Business Podcasts | “Nothing We Do Is Hard, But It Does Require Hard Work.” – Matt Kline

Audio Transcription

Get ready to enter the Drive Time Show! We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re on the top. Catching you the systems to get what we got. Cullen Dixon’s on the hooks, I break down the books. He’s bringing some wisdom and the good looks. As the father of five, that’s what I’m about. So if you see my wife and kids, please tell them how it’s C and Z up on your radio. And now three, two, one. Here we go. All right, Thrive Nation, on today’s show, we’re doing a broadcast talking about some difficult subjects today, and the subject is hiring people. What? Firing people. Yeah, the subject is Ben Horowitz, okay, for anybody out there who doesn’t know, Ben Horowitz is a self-made billionaire. He’s the co-founder of a company called Opsware, and it was acquired by Hewlett Packard. This is what he says. He says, you have to be responsible when you’re running an organization and firing people who are your friends as part of that responsibility. Wow. I don’t know exactly how to react to that statement, but I’ll kind of tee it up here. I have the belief system that I don’t like to hire people that I’m friends with. I like to become friends with people that do a great job in the workplace. So I’ll hire people who do a great job, and therefore the friendship is earned, and then we’re sincerely friends. I have hired friends who’ve turned out to be great employees and I’ve hired friends who’ve turned out to be just terrible employees, but I personally believe when you hire someone, let’s just say you’re a football coach, if you bring in someone to be the quarterback, no matter how much I love Tim Tebow, and I love Tim Tebow, no matter how much I love Tim Tebow, and I love Tim Tebow, the ball, when he would throw it, it kind of looked like a wounded duck. And he was kind of unable to hit the target often. Even though I loved Tim Tebow, I could see that his career in the NFL was probably not going to be a long one. Another example, there’s a guy on the San Antonio Spurs right now. He’s 7’4″. He’s 7’4″, and he’s just dunking all over the place and he’s athletic and he can shoot and all I could say is I love Tim Tebow but if I had to choose between Tim Tebow and that guy to be my starting forward or center or whatever position this guy’s playing I’m going to go with the 7 foot 4 guy and it’s not personal but I think people make it weird when they hire people that they like and ask them to perform a position that they don’t do well but here to talk about it is Matt Klein with Oxyfresh. them to perform a position that they don’t do well. But here to talk about it is Matt Klein with Oxifresh. Matt, how are you, sir? I am doing wonderful. Thanks for having me. Matt, I’m going to tee it up real quick. Oxifresh, O-X-I, fresh.com. You guys have a proven turnkey system. You have over 500 locations. Oxifresh has been around for well over a decade, headed into its 15th year in existence. The brand is doing great. And if you buy on Oxifresh, you have a turnkey system. But what happens, Matt, if somebody out there listening today buys an Oxifresh and they hire one of their longtime Friends to run it and their friend is chronically late has low energy and is not organized Yeah, I mean you’re going to be a product of that person’s inability to do their job correctly I mean if you just like you said You know that person’s supposed to be showing up on time and communicating with the customer and doing the job correctly, right, and they don’t do any of those things, then your business is gonna suffer. That customer’s not gonna call you back. They’re certainly not gonna give you a referral. They’re not gonna give you extra things like tips and add-ons and things like that. So yeah, I mean, your business will suffer because the person you put in place to actually complete the job at the highest ability will not be able to do that nor care. So that puts your business in a really tough spot. Matt, you again, Oxifresh, the brand is doing great. And you sort of mentor along or coach along new franchisees. And I always tell people in business, there’s kind of three areas that make a business successful. And Jordan, you run a machine shop. Maybe you could relate to this. Yes. One is the technical side, technically speaking. Can somebody clean the carpet? Can someone make the product with the machine shop? Can they run the Oxifresh? It’s the technical. The second though is that emotional stuff. Like can the person emotionally just handle the idea of cleaning the carpet or making the precision part? And then that third is this, I call it the spiritual side, but it’s where like people just don’t like each other, they disagree with each other, that they fight about things, they have colloquialisms, they have deep different beliefs, and it makes it where they can’t work with other people because of their world views or whatever and I would just want to ask you this in your machine shop Jordan what percentage of the time when you’re hiring somebody is the challenge teaching somebody how to do something versus like how often is it is it is it more difficult to teach them on how to do the job or is it more difficult to find someone that emotionally can keep it together at the job yeah it’s the second one. It’s more difficult to find the person that can just keep it together. Matt, do you find the same thing with new franchise owners? Is it harder for them to learn how to clean carpet or to find people that can clean carpet while keeping it together emotionally? Yeah, I mean, we can literally teach anybody, you know, for the most part to clean the carpet. It’s the least of my worries, the actual process of cleaning it. It’s all the soft skills. Communication, you know, time management, you know, documentation, right, combating issues on the job. I mean, I always tell people I’m a part-time business owner, part-time psychiatrist. All right, it’s just getting people through the day. You have to be that positive person in any type of situation, especially when it’s negative or something comes up. I mean, you have to be like the stable rock that’s able to like make sense of that situation, right? Because especially if there’s just a problem, right? And you mean you’re the one, the buck stops with you. So you have to be the one making sure that everyone is doing the things they need to be doing, not overreacting to things, right? I got to be the buffer there, so absolutely. It’s a huge deal. I can just think about this related to hair. Funny story today. Matt, we have a hair chain. We have five locations, three of which I own, two of which this guy owns. And we had a young lady, she came, she applied for the job today. And she used to work for me years ago. And she was emotionally stable then. And she’s emotionally stable now. And she showed up and she said, hey, boss, how’s it going? I haven’t seen the lady in like five or six years. She says, hey, are we cool? And I go, yeah, she goes, cool. I’d like to work for you again. Now she left on great terms, she’s back on great terms, and she said, so do you want me to cut hair or manage a shop, what do you want? And I said, right now I need someone to manage more so than to cut hair. She goes, okay. And it was just so easy, Matt, when she worked with me, she did a great job for a long time, and when she put in her notice, I remember her coming to me like it was yesterday, she said, hey, I wanna put in my notice and I don’t wanna put you all on blast or create a weird situation for you, so do I need to do two weeks or a month or what can I do? And it was just great the way she left and she came back and her hair color changed and she’s had a kid or two since then. But I mean, it just it was a flowing thing. But certain people, Jordan, they have to be dramatic. They have to create drama. They have to. And again, I just want to get into this here. If you were running a business, Jordan, and you had even, let’s say, one dramatic employee in your office at Master Machine, how would the day go? Well, it’s really contagious. So like Matt said, you have to buffer that. And those communication skills, the soft skills, man, that makes a big impact on everybody’s energy and performance. So let’s talk about this, Matt. If someone goes to Oxifresh.com, I’m going to pull up the website right now, and they’re looking to buy in a franchise And they say you know I don’t want to run it myself. I want to buy the franchise, but I don’t want to run it myself I’ve done my research. I know the brands about $50,000 to buy one. I know you got 500 locations What kind of person do they need to find to run the Oxifresh? Are we looking for an MIT genius or we’re looking for an astronaut are we looking for a neurosurgeon? What kind of person do we need to run the Oxifresh franchise? Well, truly in the beginning, you just need to find someone that can complete simple tasks like actually doing the jobs, communicating with the scheduling center, being able to – we can essentially train anyone to use the software. The great thing about Oxifresh is on a day-to-day basis, we’re taking care of a lot of the logistics, right? The communication with the customer, getting the quotes out the door, making sure that jobs are getting on the schedule. As long as you have someone that can just follow a simple task, they can run the business for a little bit. Now, I would say if you’re trying to explode this thing into a multi-territory, you know, 10 trucks in two years, you probably wanna find someone a little higher level that can maybe hire a team of salesmen and go through that process. But if you just wanna get a business off the ground, you know, profitable and can scale ability, I mean, you can just find somebody you trust and we can train them on how to run this business and get it off the ground and start to see some scale. For some people, just seeing that proof of concept will give them the confidence to really grow large. And then we do have some of those people, Clay, that they have basically an executive model where they have an entire team and they run multiple companies. So really depending on how you do that will change the way our discussions go when you do talk to me in terms of who you need on your team and what are they gonna do and what do we do for you. So it really is a tailored franchise to the certain circumstance they are in. But you just gotta work hard. Nothing we’re doing is hard work, right? But you work hard. I love what you just said there. That’s so, can you repeat that one more time? I’m putting on a shirt mentally right now. That’s incredible. It is important, like nothing we do is hard, nothing. But it takes a lot of hard work to be successful. Nothing we do is hard. But it does require hard work, is that what you’re saying? Yeah. Attention to detail, making sure you know what’s going on in your business, paying attention to your customers, paying attention to your marketing, paying attention to your employees. I mean, being in your business does not mean that you need to be in the truck. It just means that you need to know what’s going on in your company so that you can manage it at a level that you’re always improving. This is some great stuff. I think I just had a moment here. I think I just had a moment. I’m taking notes over here. And I think a lot of times, Jordan, I’ll do like 10 shows or 15 shows. I might not have a moment for a while. Let me just enjoy this moment for a second. Let me just kind of. No, no, no, no, no, no, no, no, no, no, no, no, no, no. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. I don’t know. man if I had a cup let me let me throw echo in here we do nothing we do is hard work nothing we do is hard but it does require hard work incredible incredible oh yeah believe I’ve never said that I say that almost every day I know it’s like it’s like what you know the first time I heard being present as a present. And I just, I love it. You know, John Barnett, the founder of OxiFresh, a lot of times he does these yoga yoga barraquotes where he’ll say like, play out of all the people I’ve met. You’re one of them. And it takes me a moment to just, that was a moment. That was one of those moments. Now let’s, let’s get back into the, I just, I mean, I probably dwell on this for a couple weeks now. That was some hot stuff right there. I feel like I went to one of these silent retreats where you go and you don’t talk to anybody and you find the meaning of some deeper thing. I’ve never been to one of those, but I think that’s what that kind of thing, I haven’t done so. Here we go. But I guess if you had that moment, you couldn’t react and say, I had a moment, because you’re supposed to be silent at those retreats. That’s something to think about. Now, you run Master Machine. What kind of crap do you make at Master Machine? I mean, technically speaking, what kind of crap? Oh man, we make all kinds of stuff. So we manufacture parts for people. Like what kind of parts? Come on. Aerospace, AR-10s, lowers, so uppers, lowers. What do you mean? What’s a lower and an upper? You got an upper piece that houses all the components for the main part of the gun. You have the lower piece that houses all the components for the lower part of the gun. We have aerospace, stuff like that. Like going to space? Yeah. Like what? Like SpaceX. You make crap for SpaceX? Yeah. What kind of stuff? You make them like shovels or something? Yeah, special parts that go into space I guess. Yeah. Really? Yeah. Are you serious? Yeah. Okay. Wow. Okay. How do you think Neil Armstrong called the moon? With his landline. How do you think Richard Nixon called the moon? How do you think Richard Nixon did that? That’s a great question. Okay. I just wonder. Maybe you should talk to your friend SpaceX next time. And say, hey, how did that happen? I just want to know. I have a friend, I do a podcast with him and he wants to know. I Richard Nixon called you guys. Okay. But just see if you can do that for him. Yeah. Deep research. Okay. Now you also have a product called grid down, chow down. You sell up meat that is basically freeze dried. So it lasts a long time. So, um, what would happen if you hired someone who was super emotional that didn’t want, there’s it. I don’t want to kill a cow. What would happen? You know, at, at your last show, there was a one arm and vegan that wanted to argue about my meat. There was a what? A one-armed vegan. He didn’t even have one arm. Are you being serious? No, I’m dead serious. There was a guy with one arm? Yeah. At our conference? Yeah. Are you being serious? Yeah, and he was a vegan. And he was upset with you? He said the Bible says we’re supposed to eat plants only. That’s what he says? Yeah. Okay, that’s fair. But I mean, what if you hired that guy to work in your meat processing factory? It’d be really hard to scale your business and to turn any profit for sure. Okay, now let’s switch gears here. Oxifresh is the world’s greenest carpet cleaner. Matt, what if there was someone who was like, I want to use the hose. I want to use the hose. You can’t stop me. I want to work for Oxifresh, but I just want to use the water. I want to use the hose. That’s the way to do it. What would happen, Matt, if you had even one of those people on your team? Yeah, I mean, it’d throw our franchise out of whack. I mean, the value of our business is that we’re different in a lot of great ways. We do things differently from the cleaning system to the communications to the marketing to the training. And so, you know, it’s like going to McDonald’s and having a Burger King on the sign, right? It’s going to throw your entire day out of whack because you’re going to have that flame broiled grill and you’re looking for that Big Mac, you know what I’m saying? So for us, it’s so important that, you know, we stick to what we’re good at. The moment that the consumer’s confused about who you are is the moment you lose them as a customer. And again, this is what we’re talking about today is, if you buy an Oxifresh franchise or you wanna run a business someday like Master Machine, you’ve got to find people that are willing to follow the systems. And if they won’t do it, you just gotta find them. I talked to a guy today, great guy today. He runs a pizza restaurant, long time friend of mine, long time client of mine Matt and he’s got somebody true story who I guess a man got an argument an argument with another employee and this is a friend of mine as a business he may sell pizzas and an employee got in an argument with another employee and he took the dough no this is true he said the drug throws no this is in a working restaurant it’s busy yeah oh yeah you can do it better, boom, throws the dough. True story. God, they’re working with dough. I said to him, this is a real thing, throws the dough. I said, well, what else? He calls me, because he never really fired somebody before he’s in a pizza game. It’s his first business. He’s never been in the business. He goes, what do I do? I go, what do you mean, what do you do? He said, the guy threw the dough at the lady. I said, what else did you do? What else? He goes, well, and the guy who threw the dough, I said, what else does he do? What else does he do that’s weird? He goes, he keeps calling all the waitresses sweetheart and hitting them on the butt when they walk out through the door and they go bro you gotta fire that guy and he’s like I gotta fire the guy he’s good at making pizza Matt this is a true story this is a place where you throw the dough and it’s throwing the dough you throw the dough you look at the baby he makes it a baseball or did he like you know twist it onto his head why understanding is he throws the dough like this and then people I think it’s amazing the hand tossed whatever that is yeah but he got mad at all you don’t like it you don’t like the way I throw the dough, and he just throws it. But I said, what else does the guy do? He says, well, what do you mean, what else does he do? I said, come on, the dough thrower, a guy who throws dough at another man, here’s other things he does beyond this. You’re calling me right now because you’re reacting to a situation that just happened right now, but what other crap does this guy do? And he goes, well, well, this is the thing, he met this couple through church. He met this couple through church. He says, well, the thing is, he also, he’s a married guy, but he calls all the waitresses sweetheart and he slaps them on the butt. And I go, you’re gonna get sued, bro. Like something’s gonna happen. You got it? He’s like, he’s kind of a sweet old man, you know, but it’s kind of gross. And I’m like, dude, the guy’s in his 50s. I said, does he do that when his wife’s around? No, he doesn’t. I said, so you what you have here is a dough throwing butt toucher and you got to let him go. And he’s like, but I met the guy through church. He seemed like a good guy. This is what I’m talking about. That’s what inspired this show today. Matt, you know what I’m talking about. If you’ve got a butt touching dough thrower, what do you have to do? Honestly, what do you have to do? You have to get him away from as far away from your customer base as possible. I mean, the end goal, and whether it’s actually, whether it’s, they may not even actually communicate with your customer, but if they’re making the work environment really difficult, right, it’s like, you have to make a decision. Is your business more important or is that guy’s behavior more important? There it is. At the end of the day, it’s like, if any single person is putting your business at risk, I mean, what’s your ultimate goal? To be as successful as possible. So if any person at all, including yourself by the way, you better change your behavior. You know, is putting your business at risk, you need to remove them or take them to some pretty drastic aggressive counseling of their behavior because I mean, in that scenario, I mean, you are right. I mean, that’s a lawsuit waiting to happen. It’s, you know, you’re actually gonna lose really good people because you as the owner didn’t step in and handle something that’s completely inappropriate. It’s not just about customers. It’s about you’re good at employees too. Like why waste a bunch of great employees for one that doesn’t know how to behave? You know, I’m going to say this folks, when you buy an Oxifresh franchise, you’re going to get that mentorship. You’re going to get the franchise. They’re going to coach you through this kind of stuff on a daily basis. So you get the business, you get the, you buy the business, but you also get that mentorship. But if you want to learn more about buying an Oxifresh franchise, I recommend you go to Thrivetimeshow.com forward slash OxiFresh, but if you want to make it more difficult to track, I get it, you can just go to OxiFresh.com, but that’s Thrivetimeshow.com forward slash OxiFresh. And if you’re looking for food that’s probably going to last longer than you are, I mean if you’re like in your late 80s, this food will probably last longer than you, the freeze-dried food there. How long does it last there, Jordan? 15 to 20 years. Oh yeah, so if you’re in your 80s right now and you want to buy food that lasts longer than you, then what you want to do is go, I mean, you could, think about this, you could leave it in your will. That could be the kind of thing, if you’re wanting to leave food in your will, this is Grid Down Chow Down, I said it’s griddownchowdown.com, griddownchowdown.com. Matt Klein, I’m going to give you the final word there, because somebody out there is on the fence thinking about buying an OxiFresh, they know it costs around $50,000, they know there’s 500 locations, they know you’re doing something right, what would you say to anybody out there that’s thinking about buying an OxiFresh franchise? Yeah, if you’re thinking about that, or even if this was the podcast that made you think about it, I would start exploring that because there’s so many people that I speak to that have no idea that franchising exists. They think that they have to buy a business, they have to work 70, 80, 90 hours a week for, they have a real kind of power struggle in their brain about, can I keep my job or do I have to go full-time ownership? Is it financially too risky? I mean, there’s no scenario that we can’t talk about and figure out a solution for the right person. And I can say, you know, for me, I think one of the best things is I can talk to someone that has all the time in the world or that has very, very few minutes in a day. And for the right person who’s, again, willing to put in the hard work, you know, we can make this business successful. So, I wouldn’t assume anything. I would just get on there, fill out your information, we’ll have a discussion, go through your life, what you’re looking to accomplish. We’ll make sure there’s a really good kind of scenario here. And if there’s not, that’s okay too. It costs you $0, 20 minute conversation. We’ll figure out for those that really want to change their life and increase their wealth and time management, we can do all that stuff. We just have to have that conversation first. And if you’re out there today and you’re a dough-throwing butt-toucher, don’t fill out the form at Oxifresh.com. Don’t be doing that. Matt Klein, thank you so much for your time, sir. We’ll talk to you next week. Bye, fellas. Thanks. 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 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 Thrived 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. I probably listened to 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. There 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. I just felt like everybody on your show was making tremendous changes in their business. 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 needed 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 on last year’s first quarter to this year’s first quarter. So that was huge for us. And 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 hodls 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 it 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 going to 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? No, 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, 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. Like just having somebody to tell me like, hey, get this, this, and this done and have it done by this day. And 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 the important things done that you need to get done, but that you want to put it 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, you know, get the reviews, you know, get the video testimonials. It just makes it to where, you know, you have an assignment and let’s 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 A 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 we 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 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. 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 lease back right away within hours, a few hours most of the time. And it’s 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 larger group of people. In that daily huddle, can you talk, I hammer all my clients, 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 have for my company is that, it brought the team together. All of our employees, which is 17 of us full-time, is 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, how’s that client doing? How’s this project on schedule? But when it did, it helped us a lot with the daily interruptions 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, 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’re 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’ve 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 these 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. And 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 707, you know last 15 minutes and It’s everybody knows to be there and it’s 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 that people don’t like you It’s very hard to gather video testimonials that 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? Yeah, so 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 to jump in because if I would have jumped in seven years ago, I’d have been a whole different place today. So I guarantee you would be. I’ll say that though. And I’m not prophetic. I’m saying you’re on pace. You’re on, 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. And I say that because with 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. And 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 you. I’ll 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. 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. 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 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 Pessimon 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 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 and we were in a rut and we didn’t know… 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’re 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% 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 Industry 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 like Lee Crockerill, head of Disney with the 40,000 cast members. He’s friends with like 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 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 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. 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 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 you. And Clay has been an amazing business coach. Through the course of that we became friends. My most impressive thing was 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 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 and anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate any time I’ve gotten nervous or worried about how to run the company or 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 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 fourteen 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 Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business workshops. Because we teach you what you need to know to grow. 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. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re gonna teach you how to fix your conversion rate. We’re gonna 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. And 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 and we’re going to 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. And now you may be thinking, what does it actually cost to attend an in-person two-day interactive Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money, so if you’re out there today and you want to attend our in-person, two-day interactive business workshop, all you got to do is go to Thrivetimeshow.com to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for And if you can’t afford $250, we have scholarship pricing available to make it affordable for you.