Business Podcast | From Unemployed to Lamborghinis (The Steve Currington Story) + “Face Reality As It Is, Not As It Was Or As You Wish It to Be.” – Jack Welch (The Former CEO of GE Who Grew the Company By 4,000%)

Audio Transcription

• Alright, we’re all good. We are here in the airplane, back seat. Check out the sound. You guys can see it. Okay guys, we’re doing the checklist for the run up. We set our clock to 50. We got our gear to 100%. We have our GPS here, and we’re going to start our autopilot. Heading autopilot, we’re going to go to power max, and we’re going to set the cruise control to 10, and that’s working good. And then, we’re going to set the full brake, and then we’re going to go to 17 miles per hour.

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  Get ready to enter the drive time show.

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  We started from the bottom and we’ll show you how to get here. Started from the bottom, now we here. Started from the bottom, now we here. We started from the bottom, now we’re on the top. Teaching you the systems to get what we got.

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  Cullen Dixon’s on the hooks, I’ve written the books. He’s bringing some wisdom and the good looks. As a father of five, that’s where I’mma dive. So if you see my wabbin’ kids, please tell them hi. If you see and see up on your radio. And now, 3, 2, 1, here we go! Yes, yes, yes, and yes. The folks on today’s show, I’m very excited because Steve Currington, we’ve worked together for about eight years, I think. Seven years, eight years. And you’re a mortgage company, you provide mortgages to clients in all 50 states. And we’ve worked really hard together to build systems that scale. So like right now if somebody reaches out to you at this very second and they request a mortgage, they go SteveCurrington.com, they’re looking for a mortgage, who calls the people back? Steve Currington does. So you call them? Yep. And then at that point once you meet them and see if they’re a good fit, you now have all the systems in place and you have a great team that helps you process the loans. Is that accurate? Yeah. But you’re the initial contact. Yeah, I talked to him and then we have Casey, work wife. Yep. And it turns out everybody likes her more. And let me ask you this. Once she takes over, then they don’t ever want to talk to me. I’m going to go to your website here just to kind of look at a few things here. And you’ve got, where can I see your Lamborghini? Where can I see the plane, the Lamborghini? Where can I see these things? The best way to do that is to go to Instagram.com. Instagram.com. Okay. Yep. Okay. And then just search. No, I have to log in. Oh, no. But forward slash Lambro Steve, it’ll let you see it. Lambro Steve. Okay. Lambro Steve. Okay. So again, you have a Lamborghini and you have a private plane. Yeah. So there’s the airplane. There’s the Rolls Royce. Who gets to drive this?

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  Airplanes over.

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  I do. Who owns it?

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  Owns what? The airplane? Yeah.

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  I do. Well, Currington Consulting owns it. Okay, so I’m just making sure we’re getting this idea. People go to stevecurrington.com to get a mortgage. They fill out the form because they’re looking for a mortgage. You call them, and then after that you have systems and processes in place so people that are not you can process the mortgage, and then you get to generate profits, and that’s how you buy your play. Yep. Okay. So there’s somebody out there listening out there right now today that needs to hear this little pep talk. I’m going to pull up this quote here.

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  This is from Jack Welch.

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  Oh, Jack. The former CEO of GE who grew the company by 4,000%. And he says, face reality as it is, not as it was or as you wish it to be. Yep. And so for the listeners out there, if they go to Thrivetimeshow.com forward slash millionaire, you can download a copy of my book here called A Millionaire’s Guide How to Become Sustainably Rich. You can download the book. And Steve, in this book, we teach people how to build a workflow. And what I find is very, very few people like you exist. Now everybody out there can decide to be that person, become that person if they want to be. But what I find, and this is a funny story, and you can tell me if I’m exaggerating in any way, shape, or form, one of your competitors bought a ticket to one of our in-person workshops. And they went to Thrivetimeshow.com, they requested a ticket, and then they pretended they were in a different industry. So, Steve, we say, hey, how did you hear about us? They told us, we said, now, what industry are you in? And they said, oh, I’m in the insurance business. And they bought a ticket to attend our business conference, our in-person workshop for the businesses. And then at the conference, they revealed themselves. They said, oh, by the way, I actually do mortgages too. And I live in Tulsa too. And they know that I only work with one client in each industry in each city. So I don’t work with two mortgage companies in the same city. Can you please explain to listeners why I don’t work with two people in the same industry in our city? Because you’re a good person I guess. I mean it wouldn’t do you any good for you to represent two people in the same market that are trying to get to the top of the Google search engine. I want you to understand right? I mean that’s what it is. So this client says to me, and I don’t know what weird personality or what sort of energy you were feeling that day, but you were feeling exceptionally benevolent. Yeah. And you found out that the guy was at the conference. Yep. And you said to me, hey, is that guy a mortgage guy? Actually, I think I came to you and said, that guy’s a mortgage guy. I think I came and I saw him.

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  And I was like, oh, yeah.

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  And so we had this conversation and I said, what do you want me to do? And you go, oh, you should take him on as a client. You remember that? Yeah. And I only work with 160 clients. And I said, you want me to work with your direct competition to teach them all the systems that we have on page five of the book here, How to Become Sustainably Rich, you’re okay if I teach your direct competitor the exact same systems that I’m going to teach, that I’ve taught you, the same systems that have allowed SteveCurrington.com to become a mortgage provider that’s trusted by many thousands of people all over the country. You’re okay. Why?

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  Why did you say okay? Because he’s not going to execute anything.

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  Right!

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  That’s what today’s show is about. Yeah, because people are, I mean, they’re not bad people. It’s just that people have these ideas of how they want things to be. But most people aren’t willing to put in the work to get those things. So I’m going to tell the listeners out there something I’m working on right now. Today I had a person I’ve worked with for a long time who I’m working in their industry and I’m helping them grow their company. I’ll be very vague here and this person We helped them grow their business and we’ve got a great relationship going and they’ve decided that you know They’re not gonna pay me the commissions that we’ve agreed upon that we’ve signed an agreement on And so I’m going okay I’m not I’m not gonna spend my day on that low-level activity of worrying about trying to chase down four thousand dollars, right? But I’m just gonna call the person out directly because I like to face reality as it is. That’s my theme on today’s show. So I wanted to talk to the person directly and go, hey, homie, you sent me an email stating that moving forward, you won’t honor the commissions anymore because you have decided to not honor the agreement anymore. Shocking that somebody would, Steve, you work with someone for years and years to help them grow their business, and they would stop paying commissions. And so why would someone send an email, Steve, and not call me or meet me face to face? Because they’re weak. That’s why, because they can’t face you because they know they’re going against what they agreed to. And I blocked out time in my schedule today, Steve. I said, I’ll block out time. I told the guy, let’s block out time. I blocked out time. Let’s meet and go over it and figure it out. And the guy says, well, just the reality is, is that I’m paying you 2% of my growth. And when I, when you started, I was a really small business and I had been in business for over 10 years, never made money. And that made that deal made sense. But now that the company’s big, we’ve got multiple locations, I’m starting to pay you clay like four and 5,000 a month of commissions. I’m going, yeah, which would imply that you’re making at least you would hope seven times more than that. Right. But they’re, they’re, you know, and they go, even though we’ve signed the agreement, I’m going to go a different direction. I said, well, I’d like to look you in the eye and meet you face to face about it. I’m not going to, you know, he won’t do it. Now, the email week and what will happen is, I mean, you know, you’ve seen it before. It’s unfortunate. It’s not the first time that’s happened, right? Is they’ll flounder. They will flounder. They don’t have any accountability. They, they think that the magic wasn’t in what you were doing. They’re going to start taking apart every piece of the system that you put together that helps their, them drive the bottom line and make money. And they’ll say, well, that’s not important anymore. We don’t need to do SEO anymore.

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  We don’t need to worry about Google reviews anymore.

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  We don’t need to get video reviews. No testaments. No before and after. And slowly over time, they just kind of start drifting away, drifting and drifting. And the next thing you know, they’re like broke and they’re trying to figure out how they got there. And 90% of the time, people reach back out and they say, can I come back? And I say, no, I don’t take someone back. I don’t even like you. I can’t. So we go back. What are we talking about? We’re talking about facing reality as it is and not as you wish it to be. So somebody out there, when you reached out to me, I’ll never forget. I was in Broken Arrow, Oklahoma at a house we had just bought to flip. So I just bought the house to flip. Remember that house with the trees and Broken Arrow there? And I was on the phone and talked to you. And I said, hey, Steve, I used to work with this mortgage guy, and I have an opening right now, because I used to work with your direct competitor. And I thought the relationship with your direct competitor was great. And then the direct competitor I worked with for about three, four years, they brought in a new partner and the new partner was doing things that were the opposite of the way we were going. So I told the client, hey, moving forward, I was loyal to you, but I’m not loyal to your new partner. So I’m going a different direction. I was clearly available to work with you. And I remember on the phone, you said something that nobody would ever say because you face reality as it is and not as you wish it to be. You said, I just got fired. And I’m unemployed. And I said, well, what’s the goal we have? What are we trying to do? And you said, I want to get a Lamborghini and I want to really just do this thing. I want to grow it. I want to, you said it more passionate than that. There’s something you said of like, I lost my job and I just got fired. I want to grow this business and I want to drive a Lamborghini. I remember you saying that.

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  Yep. And I had to find a job.

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  That was the key number one.

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  Right. My first idea.

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  So I remember that. Yeah, we took the first 90 days of our coaching was me basically interviewing almost every mortgage company in the country and doing… Right. But you faced reality as it was. You know, Jack Welch faced reality because he fired the bottom 10% of everyone. Which isn’t easy to do. It’s not easy to do. That’s how you grow a company, by 4,000%. And it’s still the bottom 10%. You shouldn’t be surprised. So if we were going to name this show, let’s go ahead and name the show while we’re here. Let’s name the show. So let’s just be real. If you go to Rumble and you search for business podcasts today, okay? Some people don’t use Rumble. Some people do. Rumble’s growing all the time. Every search result is me. Steve, why is that? Why am I pretty much every video that comes up top? Is it because I’m a good guy because I had that idea?

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  Why is that?

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  No, it’s because you’ve done your research and you knew what you wanted to dominate and

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  you dominate business podcast. Okay, so let’s do that. You’re probably not dominating, you know, cleaning the laundry room. So let’s go ahead and do it. Now, we’re going to name it, we’re going to say business podcast. Now, again, there’s a literal side, okay? There’s a lit… We were just talking about that today. There’s a literal side to growing a business, but then there is the energy side, there’s the emotional side, there’s the passionate side, okay? And a lot of people, they have the system, but they don’t have the passion, they have the passion, they don’t have the system. I’m teaching you right now the system and the passion. So I have to label it as business podcast vertical bar. Why? Because that’s the canonical rules, that’s the system for optimization. from, let’s say, from just being fired, just being, from just being fired to- Or from unemployed to Lamborghini. Yeah, from unemployed, there you go, from unemployed to Lamborghinis, plural. Yep. And I’ll put here, then I’ll put the stevecurrington.com story. Does that sound good? Yeah, that sounds perfect. Okay, the stevecurrington.com story. Does that sound good? Yep. Okay, so that’s what I’m going to call it. And then it’s going to ask me on Rumble, it’s going to say, what’s the keyword? I’m going to say business podcast. And it’s going to say what channel I do all this stuff. And I’m going to put in, in the description, I’m going to say, learn more about Steve Currington today at, and I’m going to put, now, Steve, why would I put a link back to your website in my description? Why would that be good for you and for me? Because it is a valid website and it promotes my business when someone sees the video and clicks on the link. Well, let me do some teaching here, folks. Watch this. Go to backlinkwatch.com, okay? And I’m just going to do this. I’m going to type in Thrive Time Show, and I’m not saying that my website is the only website you should get. By the way, SEMrush is a better tool but it costs money so I’m just trying to get people a free solution. I apologize for any jackassery that comes up in the spam as I do a check but I have backlinks. One of the ways to rank a website, not the only way, but one of the ways is to have the most backlinks. So I have now 2,839 backlinks that are indexed today that are best quality. But I have 27,174 backlinks total. So some of the, ooh, the Forbes links to me, right wing watch, snitcher, charisma, the guardian. But you can see I come up top in a lot of the results because of backlinks. And because I’m not a jerk, I backlink to you because you’re my client. And so that’s the kind of thing. Now again, if you’re a coaching client, we’ll walk you through all this. Now, Steve, if I type in business podcast, if you were listening to this show right now and you were thinking about becoming a client, wouldn’t you want to see other clients success

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  stories?

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  Yeah.

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  I mean, Ronnie Morales. Yeah. Like Ron, this guy, Ronnie, by the way, his business is booming. So I’m going to put a link. I’m going to copy all this. So everybody out there, I’m just teaching you how to do it. We’re in real time. We’re doing this.

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  Okay.

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  So we’re putting it in here. Boom. So now when someone goes and they do a search for business podcast, there’s a statistically high probability they’re going to find your show. And when they go to the show, there’s certain people that are going to go to SteveCranton.com and they’re going to say, you know what, I want to use that guy for a mortgage because I heard about him on the Thrive Time Show. Yeah. And so, but I’m giving, why would I give away, why would I just teach somebody what I’ve paid? I paid, just to be clear, there’s a company called bruceclay.com. I paid this homeboy $8,000 a month for a year to learn what I just taught you. Why would I give that away for free, Steve?

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  Why would I do that?

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  Well, there’s a certain amount of people that are going to want to go deeper. They’re going to call you, and they’re going to want to hire you because they realize that’s just the tip of the iceberg of what they need to learn in their business to market. The other people are never going to implement it anyway. And why would I only take on 160 clients for my consulting business, whereas for your mortgage business you would take on essentially an infinite number of clients? Even though, because I have businesses like the haircut chain, I pretty much will take on anybody who wants a haircut. If you go to eitrlounge.com, I’ll get you in today. If you want to get your haircut today, I have an infinite amount of haircuts I will give you. We have 4,000 members, but I will get you in today. If you go to eitrlounge.com, if you go to stevecurrington.com, you’ll get them in today for a mortgage. Why would you have an infinite, why would we have businesses over here that have an infinite, infinite supply, whereas with the consulting, we only take on 160 clients? Well, you know your bandwidth within your team of what they can handle, and you know what you want to handle, and you know what your goals are. And your goals with the coaching business are not to represent every Tom, Dick, and Harry all over the place. Because as you and I know, just like the person you were referring to earlier, people, you know, there’s jackassery that happens. And you’d rather be very selective on who you pick as coaching clients.

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  There it is. Because you don’t want to work with everyone.

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  And so you go back. If someone’s getting a haircut, come on in, cut your hair, pay 40 bucks. Now you go here, you go, we look at the plan here, again, page five, where everyone can follow along. When we sat down together, we figured out your revenue goals, that’s box number one. We figured out the number of deals you needed to break even. And let’s talk about this, as a mortgage guy, do you have an office? Yep.

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  Do you have a phone?

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  Yeah, cell phone. Do you have a website?

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  Yep.

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  Do you have an assistant? Do you pay your assistant or is it slave labor? No, she likes it when I pay her, so. So, everybody out there, you gotta figure out your break-even numbers. And I don’t think a lot of people sit down to do that. So people a lot of times they’ll look at that which is success and they don’t think about

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  these details.

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  Yeah. These details get in the way of their passion. Yeah. Because Steve, you know people that are passionate but don’t have the literal skill set. Yeah, and I think some people like to live in that hair on fire mode for some reason because it makes them feel like they’re busy or they’re accomplishing things. And what they really need is to stop, go set their goals, find out what their break even is, determine how many hours they plan to work a week. Do something. Have a Mark III made leg and marketing stool, improve their branding, do all those things so that one day their business isn’t just dependent on them. Because that’s the good news, bad news I tell most entrepreneurs. The good news is your business depends on you. The bad news is your business depends on you. It just depends on how you want to live your life. Now, according to U.S. Debt Clock and other resources, there’s less than 9 million people that identify as being self-employed right now. And it’s because a lot of people want to plant the garden, but they want to pull the weeds. And so you move on to box number three, you say, how many hours are you willing to work? Now, you and I share that number, and I would argue that for both of us, it’s kind of infinite. So like last night, Steve, I don’t know if it’s shocking to you, but last night, my kids went to bed at about 9 o’clock, 9.30. And I had a client, we only have 160 clients, and I had a client that had a burning fire, and I told them, I will make sure I call you before I go to bed. So I put her on my list, and I called my client at 9.30 at night. Why would I do that, Steve? I went about, why not work life balance? No, because you, like, that’s what I like about you. I’m the same way.

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  I just get things done.

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  I don’t have a clock. I don’t be like, well, it’s after work hours. No. You know, you’re dealing with people’s business and their livelihood and I don’t know what the fire was, but you know, sometimes things happen, websites get hacked or something breaks. This particular thing is a client, their credit card expired, therefore their website got turned off. Oh, yeah. You know? And so it was a burning fire for them. But I see a lot of people say, I want to be a consultant, but I don’t want to have burning fires. It goes with it, bro. That’s why I only take 160 clients. Now, determine the unique value proposition. If someone goes to SteveCurrington.com, I would argue that your unique value proposition, maybe you could argue with me, and I would just say is, you’re like the fastest turnaround I’ve ever seen in the mortgage business. If somebody out there has an idea right now, hey, I want to buy a rental property, then the time that they fill out the form to the time you call them back is lightning fast, and you don’t work banker’s hours. You don’t close like the week of Thanksgiving, the day after Thanksgiving, the week before Christmas. I mean, you’re like a 24-7 operation. Yep. I had a high-level executive that messaged me on Saturday, three days ago. Today’s Tuesday, so Saturday at like 2 o’clock. He did his application, and at about 548, he got his pre-approval letter. There it is. After I spoke to him twice and made sure he had everything he needed. Now, he’s buying an $850,000 house in Florida, and time is of the essence. And so I knew that. He wants to move. And I think a lot of people would be like, oh, it’s Saturday. They’ll understand. It’s a… I can get to this Monday.

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  Monday.

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  I don’t know right now. But I just, you know, that’s why I drive Lambo’s. I like to go do everything fast. Now you go to box number five, you’ve got to determine a unique, you’ve got to improve the branding. So once you figure out what you do differently, you’ve got to improve your branding. Now there’s a lot of details that go into that, but your website, your print pieces, your auto wrap, we do all that. That’s part of our coaching program. That’s what we do. Now, next is the marketing stool. You have, there’s a lot of ways you market, but there’s three that I want to highlight that are powerful. You have relationships with some of the top realtors and home builders in Tulsa and throughout the country. So you’re constantly getting referrals from home builders and realtors. Second is you have a pristine online reputation. You’re constantly gathering objective reviews from real clients. And third is that you come up in the search results. Those are three big things. And right now, one thing I’m trying to work on in your life, and maybe you don’t want to work with me on this, but that’s okay. I want our listeners to know more about you because I think that you’re a fast funder. Right. So I want our listeners to go, you know what, Steve Curry, that’s who I’m going to use. I’ve ran into a few listeners on the Reawakened Tour who’ve told me, hey, you know what, I reached out to Steve because I heard about him on the show. Remember Gene Ho?

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  Yeah. Yeah.

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  Great guy. Great guy. So I just wanted to be a thing where like when people think about the Threadtime show, they think about, oh, Steve’s a mortgage guy. So today I get a text from a realtor. I know her, and I know she’s top producer. She’s in a different state.

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  Okay, great lady.

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  Yep.

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  She just randomly texts me and said, if we added you as our preferred lender, what would

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  that look like?

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  So I’ll just share with you guys, because you asked like what’s your value proposition. That’s what I told her today. This is straight from the text that I sent her about two hours ago. One, I will always answer. Yep. Answer my phone. Number two, I’ll help you develop a system for your agents to complete a solid lender handoff Which I believe is needed to move clients to the financing stage of the purchase of a home It was like a lot of realtors. It’s like they do they just they get them They’re excited, but people don’t know how to put the pieces together of like how do I go get my financing, right? So you need a good Lender handoff number three. I’m a closer and I help agents with closing deals. I’m a sales trainer and most of my agents end up being mentored by me and my team. There it is, there’s your facts. Most realtors get a job as a real estate agent, they’re good people, they work hard, but they don’t have a whole lot of training. You know, they don’t have a whole lot of sales training. They don’t know how to close the deal, how to overcome objections. They’re just figuring it out, okay? They’re good people, they’re just figuring it out, okay? Number four, I’m a marketing expert and I’ll help you and the agents, your agents with marketing, including building websites for them, getting reviews and much more. And then I asked her, what are you looking for in a lender? Because that’s really the big question. It’s like, I can be all these amazing things and that’s why we always look for fit, right? Because I can be ABC 123, which I think is amazing, but it may not be what you’re looking for. And so if you’re an agent out there and you’re looking for that lender to go on your team, you really need to define that. You know, what is a good lender in your eyes? And then find that lender that matches that, that does that.

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  Maybe you…

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  And the thing is you’re giving away this information as am I, and we’re doing it because we know, and again, I only work with 160 clients and you’re listening out, you’re listening right now and you’re a realtor and you need help. Um, I’ve seen Steve, I’ve seen you team up with realtors and take their business to the next level. That’s something that you’ve done consistently. And that’s why we share this because it’s a win-win. If you have a realtor that you’ve helped to grow their business dramatically and they’re referring to all those deals, it’s a win-win. So that’s again, folks, the main focus that I’m hoping everybody gets on today’s show because we go into part two, you’re going to hear more about this, is you got to focus on, you got to face reality as it is, not as you wish it to be. Not as it was. So like the reality is, we had a guy, and I won’t mention his name, but a guy who has been in my life for about 10 years, who started showing up to work about 25 minutes late every day. Now, people don’t see this because, Steve, I have my first client meeting is at seven, but I tell my staff to be here 30 minutes before that. So, Steve, why would I want my staff to get to the office before clients show up? Well, it’s the same reason why Quick Trip doesn’t unlock the doors at seven o’clock in the morning at the time that they open, because the last thing you want is customers standing outside your door waiting for your staff to come in, turn on the lights. So you as a client might not have seen some of the building jackassery behind the scenes, but you’ve got a guy like my staff for 10 years who all of a sudden is showing up instead of getting there at 6, you know, 10, 6, 15, homeboy is showing up back at 6, 55, five minutes before the clients get here. And the conversation we had was, hey, I need you to be here on time.” And the guy says, yeah, but for 10 years I’ve been doing this or that. I’m going, we got to face reality as it is, not as it was. And we’re going to do it for 10 more years if we have to. Right.

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  It’s not about how long you’ve been doing it.

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  I think people have a nostalgia though. I think people say, you know what, my restaurant isn’t growing right now, but you know what, soon it’ll turn around. By itself. my home remodeling company isn’t doing well, but soon just by entropy, by apathy, with a side of sarcasm and hope, it’ll just happen. But you and I, we face reality as it is, not as it was or as we wish it to be, which is why when you called me and I said, hey, so with your business, where are you at? You could have BS’d. You said, I just lost my job and I’m looking to start a business. And I said, what are your goals? You said, I want to have a Lamborghini, have time, freedom, financial freedom, whatever, you know?

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  Yep.

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  24:54

  So you got to face reality. Now we move on here to these other boxes. Just with the limited time we have here, you go to box seven. We got to build a sales conversion system. Box eight, we got to develop a sustainable customer acquisition cost. Box nine, we got to create repeatable systems, processes, and file organization. Box ten, you got to learn how to manage people. That’s where I want to end. Here we got the, we teach all this at our in-person workshops but managing people. So many people tell me gosh I struggle to manage people or man I’m terrible at generating leads or I need help with my accounting. We do all of that. Yeah. But what you need to do today if you’re listening today and you want to schedule a consultation just go to Thrivetimeshow.com click on the testimonials button. You’re gonna see over 2,000 client success stories I’ve accumulated since 2005. And then after that, you just schedule a free consultation. You just click here on the business growth consulting button. The business growth consulting button, you schedule a consultation. And if you’re out there today and you say, you know what, I’m looking for a mortgage. Well, let me tell you this, through entropy, through osmosis, through hope and change, you’re not going to get a mortgage. You’ve got to go to SteveCrazy.com. Yep. And Steve, you’ve got to do what? What do you have to do? If someone wants to learn more about getting a mortgage from you, see if they qualify, what they qualify for, they want to lock in a rate before the rates go up, whatever, how do they do it? Just call the number that’s on the screen. This is your phone number? Click on that 281-5475, 918-281-5475. And do you respond to text as well? Do people text you?

• 13

  26:17

  Yep. Someone was calling me right now and I said I’ll tell you. It was my wife actually. I said, I’ll call you in a minute.

• 2

  26:21

  Maybe she wants a mortgage. Right, maybe. Okay, well, that’s a weird twist of turn of events right there. Okay, but again, go to stevecurrington.com, that’s stevecurrington.com if you’re looking for a mortgage. If you want to schedule a consultation to grow your business or to attend one of our in-person business workshops, I’ve been doing them every two months. It’s 2005, you can schedule a consultation right there at thrivetimeshow.com. And finally, if you go to, if you look it up, folks, read it, read it out loud today. Let’s have that, let’s look into the mirror of life, let’s be honest with ourselves and say, are we facing reality as it is, not as it was or as you wish it to be? And on part two of today’s show, I’m going to introduce you to the founder of a company called BunkyLife.com. He’s facing reality as it is. He reached out to us. We’re helping him scale his company. And then on part three of today’s show, I’m going to share with you the Ronnie Morales testimonial. If you haven’t seen the Ronnie Morales story, Ronnie has grown his business dramatically. He’s a great entrepreneur. His website is MoralesBrothers.net. MoralesBrothers.net. He’s based down there in Texas. He’s having massive growth. So, again, Steve, I appreciate your time today, sir. I know you could be closing deals right now, but I encourage everybody, if you’re looking for a mortgage, go to SteveCurrington.com. Thanks, Steve.

• 30

  27:26

  Thank you.

• 2

  27:27

  All right, Thrive Nation, if you want to follow along with me, we’re going to go to ThriveTimeShow.com. ThriveTimeShow.com forward slash millionaire. I’m going to go there right now. ThriveTimeShow.com forward slash millionaire. I’ve written a new book here, or my newest book. The other day, somebody pointed out I’ve written over 20 books, which is great, but this is my newest book, and it’s called A Millionaire’s Guide How to Become Sustainably Rich. I wrote this book to provide a step-by-step guide to building a successful, money-generating, and time-freedom-creating business. If you want to download the book, you can download it for free. You can read along here on page 188. And the late great CEO of GE, Jack Welch, once wrote, he once said, “‘The art of leading comes down to one thing, facing reality, then acting decisively and quickly on that reality.'” Again, the former CEO of GE, the guy who grew the company by 4,000% said, “‘The art of leading comes down to one thing, face reality, then acting decisively So let’s do an example. I have a client today who had a salesperson they hired to do sales. And James, the job of the salesperson was to call the leads that come in. And now the person, see if you can follow the story here. The person they hired makes a base pay of $15 an hour. And every time they sell something, they make a 4% commission. We on the same page Yes, sir, and they noticed that when this salesperson was working Their sales dropped from 400,000 a week of sales That was their average was 400,000 week of sales about 20 million dollar company down to about a hundred thousand a week of sales They hired a new salesperson. They were doing 400,000 a week of sales They hire the person who’s makes 15 an hour plus 4% commission. They hire this person and the sales drop down from 400,000 a week down to about 100,000

• 27

  29:20

  a week.

• 2

  29:22

  So they go to the person and the person they call me and they go, hey, I don’t know what’s going on. My salesperson, the sales are like a quarter of what they are. Could you help us? Because I helped this client grow their business. They said, could you help us? I said, absolutely, let’s look at it. So I start, I say, let’s go to the website. I won’t mention the client’s name, but I’ll pretend it was one of my businesses. So if it was my business, I would go to one of my companies. I’d go to my website, in this case, I’d go to Elephant in the Room. And I went to this client’s website and I looked and I said, well, the site’s working. The number of leads is the exact same as every other week. And so the leads are the same, but you’re getting about the same number of leads. You haven’t gone down. They’ve actually gone up a little bit. And they’ve only been working for you for about a month. And since they’ve started working with you, the amount of closed deals has been cut by 75%, but the actual amount of leads you’re getting is actually just a little bit more than previously. You’re up about one or 2% on the lead flow. So the leads haven’t gone down, but the sales have gone down by 75%. And I said, Mr. Client, why don’t we go to clarityvoice.com? That’s the program, clarityvoice.com. And this is a tool my client has. Let’s go there and this is a phone recording system. Let’s go to clarityvoice.com and let’s record that. Let’s listen to the calls because the calls are recorded for quality assurance at this business. So let’s listen to the recorded calls. And James, what do you think happened next? Oh, they weren’t listening to the script.

• 11

  30:42

  They were stealing leads. They weren’t calling leads. David, what do you think there? You run

• 2

  30:47

  a great company called bunkylife.com where you have a wonderful team of wonderful people that work for you, but you’ve also been an entrepreneur for a long time. What do you think happened when we went to ClarityVoice.com and we logged on and we started listening to the calls?

• 3

  31:02

  75% drop. That means they are way off script or worst case scenario, they’re actually directing somebody somewhere else.

• 29

  31:10

  Okay.

• 2

  31:11

  I’ll tell you guys, this is what happened. The owner says to me, oh, this woman is incredible. Clay, I don’t know why we need to listen to her calls. We know her through church and she’s a friend of my wife and we’ve invested in her. She’s a great lady and she’s really, I mean, she’s sharp. I mean, we’ve known her for a long time. And yeah, but I’m not gonna do that. And there’s a lot of emotional energy there. And I said, let’s just listen to the calls. And the client goes, I just, I don’t want to put her on blast like that. I go, we need to listen to the calls. I don’t want to get in there and I don’t want to put her on blast. I said, well, we need to listen to the calls. And they’re like, but she’s a great lady. And right away, somehow, David, the shift switched at me. The gun began pointing at me. And they’re like, are you, are you trying to say that our lady is being nefarious? Why would that happen, David? Why would the client, before they’re willing to listen to the calls, why would they point the gun at me and say, why would you accuse this person?

• 3

  32:13

  She’s such a great person. You’re the messenger. You’re the messenger, and they wanted to shoot you.

• 2

  32:18

  That’s how it is, right. So finally, after the emotional, and James, your desk is about two feet from mine, right? That’s right. Oftentimes, we share the same roll of tape, right?

• 25

  32:25

  Yeah.

• 2

  32:26

  So, I mean, anyway, you saw a tape gate yesterday. Someone took my tape, but you can’t take my tape. Okay, so anyway, so your desks are right next to each other. And James, you hear me. I do. What percentage of time do you hear me when I’m working with a wonderful client and it’s an emotional situation versus a tactical situation, a practical situation?

• 11

  32:44

  I think more times than not, it’s emotional.

• 2

  32:46

  Yeah. So I tell the client, hey, what are we going to do? We’re going to listen to the calls. I have no foregone conclusion. I’m just saying, leads are down 75%. The amount of leads coming in is up by about 1%. We should record the, we should listen to the calls. And this is what we found.

• 28

  33:01

  Dun, dun, dun, dun.

• 2

  33:03

  This is what we found. We found that the new person doesn’t call back missed calls. So if the phone rings and no one picks up, her predecessor was calling back missed calls. So the person who used to have the job would call back anybody who called and didn’t leave a message. That was a thing. And the person, the new hire, was replacing somebody who moved. They moved to a different part of the country, and therefore they left on really good terms. We didn’t want them to leave, but they left. So the new person, they were not returning missed calls. Dave, why do you think the new person wasn’t returning missed calls that didn’t leave a voicemail?

• 3

  33:43

  Bad training?

• 21

  33:46

  What do you think, Tim?

• 2

  33:47

  Just lazy? I think it’s some combination thereof. The person says, you know, I didn’t know I was supposed to call back missed calls. Okay, another thing. The person was only calling inbound leads one time. Now, James, when people request a ticket for the Thrive Time Show in-person two-day workshops or any other conferences we do, how many times do you have to call a lead before you get a hold of a person? Like 10 times sometimes. I’ve called, you should see some of my SheServes calls that I do where it’s like boom, boom, boom, boom. I called the person 30 or 40 times and then they pick up and they’re like, oh, I’m so glad that you finally called me. I’m not going to mention the lady’s last name, but there’s a lady named Debbie, God bless her right now. She comes up to me at Miami and she says to me, Hey, I’ve been trying to get ahold of you. And I said, you have? Well, okay. Did you leave a message? No. Did you send a text? No, I’ve just been calling. So she doesn’t leave voicemails. She’s that kind of person that won’t leave a voicemail, won’t send a text. So that’s why I was like, who is this Debbie person? I need to get ahold of her. You know what I mean? So that’s a real thing. So again, this person was only calling the person one time. They weren’t calling any missed calls. They were only calling the lead one time. And I said, this is where I almost threw up. I said, Dave, are you texting the leads? The people that request information, are you texting them? She’s, no, no, I don’t wanna be forward. Now, I just love to get your response to that. I don’t wanna be forward. In your mind, David, is it a social faux pas to text someone?

• 3

  35:14

  No, in fact, they ask for information. You’re helping them by texting them. James, you were, I mean,

• 2

  35:21

  does it seem like a social faux pas to text someone?

• 11

  35:23

  No, if they’re an inbound lead, you gotta text them, you gotta call them, you gotta send them picture messages, send them memes, just do everything you can to contact them and get them on the phone to buy.

• 2

  35:33

  Now, you wanna know how I can tell if someone on our team isn’t selling anything?

• 11

  35:38

  You look at the board?

• 2

  35:39

  Well, you want to know? The little signs I see. What’s that? Every time you sell something, I have you put a tally by your name. If you sell a ticket. And I look up there and there’s a zero. Then I know if someone’s sold something or not. Now this is what’s exciting though, Super Dave, is people in my office that aren’t selling anything, there’s three ways that they still want to get paid without selling something. And then I have to remove them from the office very quickly. One, is they fake an injury either mentally or physically. It’s an injury fake. So it’s like we had one young lady who worked here before you were here and she always had some kind of sickness that she just couldn’t quite get over.

• 3

  36:18

  And it extended. Fibromyalgia?

• 2

  36:20

  You know what I’m talking about though Dave, I’m sure you’ve seen this. It’s like a sickness where they’re tired and I would follow the script.

• 3

  36:27

  I- It’s not like a sickness or a disease or an injury that you can verify, like I chop my thumb off. It’s always like this nondescript injury or illness.

• 2

  36:36

  It’s always a little bit of a sniffle, little bit of a cough, little bit of a tiredness, a little bit of a drooping. You know what I’m saying? I do. And it’s just, are you on the phone? Did you sell anything? Are you selling? And they’re always, the second symptom of a low performing salesperson is they tend to go to their car a lot and they want to offer to do things in the office unrelated to their job. Like, do you need me to get anything for you? You want me to pick something up? I’m gonna go over here. I’m gonna go over there. You want me to take out the trash? You want me to go, I’ll go here.

• 27

  37:10

  Hey, you want me?

• 2

  37:11

  Sure, no one has ever seen this, okay?

• 14

  37:13

  All right.

• 2

  37:14

  I’m just trying to help somebody out there improve their sales. I’m trying to help somebody right now. The third is it’s a quietness. It’s an ability to kind of hide behind the phone, hide behind the desk, hide behind the monitors. They’re kind of extra physically like hiding behind their screens.

• 11

  37:29

  Out of sight, out of mind.

• 2

  37:30

  You’re seeing it though. They kind of hide. You’ve seen it. I have. We’ve seen, this is, so again, Jack Welch. Folks, you can download this right here. You get your own book, you can come up with your own pages. Okay, page 188. He says here, the art of leading comes down to one thing, facing reality and then acting decisively and quickly on that reality. So today, James, we were doing a script update just a moment ago, before we hopped on this great conversation with David. Why, I said, the goal is to remove friction from the specific script we’re working on. So for the specific product and service that I’m working on. I work with a lot of clients, I help them write scripts. And if there’s friction points, I try to listen to the calls and I find the friction point. I told you, James, I said, if you have any friction points today, I want you to do what? Write it down. Right on the script, circle the parts of the script that have friction. And David, why would you as an entrepreneur want to listen to the calls of your team, whether real time or recorded, and to have them maybe circle the parts where the customer typically rebuts or pushes back or doesn’t seem to go with the flow, where there’s friction. Why would you want to do that?

• 26

  38:37

  That’s the part where your sales are going

• 3

  38:39

  from $400,000 down to $100,000. That’s the snag, right?

• 19

  38:44

  Yeah, and it’s this wonderful lady.

• 2

  38:45

  Then again, we hadn’t even listened to the calls yet, guys. So now I’m listening to the calls, I’m gonna go ahead and role play one. I’m gonna change the industry and change the person’s name so they can’t guess who it is, okay? But I’m just gonna pretend it’s a cosmetic surgery business. It’s not, but I’m gonna pretend it is, okay? So here we go. James, you’re gonna call me, okay? And you’re gonna call me because you have to have a scar. You injured yourself, you got glass in your arm and you wanna have the scar kind of minimized. Gotcha.

• 9

  39:17

  Okay, ready?

• 2

  39:17

  Thank you for calling Clark Cosmetic.

• 25

  39:21

  How can I help you?

• 2

  39:22

  Hey Clark, I got a scar in my arm from glass and can you guys fix that? Yeah, did you fill out the form on our website? No.

• 11

  39:30

  You’re gonna need to fill out the form on the website

• 2

  39:33

  because in order for us to see you right now, we need your health records, your health information, and if you don’t fill out the form on the website, we really can’t do a lot to help you. Did you not see that on the website? I mean we say on there that you’ll need to fill out the form before reaching out. Did you not see that part?

• 11

  39:55

  You know what? One of my friends gave me your number. Can I just come in and come to the office?

• 2

  39:59

  Sir, I need you to fill out the form. I need you to fill out the form. Need you to fill out the form. It’s on the website, clearly there. Thank you. And this is what this person was doing. No, on every call, bros, every call. So then the owner, this is a true story. This is a true current story. So the owner says to me, this is when we were in Miami at the reawakened tour. I had to talk to this person at four in the morning because their sales are so bad. I’m doing a call with them at four in the morning on the phone. I said, I know the calls are bad. I know they’re not calling the missed calls. I know they’re not calling the leads. But what do I say?

• 11

  40:33

  You’re fired.

• 2

  40:34

  No, this is the thing though. I said, what do I say? This is a big company. This company does big projects. Okay. It’s a $400,000 business. They’re doing big. The average ticket for them is like a hundred grand.

• 24

  40:43

  Okay.

• 2

  40:44

  I’m going, just call the leads yourself and fire them. Or say something motivational like follow the script with great energy or you don’t work here But then it goes back to yeah But we go to the church with this person and my wife knows this person and that goes back to the Jack Welch quote I’m talking to an adult man Who’s in his late 50s who’s telling me he won’t talk to a woman in her late 20s because they go to church together And it says the art of leading comes down to one thing facing reality than acting decisively and quickly on that reality. So let me ask you this, you run a company there David Frazier, Bunky Life is a great company, it continues to grow, why is it that a man in his late 50s is hiding from a woman in her late 20s and won’t tell her this?

• 3

  41:28

  Well I don’t know, I don’t think I can unweave that cycle, you know, that I called Gordian knot for you, but there’s some deep reasons why. I mean, probably because the wife’s involved, the church. I mean, just it’s a lot easier to not hire people in your inner, inner circle and just avoid all that.

• 14

  41:46

  I think.

• 2

  41:47

  I mean, Angel, let me get your thoughts. Why do you think this person just like, I don’t know what to say. I just fearful.

• 20

  41:53

  Yeah.

• 2

  41:54

  Scared. And you know how I told you last week we were sending someone to the mall, guys. I said, we’re going to send someone to the mall. We have a kiosk at the mall. We’ve set up a mall. And at the mall, if you type in outside ink irrigation Tulsa, we have a incredible booth there. We have a bunkee that we’re having there on display. And if you come to the mall and you would like to buy a bunkee, you can go to the mall and you can ask them about it. And they’ll be happy to install one of these for you right here in Tulsa. Remember I told you, I said, I have a feeling the person who’s at the mall today, their job is to work in the booth and to pass up brochures. I have a feeling it’s not going to go well. I remember that. Do you remember this guy? And how did said person do? They did one seventh of what their minimum quota is. So the minimum quota for the number of contacts you’re supposed to meet and the minimum quota of catalogs you’re supposed to pass out and people you contact with should be about 50 to 70 a day.

• 9

  42:50

  They got seven.

• 2

  42:51

  Oh, that is horrible.

• 9

  42:52

  It’s horrible.

• 14

  42:53

  And I talked to the person, I told you,

• 2

  42:54

  I said, I don’t think it’s gonna go well. So I talked to the person, I said, how was it? They go, I only got seven. I’m like, well, you’re getting $12 an hour. And every time you get a lead, you get a certain commission. So your commission for the day is $35. So it’s like dramatically lower than it should be. And they go, is there any way I could get paid the difference I really needed? No, no, no, no. And that idea blew their mind. And we’re going back out again today. This is the final chance, the final opportunity, the final countdown. And David, why would I tell somebody, hey, you tried once, you tried twice, now it’s the final countdown. Why as an employer should we at least do that? When we face reality, why should we at least give somebody the final countdown before we punt? Or maybe you don’t think we should, maybe we should just punt.

• 3

  43:57

  I don’t know if we should, unless you get sued by not doing that. I got a situation where I got to fire a guy, but I’m not able to do it until he gets back from his paternity leave.

• 19

  44:08

  There it is.

• 2

  44:09

  So and that’s that’s sort of how I and I look at it as like I would want someone to tell me like the first time, hey, he too. Maybe it was bad training on my part. I’d like I’d like I’d love a boss that could at least say, hey, you know what? Giving you the benefit of the doubt. Maybe there was bad training. Maybe you didn’t know. Let’s go ahead and give you a chance. I like that. I like the boss who says, let’s really dig in. You can do it. Yes, but then I have to move on. So for me, I’m a three, I’m a three guy. I’m a three strike guy. Maybe that’s a baseball reference. I don’t know. Maybe that’s just me being weak sauce. Maybe that’s me being too nice. Maybe I’m being not nice enough. I don’t know. That’s my rule. I lay that out. We’d love to get your thoughts on that, Super Dave on that.

• 3

  44:50

  Yeah, I think that makes sense, actually. I think you gotta make sure, when you let somebody go, that you’ve given them every opportunity to succeed, but do that in a really short time window. That doesn’t mean three months. Right. That could mean three shifts, or even three hours, if you really wanna condense it down. Like, when I have a salesperson training, I’m with them in the room for the first three, four, five days, like, every call. And so, instant feedback, faster, and so if they suck, you know it faster. If they’re good, or if they’re just like rough around the edges, but you go to, it happens faster. As opposed to like, if you drag that over three months, then you have three months of sucky sales.

• 2

  45:25

  Now I want to pile onto this. If you don’t, I mean, I’ve crumpled it now three times.

• 23

  45:31

  I’m back there.

• 2

  45:32

  But again, the art of, this is Jack Welch. He says, the art of leading comes down to one thing, facing reality, then acting decisively and quickly on that reality. So if you’re out there today and you say, you know what, gosh, my mother-in-law is, is staying with me often. My aunt from Minnesota, don’t you know, is visiting. My son is back from college and he appears to be back permanently, whatever you’re going. I need it. I need a bolt on bedroom. I need an office space. I need my own place, man. I’ve got land in the woods and I can’t afford to build a house but I need a little getaway. A bunkie could be a good move for you it could be a good move for you also if you’re building a prison camp and you’re going you know we efficiently build this prison camp one great way to do it I don’t know Dave have you ever built a prison camp has anyone ever called you and said I want 4,000 units I’m building a prison. In the peak of COVID I got a few random emails from people up north in Canada about just that and I just kind of, I don’t

• 3

  46:30

  think that’s the market we want to get into.

• 2

  46:31

  You don’t want to get into the prison camp niche. That’s always weird. Okay, well I’m saying if you’re out there today and you want to get yourself a bolt-on bedroom, they have two-story versions, they got one-story versions, go to Bunkeylife.com. Bunkeylife.com. It’s a great product. A lot of people are excited about it. Dave, I’ll give you the final word about Bunkeylife or about just facing reality. Any way you want to take it. The floor is yours, sir.

• 3

  46:53

  Thank you. I would say, listen, if a bunkie could benefit you, your family, your situation, and it’s time to face reality, reach out to us, bunkielife.com slash clay. There’s a quick little 10-second quiz you can do that’ll determine if it’s the right fit for you and your family. I’d highly recommend that. And absolutely, if you’re a business owner looking to face reality and you got to make that, pull that trigger, jump off that cliff, fire that guy, whatever you got to do, do it.

• 2

  47:20

  Bang, bang, bang and bang. Thank you so much for joining us. I really do appreciate you, David. That’s David Frazier with Bunkeylife.com. Folks, don’t buy a bunkee just because he’s a beautiful man, but you know he’s a beautiful man. Thank you, brother.

• 3

  47:34

  I appreciate you.

• 22

  47:35

  We’ll talk to you next week.

• 2

  47:36

  Thanks, guys. Appreciate it. 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. This 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 to the Thrive Time Show. How are you, sir?

• 5

  49:03

  Hey, I’m doing great. Thanks, Clay.

• 2

  49:05

  Hey, so how did you first hear about us? How did you hear about the Thrive Time Show?

• 5

  49:08

  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.

• 2

  49:16

  So you listened to our podcast seven years ago?

• 21

  49:19

  Yeah.

• 5

  49:21

  Really?

• 18

  49:21

  Four or seven years.

• 2

  49:22

  Do you remember the first podcast you listened to seven years ago?

• 5

  49:27

  I don’t, I don’t remember. I listened to so many of them.

• 20

  49:29

  Okay, okay.

• 5

  49:30

  I probably listened to, you know, more than once.

• 2

  49:33

  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? It got to the point where I just needed to take the next step.

• 5

  49:53

  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 our 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.

• 2

  50:33

  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?

• 5

  50:41

  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 personally a 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 huddles started every morning. And it’s been great. I’m just continuing to learn, and I can’t wait to keep moving forward.

• 2

  51:09

  Well, 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?

• 5

  51:44

  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. Like just having 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.

• 2

  52:14

  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?

• 5

  52:48

  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.

• 3

  53:12

  It just makes it to where you have an assignment and you just get it done.

• 2

  53:19

  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

• 5

  53:58

  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. 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. 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.

• 2

  54:32

  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 learn 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. Let me get your thoughts on that.

• 5

  55:20

  Yeah, no, it’s been great. I had my own way before I joined your 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.

• 2

  56:08

  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, it’s so important to have a daily huddle with your team, to give, you know, 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 of daily huddles

• 5

  56:34

  that I have 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 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

• 3

  57:09

  throughout the day.

• 2

  57:10

  Now, the final two areas I wanted to cover here is, you know, there’s so much to growing a company. And we, 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. It’s like, 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.

• 5

  57:46

  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.

• 2

  58:27

  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 ahold of you if they’re looking to hire you guys for maybe a big project?

• 5

  58:45

  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.

• 2

  58:57

  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?

• 5

  59:06

  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.

• 19

  59:13

  So-

• 2

  59:13

  I guarantee you would be, I’ll say this though, and I’m not prophetic. I’m saying you’re on pace. 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 go into a great place right now. 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?

• 5

  59:50

  Like I said, guys, don’t wait any longer. Reach out to Clayton and the team, do your assessment, and be a diligent doer.

• 2

  59:56

  Amen to that. Ronnie Morales, take care, sir. Have a great day.

• 5

  59:59

  Thank you.

• 6

  60:00

  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.

• 7

  60:16

  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. I just want to let you know what type of accomplishment this is our competition Orkin Terminix They’re both 1.3 billion dollar companies. They both have two to three thousand 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 let’s come by being diligent to the systems that the thrive has I’m gonna be by being consistent and diligent on on doing podcast and stay on top of those podcasts to really help with

• 1

  60:54

  getting up on with our listing and ranking there with Google.

• 6

  60:58

  And also we’ve been trying to get Google reviews, asking our customers for reviews, and now we’re the highest rated and most reviewed Pessamon 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.

• 7

  61:16

  Wait, say that again. How much are we up?

• 6

  61:18

  411%.

• 7

  61:20

  Okay, so 411% we’re up with our new customers. Amazing.

• 6

  61:25

  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.

• 7

  62:03

  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.

• 6

  62:34

  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 way 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.

• 1

  63:17

  So before working with Thrive, we were basically stuck. Really no new growth with our business.

• 7

  63:24

  And we were in a rut. And we didn’t know…

• 6

  63:26

  Okay. 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

• 1

  63:35

  to go, what to do, how to get out of this rut that we’re in.

• 7

  63:38

  But Thrive helped us with that. You know, they implemented those systems, they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind, absolutely it’s been a grind this last year. But we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut. And if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action and you’ll get the results. It will take hard work and discipline, but that’s what it’s gonna take in order to really succeed. So, we just wanna give a big shout out to Thrive, a big thank you out there to Thrive.

• 1

  64:15

  We wouldn’t be where we’re at now without their help.

• 4

  64:19

  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 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

• 1

  65:26

  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 has done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklist, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. He’s this kind of guy who’s worked in every single industry. He’s written books with like Lee Crocker, 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 a hundred and sixty companies every single week So think of this guy with a team of business coaches running a hundred and sixty companies. So in the weekly he’s running a hundred and sixty companies 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. 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. 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 and he told me, he’s like, I’m not going to touch it, I’m going to turn it down because he knew it was going to harm the common good of people in the long run and the guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right and anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate. Anytime I’ve 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.

• 8

  68:49

  I’m Rachel with Tip Top K9, and we just want to give a huge thank you

• 10

  68:51

  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. See? It’s nice, right?

• 18

  69:10

  So this is my old van and our old school marketing.

• 17

  69:14

  And this is our old team.

• 10

  69:16

  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.

• 16

  69:25

  And this is our new team.

• 8

  69:27

  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

• 10

  70:03

  place we’ve gone from one to ten locations in only a year. In October 2016 we grossed 13 grand for the whole month. Right now it’s 2018 the month of October it’s only the 22nd we’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us Just thank you. Thank you. Thank you times a thousand

• 2

  70:33

  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 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

• 15

  71:55

  our next workshop.

• 2

  71:56

  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, and we’re going to give you your money back if you don’t love it. We built this facility for you, and we’re excited to see you. 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’ve 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

• 14

  73:23

  you.