’re so hot is because we have all the systems in place that create scalability and personal time freedom and financial freedom for each individual that comes and joins our team. I mean, it’s super simple. We’ve got it all laid out for you. Follow it from A to Z, man, you’re gonna be rocking and flowing in money. How much money does it cost to buy a Window Ninjas? How much money? A Window Ninjas franchise is currently $49,500. Okay, and I mean, you know, how long have you been in business approximately? Approximately six years. Okay, and I’ve worked with you for about three and a half of those years. I’ve seen your company double. You got 12 locations, is that right? Absolutely. Because someone says, I want to buy one, I’m not psychologically impaired, what do I have to do? So again, how much is it again? $49,500 for the franchise fee. Now if somebody borrows money, folks I’m just giving an example, let’s just do a little mortgage calculator here, okay? Let’s just say you go out there and you borrow yourself some money, you say, I don’t have that kind of money. So you borrow money, you get a $50,000 loan, maybe you go to your local bank and you say, hey, can I get a loan? They say, no, you say, I want a loan. They say, no. You say, come on, please. They say, fine, but you’ve got a jacked up credit and we don’t like you and there’s all sorts of issues with you, but we’ll give you a five-year term. You say, I want seven years. No, we’re not going to do it. We’re going to give you five. Okay. So if it was a five-year, you can kind of do the math, plug in your own numbers. The point is, you have like a payment, it’s like buying a Suburban or something. Now you’ve got a monthly payment. And now you’ve got to work that thing to make that thing profitable. How could somebody possibly jack it up? What kind of person would not be a good fit to buy a window ninjas? Let’s see, who would not be a good fit? Would be a homeless person. Judgmental. Surfer bro, you know, surfer bro. Surfer bro, I wanna go surf every morning. I gotta get up early 10 o’clock and go surf I gotta surf for five hours man and then it like like at like 6 p.m. man I can I can jump on the internet can I do this via internet is that how we watch windows do we watch when it’s me at the internet that guy he would not be a good fit for winning and those people exist I live at the beach clay I’m surrounded by those guys. I’m surrounded by homeless people and surfer bros. Homeless people who choose to be homeless. That’s their niche. Okay. Now, what we’re going to do is I’m sorry, the homeless people are the surfer bros and the surfer bros are the homeless people. I mean, they’re all in the same. Now, what I’m going to do is on part two of today’s show, I’m going to brag on another wonderful client by the name of Ronnie Morales. I’m just bragging on two folks right now. Gabe Salinas, Window Ninjas, unbelievable, does a great job. Also Ronnie Morales, he’s not franchising, okay? He builds homes, he does remodeling, he does a lot of stuff that’s hard to scale in terms of the skill set. Now certain aspects of his business can scale, but the actual building of homes turns out to be harder to scale, but he’s having success. Why? Because he’s implementing the proven systems. And I just, I don’t understand what it is that makes certain individuals want to buy a proven system and not implement it. I don’t get it. And James, since you’re not a consultant, you help sell tickets to our conferences, but you’re not a consultant, I want to get your deep thoughts on what makes somebody want to attend a workshop, book a 13-point assessment, buy a proven system and then not use it. What is that all about? I don’t know, because I think that a person calls in to buy the tickets so that they could do better for themselves and their Families so to come to a workshop see it all see it all work have thousands of people that have used it and have Massive success and then not to do it. There’s something there clay. I don’t know what it is I have and you how many times have you seen me? passionately pleading and yelling. I mean literally yelling or pleading to the point that I’ve got like veins popping out of my head with an adult to just get a freaking Google review or to just call their freaking leads or to just fire idiots all the time. It makes me sick. It does, it’s unbelievable. Gabe, I’m gonna give you the final word because you’ve got a hot business model. Window Ninjas is doing great. It really is a great opportunity. And before we go into part two of today’s show and celebrate the success of Ronnie Morales, give you the final word there, sir. Hey, Clay, again, I’m just happy that you had me on here today and I am always happy to talk about my business. If anybody out there in the world wants an opportunity to have time freedom and financial freedom and own a thriving business and be part of a brand that is up and coming and growing constantly just reach out to us over here at window ninjas. Go to window ninjas dot com you can hit our franchise page, hit the button it’ll send us an email, man it’s really really easy one two three and you’re off to the races. Hey thank you brother for your time I really do appreciate you we’ll talk to you later. You’re welcome, thanks Clay. Bye bye. Well Thrive Nation we have an opportunity Bye-bye. Well, Thrive Nation, we have an opportunity all the time. We have so many wonderful people that go to thrivetimeshow.com and they reach out to us to schedule a 13-point assessment. We also have a lot of people that go to thrivetimeshow.com and they schedule a free 13-point assessment and they’re not a good fit because I only work with diligent doers. I only work with people that are willing to actually implement the proven systems that Dr. Zellner and I both teach and implement in our own companies. So people say, I do want to grow my business seven times faster. I do want to reduce my working hours. I do want to increase my time, freedom, and my profits. I think we’re all in agreement that that’s a good thing. However, we can only help people that are willing to put the work in. And on today’s show, we’re joined by a man by the name of Ronnie Morales. His company is MoralesBrothers.net. I hold him in high regard because he and his family-owned business, they actually are growing, I would call it dramatically, if you look at this Inc. magazine right now, it shows that 96% of businesses fail. Inc. magazine says 96% of businesses fail. That’s not good. Whereas this guy’s business isn’t growing by 10%, it isn’t growing by 20%, it is growing dramatically. But again, if Ronnie Morales had filled out the form and had scheduled a consultation and wasn’t willing to actually implement what we were teaching, it would all be for naught. So I’m excited for you to meet somebody who I would consider to be a diligent doer. He’s based in Richmond, Texas. And without any further ado, Ronnie Morales, welcome on to The Thrive Time Show. How are you, sir? Hey, I’m doing great. Thanks, Clay. Hey, so how did you first hear about us? How did you hear about The Thrive Time Show? I listened to your Thrive Time Show podcast for those seven years, and I was learning so much. I was like, man, I got to give this guy a try. So you listened to our podcast seven years ago? Yeah. Really? Four or seven years. Do you remember the first podcast you listened to seven years ago? I don’t, I don’t remember. I listened to so many of them. Okay, okay. I saw I listened to, you know, more than once. Now, when you’re listening to the podcast, I try to feature clients on the show so that you know there’s real people really doing it, really implementing the systems. When did it occur to you that you might want to go ahead and fill out the form at Thrivetimeshow.com and schedule a consultation? I got to the point where I just needed to take the next step. I’ve been in coaching before, like group coaching and different things like that, but I just felt like everybody on your show was making tremendous changes in their business, and coming from you and Dr. Z, I felt like y’all had the experience, and it didn’t matter if it was, because I’ve been used to doing construction, like peer groups and construction coaching, where it’s contractors only, well I felt like, you know what, I need business, somebody business-minded to help me grow this. I don’t necessarily need a group of just contractors, you know, I need somebody that knows the business part of it. And what kind of growth have you had since you began working with us as far as a percentage? Do you know a percentage or what kind of growth? Yeah, so we had about a 57% increase from last year’s first quarter to this year’s first quarter. So that was huge for us. And I’m a personal growth too. I honestly just as a business leader and a team member here in my company, I’ve grown a lot to be a better leader, learn how to delegate better, learn how to get these 15 minute hodl started every morning. And it’s been great. I’m just continuing to learn and I can’t wait to keep moving forward. Well, you know, people always ask me, they say, what’s the most important part of business consulting? And that would be to me like asking a baker what’s the most important ingredient in a cookie? I mean is the flour, is it the sugar, is it the eggs? I would say if you take out any one of those core ingredients you’re gonna have a weird taste in cookie. So in our business consulting we focus on marketing, branding, sales, hiring, leadership, management, accounting, all of those things. So let’s kind of go through the process from just a branding perspective and a marketing perspective. How has the business consulting impacted your company? It’s been great. The branding, the marketing. I mean, people around town are telling us, hey, I’ve seen your trucks here and there. I see all over the place. When people are searching Google or whatever it is, you know, they’re finding our videos and they’re reaching out to us. I think one of the biggest parts with business coaching for me has been the accountability. I just have somebody to tell me like, hey, get this, this, and this done and have it done by this day and, you know, we move on to the next step. So it’s been great. Now we have a weekly meeting. The purpose of a weekly meeting is so that you have a week to get your homework done. We have a week to do our homework. I mean, we do photography, videography, web development, search engine optimization. And you and I meet on Saturdays at 6.30 a.m. I find a lot of my clients like to meet in the mornings. How important is it to have that weekly meeting? Because again, I’ve done, I’m 42, but when I was 21, I was hiring business consulting programs that would do quarterly meetings or oftentimes even monthly meetings. And I found that nothing got done. How important is it for you to have a weekly meeting? I think it’s very important as a business owner to have that weekly accountability to make sure you’re staying on schedule. Because as a business owner, you wear so many hats, it makes it difficult to get those important things done that you need to get done, but that you want to put on the back burner. But when you know you have somebody to be accountable to, and it’s a weekly thing, and they’re steadily putting in your ear, like, you got to get these things done, get the reviews, get the video testimonials. It just makes it to where you have an assignment and you just get it done. Now at the business conferences, we walk people through the entire system. This is the system we teach from. This is from my newest book called The Millionaire’s Guide to Becoming Sustainably Rich, which everyone can download for free right now at thrivetimeshow.com forward slash millionaire. You and I, we track the numbers every week. So box number one, we establish those revenue goals. We do that. We know the break-even numbers. We know how many hours you’re willing to work. This is crazy! You’re married, your wife loves you, you love your wife. I’m not ever advocating during our coaching meetings like forsake your family and grow your company. Can you talk about that? How important it is to work with maybe a coach that understands that you want to have a healthy family and a healthy company? I think it’s very important. You know, like yesterday I had a good dinner with my wife, you know, and we had a good evening with live music and really enjoyed each other’s company. You know, I took my kids camping twice this month already for four days and we’re enjoying the summer, but I think it’s very important that as a business owner, as you put the hours in, put the hard work in, but you also take the time to spend with friends and family. And I mean, it’s important, you know, rising up early to get in my meditation time is very important to me too. So I think just again, having somebody that knows the value of these things is important. Yeah, as we go through, I mean, you are knocking it out with the marketing and the branding and all the things we have to do to optimize your website and make the ads work. We’ve determined your unique value proposition. We’ve improved the branding. We have a three-legged marketing stool. We know how to generate leads online and offline and referrals. The sales process, and I’m not picking on you, but I mean this, you’re like a super humble guy, so I feel like that the sales process was something that once you learned the proven process, you kind of took to it right away, but I think a lot of contractors don’t want to come across as too aggressive or too passive or too whatever, and I feel like the sales process of your team really doing a good job of calling all the leads and the calls are recorded for quality assurance, I feel like that’s been a big needle mover for you. Maybe I’m wrong. I’d love to get your thoughts on that. Yeah, no, it’s been great. I had my own way before I joined the team, had my own way of sales and what I thought was working really wasn’t working. And at first I put up a wall, but once I was opened up to the, why you do it the certain ways you do it, it really opened up more ways to be more successful. You know, with the call scripts, with the recorded calls, we’re still tweaking scripts and things like that, but it’s like an ongoing process, but it’s been great. And I think that it has helped us a lot. We do have, we call our leads back right away, within hours, a few hours, most of the time, and it’s just important. And we’ve gotten a lot of leads and where I needed to hire my first sales employee. And now we’re working on more of the systems, you know, creating these repeatable systems and managing a large group of people. In that daily huddle, can you talk – I hammer all my clients with the it’s so important to have a daily huddle with your team, to huddle with your team every morning and to have a weekly staff meeting. Could you talk about the importance of implementing these human resource strategies for managing people and what impact that’s had for your company? Yeah, so the impact that Daily Huddles has had for my company is that it brought the team together. All of our employees, which is 17 of us full-time, it’s brought us all together to where we’re getting to see each other in the mornings and grow together. We start off with some wins, keep it brief. We go over company updates, then we go over all our projects and we ask like, you know, how is that client doing? How is the project on schedule? But what it did, it helped us a lot with the daily interruption with, hey, so what’s going on here? And these questions that can be answered in the morning. So they learn to answer these important questions in the morning so that there’s less interruption throughout the day. Now, the final two areas I wanted to cover here is, you know, there’s so much to growing a company and that’s what we talk about on our weekly coaching calls. But building a sustainable and repetitive weekly schedule, you know, like every week we’re doing the group interview. Every week we’re gathering objective reviews from clients. Every week we’re gathering before and after images. Every week you’re gathering testimonials from your happy clients. You have to do this stuff every week. It’s like a garden, you got to pull the weeds every week. Could you talk about the importance of having these human resource systems in place where you do these systems every week so it’s proactive as opposed to reactive, doing the same things over and over. Yeah, I think it’s important to do it every week and repeat them so that things don’t fall through the cracks. If you get too relaxed on not doing it or you go two or three weeks without listening to recorded calls or whatever it may be, you start to slack off a little bit. The next thing you know, you’re in trouble. And now you’re putting down another fire that wouldn’t have been there if you had been on track and keeping up with the systems and processes. So just doing it repeatedly helps with building that system. Everybody knows it’s this day at this time. Our morning huddles are every day from 7-07, you know, last 15 minutes. And everybody knows to be there. And it’s just been great. Now, final two questions for you. People out there that maybe want to do business with you, they’re hearing about you. Again, it’s very hard to gather objective Google reviews if people don’t like you. It’s very hard to gather video testimonials if people don’t like the work you do. What’s your website and how do people go ahead and get a hold of you if they’re looking to hire you guys for maybe a big project? Yes, our website is moralesbrothers.net and you can definitely just fill out our get in touch form to reach out to us. And I personally will actually be in touch with you, and I’ll have a conversation with you. And for anybody out there that’s contemplating coming to one of our workshops or scheduling a free 13-point assessment, what word of encouragement or what advice would you have for anybody out there? Well, I would say don’t wait any longer. Jump in. Because if I would have jumped in seven years ago, I would have been in a whole different place today. I guarantee you would be. I’ll say this, though, and I’m not prophetic. I’m saying you’re on pace to have a business that’s going to be about five times larger than what it was when I first met you. I say that because the first thing you see is the leads coming in, and you start to see new teammates joining your team, and you’re building that foundation for success. I totally see you guys going to a great place right now. So I wish I would have met you earlier. That’s my only complaint, but that’s Ronnie Morales. Ronnie, I really appreciate y’all give you the final word. What do you want to say to everybody out there that’s maybe contemplating taking their business to the next level? Like I said guys, don’t wait any longer. Reach out to Clay and the team, do your assessment and be a diligent doer. Amen to that. Ronnie Morales, take care, sir. Have a great day. Thank you. Bye. 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 wanna do is we wanna 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. OK? I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminix, 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 non-existent 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, you know, asking our customers for reviews. And now we’re the highest rated and most reviewed Pesce Monde 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, like 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, 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 that when 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 and 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. And 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. You know, they implemented those systems, and 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 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 going to take in order to really succeed. So, we just want to 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 the use of services, you’re choosing to use a proven turnkey marketing and coaching system that will grow your practice and get you the results that you are 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. And Clay’s done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklists, 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 Crocker, the 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, graphic designers, and web developers. They run 160 companies every single week. 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 reawaken 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 start-ups go from start-up to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, making it, putting it into, organizing everything in their head to building it 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. And that’s what I like the most about him. 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 of you. And Clay has been an amazing business coach. Through the course of that, we became friends. My 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. And when we walked out, I knew that he could make millions on the deal and 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. 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. Anyways, just an amazing man. Anyways, impacted me a lot. He’s helped navigate. Anytime I’ve gotten 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 get back open, how to just survive through all the COVID shutdowns, lockdowns. 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, right? This is where we used to live a few years ago. This is our old neighborhood. See? It was 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 four 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 10 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 system that Dr. Zellner and I have used over and over to start and grow successful companies. 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, and 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 going to be the best business workshop ever. It wouldn’t give you your money back if you don’t love it. We’ve 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, we’ll call you, and then we’ll send you an FTD, look over that, read it, falsely treat it, it’s very boring, and then we’ll book a discovery day, and you come and you’ll spend a day or two with us, make sure that you actually like it, make sure that we can get you something that you want to do. So an FTD 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 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 for Tip Top K9 to run your own Tip Top K9 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, tiptopcannon.com, click on the yellow franchising tab, fill out the form, and Rachel and 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, spend a couple days 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. So definitely, definitely don’t hesitate. Just come in and ask questions. Ask all the questions you have.