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Audio Transcription

I’m going to beat all of their competitors’ prices, or I’ll give you the mattress for free. How’s that sound? You look good. Let’s sell some mattresses. Sales for me, you know, it’s what makes the world go round. And it’s my life. When I step out onto this showroom floor, it’s my time to shine. It’s my time to nominate. This is my coliseum, and I’m the gladiator. So, look out. Oh! Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. Hi. it Excalibur. Hop on up Mary. Oh no that’s not necessary. A lot of these guys out there they’re dishonest you know but I believe in truth in sales. This is a limited edition which means it’s a collector’s item which means that it will appreciate in value. So really think of this mattress as an investment into your financial future. I just love making people smile you know if at the end of Yeah, I need them to buy something as well of course because they don’t pay me for smiles but I Would be rich if they did Get ready to enter the Thrive Time Show We started from the bottom and we’ll show you how to get it Started from the bottom, now we’re here Started from the bottom, now we’re here We started from the bottom, now we’re on the top Teaching you the systems to get what we got Cullen Dixon’s on the hooks, I’ve written the books He’s bringing some wisdom and the good looks As the father of five, that’s why I’m alive So if you see my wiping kids, please tell them hi It’s C and Z up on your radio And now 3, 2, 1, here we go! Alright Thrive Nation, on today’s show we’re going to talk about no brainers. No brainers. What’s a no brainer? What’s a no brainer? What is a no brainer? Why do you need a no brainer? Why does everybody in the world need a no brainer no matter what business you have? You need a no brainer. What’s a no brainer? I want a no brainer. What’s a no brainer? Show me no brainers. Calm down. What’s a no brainer? Stop. Look up No Brainerz. No Brainerz are an offer so good, so hot, you can’t say no to it. Matt Klein, you do all this work if you buy an Oxyfresh franchise. You do all this work, you’re the franchise brand developer. If I go out there today and I open up a carpet cleaning franchise in Jefferson City, Missouri, first off, because you’ve already sold that territory, but if I did, I can’t, but if I did, I got to work super hard to get Google reviews. I got to optimize my web. You guys optimize the website. I got to get Google reviews. I do all this work. I got to do marketing and work behind the scenes to generate leads. And you have a turnkey system that makes that pretty easy for local franchisees. However, whether you have a podcast, a broadcast, a business, once somebody goes to the website, you’ve got to have a hot no brainer offer. The hot no brainer, no brainer offer is so good, so obvious that people can’t say no to it. So at OxiFresh, you guys do a free quote and you’re the highest rated carpet cleaning franchise in America. How does that impact people’s decision to fill out your form? The fact that you have a free quote and you’re the highest rated and most reviewed carpet cleaning company in America. Yeah, I mean, first you gotta be found, right? So they have to be able to see you as an option of what they’re actually looking for. And then from those options, you have to stand out in some way or another. One of those can be reviews, they can be taglines like ours, eco-friendly, low moisture, one hour dry time, all these things get people to the point of making a decision. But first step is you gotta be in front of them. So we’ll help you navigate the world of Google and figure out how to get on top of Google and a lot of that will build for you and then effort gets you the reviews and we’ll teach you how to do that. Then we’re gonna have the actual advantages to the industry themselves like those things I just mentioned. And then a key thing people don’t realize is like multiple ways of communicating with your customers is a big advantage. Right? If you only have a phone that’s getting it’s answered 30% of time your likelihood of being a good company is gonna go down tremendously. Because you know we don’t live in a world where people are gonna wait for you to call them back, right? You gotta be immediate, you gotta get them the answers. You also have to be 24 hours. Like we have an online quoting tool that can turn into a booking tool without ever speaking to us. So by having marketing available 24 hours a day that gives the customer the advantage and why they use you, by also tagging along that with the ability to book a job and get that on the schedule at the same time. Like, you know, not everyone in the industry, most people won’t have that. So you have to have an advantage in almost every scenario with the customers. And so that’s what’s helped us. We book about 40% of our jobs online, which means consumers trust the internet. They’re willing and wanting to use it. And when you book a job on Tuesday, they expect you to be there. Now, Matt, I’m gonna pull this up real quick. And Miriam, I want to tap into your wisdom on this. Okay, here we go. You are the host of the Moms on a Mission podcast. Let’s pretend for a second you’re not. Okay. Or maybe you are, but we’re not thinking that way. You were going to go to OxyFresh and you were going to schedule a carpet cleaning for your house. Yeah. You got a big thing coming up. You and your husband have a big event coming up. Yeah. And you don’t want that carpet smelling gross. Right. You’re looking good. Yeah. What would you look for before you decide to fill out that form? Well, first of all, it’s an attractive picture and I like that one hour drive time because it’s efficient. It sounds like they’re gonna get in and get out, but I would absolutely go to the reviews because I would wanna know what other parents- You would do it. You would look at reviews. But the first thing I have to admit, I am a visual person, which I think a lot of people are, and I like the clean, white, airy look that looks really good. And then the one hour drive time means that they’re not going to be there all day. You and my wife are obviously part of the same deep state cult. OK, let’s continue. So now we go to elephant in the room. That’s the wrong answer. No, it’s the right answer. Just the wrong answer. I want more clutter. I want more stuff in the picture. OK, so so Matt, you know, elephant to the room. It’s a haircut chain. The first haircut’s a dollar. You know, again, Matt, if you don’t know a lot about the brand and it’s got the most reviews, so we do a search for OKC men’s haircuts and we come up top in the Google search results, not because we’re good guys, but we know what we’re doing. And then if we come up top and the first haircut is a dollar, Matt, why is that a no-brainer if the first haircut is a dollar? Well, I mean, I don’t know. I started cutting my own hair a long time ago, so I don’t really trust barbers. So to me, it makes a lot of sense because, one, you only need one person to jack your hair up real bad before the mistrust. So you can go in, not going to cost you anything, get a free like hair consultation, they can cut it and if you like it, great, you can go back again. If you don’t, there’s no, there’s just no obligation there. Now, Mary, I’m telling you, speaking, you’re the co-owner of said company, shawholmes.com. And so, you know, in Shaw Holmes, what I find is people love that Aaron Antus and the team, your husband and the team, they have these incredible specials where it’s like, hey, they’re going to do a long-term interest rate lock-in, closing costs are paid, permanent interest rate buy-down, and you’re the highest rated and most reviewed. You’ve also sold some houses in your time. Yes, I have. Aaron was my boss. So why do people want to know, wow, you guys do a long-term interest rate lock? Why does that matter to potential buyers? Well, because the volatility could be death to your financial situation when you’re locked in and you know the rate, you can budget and there are no surprises. And it’s a no-brainer! Look at that! It’s a no-brainer! We continue. We go to Co-Law Fitness, a long-time client of mine. Listen, folks, it’s $7 a month to work out. That’s so inexpensive. That’s great. $7! Matt, Matt, are you, I’m not asking for the name of your gym, but man, are you going to a bougie gym where you’re paying more than $7 a month, Matt? I’m paying more than that, but it’s not bougie. I work out with the same group of old guys I’ve been working, I’ve never spoken to them, but we’re in the same gym for like 10 years, so. No, I mean, you go to a gym where everyone puts chalk on their hands and people grunt, is that the kind of gym you go to? No, I go to the gym where there should probably be like a medical person on staff for most of the time. It’s pretty, there’s some older folks in there really getting after it. Do you work at a gym where it looks like where Rocky used to train or what kind of gym are you going to? Tell me Matt, take us there. It’s just an old like 24 hour fitness by our office. Really? But it just must be, it has to be like the oldest one. Maybe it’s the time in the morning when I go but. What time do you go Matt? I go at like 6 o’clock in the morning, 6 or 7 in the morning. Let me tell people a little something about Matt. You know why Matt only goes at 6? Why? He needs to use all the weights. Matt, Matt, you go to the gyms and you ask for a refund. You walk in here, so I need a refund. I need to work enough weights. That’s what Matt does, but at 6 a.m. he’s the only guy there. So Matt, you can use… Free reign, man. Matt, Matt, how much… It is nice. I did go one time in the afternoon. It was not my favorite. Matt, you’re a beautiful man. How much are you curling these days, Matt? How much are you curling? Just tell me. Tell us. It’s pathetic. Each arm. Whatever the number is, it’s pathetic. Are you doing 40s? You doing 50s? I’m just maintaining at this point here. He’s not telling you. You’re maintaining perfection. I mean, you’re like, you are like the Mount Rushmore of carpet cleaning franchise sales. You’re just polishing that thing. But seriously, how much are you doing on the curls now? You’re doing 45, you’re doing 50. What’s the deal? Come on, tell us. 25 pounds. Okay. So you’re just maintaining. Are you doing like a slow, like a, are you doing, are you more of like a fast repetition guy? Are you doing like a, are you doing circuit training? Are you doing three sets, eight? What are you doing right now? Tell us. Oh, it’s just so different. It just depends on how I feel that day. Well, tell me today. I want to know, Matt. Come on. Like, I went to the gym today. I did some shoulders. Said hi to the 17 old guys that work out there, and I left. And the 17 old guys, are they wearing different braces now? Are they wearing, like, braces, different apparatuses, like, on their knees? I’ve seen these men for the last 10 years, man. Ha ha ha ha ha! Yeah. Are they wearing… I’m not being friends. Are they doing, like, the slow… They’re in, like, a body cast. Are they doing, like, the negative style, where they’re doing a little bit of weight, but they’re doing… Yeah. They’re, like, grabbing the machine just like this, but they don’t have to move. Yeah. Is that what they’re doing now? Yes. Okay. And is there one guy in the gym you go to that kind of dresses up like he’s from the 80s? He’s got a headband on and he kind of sets the pace. Do you have that guy at your gym? 100%. Got the guy that yells at the gym. Got the guy that doesn’t put his weights away. Got the guy that’s like real dirty and smells. Like, we got them all. What about the guy at the gym who doesn’t follow any of the proper form but aggressively does three to four times more than he can actually do? So he can’t actually do pull-downs like 110 pounds, so he puts on 250 pounds and he just uses his whole body. Do you have that guy? Yep, and he keeps the guy that repairs the weights and he keeps his job very stable because he breaks like one machine a week. What about the guy that drops the weights? When he finishes, he’s like, and he just drops the dumbbells. Do you have that guy? We got an old guy. He just, you know, where he’s at. Cause he’s always screaming. Do you have it? Do you have any guys there that talk a lot? Like they could bench press a lot more when other people aren’t there. Like, do they, are there certain guys that claim to bench twice of what they can actually bench? Do you have those guys? Uh, I don’t know about the bench, but there’s definitely one guy that I don’t know if he’s ever lifted a weight in his life, but he definitely is goes there every day and he talks to everyone. What about the unsolicited fitness tip guy? Is he there? I wouldn’t know. I have headphones on. You can’t talk to me there. But is there a guy who tries to come up to you and be like, hey, and he tries to tell you what you should be doing. Do you have that guy? No, I don’t think I give off like a very friendly demeanor in the morning. I don’t think they’d come off. I don’t think they’d come up. What about Speedo guy? Do you have that guy there? The Speedo guy who chooses to wear Speedos all working? Not Speedos, but there’s a guy where you can basically see everything and he’s thick. Oh, that’s not right. I can see the gluteal fold every day, it is high. What about the mesh shirt guy? Do you have that guy? Nope, don’t have a mesh shirt guy, but I do have the old champion sweaters cut down, cut off. I got them all, man, we got all of them. How many days a week are you going to this dojo of mojo. Take us there, Matt. How often? Me and my friends are steady, five days a week. Oh, sick. You guys are getting there at six? Well, I get there between six and seven. I’m not that diligent. Dude, I want to tailgate and meet you there one day. I want to have a crew of us waiting for you to come in and just, whoop, whoop. You know what I mean? Just high five you on the way in. We stay outside. We kind of cheer on the audience. You’re making this way more exciting than it is. I know, it’s more exciting than you’re saying. It’s a no-brainer. So let’s talk about it for a second, okay? Seriously, I’m having a lot of fun with this, but you know, whether it’s something as mundane as a gym membership or maybe looking at buying a new house or getting a haircut or a carpet, you have to have a no-brainer. So you got the Moms on a Mission podcast. I believe, you know, you’ve got guests that you’ve interviewed on your show, Miriam, that makes people want to listen to the show. Yeah. But it’s a no brainer. And Matt, somebody out there is working really hard and they don’t have a no brainer for their business. They don’t. They have, they have a great website. It looks great, but there’s no pitch. There’s no great no brainer. Why does everybody, Matt, sell us on the vision? Why does everyone need a no brainer, Matt? Yeah, because like take the carpet cleaning industry, for instance, in any given market that has a decent size seat, you’re going to have at least 200 carpet cleaners that are willing to service those customers, right? Like if, let’s just say Google let every one of those 200 visible to the consumer, which they don’t, by the way, they only, it’s a very small portion, like three to five companies that are either organically ranking or through ads, right? Like even with that, those five to six companies that rank, it’s like a consumer is not doing research enough to know about the ins and outs of a cleaning process or the product that’s being used, right? So you have to hit them with something that makes sense to them. Like you were saying, one hour dry time. If they’ve ever had their carpets cleaned in the past, they know that the typical carpet cleaner is gonna be in their home for a very long period of time. They’re not gonna be able to move their furniture back. They gotta take their kids to the park or take their dogs out because they can’t be in their own home for 12 hours, right? Like, so by having that experience historically, by giving them something that they can actually, you know, relate to and say, wow, that’s nice because I was already prepared to shut down my home for a day, right? I’m not saying like, you know, my kids are having some allergy problems and, you know, we’re trying to find filters in our house, but, you know, we do need our carpets cleaned. This company has EPA certified safe for kids and pets products. It’s like, well, now that also fits another need. Like I just don’t have the issue of having to ask the company, hey, what are your products made out of? Are they safe? Like it says it right there. So what you’re doing is you’re putting yourself in the driver’s seat of that decision by saying, hey, these are the things we know are a problem in our industry. They’ve actually thought about it. They’ve given solutions to things that are a problem, so if you put enough of those results on there, by the time they’ve called you, they’ve made their decision, right? So you’re 90% of the way there. If they’re calling you and asking you all of those questions that they’re concerned about, your likelihood of getting that job goes down because they have to actually go through the entire evaluation process on the phone call, but for us, by the time they call us, they’ve already evaluated all the things that we’ve told them. And so you’re basically putting an entire educational program, and it might only be three minutes, right, worth of them doing the exploration of it, but you’ve basically answered all of the key questions that have been a problem in our industry for the last 50 years. Matt, this is like, the only way I can relate to this is like when you told women that you were available for dating, it was a trainer. And you’re, like, you found, I believe, your dream woman on, like, the first four minutes on the dating site. I believe you just, what you said. Dating site. No, listen, listen. Matt was actually the number one all-time leading scorer. Matt, you were the leading scorer in basketball in Colorado, were you not? I mean, you were just getting 29 points a game in high school, am I correct? I did score 29 points a game in high school, but I will tell you, I chased my wife for, like, five years. Let’s not focus on the facts. Let’s focus on the feelings, Matt. All I know, and this is something I heard from the guys at the gym, and this might be a different gym, it might be a different Matt, I don’t know. I heard there’s a guy named Matt, 29 points a game in high school, and he’s like, you know, I’m open. So, he puts on the dating site a little boop, you know, a little boop boop, and it’s like put your name, you put your real name, you put Matt Klein, you put franchise brand developer. Leads are just flying in, just bam, yes please, yes please, yes please. And then you pick up the phone and you’re like, okay, let’s get married. And that’s how, that’s why I under, that’s what the guys at the gym were telling, that’s what the guys at the gym were saying, could be a different Matt Klein. We don’t have time to get your feedback on it, we’ll keep going. So the no brainer. He’s like what? Okay, so Matt, the no brainer though, I’m gonna throw out some examples. This is from my new book here called A Millionaire’s Guidebook, The Millionaire’s Guide, How to Become Sustainably Rich. Here are the forms of no brainers to kind of help everybody if you feel stuck. What? Buy one, get one free, the BOGO, baby. That’s hot, I’m doing that this weekend at one of my events. Buy one, get one free. You buy a thing, get one free. That’s a move. You see that? Every time you go to a store, they say, Mariam, if you buy one towel, you’re gonna get another towel half off for free. Have you seen this move? Yeah, and then you tell your spouse when you bought a million towels how much money you saved. I saved $1,000 on each towel. But really, you spent money, but doesn’t matter. OK. Right. But the one dollar first purchase, that’s a good first haircut, first training of an animal. First, whatever. One dollar. It’s great. OK. Third, freemium, man. That’s like where your dropbox is free for the first 30 days. Try it if you like it, whatever. At that point, you’ve already updated all your kids photos. You’ve already started a thing that you’re going. I can’t live without it, man. Freemium. Next, try it before you buy it. Try it before you buy it. That’s really what Oxifresh franchising is. You go to Oxifresh.com and you request information about a franchise. And Matt, you’ll fly people to Denver and talk to them about the franchise free. Is that correct, Matt? So we’ll go through an entire evaluation process to make sure expectations are realistic. And we will go through the process. They have at least a funding avenue of which they’re confident they can invest in the franchise. If we get through that, you know, it usually takes about a month. We get to that process and everything seems to work. Yeah, we will fly them out before they’ve decided to move forward so they can meet the team, see the company culture. We’re actually going to train them on our, not train them, we’re going to show them all of our capabilities, whether it’s like marketing or, you know, vendor relations, compliance type stuff, all the way to the actual cleaning system, and then they can make their decision. Man, I’ve got footage of you. This is the last Discovery Day at OxyFresh here. This is, most of it takes place at the gym. That’s kind of the, Matt, is that what you’re doing? You take people to the gym? Yeah. I think the other gym in this movie is a little bit more like my gym. Pretty sure. That’s so crazy. Have you seen this movie before, Miriam? No, I’ve not. That’s why you’re laughing and I’m not. What is this? Oh, it’s so good. Dodgeball. Oh, Dodgeball. Dodgeball, it’s so good. Okay, the purple cobra. We were going to get back to Dodgeball at some point from our intro. Okay, so money back guarantee, that’s a thing you guys do at OxiFresh. A lot of times you guys clean carpets and it’s like, hey, we guarantee you’re going to be happy with the carpet clean to a certain extent, you guys make offers like that. Am I correct here, Matt? Yeah, we do a seven-day redo no matter what. So if there’s a situation that happens, maybe there was unrealistic expectations or maybe just something like whatever, or something happened, we have a seven-day redo policy. And Matt, I know this is something Matt did when he was dating. He just did samples. He’s like, I’ll take you to lunch. No big deal. You’re not going to commit. Take you to lunch. Thousands of people gathered around because it’s just such a no-brainer. You’re taking his head now. No, that didn’t happen. I want to talk to the guys at the gym, Matt. I don’t know what they’re telling me. Okay, so deep discounts. These are the guys outside the gym, by the way, not in the gym, not people you know, people on the outside looking in. Okay, so deep discounts. That’s a big thing, Matt. Sometimes at OxyFresh, you guys have specials like clean your carpet before Thanksgiving. And if I buy a franchise from OxyFresh, you’ve already thought of the specials. Like you already know the specials that work, right? So you guys have like a marketing calendar for the year. Am I correct? Yeah, well, we also have triggering, like automated triggers that will actually hit our existing customer base, that will hit potential customer base. So there’s a lot of things now that you can automate through technology that will allow you to have six, seven, eight, even nine points of touch points throughout the year. So yeah, I mean, you have to be everywhere all the time. Like, you know, we live in a world where consumers can find exactly what they’re looking for at the time they’re searching. The goal is not to be in everyone’s junk drawer anymore. It’s to be where they’re searching at all times. Final example of a no brainer for people to check out here. It’s drzelner.com, drzelner.com. This is a long time friend, partner of mine. He has an optometry clinic, and he’s had the same offer since my daughter was, or since my wife was 18 years old. So this is my wife was 18 years old, which is about the same age as my daughter. Now he’s had the same. Offer it’s $99 for your first pair of stylish glasses in the exam. $99. It works. And Matt, it turns out people come back and buy other products and services from you. I encourage everybody. Get a no brainer, get an O brainer, get an O brainer. It’s going to convert your online traffic into actual leads. And also folks, if you haven’t checked out momsonadmission.net podcast, check it out momsonadmission.net podcast. Matt, if people wanna learn more about buying an OxiFresh franchise, they go to thrivetimeshow.com forward slash OxiFresh. And then what happens, Matt? Yeah, just fill out the form right there. And what’ll happen is we’ll get your information, you’ll get plugged into our system, you’re gonna get an automated email, automated texts, you can set up an appointment. It’s just a 15 to 20 minute call. We’re just gonna go over, I’m gonna ask a lot of questions, who are you, what are you looking to accomplish, what are your goals, where do you live? Have a really good understanding of how you’re looking to run a business, is it gonna be full-time, part-time, we have a lot of flexibility and ownership. We’ll just start that relationship, start the dialogue, start to understand what you’re wanting, if we can do that, right? And then we’ll move on to the more in-depth screen share, you know, territory breakdown, marketing discussions, software technology, financial disclosure, all that sort of stuff. And we’ll just go step by step to the point where you either know if you do want to do it or you don’t want to do it. And again, folks, it’s one of the most affordable franchises in America. It’s Turnkey Marketing, a history of success. Check it out. That’s Thrivetimeshow.com forward slash oxyfresh. Thrivetimeshow.com forward slash oxyfresh. I want to be clear. Matt is married now. Matt, you’ve been on two years, is that right? Two years, Matt? Three. Three years? And so on the phone, Matt would call you, he used to ask you, like, you know, what are you interested in doing with your business, what are your goals? And he would say, how you doing? How you doing? How you doing? But he doesn’t do that anymore because he’s married. So now it’s like, how you doing? He doesn’t do that. There’s none of that. It’s not a dating site, folks. You’re not just filling out the form to date. Matt, he’s not available. We talk about it all the time. I don’t understand why people do that, but that’s not something Matt does. So that’s something, well, Andy, does Andy sort of take those weird calls for you now? Or who takes the calls? Maybe it’s a dating site. Anytime I get to some weird thing, I just put, give it to Andy. That makes sense. Okay, thank you, Matt. I appreciate you. Have a great day. Thank you. Are you reading the dictionary? Oh, you caught me. I like to break a mental sweat, too. Grab a chair. So, I trust everything’s going swimmingly with our acquisition of Average Joe’s? So far, yeah. I mean, there’s a lot to do over there, so I should probably get back. That is a really interesting painting. Oh, thank you. Yeah, that’s me taking the bull by the horns. That’s how I handle my business. It’s a metaphor. I get it. But that actually happened though. Broadcasting live from the center of the universe. Presenting the world’s only business school without the BS. With optometrist and entrepreneur Dr. Robert Sellner and USSBA Entrepreneur of the Year, Clay Clark. Get ready to enter the Thrive Time Show on Talk Radio 1170. Focus, focus, focus, getting rich quick is not a move But the proven system will make your life improve See I’m more than just a rhymer, like a horse with binders Focused on the thrive time show, employ your binders He be the C and I be the C Teaching business skills from clay to Z We both grew up poor, but we’re poor no more The goal of this show is to help you score I couldn’t see the light until my son could see But I wonder what the life in the high school see A young DJ with a billion dollar dream Numb to the pain that rejection brings It’s the Thrive Time Show on your radio. And on today’s radio show or the podcast download, which you can get at Thrivetimeshow.com, we’re answering questions from Thrivers just like you who have actually taken the time to email us their specific questions. So when you see the show notes and you go to Thrivetimeshow, you’re going to start to see that the titles of the shows are actual questions. And these are actual questions from real folks like you. We have a builder in Houston, Texas. Those of you who have not been to Houston, Texas, it’s very muggy there all the time. It turns out they have a port that actually allows you to go on a cruise. You can actually go on a cruise and leave from the port of Houston. So this is the question that’s been sent to us from a Thriver. He writes, and Shep, I’d like for you to kind of break it down for me. He writes, I’m a high-end custom home builder in Houston. I need help in creating a no-brainer that will not cheapen my brand. What would you advise? I would say you got two moves. You just got to think about it outside the box a little bit, right? So one thing you could do is, you know, you’re a custom builder I know, but if you have a model home maybe maybe you do a little giveaway to get people to come schedule a tour because it’s all about getting people seeing what you’re doing, right? Now let’s say, like you said, you’re on the custom side of things. One option for you for some kind of no-brainer would be to give an upgrade, right? Take something that doesn’t cost you a whole lot to upgrade to actually produce for the person and advertise it as a free upgrade if you purchase your plans with us through X day. Does that make sense? So you get a free upgrade to a $5,000 pergola by signing up before the end of the month. So these are moves. Now, here’s the thing. If you’re listening to this show right now, we’re going to give you moves, but we’re going to break down a lot of examples for you. So we hammer this home. So Chip, I’m going to paste a bunch of show notes on here for you. And hopefully I don’t make your brain explode here. We’ve talked about this on a previous podcast, but we want to hammer it until every member of the Thrive Nation feels like they grasp this idea. One, if you’re a home builder in Houston or you’re a home builder in Siberia or a home builder anywhere, it does not matter what kind of home you build, whether it’s a cheap home or a nice home, the first game is to make sure that people know you exist. I will put the notable quotable on the show notes from Seth Godin, but he says that marketing is simply a competition for people’s attention. All marketing is, is you’re trying to get people’s attention. So you could be a high-end home builder and you could put up signage in front of the homes. And I would actually encourage you to do this in Houston. If you’re in Houston, this is my actual, this would be an actual tip that I would, if I was coaching you and you said I don’t have an idea, this is what I would do. One, I would have a sign flipper, an actual person in front of your house is flipping signs that say, experience luxury homes, you know, like never before. Something like that. That’s option one. Option two, have signs that are in like a purple cow print so that people would actually see you. They drive down the road and they see… What do real estate signs look like, by the way? It’s usually a pretty face on a sign. Is it not? It’s like a glamour shot. It’s basically like a woman in her late 30s on a cover of a… on the sign with a phone number. I mean, that’s what all of them are, right? So what you want to do is you want to make a purple cow print sign. And you could say luxury that stands out from the competition or something like that. But you could have a purple cow print. Another thing you could do is you could have big feather signs. They’re also called teardrop signs. But the massive signs you could put in front of the neighborhood, that gets attention. That’s what Shaw Holmes, one of our clients, does. Another move you could do, you could do a tent. You could put up a tent in front of the addition where you’re building and you could offer free hot chocolate during the winter or free coffee. You could offer… A little bounce house for the kids to come by. Yeah, but it would draw attention. Everyone would stop by the free bounce house and they’re going to say, what is this? And you stop by and there’s a big sign that says, Experience, Houston’s number one upscale builder. And people who are upscale, they also have what? Kids. You know? You could offer free Godiva samples as well as Starbucks hot chocolate. Proudly brew that in the, say, now proudly brewing Starbucks coffee and offering free Godiva for all tours. People love that stuff. You’ve got to get their attention. Move number two is you’ve got to use facts to overcome the doubt. You’ve got to use facts to overcome the doubt. So what’s going to happen is, Jerry Vass, and I’ll put this on the show notes, but Jerry Vass, the best-selling author of Soft Selling in a Hard World, he writes, don’t say anything you can’t prove. Don’t say anything you can’t prove. So you should never, never, ever, ever, never, ever, ever, ever try to sell something if you’re not proving that you are high-end. So I’m assuming that when you emailed us the question, you are in fact a high-end home builder, and you are in fact credible. So I would put the things that make you credible, like having proudly built homes in Houston since 1983. I would say a proud member of the Such-and-Such Home Builders Association, or see thousands of testimonials today by going to suchandsuch.com board slash testimonials, or building great homes for great people like you for over 20 years. Click here to read our reviews. But if you had a big billboard, you could say the number one high-end builder in Houston, that’s the big headline. Underneath you’d say read thousands of reviews today at yadayada.com. The point is prove it. Don’t tell me you’re high-end, but show it. Prove it to me. Prove it to me. It’s so important that you do that. You could offer free helicopter rides for anybody who schedules a tour. You could fly over Houston and experience. But you’ve got to… You can get people’s attention, yeah, but you’ve got to use facts, Chup, to prove that you’re real. You absolutely have to. I just forgot what I was going to say, so I’m going to kick it right back to you, Clay. Oh, okay. Well, here’s a notable quotable that I’m going to give you, but this is from me. I’m going to quote a notable quotable from myself. I say this a lot to clients, and I’m going to give you a little bit of the Clay Clark business coach experience right here. In the absence of value, price is the only consideration. Again, in the absence of value, price is the only consideration. So if you’re gonna be a high-end home builder, and I’m sure you are, carry that out. You know, so like when you walk in, make sure the music feels high-end. So an example would be if you go to a high-end restaurant, what kind of music do they play? And I’ll get you started on that playlist. If you go to YouTube and you type in Pottery Barn playlist, they have a nice upscale playlist. If you typed in Wine Bar playlist on YouTube, you could find that. But you kind of want to have that pff pff pff pff pff pff pff pff pff pff pff pff pff pff pff pff or pk-a-ch pk-a-ch pk-a-ch pk-a-ch pk-a-ch pk-a-ch pk-a-ch pk-a-ch you know, because it just needs to feel like the coolest place in the world. Then you’d want to make sure you have coffee available, high-end coffee. I would advise you to have it with the lid so they don’t spill, but high-end coffee, something like Starbucks. I also have little Godiva samplers out there. I worked with one home builder and that’s all we did. That’s all we did. We had Godiva chocolate samplers and we had the high-end coffee brewing. Everyone was like, oh my gosh, I love this tour. Yeah, because you love the coffee, you love the music, and you love the atmosphere. And they had a little sign in where you could register to win a free cruise. And don’t give them a cruise to some tacky cruise line. But like, I was talking to one of our business coaches I work with, Clay Stairs, and we were talking about Viking cruise lines. Viking cruise lines is a very high-end cruise line. And you could give away, register today, to win a Viking cruise line trip. Or you could say, when you buy a home with us, you get a free Viking Cruise Lines ticket. You get a free pair of tickets at closing when you buy a house from us. This piggybacks into what I was going to say a minute ago. I hate when you get the idea and you lose the idea. I’ve had that happen a lot. It happens all the time. Okay, so when you’re coming up with these no-brainers, just like you were just saying, you have to be empathetic with the buyer. You have to really be in their head and know where they’re coming from. So if you’re a very nice custom home builder, high-end guy, then you don’t want to be sending people on carnival cruises like you were just saying. Wait a minute. Are you ripping? Did you just rip? I’m not ripping. I’m not ripping them. But what I’m saying is they’re kind of known for more of a party cruise. It’s a younger crowd. They’re later nights. It’s louder. I’ve been on one. It was a lot of fun. I had a blast. But if you’re selling to these high-end clients, they’re probably a little older, they’re probably a little more relaxed, they probably would more enjoy that Viking experience. So my point is, when you’re coming up with your no-brainer, be empathetic for what the buyer is actually looking for, and you’re going to have a more effective strategy when it comes to your ads and your no-brainer offer. Can I point this out? Please. If you want to tour with live, actual, real-life, current Vikings, book your cruise today on Carnival Cruise Lines. I mean, they have a raucous time on Carnival Cruise Lines. Okay, now the next, we have two more moves we’re going to teach you. This is how you create no-brainers without cheapening your brand. Warren Buffett says, it takes 20 years to build a reputation and five minutes to ruin it. If you think about that, you do things differently. So you’re worried about cheapening your brand, I get it. So I would encourage you to gather video reviews from your real customers. Gather as many video reviews as you can from real, actual people. Go to their houses and say, hey, I know we built a house for you three or four years ago. Can we film a testimonial in your house of you sharing why you like your house? Don’t be scared to do it. Do it. Just do it. Say, hey, we sold you a house six years ago. Is it okay if we film you in your living room sharing why you are happy with the house you bought from us six years ago, two years ago? That could be your no-brainer. You could say, high-end homes for people like you. Click to view our testimonials. Bam! Right on the home page. That’s sick. So easy. So it’s just that you have to take action. You just have to do it. Now next one is no urgency. Got to use a limited time offer. Got to do it. I don’t care how high-end your business is. You’ve got to do it. You got to say we’re offering, we’ll pay closing costs from now until any homes that close between now and March 1st will pay the closing costs. But that seems like… And then do that deal every two months. Always have a deal. Anybody who buys a house between now and April 1st, make this a September to remember. Anybody who buys a house during the month of September gets free cruise line tickets on a Viking cruise. Anybody who buys between now and September, October 1st, we have spooktacular savings. Get an unbelievable, scary great deals up until November 1st. Did you say spooktacular? Yeah, make this, be thankful. We’re thankful this year. And anybody who buys a home between now and December 1st receives a free Thanksgiving catering courtesy of the high-end catering company. It’s a November. Courtesy of the high end whatever. Probably junk the Halloween ones. I can’t think of a high end Halloween business. But Thrive Nation, we’re here to help people like you, but we can’t help you if we don’t get a chance to know you. That’s true. We have four ways to serve you. We have the online school with thousands of videos. You can sign up today at thrivetimeshow.com. We have the one-on-one business coaching. We have the podcasts, and we have the in-person workshops. Now, if you want to get free tickets to our next in-person workshop, which is February 16th and 17th, Chubb, how do I get those free tickets, baby? It’s super easy. You just got to search, okay? Google machine. Search for Thrivetime Show and open the iTunes or Stitcher link. Either one, whatever your preferred method is. So you search for Thrivetime Show. Thrivetime Show. And iTunes. And then you’re going to click the Stitcher or iTunes link and you’re going to subscribe. Subscribe. Subscribe to the show so you can get it for free anytime. Then leave us an objective rating and review and screenshot that thing as proof and email it to info at thrive timeshow dot com with your phone number so we can reach back out and we’ll get you two free tickets. They’re normally $99, but like Clay said, if we don’t know you, we can’t help you. So get those tickets and come on out and we’re going to give you some action items that you can take home and put in practice today. At the workshop, we’re giving you copies of the boom book, too. So you’re actually getting 22 copies of a $20 book and two $99 tickets. So $240 value. Get out of here. All by just finding us on iTunes or Stitcher, leaving us a review and subscribing. Send us proof that you did so by emailing us to info at Thrivetimeshow.com with your contact info and we’ll send you those free tickets and the boom books. It’s the Thrivetimeshow on your radio. Stay tuned. If you’re here to thrive, you will find today is your day. Get ready to enter the Thrive Time Show on Talk Radio 1170. Broadcasting live from the center of the universe, it’s Business School Without the BS, featuring optometrist turned entrepreneur, Dr. Robert Zellner with the USSBA Entrepreneur of the Year, Clay Clark. Alright, Thrive Nation, welcome back to The Conversation. It is the Thrive Time show on your radio. And today, and really for the next month, maybe even months, because we keep getting so many questions that are emailed, I keep thinking we’re going to get caught up and answer all the questions. And then we’re getting hundreds and hundreds of questions emailed consistently. My commitment is to put out the most podcast content of anybody else on the planet, Chep. That’s my commitment. I’m just going to be pounding out content, just bang, bang, bang, answering the questions. I think at this pace, we’re there, man. We’re doing a lot. I’m going to be banging out a lot of content. I’m just going to keep doing it, bang, bang, bang. I’ll try to get caught up. It’s like trying to get to the end of infinity, is what it feels like, answering the questions. We have a question from a Thriver who said, what, Chip? What was their question? OK, so the question today is, why do you keep ads running instead of turning them down when you’re overbooked? So why do you keep running ads instead of turning them down when overbooked? Right. OK. Well, what happens is Seth Godin, the best-selling author, the marketing expert, the guy who wrote the book called Purple Cow, the guy who built the company, he sold to Yahoo, a marketing company, he sold to Yahoo. He says, marketing is a contest for people’s attention. So here would be the idea. In the book, Chup, it’s The Ultimate Sales Machine by Chet Holmes. Chet Holmes was mentored by Charlie Munger, who was Warren Buffet’s more silent partner. partner, he talks about how 3% of ideal and likely buyers are ready to buy right now. So let’s just use the optometry clinic as an example, for Dr. Z’s optometry clinic. At the optometry clinic, people go in there to buy glasses and to help them see better, right? They get contacts, glasses, eye exams. The glasses I’m wearing now, I bought three pairs of these glasses, Chep, at one time. That’s because you’re a smart man. Well, because I know I’m going to eventually break it, lose it, scratch it, whatever, and I want to not have to be without glasses. Absolutely. So I won’t go back to the optometry clinic for probably a year or more. Right? Right. And what will happen is, as you don’t go back to the optometry clinic for a year, they keep running the commercials. And according to Chad Holmes in his book, The Ultimate Sales Machine, 3% of the market is ready to buy right now. So if you ran ads consistently, let’s say for 33 months in a row, every 33 months, worst case scenario, I need to buy glasses. And at the time that I do need them, I need to be top of mind, your business needs to be top of mind at the very moment that I need those glasses. But no matter how much you run those ads, I don’t care unless I need glasses. But you run them and you run them and you run them. Another example would be like cruise lines. My wife loves cruising. And I secretly really enjoyed cruising a lot. I say secretly, I mean we can just keep this between me and you and all the podcast listeners and your friends and just like anybody on Facebook. We don’t like Twitter and YouTube. Keep it off of MySpace though. I’m going to keep it off of MySpace though. Let’s keep it simple. I enjoy the cruises after the first three days of hell. Sick? You get sick? When I fly, I get motion sickness. I also have crazy anxiety when I’m on a plane next to somebody who I can’t control their hygiene habits. So I don’t know whether they took a shower or not. And the whole time I’m thinking about that and then being in a confined aluminum tube for hours, that freaks me out. And then you have to get in line with the TSA people to make sure I don’t have a bomb or something. That freaks me out. Taking my shoes off, put my shoes on, put this over here, take off your belt, put your belt. I’m like, dude, my pants are oversized. And if I take off my belt, they will fall down. You will see parts of my body that you don’t want to see. So what I’m going to do is I’m not going to take off my belt, but you can pat me down. This happens all the time. And they’ll go, are you serious? I go, yes. Pat me down. Pat me down. Pat me down. Pat me down. Pat me down. So they’re like, do you want to be pat down? I view it as a form of therapeutic massage. Make it happen. So then they pat, this happens all the time. Vanessa watches it. So then they pat me down. And then because I refuse to take off my belt, then I have to go talk to another guy about how they feel about me. So now I usually wear shorts when I travel. I usually like and one shorts. Basketball shorts. And I just, the whole thing about traveling freaks me out. Once I get on the cruise, after I stop being motion sick, after we go through the hellacious one day line where it takes like four hours to board the boat, after I go into my room and cry about how long it took to get on the boat, after I get over the fact that I can’t find one of my bags, after I realize I don’t have three monitors, after that, then on the third day I wake up and I go, ah, this cruise is nice. I like this cruise. So I have like two or three days of peace. But what I’m saying is they never stop advertising. So they’re always advertising. And then just the other day my wife was like, I really think we should do a cruise here in the near term. We should go ahead and book one. And so I’m going, okay. But they’re never stopping advertising. Royal Caribbean wants to be the cruise line that we go with when we’re ready to make a decision. So Jeff, you just can never turn off the ad. And here’s another reason. And I learned this from Dr. Zellner. I hear him talk about it all the time. But the concept of the fact that your business is a vehicle, advertising is the gas pedal. And when you’re trying to scale and grow a business, it’s really like you’re trying to get to the top of the hill. You’ve got to get to the summit. And if you’re driving a car, let’s extend that metaphor, right? If you’re driving a car and you’re trying to get to the top of a hill, literally the last thing you want to do is take your foot off the gas pedal. You will begin to slow down, and eventually you will begin to go backwards. So that metaphor is just like a literal translation. You have to keep the gas pedal of your business down by advertising because you’re going to have customer attrition. Customers are going to leave you. They’re going to move. They’re going to find something. All of them aren’t super loyal. So you’ve always got to be replacing that pipeline with more ideal and likely buyers. So you just can never stop. Now the next question people ask a lot is, how much should I spend on advertising? I would recommend if you’re aggressive, spend 10% of your gross revenue, not profits, gross revenue on advertising. If you are sane, if you’re a sane person, meaning that your mind processes facts, consequences, you can cognitively process how life works, then you definitely, for sure, need to spend at least 5% of your gross revenue on marketing and advertising related activities. If you are unable to process cognitive things, like as an example, if I were to say to you? Hey listen here, buddy the earth Actually when you go up to space you look at the earth or satellite images shows the earth is spherical in nature And you were to say to yourself not actually you know the earth is actually flat You know and furthermore You know that like you know the whole 9-11 thing was actually a deep Conspiracy for George Bush because he wanted all the oil, and by the way, where are my pants? If that’s the kind of conversations we’re having, then you don’t need to worry about it. But if you’re saying, spend 5% of your gross revenue, but if you’re saying, Michelle Obama’s mad! She’s mad! If that’s what you’re doing, if you’re saying, Ricky Bobby wasn’t just a character in a movie, he’s my hero! If you’re saying those kind of things, ice cream, I’ll eat it until I’ll get thin! I mean, if you’re saying those kind of things, if you have invented a solar-powered flashlight, it works great! It’ll use the Earth’s sun at night! If you’re that kind of person, then you’re… If you put scratch-and-sniff stickers at the bottom of a pool, like, I got one! I’m good! I mean, if you’re that kind of person, then you are just… If you find yourself saying things like, hey, back-to-back, let’s face each other, then you don’t need to worry about it You might be a redneck right so if you want to get free tickets to our next in-person Conference where you can meet great people like you it’s February 16th and 17th, right? You can buy your tickets today at thrive timeshow.com or if you want to free tickets Subscribe on iTunes or stitcher leave us an objective review Send us your contact information and proof that you did it to info at thrive timeshow.com And you will receive two free tickets and two copies of the physical tangible Boom book a $240 value free for you Get ready to enter the thrive time show three two one boom All thrive nation welcome back to the conversation. It is the thrive time show on your radio now I don’t think a lot of listeners know this and it’s not because, for any other reason than I’ve probably done a bad job telling you, but if you email us any business question you have to info at thrive timeshow.com, we will answer that question on the show. To date, we have answered all the questions we’ve ever been asked. The only questions that we haven’t answered are the ones where it’s kind of like those gotcha questions where someone will say, like, if you care so much about your family, how come you spend five hours a day doing a radio show? You know, and then the answer would be, dearest a-hole. A-hole meaning amazing whole person. Dearest amazing whole person. In the Bible, it states that you should view work as worship, and God blesses the hand of the diligent and punishes the slackered. And so therefore, I spend probably more time with my wife and kids than you do, because every time I meet somebody, they’re always like, how do you spend so much time with them? But yet, I just start my work day like at 3 a.m. And so I show prep before most people do, and so therefore I get more stuff done. But the idea that you would ask a question like that means that you’re that gotcha question kind of person. You love to ask the questions that make you seem… They’re like a statement question, you know, at political rallies, that’s the kind of stuff. So those statement questions, I’m not into answering those, but I am answering sincere questions from real business owners. And so here’s a real question from a real business owner named Elizabeth. She writes, of the 20% of the businesses that do succeed, what do you observe as a major factor of their success? So again, Forbes says 80%. I want to put the fun fact up there from Forbes. It’s not really fun, but it’s 8 out of 10 businesses fail. I’ll make sure we put that on the show notes, the actual statistic. But 8 out of 10 businesses fail, according to Forbes. So she’s a loyal listener, so she knows that stat. So she’s saying, what makes them successful? And so I have their character traits. And Shep, if you could list them off here on the show notes, I’d like to do that, but I’m going to list them off here for you. Okay, I’m ready. The first thing is they are diligent, which means that they apply consistent effort over time. Diligence is the consistent application of effort over time. So they’re all diligent. They’re not ridiculously polar in their motivation and lack thereof. They’re not like, here’s a new idea. I’m depressed. They’re very consistent. They’re very workmanlike work, work womanlike. They just are very consistent. Consistency, diligence. That’s, that’s, that’s move. Number one, move. Number two is they make decisions based upon facts and case studies, not based on opinions and feelings. With a little disclaimer, unless what they what they what factually makes sense goes against their values. So as an example, it is a fact that our business elephant in the room could make more money if we were open on Sundays. In fact, I want you to know we’re hurting our revenue by about 15% by choosing to not be open on Sundays. But I believe that the members of our team should be able to enjoy time with their families just like Chick-fil-A does, just like Hobby Lobby does on a Sunday. I also believe in the Bible it says Sunday is supposed to be the day of rest. And so when possible, I’m not saying I always don’t work on a Sunday, but I do believe that a Sunday should not be a work day. It’s designed to be a Sabbath. Now, do I ever work on a Sunday? Yes. I actually help churches grow, and so sometimes I have to work on a Sunday. People who work at a church have to work on a Sunday. I’m just saying, as I try to, when possible, give people the ability to have a day off. So principle number one I want to make sure you put on the show notes is you have to be consistent and diligent. That is what you have to do. The next thing you have to do is you have to make decisions based upon facts. It’s so important that you make decisions based upon facts. That’s the next attribute. The third attribute that I’ve noticed is they really do pride themselves on surrounding themselves with people who basically share their goals. People who are where they want to be. They understand that you become the average of the five people you spend the most time with. And so successful people tend to not tend to they always do successful people always Hang out intentionally with people who are who are successful So if you want to be a successful mom You should hang around with somebody who loves their kids if you want to become a successful dad You should hang around somebody who wants to be who is a successful dad if you’re gonna be a successful business owner, you should hang out with somebody who is a Successful business owner. It’s so important that you do that. So those are the three characteristics that I’ve seen from successful people can time and time again is that they are diligent, very consistent, they make decisions based on facts not feelings, they pride themselves on surrounding themselves, they surround themselves with high character people, they surround themselves with people who if you’re an entrepreneur and you want to be successful you need to surround yourself with successful entrepreneurs. If you’re a mom, you want to be a good mom, surround yourself with good moms. And I would say that the final character trait, and I’m going to turn it over to Chuck, is they never stop learning. They just never stop. Learning is not an event to them. The word commencement doesn’t mean you’re done with school. Yay! The word commencement means the beginning. The word commencement doesn’t mean you’re done with school. The word commencement celebration, the commencement ceremony means the beginning. So learning, they embrace learning as a never stop learning mindset. Chuck, business coach, Eric Chuck, business coach, back to you. I’m going to bring it back to my favorite character, my favorite character I like to bring up when it comes to this. One thing that I have seen from you, Clay, from my father, from other families, from clients that are successful when starting and growing and running a business is just that grinding mentality, the Kool-Aid man. I love talking about the Kool-Aid man. Oh, yeah Yeah because the Kool-Aid man sees a wall in front of them and he’s pumped because he’s gonna run right through that wall and he’s gonna Bring his awesome attitude through that with him And so if you just you have to find a way to overcome adversity because running a business Managing a business managing a team trying to grow a business. It is non-stop adversity Things are going to come up every single day every single hour there are things that you’re gonna have to just have the mentality To run right through that wall, so you’ve got to be the kool-aid man. You’ve got to be a grinder I have a jump ism here in this world clay. There’s hoagies, and there’s grinders. Oh Has grind to be a grinder so you got to fight through adversity fight through adversity I would agree with that I’d say Napoleon Hill has a notable quotable where he says that failure is a prerequisite to success. You have to fail before you can succeed. Failure is a prerequisite to success. I agree with that. You learn when you have tough moments. It really tests whether you have the diligence needed to push through. Right. And it becomes, almost the muscle gets stronger the more it is pushed. The more that you struggle, the more strength you get. So you’ve got to have that mindset to push through. Now Thrive Nation, if you are committed to pushing through, and you are committed to making this the best year in the history of your business, I encourage you to invest in yourself and to buy tickets to our next in-person February 16th and 17th Thrive Time Show Business Workshop. It’s two days, it’s 15 hours of power, and you can have your tickets for free by simply finding the Thrive Time Show on Stitcher or iTunes. You can do it. And leaving us an objective review, leave us a review on iTunes or Stitcher, and then click the little subscribe button. So I guess you have to subscribe first, then leave us a review, and then send us proof that you did it and your contact information to info at ThriveTimeShow.com Send us proof you did it and your contact info to info at ThriveTimeShow.com and we’ll send you two free tickets. My name is Clay Clark. I’m a business coach. And that’s Eric Chupp. He’s a business coach. We come back. We’re going to answer more questions from great Thrivers just like you. Stay tuned. It’s the Thrive Time Show on your radio. I remember my days back in the dorm room. Tune to the gloom like the temple of doom. Overwhelmed with the doubts that try to consume. I hoped for the future that I can pursue. But from the mountain top now I can conclude, that you have what it takes if you want the view to win. This is your year to thrive, success you will find. Today is your day, and now is your time. If you’re you. Get ready to enter the Thrivetime Show. show. See I’m more than just a rhymer, like a horse with blinders Focused on the primetime show, that’s where you’ll find us He be the C and I be the C Teaching business skills from C to Z We both grew up poor, but we’re poor no more The goal of this show is to help you score I couldn’t see the light until my son could see But I learned to rock the mic in the high school scene A young DJ with a million dollar dream Numb to the pain that rejection brings So I, like a start farmer sweating for that green Now I’m on your radio with a thank you and please Share this podcast with a friend and a mean For those of you just now tuning in, the Thrive Time Show is dedicated to providing business school without the BS. It’s business school without the BS. So what we do is we take time every single day, two hours per day, from 12 to 2, in selected markets to answer the questions that you email us. And so today, Eric Chup, business coach, we have a question that’s been emailed to info at thrive timeshow.com. If you want to join the conversation, by the way, just email us at info at thrive timeshow.com. And that question is what, Mr. Eric Chubb? All right, so we’ve got a question here, and it says, for a wrapped vehicle, what insurance do I need? What insurance does my business really need at all? Okay, so we’re going to start with the first one. This is a notable quotable from myself. So I’m going to read it to you right now. And you say, why are you quoting yourself? Because I’ve been doing this forever, and there’s things that I say in meetings that clients will go, oh my gosh, I should use that. Yes, it makes sense now. So the point of insurance is to have a bad day and not a bad life. Again, the point of insurance is to have a bad day and not a bad life. So I’m going to give you a terrible example, but one that is true. I had a client that I was working with years ago in the insurance business. It’s Farmers Insurance. Farmers Insurance. Right here in Tulsa, Oklahoma. You can call them at 918-392-4000. Let me see. Farmers Insurance, Tulsa. 918, let me see. 918, how do I forget that? 918-392-4000. There it is. And I’ve worked with those guys for years. And they had a customer that came in and he was a very successful business owner. He earned a lot of money. And he came in to buy insurance for his business. And the agent told him, it’s really important that you have enough life insurance for you. And he says, well, I’m in great health. I’m like 45, you know, and I’ll make good money. I’ll decline. Right now I just want my insurance check for my vehicles, you know, for my vehicle, for my car, for my, I just want my commercial vehicles to be insured. And I just want my home to be insured, that kind of thing, right? Right. And the agent at the time wasn’t as aggressive as I would recommend. And they said, well, we really think you should have insurance because, you know, like if you make $80,000 a year, so let’s say you make $80,000 a year and you live on all of it, like you need all that to live, and your youngest child is three. If your child, say you’d passed away, then your family would need $1.2 million of savings in order to be able to survive at their current standard of living if you die. Because your youngest child is three, and if you wanted to have an extreme of income for the 15 years, at least until your kids are 18, you need at least $1.2 million of insurance. And that’s only until the kids are 18. Right. And I’m not making this up. The actual person declined, walks out, goes out and does what they do, has a heart attack within a week, and dies. And the wife of the person came to the office and asked, she said, hey, my husband had a heart attack, he died, everyone felt horrible. But you know who felt the worst? Shep, you know who felt like the worst right there? Because she’s saying, hey, I’m coming here because my husband passed away, and I know we have all of our insurance through you, and I’m trying to plan the funeral. She’s obviously crying, a lot of emotions, not good. She’s obviously just lost her husband. And she says, I need to know how I go about claiming our life insurance because we don’t have anything saved. Who felt horrible right there? Anybody that has to tell her that there’s not enough insurance. The insurance agent felt horrible. Yeah, I bet. And so he told her, I’m really sorry, but he chose not to. He saved the 250 bucks a month or whatever, and he decided not to do it. And that lady lost her mind in the most gracious way you could. And I think given the circumstances, I think almost anybody would have. But she’s like, how could you, in good conscience, not sell him? Don’t you understand? I have to pay for the funeral alone. I can’t even afford to pay for the funeral. Yeah, it’s crazy. And that, I’m telling you, I’m telling you, that scenario, because I’ve consulted with insurance agents for years, that scenario plays itself out all the time. It’s an inevitability, right? You’re going to get sick, and you’re going to die at some point, hopefully later, right? But it’s going to happen. So you’ve got to have yourself in the position to set up your family and the other people that you’re taking care of for success in the future. So here are the insurances that you need to make sure that you have. But there’s more, but I want to make sure you’re getting the concept of what we’re saying here and then I’ll get into the specifics. You have to have enough insurance so that if something bad happens, you have a bad day and not a bad life. Right. So here are the insurances I’d recommend you get, but there’s countless ones and I would just say get enough insurance until you don’t worry about things happening. One, life insurance. You’re going to die. When you do, don’t leave your family in a weird situation. Right. Just get enough life insurance. I can’t afford it right now. Then unplug the TV. Don’t be an a-hole. Yeah, for real. Meaning, like, don’t be an amazing whole person. Don’t be an a-hole. Whole! Don’t be an amazing whole person. Spirit, mind and body. No, but seriously, don’t be an idiot. Get life insurance. If you’re listening to this show right now, and you don’t have life insurance, there’s something psychologically wrong with you. Get life insurance. Call 392-4000-FARMERS-INSURANCE. They’re no longer a paying client of mine. I’ve worked with them for almost a decade. They’re no longer a paying client because, as we do this show, I may decide to endorse other brands. But I would use farmers insurance. I have no reservations. That’s who I have my insurance through. Don’t be an a-hole, an amazing whole person, and get that life insurance. Two, supplemental insurance. You ever heard of Aflac? Aflac. Aflac. Aflac. You’ve seen the duck? Yeah. Aflac is supplemental insurance. So when my two twin daughters were born I was so excited. Yes they’re so here they’re gonna be here soon I’m so excited. Twinsies! I’m so excited. There’s a blankie and we’re gonna have twins and they’re all gonna be. Yeah we’re gonna get two blankies. And the doctor says uh Mr. Clark we have some complications. We need to take your, one that came out an hour later to ICU, very serious situation. We’re gonna take her to ICU. So I’m thinking, I thought I just had a great buffet of awesomeness headed my way, and now we might lose one of them. And so we had to go to ICU, intensive care unit, where she stayed. And we, my wife and I actually had a late term miscarriage, which means that my wife basically had to deliver a baby that was dead. Not the full way, but pretty close. And we affectionately refer to that child as Lloyd, because we never named the child. So we kind of joke about it, we’re like, Lloyd, I got to go to heaven first. We try to make light of it, but it was tough. And it’s just like, you know, the supplemental insurance, what happened was, is Jim McKenna, who’s a great guy, may he rest in peace, Jim McKenna, if you knew Jim McKenna, you’re honored to know that guy, he’s a great guy. Jim beat me up about getting supplemental insurance. He said, listen, if you get sick or hurt, we’ll pay you every single day what you would make if you were working. You gotta have it. I’m like, I never get sick, I never get sick. And then I hurt myself, not like it wasn’t a bad, bad injury, but it was like I turned my ankle in a way where it was just terrible. Yeah. And I came to work and I thought, gosh, what if I had like broken my leg? I need supplemental insurance. I bought that stuff. So you need supplemental insurance. Look into a brand like Aflac. They’re a great brand. Third is liability. You’re going to get sued. You’re not going to get sued. You’re for sure going to get sued. It will happen. So when you do get sued, I would encourage you to not be in a weird spot where you’re worried about it. So just have enough insurance so if you get sued, you don’t care. And then the final insurance is workman’s comp insurance. You’re going to have an employee get hurt on the job. Don’t ruin their life and your life. At Thrive Nation, if you want to get free tickets to our next in-person workshop, where we will answer all of your business questions in person, all you’ve got to do is find the Thrive Time Show on iTunes or Stitcher and subscribe to the podcast version of the show. Leave us an objective review and then what we’ll do is we’re going to send you two free conference tickets. Just email us your contact info to info at Thrive Time Show after you’ve subscribed and given us a review and then we will send you two free conference tickets. The next one is February 16th and 17th, so you have to act now. My name is Clay Clark. I’m a business coach. We come back. More answers to great questions from people like you. The next question is going to be why do you keep running ads instead of turning them down when you’re overbooked? Well, Thrive Nation, we are the Thrive Time Show. What we do is we help businesses grow their business owners to grow their businesses. The purpose is to create time, freedom and financial freedom. And we’ve had a longtime client that we’ve worked with. And this is sort of like our exit interview, because he’s actually exited the business. And so he’s at the other end of the rainbow or he got to the top of the mountain or he hit it or he hit his big goal. And I’m honored to call him a friend and a longtime client. Tim Whaley, welcome to the Thrive Time Show. How are you, sir? I’m doing outstanding, Clay. Thank you for having me on. Can you tell everybody, how did you first hear about what we do in terms of business coaching? I first heard of you through your podcast, actually. So I started listening, was very intrigued. Actually, you had built and sold businesses in the industry that I was in. So it seemed like a natural fit to inquire about coaching. Yeah. And once we connected and you did your, I’m not sure if it was an onboarding interview or it was more of a you were going to determine whether or not we were a good fit. I think that was it. But once we did that, I was hooked and was really hoping that you would take me on as a client, which you did. Now, before I met you, I mean, you’d been in business for a long time and one would say you’re probably the dominant resource or one of the top providers in your industry before we even met. Could you tell the listeners how implementing the Dream 100 system impacted your business growth? Oh my gosh, so within just a few short years, it doubled our revenue, plain and simple. So Dream 100 was by far the secret sauce for our success and really the reason why I was able to exit my business ahead of schedule. So just a brilliant program, makes total sense. As a company, it’s one of the few marketing slash advertising outlets that you have total control over. It’s not like you’re on Facebook, which owns Facebook, or Google, which owns Google. But you own the system. You make it work, and great things happen. Now, with the Dream 100, you have to identify the vendors that you want to refer you, or the prospects that you want to refer you. You have to identify the ideal and likely buyers that you want to refer you. And then you have to reach out to them consistently. And you guys have done a phenomenal job at doing that. What were a couple of the challenges of persistently reaching out to people to get them to refer you guys to a business? A couple of things. One, you just really have to find the right fit. You have to find the right employee or employees. When you’re going out there, you need somebody who’s obviously great at building relationships. That’s a lot of different people. But what I found is you also just need a hunter-killer. So it’s not necessarily somebody who’s very personable and great with people, but somebody with those qualities, but also just has a, like I said, a hunter-killer, just wants to, has a drive to bring business in. And you find that person, and they just make it happen. And we were fortunate enough to find a couple great employees who were just very good at that. And now that you have sold the business, you’re going to stay on as an advisor to make sure that the brand is successful and that sort of thing. What does it feel like to be on the other side of the rainbow or to be at the top of the mountain or to be on the other side of selling a business that you started so many years ago? Well, Clay, it’s only been six weeks, so obviously some mixed feelings there. But if I had to put it into one word, I would have to say freedom. Okay. Yeah. So it feels pretty darn good. And my wife and I are very excited. And obviously, we’re still helping the new ownership transition and whatnot, so there’s stuff we’re doing and stuff to be done. But overall, it’s, you know, when you’ve been hitting it hard for 33 years and then all of a sudden you don’t have to, it feels pretty darn good, not gonna lie. Now, Robert Kiyosaki, you know, the best-selling author of Rich Dad, Poor Dad. I recently interviewed him and he had me on his show and it’s been kind of fun to connect with this guy who wrote the Rich Dad, Poor Dad series, and it’s just fun to connect with him. And he’s been talking borderline obsessively on his show recently about, it’s not what people say, it’s what they do. You need to watch people do, not what they say. And I think a big thing about having a business coach or a personal trainer if you’re into fitness, is if you’re into fitness, you need to have a nutritional plan, you need to have a workout plan. And then you need someone to hold you accountable. And if you’re a business owner, you need to have a business plan. You need to have weekly actions that you need to implement. And then you need to have some accountability. How has having a business consultant or a coach to guide you down the path, how has that impacted you? Tremendously. So there’s a running joke between my wife and I. I will often say I’m the most consistently inconsistent person you want to meet. Historically, I’ve been the guy who starts this, goes for a little while, and then, you know, I’m like a squirrel, right? I see the next great thing, and I’ll go after that for a while. So, I’m an artist, right? I’m an artist, right? I’m a photographer first and business guy second, I guess. So you have helped corral my artist brain and having the weekly accountability calls and the action plan has definitely helped me stay focused on what needs to be focused on. So yeah, it’s been life-changing, nothing short of life-changing. Now I want to pull up something real quick and get your thoughts on this because you and I have worked together, I think for about three years or is it, how long did we work together there before you exited the business, do you know? We started in 2019. So 2019, okay, so we’ve worked together for quite a while there. And so 2019, wow, so that’s almost five years, four and a half years or so. But if we do a search for carpet cleaning quotes. I’ve worked with one particular brand for 14 years, I think almost 15 now, and they have 271,000 Google reviews. So for 14 consecutive years, I’ve been talking to the same ownership about you have to gather objective Google reviews from your ideal and likely buyers. You have to get reviews. After you clean the carpet, you have to gather video reviews and Google reviews. And we talk about it every week, and it’s just like bamboo. I keep coming back every week. You can’t kill it. I come back every week talking about the reviews. And in a world now where people go online to look stuff up, this has been a powerful tool for Oxifresh.com. It’s grown from a handful of locations now to 500-plus locations. How has gathering objective Google reviews and video reviews impacted your sales process? Well, I feel like it’s a one-two punch, Clay. So Dream 100 and the reviews work hand in hand. So the majority of our business comes from the Dream 100, but that’s one referral source. So our couples will be referred by venues, but they wanna check us out So they’re going to go online and look for our reviews. So, you know, not only do you have to have a ton of reviews, but you have to have a ton of five-star reviews and and so Either the referrals plus the social proof on Google brings them in Final questions I have for them. I’ll be done harassing you here, is you now have got all the systems, the scripts, the website, the ads that work, the Dream 100 system going. And so to give people some clarity, you now have a turnkey marketing system in place. I mean, you have a Dream 100 system that works, you now have an online advertising program that works, you now have a sales process that works. It’s all documented, it’s all systemized for the new owner. So what would you say for anybody out there that is maybe thinking about coming to one of our in-person workshops or scheduling a free 13-point assessment with myself or a member of our team? What would you say to somebody who’s kind of on the fence about maybe coming to a workshop or scheduling a free 13-point assessment? Get off this fence. Just get off the fence. Bottom line, you know, you’ve helped make my company sellable, right? So those systems is exactly what made our company attractive to the buyer. They were looking for a company that was highly successful that they could then take and scale. And our business qualified because of what we’ve done over the last five years. And so yeah, I would never, I would not hesitate. I’ve told anybody who’s ever asked me about my coaching relationship with you and your organization, I said I wouldn’t hesitate, never in a million years. You have literally changed my life as a result of what you’ve taught me. You have got to come to Tulsa one of these days here. So I know you guys are going to enjoy your retirement or whatever it is you’re doing. But at some point, if you ever get the bug and you ever start a new thing or you’re ever in the Tulsa area, I really want to see you guys. You have my cell phone number. We can talk whenever. But I just want to tell you, it’s been an honor working with you, and it’s been so exciting to help you hit your goals. And I know you’ve worked 30-plus years to go on this dream vacation lifestyle that you’ve built up. What would you say to anybody out there that has a business and they feel, my final question for you, they feel overwhelmed by all the systems they have to build and they’re not at the top of the mountain, they haven’t sold the business yet, it isn’t systemized and all they see is perpetual chaos, what would you say to that person? Just take the next step, right? Every journey begins with the next step and that next step should definitely be contacting you guys. Tim, you can- If they just do that, the rest will take care of itself. You make sure of that. Tim, it’s an honor serving you again. I appreciate you very much and don’t be a stranger there, sir. You got it. Thank you. Take care, Chief. Bye. Bye. The Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business workshops because we teach you what you need to know to grow. You can learn the proven 13 point business systems that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website, we’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two day, 15 hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems, so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re gonna leave energized, motivated, but you’re also gonna 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 you’re like oh But we’ll teach you the knowledge after our next workshop And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. And I encourage you to not believe what I’m saying, and I want you to Google 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 it. And now you may be thinking, what does it actually cost to attend an in-person two-day interactive Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money. So if you’re out there today and you want to attend our in-person two-day interactive business workshop, all you got to do is go to Thrivetimeshow.com to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for you. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma. And we have been working with Thrive for business coaching for almost a year now. Yeah, so what we want to do is we want to share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now, okay? I just want to let you know what type of accomplishment this is. Our competition, Orkin, 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 nonexistent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts, and staying on top of those podcasts to really help with getting up on what they’re listing and ranking there with Google. And also we’ve been trying to get Google reviews, asking our customers for reviews, and now we’re the highest rated and most reviewed Pesamon company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay. So 411% we’re up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now our closing rate is about 85% and that’s largely due to, first of all, our Google reviews that we’ve gotten. People really see that our customers are happy, but also we have a script that we follow. And so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one and done deal. It was a system that we followed with Thrive in the refining process. And that has obviously, the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals and more new customers last year than we did the first five months or I’m sorry the first 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 by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews. That way we’ve really been able to come up with a really great team. We’ve created and implemented checklists. Everything gets done, and it gets done right. It creates accountability. We’re able to make sure that everything gets done properly, both out in the field and also in our office. And also doing the podcast like Jared had mentioned that has really, really contributed to our success. But that, like I said, the diligence and consistency in doing those in that system has really, really been a big blessing in our lives. And also, you know, it’s really shown that we’ve gotten a success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. We were in a rut. We didn’t know- 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. We didn’t really know where to go, what to do, how to get out of this rut that we’re in. Thrive helped us with that. They implemented those systems, and they taught us those systems. They taught us the knowledge that we needed in order to succeed. Now it’s been a grind, absolutely it’s been a grind this last year, but we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut, and if you’re thinking about working with Thrive, quit thinking about it and just do it, do the action, and you’ll get the results. It will take hard work and discipline, but that’s what it’s gonna take in order to really succeed. So, we just want to give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore. I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42% increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proof-and-turn-key marketing and coaching system that will grow your practice and get you the results that you’re looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983, and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello, my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. Clay has done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with like Lee Crockrell, head of Disney with the 40,000 cast members. He’s friends with like Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day-to-day he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers, and web developers, and they run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly he’s running 160 companies every six to eight weeks. He’s doing reawaken America tours every six to eight weeks. He’s also doing business conferences where 200 people show up and he teaches people a 13-step proven system that he’s done and worked with billionaires, helping them grow their companies. So 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 of critical thinking, document creation, making it, putting it into, organizing everything in their head to building it into a franchisable, scalable business. Like one of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So, amazing guy, Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. And that’s what I like 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 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 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. I’m Rachel with Tip Top K9 and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys. We appreciate you and really just appreciate how far you’ve taken us. This is our old house. Right. This is where we used to live a few years ago. This is our old neighborhood. See, it’s nice, right? So this is my old van and our old school marketing. And this is our old team. And by team, I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing, and this is our new team. We went from four to fourteen, and I took this beautiful photo. We worked with several different business coaches in the past, and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman, so we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts, and actually build a team. So now that we have systems in place, we’ve gone from one to ten locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd. We’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand The Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business Workshops because we teach you what you need to know to grow You can learn the proven 13-point business systems that dr. Zellner and I have used over and over to start and grow successful companies We get into the specifics the specific steps on what you need to do to optimize your website. We’re 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 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. 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. We wouldn’t give you your money back if you don’t love it. We built this facility for you, and we’re excited to see it. And now you may be thinking, what does it actually cost to attend an in-person two-day interactive Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money. So if you’re out there today and you want to attend our in-person two-day interactive business workshop, all you got to do is go to thrivetimeshow.com to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for And if you can’t afford $250, we have scholarship pricing available to make it affordable for you.