Entrepreneur Podcasts | The Importance of Creating a Linear Workflow + The Cornerstone Fence Success Story (Growing from $70,000 to $1,500,000) | “Most People Aren’t Used to An Environment Where Excellence Is Expected.” – Steve Jobs

Audio Transcription

• Yes, yes, yes, and yes! Thrive Nation on today’s show. I’m joined here with James in the office. And James, we’re going to talk about what is needed to achieve massive success. And specifically, I’m going to break down a case study of one of our long-time clients that we’ve helped them to grow their business from $70,000 of sales to $1.5 million of sales. And have you met these folks? Have you met Jordan and Danica before? I have. I have met them. They’re really great people. I like them a lot. And so I’m going to walk you through the things that they do on a daily basis to grow their company and I want to see if you, as you’re not a consultant but you’re a valued member of the team here, if you can explain maybe why it is that they implement these processes and maybe other people don’t. All right, okay, because if you’re out there listening today, if you go to thrivetimeshow.com and you schedule a one-on-one consultation with me, I will guide you down the proven path. And clients like Tip Top K9, I’ve grown them from one location to I believe 18 locations. People like this great company, Cornerstone Fence, we’ll grow them from 70,000 to 1.5 million. Shaw Homes, we grow them from 15 million to 140 million plus. And so I’m gonna go get into this. But before I do, I’m going to read a notable quotable to you from Steve Jobs. This was the co-founder of Apple and the former CEO of Pixar. And if you want to read along, folks, just go to Thrivetimeshow.com forward slash millionaire, Thrivetimeshow.com forward slash millionaire, and you can turn to page 251 of my newest book, A Millionaire’s Guide How to Become Sustainably Rich. And it reads, Steve Jobs, people judge you by your performance, so focus on the outcome. Be a yardstick of quality. Some people aren’t used to an environment where excellence is expected. Let me try again. People judge you by your performance, so focus on the outcome and be a yardstick of quality. Some people aren’t used to an environment where excellence is expected. So with this particular client, we have a weekly meeting. That’s how the coaching system works. Why is it

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  that they can figure out when their weekly meeting is, but a lot of people

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  can’t? They’re diligent doers. I see them in the office week after week after week

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  and they do what’s required to have success. So you’re telling me, but I want to get your thoughts on this, why is it that they are able to be up on time for that weekly meeting and some people can’t? They choose to be on time. Now there it is. Okay. So I want to be very clear. These people, success is a choice that you make every single day. And if you want to be successful, you make that choice. If you don’t want to be successful, you don’t make that choice. So step one, they have a weekly meeting. Now, why do we have a weekly meeting? James, with my coaching clients, I’ve been working on this for, you know, since 2005, I’ve helped clients grow their businesses. Why do I schedule a weekly meeting with every client to work on their business?

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  It keeps the momentum going and it keeps everyone on target.

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  It’s unbelievable.

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  So step one, schedule a weekly meeting to work on your business. It’s so important you do that. Step number two, you have to track your metrics. You have to have a tracking sheet. Why do we have a tracking sheet every week with Cornerstone Defense where we look at their numbers. And by the way, on part two of today’s show, I mean, you’re going to hear from these folks directly. They’re going to walk you through how we’ve helped them with growing their business. We do all the graphic design, all the photography, all the videography, all the web development, all that. But why do we have to have weekly metrics?

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  So you could see where your success is at and where you’re failing at so that you could

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  fix it and have more success.

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  But we track it.

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  Now, again, some people don’t want to track their numbers.

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  Why?

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  Lazy, fearful, scared, embarrassed.

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  Okay, so we move on to step three. You can create a documented workflow. This is so important for people to know. You have to create a documented workflow. Now on part two of today’s show, I’m going to walk you through the success story of Cornerstone Fence, but then on part three of today’s show, I’m gonna walk you through, you know, countless examples of client success stories. And I’ll never forget, there’s one guy, he came into one of our conferences, and we’ll share with you his story in a minute. He came to one of our conferences and he says, “‘Man, it helps to see this workflow. “‘It was all in my head before, but it helps to see it. It helps to see it. And again, I think that’s incredible stuff that people need to, because you need to get that workflow out of your head. Let me play the audio of this guy here, okay? This is a conference attendee back there. Here we go.

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  Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I’ve definitely learned a lot about life design and making sure the business serves you. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place. So having linear workflow and seeing that mapped out on multiple different boards, it’s pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super, it’s just very cool. The atmosphere is cool. The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. Play is hilarious. I literally laughed so hard that I started having tears yesterday. We’ve been learning a lot. We’ve been sitting here, we’ve been learning a lot. The humor definitely helps. It breaks it up. The content is awesome, off the charts. It’s very interactive. You can raise your hand. It’s not like you’re just listening to the…

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  That’s that guy when he’s actually at the workshop. At this point, he’s at the workshop.

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  Why does it help for someone to come to a workshop before they decide to work with us? Well, you could see all the people that are your clients, and everyone is just a normal, good, hardworking person, and you could see that that’s possible for you, too. Exactly! So you come to the workshop and you’re going, man, I can do this! Okay? Now let me play.

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  This is audio of the same guy, I think, like four months later.

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  Here we go. Hi, I’m Ryan Wimpey.

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  And I’m Rachel Wimpey, and the name of our business is Kip Tap Training.

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  Our business is a dog training business. We help people with behavioral issues and teach their dog how to listen. When I was learning to become a dog trainer, we didn’t learn anything about internet marketing or advertising or anything at all. Just dog training. And that’s what’s so great about working with Clay and his team, because they do it all for us.

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  So that we can focus on our passion, and that’s training dogs. Clay and his team here, they’re so enthusiastic. Their energy is off the charts. Never a dull moment, very thrived.

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  We’ve been working with Clay and his team for the last five months, two of which have been our biggest months ever. One, our biggest gross by 35%. Clay’s helped us make anything from brochures to stickers, new business cards.

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  So again, ideas, we can all get ideas at conferences and workshops and business books, but you actually have to do it. Right. And what do you hear in this guy? First off, you hear the guy, he comes to the workshop.

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  Now, four months later, what’s he saying?

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  His business has grown by 35%.

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  You did his marketing, his branding, his handouts, stickers. And I’m so glad.

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  It’s great to work with people like Danica and Jordan that are appreciative.

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  Right.

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  You know, these are just salt of the earth people. That’s why we love working with Danica doing great people Let me play just one more audio clip Now this is the same couple the guy who came to the workshop four months later. You hear the success, right? now this is this person like Three years later. Okay growing their business from a you know, a business is stagnant, you know stuck around 400,000 to now

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  It’s you know

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  Multiple locations listen to this here. I’m Rachel with tip-top key night and we just want to give a huge thank you to

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

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  And this is our old team.

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  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.

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  And this is our new team.

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  We went from four to fourteen.

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  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,

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  we’ve gone from one to 10 locations in only a year.

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  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.

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  It would appear as though they went from having an idea to having massive success.

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  That’s right.

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  And so, let’s walk through. We had to do, there’s a lot of details that go into this, but step one, you got to schedule a weekly meeting to work on your business. That’s step one. Step two, you got to track your metrics. You know, every week. Step three, you got to create a documented workflow in the systems. And you got to create these, and you got to, they’re proven systems. Why don’t you want to just create random workflows? Why would you want to, why would you want, what is the value of somebody implementing proven systems as opposed to just, you know, seeing what works? Well, if you do a proven system, you know it’s gonna work and all you have to do is just do the system. And your desk is located about one foot from mine and you see this all day, do you not? I, all day, every day I see it. Do you see people pulling into our parking lot and driving luxury cars.

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  Dude, I see people coming in with Lamborghinis, Aston Martins, Ferraris.

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  Does it ever blow your mind that all these people are successful?

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  You know what? Sometimes it does.

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  Because I’m like, this guy has a couple of screws in his head.

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  But yet they’re having massive success.

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  They follow the system.

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  They follow the system. It’s like paint by numbers. Right. So if you’re out there today and you want to become the next success story, all you got to do is go to thrivetimeshow.com and schedule that consultation. It’s a free 13-point assessment, or come to one of our in-person workshops. So without any further ado, we are going to celebrate and share with you the Danica and Jordan Cornerstone Fence Success Story. And if you go to page 251 of my newest book, A Millionaire’s Guide How to Become Sustainably Rich, I’m gonna read this quote to you one more time. It says, people judge you by your performance, so focus on the outcome.

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  Be a yardstick of quality. Some people aren’t used to an environment where excellence is expected. And I’ll say that with character, too. And I just want to say this. Danica and Jordan, they’re kind, wonderful people. They’re not duplicit. They’re not manipulative. They don’t email multiple page email, passive aggressive jackassery. They don’t skip their meetings. They’re not double-minded. They’re not nefarious. And that’s why we love working with those kind of people. It’s a blasty blast. So without further ado, we go on to part two of today’s show celebrating the Danica and Jordan success story. They’re real people, folks. Here we go. Well, Thrive Nation, we have so many wonderful people like you on our website every day, checking out the podcast. And I wanted to take a moment to celebrate the success of a long-time client that we’ve had the pleasure of working with for a while, so that they could complain and tell you all the terrible things that we make them do en route to growing their business. And so now without any further ado, we have the owners of Cornerstone Fits.

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  Welcome guys.

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  How are you?

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  Hey.

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  We’re good.

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  How are you? I am doing great. Now, just so people can know you’re not a hologram, could you guys kind of introduce yourselves? Tell us your name and where you’re from, just so people can verify

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  you’re not a hologram.

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  I’m Danica, I’m one of the owners, and this is my husband Jordan.

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  My name’s Jordan. We started Cornerstone Fence about three years ago. I’m a full-time firefighter, so it started as just something to do on my off days, make a little bit of extra money. About a year and a half ago, we went to a business conference that Clay had out at his place and we decided that maybe instead of building fences as a hobby maybe we should actually turn this into a business and start trying to grow the business.

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  Now how did you originally hear about us? How did that conversation come about? I’ll pick on Danica here. How did that conversation come about?

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  Initially it was the first Reawaken America tour that we went to and one of my friends was like, hey, you should definitely go to the business conference beforehand. It was like a shortened version, I guess, in the morning before the Reawaken America conference in the afternoon. Really one of my friends was just like, this could really help you and just the tools that you gave us in the shortened version of the business conference where it was just mind bombs going off.

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  Now, as far as the growth, you two work together and I’ll pick on Jordan here for this. What kind of growth have you guys experienced at maybe a percentage or what kind of growth have you seen since we started working with you guys?

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  So, the year, the first year we were in business, I maybe did four or five fences. Like I say, it was kind of not a hobby necessarily. I have, I don’t consider fence a hobby, but it was three or four fences the first year, so we maybe did $30,000 in fences. Second year, which was still before you, we maybe were on pace to do about $70,000 or $80,000 total revenue. And then we started with you in October of 21. October of 22. And so that first year with you and putting your systems in place, really going after the Google reviews and trying to grow the company, we went from roughly like $80,000 to $700,000 in total revenue. And so that was last year. And then this year, we’re hoping our goal is $1.5 million this year. And I mean this, and so I’m not just saying this because you’re here. I really do love working with you guys. Our team is always speaking so kindly about you guys. I don’t tell my team, guys run around saying nice things about these people. But you know, to work with a client, I mean we’re working on the website, we’re working on the photography, the video, there’s a lot of interaction and every week you have a coaching meeting with Andrew and Andrew loves working with you guys. share Danica what it’s like to have Andrew helping you implement the system and program that I’ve created.

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  What’s it like working with him on a weekly basis?

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  Andrew is phenomenal. He always brings so much wisdom to our meetings. Every problem that we have, he has an optimistic and realistic solution to it. Just the accountability in general, it’s hard being accountable every single week to update your sheet, to update your tracking sheet, to track all your leads. And just the accountability is, I don’t think we’d be where we are if we didn’t have that kind of accountability. And just him constantly bringing us encouragement, realistic solutions, different resources we can look to, just to continue to find solutions for some of the issues that we run into.

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  Now, you know, I call this the core repeatable actionable processes, aka the crap. You know, there’s all these self-help books about the big idea and the vision and get your mind set, but there’s very few books about the core repeatable actionable processes, the stuff behind the stuff. And I find that people like yourself, Shawhomes.com, Oxifresh.com, SteveCarrington.com, people that have massive companies now, but I’ve been working with these people for a lot of times over 10 years. The people that do the best are the ones that like the core, repeatable, actionable process, or they learn to appreciate them over time, and the people that struggle are the ones that are always looking for the new shiny thing. I’d love to get your idea, Jordan, on just the importance of knocking out these core repeatable actionable processes week after week, day after day, because really business coaching is about helping you guys grow, but it’s not an event, it’s more of a process.

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  I’d love to get your thoughts on what it’s like to have those weekly meetings with Andrew. Yeah, they’ve been like Danica was saying. We like to think we’re organized, we like to think we hold ourselves accountable, but but without that meeting every single, it’s just, it’s awesome because first, we can see on a weekly basis, how are we doing, where are we at, are we meeting the goals that we’re supposed to be meeting. So without that weekly meeting, I would imagine that maybe we would get to it once a month maybe, if we didn’t have the coaching. And it would, so first the accountability, because we’re showing up every single Friday, same time, same location, and going over exactly what did we do this week. And so just staying consistent with that and having the accountability has really changed our business for sure. Just having that business meeting every week.

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  So, yeah.

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  And Danica, what do you think would happen without that weekly meeting and then that coaching with Andrew? What would happen with all these ideas you’ve learned at a conference or learned in books? What would happen to the plan?

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  It would fall apart because then it’s like, oh, like you said, the big shiny thing in front of you. You can always have things that interfere with your day, but unless you have a plan and something that, and a step that you know is going to hold you accountable. I mean, that’s one thing we learned doing business as husband and wife is it’s really hard for us to hold each other accountable. So just, yeah, Andrew’s just phenomenal. He’s

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  having a plan and having a deadline, like every Friday is a deadline. So it’s like, well, half steps we’re supposed to do, but if you don’t put a deadline to that, and it was just me and her trying to do it by ourselves, you know, we might get it done in six months or eight months or, but having that deadline, which is Friday, every single week is, and then we get like, well, why didn’t you do that? That was what you were supposed to do. It’s like, okay, yeah, we messed up this week, we’ll for sure get it done.

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  And I wanted to touch on, you know, some of the things that you said, we learn over time to like, it’s like, I remember when you first brought up the group interview, I’m like, that doesn’t work. There’s no way. And then now it’s like, we are group interview savvy. I tell everybody that owns a business, I’m like, do a group interview every single week. Because you never know when people are not going to be loyal.

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  You think that they’re awesome.

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  Well, you do, weekly almost.

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  Having a plan and a deadline, how would you describe the importance of that, Danica, having

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  a plan and a deadline?

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  You can just get caught up in the roll of your week and before you know it, it’s Sunday and you’re starting Monday, first thing in the morning. You get caught up in the tumble and roll of everything. There’s constantly a burning fire, there’s constantly kids that are sick, or kids that, you know, something can always distract you and take you away from the necessary things you need to do to be successful. And if you just, sometimes it’s cram time at three o’clock on Friday before I come down and meet Andrew, it’s like, uh-oh, uh-oh, we gotta get the tracking sheet updated. But I don’t know what we would do without that. We think we’re making money, but unless you know on paper and can see it in black and white, it’s a life changer.

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  Now, I wanna ask you this, Jordan. What I did when I built my first company, djconnection.com, and I don’t wish this on anybody, but I grew up very poor and I got a job at Applebee’s, Target, and DirecTV, just like you’re a firefighter. I was working three jobs and I didn’t know what to do. So I would go to these seminars where they’d have these get rich quick, get motivated people and they would say, you know, for $4,000 a month and a six-month contract, we’re going to teach you how to become successful. And then every meeting, they never really taught the stuff. There was nothing really actionable. And then I would go, okay, now that I finally think I know what I need to do, do you guys do the website? They said, no. Do you guys do the graphic design? No. Do you guys help me with my bookkeeping or my tracking? No. Do you guys actually do print pieces, photography, videography? No. Do you help me optimize my website? No. Do you launch ads? No. Do you actually know the product? No. But it was all this big idea of just work on your business, not in your business. Could you maybe explain how the meetings are with Andrew? Because I think a lot of people when they think of business consulting or growth, they’re thinking of what I thought of, was paying people $4,000 a

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  month to talk in generalities and not get into the weeds.

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  The structure of the meeting, so when we come, first thing is, when’s the week? What’s going on? What’s going on in the business? What’s happening? Any big wins. After that, burning fires, is there anything major that we need to discuss or get off any big problems, fires that we need to put out right now. And then after that, we get into the items, some of our homework that we’re supposed to be working on. Are you guys doing this, are you doing this? And then we get into our tracking sheet, exactly how much money came in, how much money went out, how many quotes, how many leads. Like it’s very, very detailed. Like way more detailed than I thought you could get. Exactly what our conversion rate is, how many quotes we did, how many customers we funded, why we funded them, what happened there. Did we do our group interview? Did we do our meetings? So the tracking sheet, I think our tracking sheet has probably 30, 25, 30 different metrics that we go over every single week. Everything from money to leads to where are these leads coming from, is this working, do we need to adjust here? So it’s very tailored to our business.

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  One of my clients I was talking to, I talked to me just the other day and he was telling me the story. He said, Clay, when I first hired you 12 years ago, he’s still a client 12 years later, he said, you helped me grow my gym, and then I learned those systems and I hired you guys to help me grow my next business. And his next business is a lumber business. He sells lumber wholesale log cabins. The materials need to make log cabins. And now he has a fencing business, but it’s in Idaho. And so he’s got the fencing going on, he’s got the log cabin thing going on, he’s got the gym going on, and he also owns a tip-top canine franchise and he told me he said the reason why I bought the tip-top canine franchise is I just knew it was the same systems that I can apply. Let me get your thoughts on that Danica because now that you’re kind of really learning the systems is it helping you to view business differently now that you see that wow this system over here because you come to the conferences where there’s many different industries represented has that helped you to kind of view business differently?

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  Oh, yeah, 100%. It’s really easy to get emotional when it is your business and things aren’t working, they’re not systematized. But having those systems in place and just knowing that that’s what you have to do every week, it’s not emotional, it’s a checklist item, or even a checklist. Why are we missing these tools? These are all the tools that we bought and this should be on this truck. And so what happened here? If you don’t keep track of those things and have, it takes the emotion out of it and makes it a system.

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  So my final two questions I have for you guys, and I’ll let you get back to having a great Saturday. A lot of our clients who work with our couples, a lot of our couples, this just in, uh-oh, a lot of more couples. My wife and I, what we do is I run the daily operations and she loves accounting. That’s kind of her sheet music she likes to read. She likes to sing that song, the accounting song. That’s kind of her world. Other couples I work with, they work together on everything. For anybody out there who is working with their spouse, how has that helped you guys? Because my wife and I, we don’t really talk about business at home and we don’t have any work-related conflict at home. It’s sort of like we have our lanes and we’ve figured that out at a young age, but I know a lot of couples when you don’t have coaching, it can just be like a perpetual debate that never ends about how should we optimize the website or what’s the best route to hiring or what’s the most effective way to launch an ad. It’s like there’s a lot of debates going on. I’d love to get your thoughts, Danica. Has that helped at all, like on the home front at all?

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  Oh yeah, we wouldn’t be where we are without, just not having to think about the website, not having to think about where we stand because we have to discuss it every single week. And that time’s allotted for those discussions. And like you said, kind of our lanes, I’m like the phones, the at home, uploading pictures to Google, all that. And he’s the face and the person that’s meeting and discussing the logistics of any project and directing the guys. So knowing your lane, staying in it, and just not having to think about our app, that’s not having to think, that’s all on the back end and you guys take care of that.

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  It helps me sleep at night.

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  All right, that’s great.

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  That’s a bonus right there. Now, final question I have for you guys, and I’ll go back to your husband on this one. So Jordan, for anybody out there who’s thinking about scheduling a 13-point assessment, well, we did our 13-point assessment. It was a free assessment, a free initial meeting. We’re coming to a conference, we have scholarship tickets so that everybody out there can afford to go. So we tell people, you know, it’s $250 for a ticket or whatever you want to pay. What would you say to anybody out there that’s thinking about coming to a conference or scheduling a 13-point assessment? I highly encourage it. When we came to the very first one and we had, we didn’t know about your coaching stuff. And the first part of that conference was a condensed version of the coaching and then you guys offered the 13 point assessment and Danica was like, I think we really need to do this. I was like, man, I don’t know. You know, we, like last year, you know, at this point we’re doing like 50 or 60,000 in census total revenue. I was like, I don’t know, it’s just, we’re a tiny business. We don’t have like the skills to run a massive business. I was almost scared first to grow it, but very doubtful that something that we were running maybe could be a big business. It still sounds weird to say that we did $700,000 last year and this year that we’re hopefully on track and our goal is over a million dollars. In my mind, that still doesn’t compute because I guess I don’t consider myself like a successful business owner, or I didn’t at least before. It all started with coming to a conference and then doing that 13-point assessment and talking with you. Our first meeting was we came in and visited with you. It freaked me out, but it’s really changed the way that we view business, number one, how we run our business, and has gotten us to this point where maybe we will this year be over a million dollars in total revenue.

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  28:36

  Can I give you a little pro tip on the show? This is my little pro tip for you on the show. Do you want to hit two minutes? This is a real thing. This is a real advice I’m going to give you. One of my wonderful clients named Don Calvert with Score Basketball, he did this move. I’m giving you this move and everybody listening to the move. And what he did is he said, you know, in the future, I’m gonna start servicing Owasso, Oklahoma. Not now, but soon I’m gonna start providing basketball, consulting for Owasso, and soon I’m gonna start gathering, I’m gonna start servicing Broken Arrow. Now at the time he was just in Bixby. So I said, so Don, let’s go ahead and register the Google map for the office that you’re building, or the location you’re gonna service, and let’s go ahead and put a sprinkling of articles on those search engine content and on those markets so that your phones will start ringing before you actually open up the new basketball training facility. And no exaggeration at all, his leads almost tripled by doing that and then that created the growth and the justification and I’m telling you, this is a little secret between you and me and everybody watching, Oklahoma is in need of some serious professional fencing installers. I mean, I’m just telling you. So if you guys were to do what you’re doing and kind of start, you know, going down a little bit further down the highway, like registering a map in Owasso or Oklahoma City or whatever markets you’re thinking about going to and begin putting just a little, not a lot of energy, but a little bit of energy into calling your current happy customers and getting reviews and writing that content, you’ll start getting massive leads and you’ll probably hit 2 million in the next 12 months. I’m just telling you because you guys have the systems. You’ve worked so hard to build these systems. I know you guys can continue to scale. Thank you guys for carving out time. Are you guys in like a pole barn here? Is this the man cave?

• 3

  30:20

  Where are you guys?

• 9

  30:21

  This is our big win of the week.

• 3

  30:23

  Yeah, that’s the win of the week. We finally working on getting the shop finished so we can start buying materials in bulk so we get better pricing on materials, storing it and saving time. Instead of the crews right now, the crews get here in the morning, then they go to the supplier, get materials, and then they go to the job site.

• 4

  30:43

  You built this?

• 18

  30:43

  Yeah.

• 4

  30:44

  This is awesome. This is exciting. Yeah.

• 3

  30:47

  This is 40 by 60. And anyways, it’s exciting because we this has been one of our big hang-ups is we need to get better pricing on materials what is happening now and the way you do that is you buy them both well you got to have somewhere to store it and so it’s all anyways this is our big win I guess really can I get a little tour can I get a tour real quick can we you kind of walk us around real quick this is awesome I’m so excited for you guys. I love your truck. Does it smell like new wood? It does. Oh yeah. Alright, so this is the front of the shop. And really it’s at our house. So a lot of things is like we wanted a commercial facility but right now that’s not in the budget so we’re making do with what we have. So we got all the work trucks here behind us. Anyways, right now it’s going to get us by until we hit that 1.5, maybe 2 million. At that point we’re going to go and start looking for commercial lanes. Anyways, we’re going to store a lot of 2x4s, pickets, steel posts, like the bread and butter of what we do will be stored in here. Garage doors are coming, hopefully in 2 or 3 weeks. Those take a little while. But we just got the concrete poured. So it’s really a blank canvas right now. So we got, today, we’re planning out shelving, and we’re going to start storing everything, and how to, I guess, try to make the best use of it.

• 2

  32:19

  You’ve got to be pretty pumped up about this, huh?

• 3

  32:22

  I’m super excited. We’re both very excited.

• 17

  32:25

  Oh, this is awesome.

• 2

  32:26

  Well, congratulations, guys. I know you guys have been putting in the hard work there. And it’s good to see it paying off for you. And again, thank you so much for carving out time.

• 4

  32:35

  And we’ll see you next week, OK?

• 16

  32:37

  Thank you so much, Clay.

• 4

  32:38

  Take care, guys.

• 15

  32:39

  Bye-bye.

• 14

  32:39

  See you.

• 7

  32:41

  Hey, Clay Clark and my Thrive peeps. Steve Carrington, as you can tell. Although I’m not wearing my signature green shirt, as usual, but I am riding in my signature green Lamborghini and I just wanted to say how appreciative I am of Thrive and all the guys at Thrive Time and the show and everything that you guys have done at Total Ending Concepts. We have had tremendous growth and a lot of things changing especially on the marketing front and from a coaching perspective and from a web presence and branding and our internet leads are up, everything is hammering on all cylinders. And really we’re just trying to figure out how we can leverage the systems and the processes that we’re learning at Thrive more in our business. So now we’re setting up a lead tracking system that has been long overdue and we’re doing lots of stuff. But I want to take a minute and say thank you, thank you, thank you to Thrive and Clay Clark and Dr. Z and everybody for all the help and helping us grow our business and

• 4

  33:46

  hopefully buy more Lamborghinis like this the more we sell. So appreciate it

• 1

  33:52

  guys. See ya. Hello my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. Clay has done a great job of helping us navigate anything that has to do with running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with Lee Crockrell, head of Disney, with the 40,000 cast members. He’s friends with Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day-to-day, he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, graphic designers, and web developers. They run 160 companies every single week. Think of this guy with a team of business coaches running 160 companies. In the weekly, he’s running 160 companies. Every 6 to 8 weeks, he’s doing Reawaken America tours. Every 6 to 8 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, making it, putting it into, organizing everything in their head to building it into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So, amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. 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. I was really most impressed with him is when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it, I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. Anyways, just an amazing man. Anyways, impacted me a lot. He’s helped navigate 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, lock downs, because our clubs were all closed for three months and you have $350,000 of bills you’ve got to pay and we have no accounts receivable. He helped us navigate that and of course we were conservative enough that we could afford to take that on for a period of time. He was a great man. I’m very impressed with him. So Clay, thank you for everything you’re doing and I encourage you if you haven’t worked with Clay, work with Clay. He’s going to help magnify you and there’s nobody I have ever met that has the ability to work as hard as he does. He probably sleeps for maybe six hours a day and literally the rest of time he’s working and he can outwork everybody in the room every single day and and he loves it. So anyways this is Charles Kola with Kola Fitness. Thank You Clay and anybody out there that’s wanting to work with Clay it’s a great great opportunity to ever work with him. So you guys have a blessed one. This is Charles Kola. We’ll see you guys, bye bye.

• 2

  38:04

  Hi, I’m Aaron Antis with Shaw Homes. I first heard about Clay through a mortgage lender here in town who had told me what a great job he had been doing for them. And I actually noticed he was driving a Lamborghini all of a sudden, so I was willing to listen. In my career, I’ve sold a little over $800 million in real estate. So honestly, I thought I kind of knew everything about marketing and homes. And then I met Clay, and my perception of what I knew and what I could do definitely changed. After doing $800 million in sales over a 15-year career, I really thought I knew what I was doing. I’ve been managing a large team of salespeople for the last 10 years here with Shaw Homes. And I mean, we’ve been a company that’s been in business for 35 years. We’ve become one of the largest builders in the Tulsa area, and that was without Clay. So when I came to know Clay, I really thought, man, there’s not much more I need to know, but I’m willing to listen. The interesting thing is our internet leads from our website has actually in a four-month period of time has gone from somewhere around 10 to 15 leads in a month to 180 internet leads in a month. Just from the few things that he’s shown us how to implement that I honestly probably never would have come up with on my own. So I got a lot of good things to say about the system that Clay put in place with us, and it’s just been an incredible experience. I am very glad that we met and had the opportunity to work with Clay. So the interaction with the team and with Clay on a weekly basis is honestly very enlightening. One of the things that I love about Clay’s perspective on things is that he doesn’t come from my industry. He’s not somebody who’s in the home building industry. I’ve listened to all the experts in my field. Our company has paid for me to go to seminars, international builder shows, all kinds of places where I’ve had the opportunity to learn from the experts in my industry, but the thing that I found working with Clay is that he comes from such a broad spectrum of working with so many different types of businesses that he has a perspective that’s difficult for me to gain because I get so entrenched in what I do, I’m not paying attention to what other leading industry experts are doing, and Clay really brings that perspective for me. It is very valuable time every week when I get that hour with him. From my perspective, the reason that any business owner who’s thinking about hooking up with Thrive needs to definitely consider it is because the results that we’ve gotten in a very short period of time are honestly monumental. It has really exceeded my wildest expectation of what he might be able to do. I came in skeptical because I’m very pragmatic, and as I’ve gone through the process over just a few months, I’ve realized it’s probably one of the best moves we’ve ever made. I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean, we’re a big company that’s definitely one of the largest in town, and so we kind of felt like we knew what we were doing. And I think for a lot of people, they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you, if you’re thinking about working with clay. I mean, the thing is, it’s month to month. Go give it a try and see what happens. I think in the 35 year history of Shaw Homes, this is probably the best thing that’s happened to us. And I know if you give them a shot, I think you’ll feel the same way. I know for me, the thing I would have missed out on literally an 1800% increase in our internet leads. Going from 10 a month to 180 a month, that would have been a huge financial decision to just decide not to give it a shot. I would absolutely recommend Clay Clark to anybody who’s thinking about working with somebody in marketing, I would skip over anybody else you were thinking about, and I would go straight to Clay and his team. I guarantee you’re not gonna regret it because we sure haven’t.

• 13

  43:01

  My name is Danielle Sprick,

• 5

  43:03

  and I am the founder of D. Sprick Realty Group here in Tulsa, Oklahoma. After being a stay-at-home mom for 12 years and my three kids started school and they were in school full-time, I was at a crossroads and trying to decide what do I want to do. My degree and my background is in education, but after being a mom and staying home and all of that, I just didn’t have a passion for it like I once did. My husband suggested real estate. He’s a home builder, so real estate and home building go hand in hand and we just rolled with it. I love people, I love working with people, I love the building relationships, but one thing that was really difficult for me was the business side of things. The processes and the advertising and marketing, I knew I did not have what I needed to make that what it should be. So I reached out to Clay at that time and he and his team have been extremely instrumental in helping us build our brand, help market our business, our agents, the homes that we represent. Everything that we do is a direct line from Clay and his team and all that they’ve done for us. We launched our brokerage, our real estate brokerage, eight months ago. And in that time, we’ve gone from myself and one other agent to just this week, we signed on our 16th agent. We have been blessed with the fact that we right now have just over 10 million in pending transactions. Three years ago, I never would have even imagined that I would be in this role that I’m in today, building a business, having 16 agents, but I have to give credit where credit’s due. And Clay and his team and the business coaching that they’ve offered us has been huge. It’s been instrumental in what we’re doing. Don’t ever limit your vision. When you dream big, big things happen. I started a business

• 6

  45:19

  because I couldn’t work for anyone else. I do things my way. I do what I think is in the best interest of the patient. I don’t answer insurance companies. I don’t answer to large corporate organizations. I answer to my patient and that’s it. My thought when I opened my clinic was I can do this all myself. I don’t need additional outside help in many ways. I mean, I went to medical school, I can figure this out. But it was a very, very steep learning curve. Within the first six months of opening my clinic, I had a $63,000 embezzlement. I lost multiple employees. Clay helped us weather the storm of some of the things that are just a lot of people experience, especially in the medical world. He was instrumental in helping with the specific written business plan. He’s been instrumental in hiring good quality employees, using the processes that he outlines for getting in good talent, which is extremely difficult. He helped me in securing the business loans. He helped me with web development and search engine optimization. We’ve been able to really keep a steady stream of clients coming in because they found us on the web. With everything that I encountered, everything that I experienced, I quickly learned it is worth every penny to have someone in your team that can walk you through and even avoid some of the pitfalls that are almost invariable in starting your own business.

• 13

  46:46

  I’m Dr. Chad Edwards,

• 6

  46:47

  and I own Revolution Health and Wellness Clinic.

• 4

  46:51

  The Thrive Time Show, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13-point business system that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website, we’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan?

• 2

  47:23

  We teach you everything you need to know here during a two day, 15 hour workshop.

• 12

  47:28

  It’s all here for you.

• 4

  47:29

  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

• 11

  47:39

  that you deserve.

• 4

  47:40

  You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter Bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get rich quick, walk on hot coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever.

• 6

  49:02

  And we’re going to give you your money back if you don’t loan it. And we’re going to give you your money back if you don’t loan it.

• 4

  49:04

  We’ve built this facility for you, and we’re excited to see it.