Entrepreneur | 4 Steps To Having a Successful Tradeshow – Part 1

Audio Transcription

Get ready to enter the drive time show! It’s time for the finale! It’s time for the finale! Say it again! It’s time for the finale! It’s time for the finale! It’s time for the finale! Now on the dot, I mute the stress bars to give what we got Cause it’s in some books, I’ve read in the books It’s easy for you to miss, don’t end the good looks As the father of five, that’s what I’m about So if you see my kids, please tell them hi And see, and see, I put your great teeth on Now three, two, one, here we go So if you’re not a kid, I’m a grown man And I’m a grown man We are talking about trade shows and the four steps to build and launch an effective trade show marketing plan We’ve had a lot of mailbag questions, ask the mentor questions from thrivers all around the country And this one I’m pretty excited about because I think you’re gonna knock it out of the park. I just want you to know, I’ve personally worked at hundreds of trade shows and I actually started one and sold it. So I’m telling you, this is a deal. If you’ve already been to 200 trade shows and have had massive success, you don’t need to watch this. Okay, but if you were gone and you’re going, for some reason I can’t sell anything, for some reason I’m just not moving the needle, this, maybe you’ve never gone to a trade show and you’re wondering what do I need to launch one? This is for you You’re gonna love this is this such a good training. I might write on the smart board with a sharpie That’s how good it is. Yeah, a bit. Yeah permanent right down the tail prime example of learning from mentors or mistakes You can either learn from a mentor or about a hundred trade shows worth of mistakes Yeah, you script 100 shows and you don’t need this train. Okay. Well the mailbag question goes as this. How do I get the most out of trade shows? For me, as a beer guy, it’s a little different from most people, but it’d be good to have a step-by-step of what you should bring, like the booth setup wise, informational giveaway, and any useful strategies for trade shows. How to get good booth location and or how to make use of a bad booth location as a show. So we’re going to start getting into this. This is from a Thriver out in Kansas, okay, out in about Wichita, Kansas. So the food for thought here as we’re getting into it and we’re trying to decide whether or not a trade show is a good fit for you is we have to determine if ideal and likely buyers will be there. Clay, can you get into this for me? Yeah. Well, first off, I know that our Thriver, we had a chance to talk to him on So he says he’s a beer guy. It doesn’t mean he’s like, hey, I’m a beer guy. And I wanted to, you know, he just means intoxicated while he goes. It means that he’s a guy who has a company that sells beer. So I just wanna make sure we get that. I know you were thinking, yeah, is that an out? No, it’s not a drunk Thrive. Okay, so there we go. So moving on. So the thing is, when you go to these trade shows, I’ll give you an example. One of the companies I used to work with was a cosmetic surgery business. So, this guy’s doing some cosmetic surgery, right? So, if you’re doing cosmetic surgery, another one I did was a wedding entertainment business. Okay, so wedding entertainment. These are just two trade show examples. Well, let me give you one more. This is a cookie store. They sell cookies. And so, one of the ladies, says, hey, should I be in this trade show? This client, she says, should I be in this trade show? And I said, who’s gonna be? She says, well, brides-to-be. I said, well, who are your ideal and likely buyers? She says, oh, we do a lot of walk-in traffic. We sell cookies to people who are kind of on a middle- to upper-class sort of a, or people who want to have a gourmet cookie, like a Whole Foods crowd. know? And I’m like, well, if you booked a wedding, you know, if a bride did want to buy cookies for a wedding, is that something you’d want to do? want to shut down the shop and go deliver the cookies to a wedding? It’s kind of like no. So if you say no, I don’t really want to do that trade show So this is the no to the wedding show, you know and just to give you some power examples here again this cosmetic Surgery guy he says hey, there’s a trade show It’s gonna go on at this location with this demographic and I said who’s gonna be there again? demographic, this location. We discovered that his location is over here. The demographic location is over there. And again, we say no. Then we look at another trade show. We realize that this trade show is going to be right there. The synergy, it’s right at the mix there. This is his demographic that he wants. This is his target demographic right here. This is his target demographic. this right here is the demographic of the trade show that mix right in the middle Bing bing bing bing That’s the trade show you want to be into it for a wedding for a wedding entertainment business I used to do every trade show if there was a trade show I thought I should be in it and I can tell you this For me it was a complete waste of time to go to the women’s trade show was a complete waste of time to go to The small business alliance trade show to me every trade show was a complete waste of time except for the wedding trade shows for the wedding business. And for the cosmetic surgeon, every trade show is a waste of time except for the women’s shows. So you have to find the right show for your business. And I can tell you there’s usually a great trade show in every metropolitan area for almost every industry. So you can find a great one, absolutely hit a home run. But let’s make sure that you’re asking the right questions and going, how many people I’m give these to you Ask the person putting it on say how many people are gonna be here? How many people what are the number of attendees that you had last year ask that question? Okay, then ask him do I get a list name phone number email? Do I get a list of name phone or email then ask the cost right? Then you want to know how many years have been doing this how many years have they been doing this trade show? Number of attendees, list cost years. I say this because I meet so many thrivers all around the world who have met so many business clients who sign up for these trade shows. They find that it’s the first annual trade show and we have two vendors that are going to be there and you’re going to be one of them. so you just don’t wanna do that. Okay, so you’re saying that it’s important to know the history and the reputation of the trade show. Yep. And you gotta be asking yourself, is this makes sense for me? Chet Holmes, the best-selling author of The Ultimate Sales Machine, he has this notable quotable. Done properly, a trade show can take you from obscurity to the top of the market in a single event. Trade shows offer an awesome opportunity really stand out and get noticed. Done improperly, trade shows can be a waste of money. Tell me about that. Has there been good trade shows and bad trade shows in your experience? Well, there’s one show called the Dallas Wedding Show. I think it’s called the Dallas Wedding Show. It’ll come to me in a minute what the actual name is, but it’s at the Dallas Market Hall, so you can Google it and check it out. it is like the largest wedding show, one of the largest wedding shows in the country. So when you walk in this massive view, imagine you’re walking in this massive hall, and this hall has something like a hundred and five vendors. And you get an of the space, we’re talking about each booth is 10 by 10. So you’re talking about row after row after row after row. So you go like this, and then you keep going I mean this is just a massive Massive trade show down there at the Dallas Market Hall and the first year I went I feel like I was taking like a BB gun And shooting it like a battleship. I’m like you know and then the battleship turns and you’re like No, no, no, I’m just kidding You don’t want to be there where you’re this little BB gun in the in the shooting of battleships What you want to do is you’re gonna go there you want to stand out I mean, these brides in this case are walking in, in your case there’s hundreds of vendors, how are you going to stand out? How are you going to stand out? I can tell you, we’ve found systems that are going to help you stand out in a group of hundreds. We’ve done some of the largest trade shows in the world and have some systems we’re going to teach you right now that’s going to teach you how to break out of that clutter so that you stand out. Because look how many vendors there are, want to be the one that people remember and that people buy from. Boom, back to you. So you talked a little bit about the location in here. Is this something that they assign to you or is this something that you choose or how does that typically work? First off, if you can get a location, you’d love to get it closer to where people walk in. So if people are walking in, it’d be awesome if they’re all walking in through this pattern. It’d be great if you’re like right here. you know what? If you’re not, who cares? I’ve worked with numerous businesses that are located in terrible shopping centers or terrible booth locations and they’ve done just fine. So we’re going to make some super moves here, some specific action items that will make your booth stand out no matter what. We’ve got four steps here to really start making the most of these trade shows. number one, get noticed and break out of the clutter of commerce. We get into this with a notable quotable from Chet Holmes again. Nothing, including great products and superb selling, will matter if you can’t get noticed. Most trade shows are boring. Booth after booth of folks hawking their wares. What you have to do is be a fun booth, the place that looks more interesting and exciting than any other booth. Okay so tell me a little bit about this what does Chet Holmes mean by this? What I’m going to do is I’m going to pack into these talent coming up unpack these 10 different action items here really get into it we’ll go one by one with us and Marshall and I will kind of work through that so this first thing I want to hit on is you have to have your team appearance has to be looking good so I’m going to put this up on the board make sure you just one is your team appearance. You’ve got to make sure that your people are dressed to impress or there’s some sort of theme going on. So Chet Holmes writes in The Ultimate Sales Machine about having your whole staff dress in Hawaiian luau sort of gear maybe. Or maybe everyone on your team wears a suit. Out of the wedding industry, no DJs were dressed up. They were straight up wearing like the most casual stuff possible. So we dressed really professionally. People thought, wow, boom. For a wedding photography business, we just dress like we’re going to a wedding. We dressed to impress. We dressed to where we wanna be undressed. However, with your company, you might say, we’re all gonna dress up like aliens. And you’re like, aliens? Yeah, because our theme is out of this world service. So everyone’s gonna be dressed up like aliens. We’re gonna have our faces painted green, was easy for me to say But you hope your whole body green, you know, maybe you got Chewbacca or something running around here But I don’t even remember. I mean think about this if you go into a trade show And everyone’s dressed everyone’s like hi. I’m with such-and-such company and here’s my brochure and how you doing? Thanks for coming by and thanks for stopping by and all the vendors all the vendors sit down I don’t know what that is. I think sitting down is kind of like where you give up on life. You just go to the trade show and you’re going, Okay, here’s the brochure. And they do that the whole day and they wonder, Why am I not making any money? Well, because you’re probably sitting down at your trade show. you get the vendor who’s doing this, they’re going, I’ll just text people all day who aren’t at the trade show to see if I can sell something at the trade show. No. You’ve to be engaged. I’m saying is most of the vendors aren’t. So the good news here is to help you, is 90% of these people are clowns. They are not motivated. They’re not thrivers. They’re people who are just there, their boss made them go, and they’re just there. So the team of parents, think right now. What can you do to break out of the clutter? Is it unbelievable professionalism? Is it the Hawaiian gear? Is it having Chewbacca in your booth? I want you to do something. It’s a good picture. But anyway, thank you. Okay, so the first thing is team appearance. Yeah. The second thing, uh, the second way to break out of the clutter is the tallest booth in the room. What is this? Oh! What is this, uh, what do we got? booth! Tallest booth in the room! This move is awesome! Because we all went to school with somebody who is taller than most people. You know, we all went to school with the tall guy, and not to point anybody out or call anybody out, but we all went to school with the guy who’s tall, and you’re like, everyone, like Marshall, what you, a 7’4″? How tall are you? Just shy of 7’4″. I’m about a 6’7″. Yeah, he’s like, you know, 6’10”. The thing is, with Marshall, is that every time someone sees him, the first thing he says, you are tall. Then they go with the, how tall are you? And then the first read, the third one is, did you play basketball? what happens when you’re the tall guy. Well, when you’re in the booth, remember all these trade shows, imagine that you do this, you go, boom, and you erect this structure that is, every other booth is 10 feet tall, 10 feet wide, 10 feet deep, and you go ahead and you go with the one that’s 20 feet tall. Well, I’ve seen a lot of vendors do this move over the years. a super move. You just make your booth taller than everybody else and then people are like what’s that it’s so tall I don’t remember a booth being that tall. I wonder if they play basketball and people remember it then and they just go to it they’re attracted to it. So again the tall move that’s a move that’s that’s uh it works. Yeah I appreciate you using that move in life. so that’s my that’s my super move for life That’s the thing that I am always doing just trying to be the tallest milking green vegetables But but but yeah So when you’re having the booths you have those piping and drapes that they usually set up to divide all the booths We’re in so you’re saying pipe up some drapes higher than everybody else’s you need to bite this up You need to make the piping huge No what you need to do is you literally take the trussing and you’re gonna buy the bigger trussing just go north with that stuff. Now some of the trade shows are gonna require you to have certain insurances and stuff so don’t just you know jerry-rig your own you know twig thatch make booth system but I mean think through it but yeah the tallest one wins a lot of times. The third move to break free of the clutter of the clutter or you know so free food. Oh, free food, tell me, now, okay, I’m gonna knock real quick, this is sort of a deal. People who are from like San Diego, we have a lot of thrivers in San Diego, a of thrivers on the coast. People in San Diego, they’re like, what do you guys wanna do tonight, right? And people go, we’ll go to the beach, or let’s go, you know, let’s go surfing. Let’s go do a beach camping deal. Why don’t we go, why don’t we go longboarding? Why don’t we, but people in Oklahoma, do is, well, let’s get something to eat. That’s just sort of the Oklahoma move, is let’s just get something to eat. And so in Oklahoma Midwest, we understand this. In the Midwest, it’s a deal where we basically just go eat. That’s what we do whenever we have an opportunity to do something. We look for something to eat. Well, the trade show brings the Midwest to the trade show. So basically at the trade show, everyone’s at this trade show. Remember, we’re in a sea of hundreds of vendors and all these people coming in, eventually they’re gonna have this thought. They’re gonna say this, they’re gonna say, well, where are we gonna get something to eat? And then when they do that, you’re gonna say, I know where we’re gonna get something to eat. We’re gonna get something to eat at the tallest trade show that has Chewbacca in it, the green paint. Face people. So you’re saying you can even combine some of these moves together. Yeah, if you’re going be the most popular person in Oklahoma, you just want to open up a restaurant. Just look it up. Just do the Google research on this. I’m telling you, Oklahoma, Kansas City, we’re just looking for something to eat. We don’t really have a lot of things to go see. We don’t have a lot of mountains. You live in Des Moines right now, you know what I’m talking about, Des Moines. I mean, we’re creative people. We’ve come up with things to do. We don’t need mountains or things to see. We just, we want something to eat. There we go. Moving into the fourth song that we can do to break free out of the clutter. Powerful product demonstration. What is that? Okay, this is the product demo. Now, when I say product demo, make sure we’re getting it. You don’t want to leave off the word powerful. So I go into Sam’s Club. I go into Sam’s Club. This is for five Day, and the way I do Father’s Day is I basically declare on that day I’m gonna buy myself something. Because I’m not, I don’t need a lot of attention, you know, but I have beautiful kids, therefore I feel like I must be beautiful. I deserve to buy myself something awesome. So I go into Sam’s Club, and I’m not looking for anything particular, except I am looking for something to eat. I get to the Sam’s Club, and I’m walking around, and then a guy’s got the headset on. like, now folks, I’m gonna tell you something about this juicer. This juicer right here, what it can do is just put it on me, I’m gonna put an apple. I’m gonna put in a carrot. I’m gonna put in a shoe. I’m gonna mix it up, here you go. And I’m going, this thing can juice anything, you know? So the product demonstration, I go, can I put an orange in there? And the guy’s like, no, you can’t do it, but I’ll do it for you, I’ll show you. He takes the orange, I’m like, you have to peel it? No, no folks, you don’t have to peel it. Now remember, he’s got a headset on. You’ve seen that guy? Yeah. Folks, I’ve got a headset on. What I’m doing right now is I’m going to juice an orange and I’m not going to peel it at all. putting it. Folks, how much time are you wasting peeling oranges? You know you’re spending like hours. You’re spending like five minutes a week peeling an orange. Orange compounded over a lifetime. Folks, that’s like a year of your life. You’re wasting peeling oranges, folks. you start to walk away you’re like okay that’s pretty good. Who wants a sample? Who wants to try it? Who wants a little sippy sip? That’s unbelievable because he’s got the power he’s got the demo going and the free food combo that’s a that’s a unicorn right there so then I have a little bit and I’m like that’s pretty good well sir is that pretty good I’m like it’s pretty good all these people are looking at me sir is that pretty good that’s pretty good so it’s pretty good so let me ask you this sir uh uh we was there any reason why you wouldn’t buy it today? Yeah, I don’t know He’s a and folks were thrown in today three, you know knives or whatever And the point is if you can if you have a product demo that Wow’s you gotta show that stuff If you have a product demo where it’s just like Wow Just what the other day a guy comes into my office and he shows me a product samples a demo. This is real software thing. We were just talking to the guys there tonight, but it shows like a 3D tour of every house. He shows that mess and our faces were just like… and he goes, do you like it? And we’re just… If you have a product demo that wows, then do that. Now if you’re selling something that’s maybe not a wow product demo, then you probably don’t want to do that. As a DJ company, we weren’t like actually just cranking up super loud music and being like, ladies and gentlemen, I’m here to talk you about electric slide, yeah, because you couldn’t have a conversation. But think through it, and you might have a product demo, that might be your super move. That might be the move for you. We’re trying to give you guys some options here to execute here at the trade show. So the fifth move that you can do to break free of the clutter here is the point person. Now, what do you mean by the point person clip? Well, in the trade show, what happens is, this is how the whole trade show game goes. In the trade show, people are walking down these rows. They’re walking down rows. And I’m talking people, I’m talking about people, I’m talking about thousands of people. They’re all walking around going, oh, I wonder what that is. Now, each vendor, most vendors have two strategies. is the apathy move where they’re on their phone and they’re not paying attention. The less is more move. The less is more. They’re doing nothing at all. And then the second move they do is the high pressure move. Like, folks, you want to buy today or what? You want to throw your life away or do you want to make some change? You want to buy this thing? You want to ruin your kitchen or do you want to save your kitchen? Now one guy at this trade show I went to in Tampa, he literally said, do you want to poison your family with these pots and pans or do you want to get some pots and pans that are care of your family now my quiz Teflon is in most pots and pans and you are literally killing your family and I’m just like that’s intense bro so you over time you start walking by not like I make eye contact you’re just gone look at it look at so you’re walking to the trade show and what you want is the point person is the point person this is about guys like a play okay in your booth you’ve got like a bike like a basketball player a football player okay so you have one person here one person here one person here one person here one person here this right here is the path this is the hallway there’s a booth here there’s a booth here this is booth a this is booth B this is booth C booth A is a 10 by 10 booth B is a 10 by 10 10 feet by 10 feet C is a 10 by 10, but you have people, you have five people, you always want five people in your booth. How many people? Five, how many people? Five, what if you’re watching this show right now and you’re going, my people are small. Maybe six, but you want five people, okay? So you go, one here, one here, one here, one here, one here, and this person here, this is the point person, and their job is to stand a little bit into the hallway, so if right here, the row, you know the row because there’s a row of booths, there’s booths over here too. There’s booths over here but this right here is the pathway and you usually are going to have a clearance of about 10 feet wide. So this path, this hallway is 10 feet. The point person wants to stand about 2 to 3 inches in that path and they want to go, hey are you guys interested in a DJ? Hey are you guys interested in a blender? Hi would you guys be interested in a product demo? are you guys getting married? Hey, are you interested in a cruise? Hey, would you like to know about our window installation company, whatever the thing is, but their job is to go, hey, are you looking for, and they have to make eye contact. And they’re going be very pleasant. You really want someone who’s pleasant to look at? Are you going, this guy, does he hate people that don’t look beautiful? No, I’m just saying, if I had a booth, for instance, you know, it can be me up front or Marshall, I would choose Marshall because he’s a beautiful man. And so I would put Marshall out there. Whereas if, know, if I was in the booth, I would not be the one at that point person. If you have a beautiful man, beautiful woman, I’m not kidding. Have them be the greeter. And then when someone says, yeah, I might be or maybe, then they go, well, come on, step back into our booth. We’ll take care of you. Step back into our booth. Let me repeat. Step back into our booth and we’ll take care of you. they do is they walk them back and you want to walk them back to the back of the booth where you have a bistro table. You always want a bistro table. That’s a tall table, circular about this tall, and that’s where this person’s posted up ready to present. So that’s the vote. But the blank person has to go, so are you are you interested in a… oh really? Well come on, step back into our booth and we’ll take care of you. That’s how you have to do it. And this point person, all day their job is to bring people in. Bring them in. They’re like the heckler at the fair who says, do you think you can throw the ball and knock me into the water, but you can’t? You throw like a, you know, that kind of thing. They’re like that, but not mean. They’re nice and bring people in. Bring people in. Yep, so you’re saying that people specifically, they have to get in their face and say, hey, how are you doing? How many people would you say out of 10 would come into the booth they’re not being asked, hey would you like to see this? Well if you do ask 10 people I bet you 1 or 2 come into the booth. If you have 10 people, 2 will come in. If you don’t ask like 0. So what you’re saying is you’ve to be asking all day to get just those couple people in to make the presentation. Okay, if you’re watching right now from the Bronx, from New York City, Manhattan, Staten You know what I’m talking about, Queens. Queens. This is the deal. The Bronx. You guys, this is what you guys are doing. You guys are hustlers. You guys understand what I’m saying. If you’re in New York and you have a restaurant and you want people to hop in, big shout out to New York. I’ve been to New York a lot. You guys know what I’m talking about. You’re not going to wait for people to come into your restaurant. You’re going to go, hey, we have unbelievable Italian food. Come on in, folks. Unbelievable Italian food. Are you interested? being serious I travel a lot this is this is what they do Miami Miami South Beach you know what I’m talking about you guys do this you hustle now you some of you Midwesterners like myself where you’re going we don’t pressure people in the Midwest we just let it come to us we just let You’re gonna be poor, so stop doing that. You’re gonna have to get up there and just with great confidence and say, hey, folks, are you interested in buying a blender? Come on into our booth. And you have to say it with great joy, enthusiasm, smile, point person. Don’t have anything in it, by the way, years ago, bad story, quick story, but bad story, years ago I had a point person who was going through a little bit of a chemical imbalance, a little bit of a marital problem, a little bit of a something, and that was back in the time before I realized that you need to fire people that aren’t inspired, point is he was like going would you be interested in coming into our booth? Would you be interested in DJing? Would you be? And I literally looked at him, I remember walking to look at him going this guy looks sad. He was like repelling people. So you gotta make sure you’re overtly happy, kind, look at people in the eye and just say hey folks are you interested in a blender? Come on in our booth. Let’s get into point number six. Come on, wait a break, of the clutter. Music mania. Love that. Oh, now here’s the, now guys, I was just talking to my daughter last night, Havana, about this. There’s this thing where you’re trying to create this thing called the mojo. I’m going to just get a little bit off the reservation for this, but the mojo is where you want to create this momentum, this mojo, this flow. People want to be near the mojo. you go to San Diego, you go to New York, you can walk in a restaurant, it’s got that ambiance, it has the music playing, you walk in, it’s poof, poof, poof, poof. You know, like, man, I kinda do want sushi. Poof, poof, poof, poof, poof. You know, that’s kinda the deal, right? You go to a swanky hotel in South Beach, and you walk in, and you’re kinda going, oh, this is a nice place, you look around, poof, poof, poof, And you’re just going, wow. just it creates that that sort of vibe that feel that did there’s not there’s not a human beatboxing there’s actually a music playing but the point is it creates that atmosphere and so people are attracted remember if we go back here people go did I hear music from the Did I hear music from the tallest booth where they have a Wookiee In the booth and free food and a demo Is this heaven no, this is a super booth that I’m gonna remember and then that’s why people buy stuff Remember if you’re not memorable, you’re forgettable. Please remember that if you’re not memorable, you’re forgettable back to you So Seth Godin has this excellent notable quotable here. It says something remarkable is worth talking about, worth noticing, exceptional, new, interesting, it’s a purple cow. Boom! Boring stuff is invisible. So if you’re saying that if you’re not doing any of these moves you’re not gonna be memorable, people are not gonna want to… where’s that music coming from? What is that? Let’s give you Seth Godin’s example because Seth is so he’s fun. I love Seth Godin He’s got the these word pictures that just they work for you, but you’re driving down the road You’re driving down the road driving down that trade show Boulevard trade show Road You’re driving down there You got this fence going on and you’ve got this kind of grassy area, you know, and you’re driving You’re just it’s just you’re just miles and miles of grass and greenery and this is to to Hillybee, Iowa is maybe Missouri or something you’re driving and there’s just a mass of cows here there’s tons of cows there’s cows everywhere they’re all the same color and you’re like they’re going and you’re going hey cow look there’s a cow look there’s a cow but if you live by the cows like I did growing up you go yeah you know now it’s like an adult I’m like there’s a cow in the city what’s going on but as a kid you know it is a kid that you kind of go man because you see all the time. But in that stack of cows, in that grouping of cows, if one of those cows was a purple cow, the cow was painted purple, out of curiosity, most drivers would just pull over, they would just go, well, I have to pull, let’s pull over and see that cow. Then the next person goes, why are they pulling over? And don’t act like you don’t know what I’m talking about. If someone gets in a minor fender bender, we’re pulling over going, wonder what that is. We’re slowing down even if we don’t need to. I wonder what that is. Pretty soon, the whole freeway is now everybody’s, I wonder what that is. I wonder what that is. There’s like 20 cars, I wonder what that is. And people go, there’s 80 cars, I wonder what that is. Pretty soon, people are back here and they line up. So what happens at the trade show, what happens at the trade show, homies, this is so awesome, you have to remember this. As you begin to create this momentum where people literally want to come to the booth because of the mojo, and this used to happen at every trade show. Vendors used to come up to me and go, how do you have every person here? Customers would say, everyone’s at your booth, what’s going on? People would come up and go, what’s going on? Everyone’s here, what do you guys sell? I’m telling you, that’s what you wanna create. trying to create this this level of intensity and these these marketing awesomeness where it goes it just kind of vibrates this intensity and then boom you have created a purple cow and then you got the mojo and boom you’re making money. So you got people passing out free food they’re walking around the trade show with it you got strangers asking hey where’d you get that cake or where’d you that cake? Where’d you get that kale? People never say that. Okay, I did it for you. You understand that. Yeah, I like that. Step number seven, or move number seven here of ways to break free of clutter. Mascots everywhere. What is that? Okay, now this right here is a move that is one that I’ve seen a lot, but you don’t pull this off unless you are the woman or the man or somebody says I’m in it to win it. You don’t do this move if you’re going well I’m kind of into our mascot. I mean you do this if you’re sold out. Okay so let’s just pretend that you want to you say you know what our company went out of the world service and so I want to just get into it. I want to just really you know create I want people to remember out of this world service. And so what you do is you go ahead and you go with the Wookiee move. So you now, this man is in a Wookiee costume. So someone on your team, by the way, you’re going have to look at someone on your team who’s going to go, why do I have to go in the Wookiee costume? Usually the tallest person. Yeah, it’s, so anyway, you know, and then this Wookiee guy, he is now, this Wookiee guy, he’s gonna just walk around the trade show. He’s just gonna walk around the entire time, and he’s gonna have a sign on his back, or a sign he’s wearing, that tells people to go to your booth. And he literally just walks around. One of my friends, she did this super move, and it was awesome. She had women wearing bridal gowns at the wedding show, and they would just run around wearing bridal gowns with signs on that said visit Fascianos. So if you’re at the trade show you see a bride walking by, another bride, another bride, you’re going what what is that? And then you go oh that’s Fascianos. Then you go that’s the tallest booth. That is where the Wookiees are. That’s where the food is. That’s where the music is. Oh the point person goes hey come on in are you interested in a dress all of a sudden you’re dominating that’s how you do it folks but don’t don’t do the mascot move if you’re like we’re gonna have Barry just wear a hat that says Barry’s plumbing and just walk around. Move number eight, massive giveaways. Okay so massive giveaways talk to me a little bit about this. Yeah the giveaway move is basically if somebody feels like they can win something substantial usually they’re gonna throw caution to the wind. So let me just show you how this works. This is what happens. Someone says, I would never give away my personal information. So over here, it’s like, we’ll call this safety. We might even just call this wisdom. And over here, we’re gonna call this like, you know, this is gonna call this like, you know, the winning column. You know, over here. And then you say, well, over here, I would never, I would never give my email away. I would just, I would not do it. There’s no way I would give my email to you. I don’t even know you. Name, I’m not giving you my name. I’m not giving you my address. That’s weird. In this unsafe world we live in, you think I’m gonna give you my address where you can show up at my house? I’m not going to. And I’m not going to give you my email. And I’m not going to give you my name. And then they say, and then give this little person, money you make going right down your income I wouldn’t tell my best friend how much money I make well alone you who I just met at the mall I’m not doing it I would not give my income my name my address my email I will not need okay fine and then you know just tell specifically why you buy things you know why you buy things I would not I’m not going to and then someone says so this is your stack of reasons why not to and then someone says, well, I’ll give you something. And you go, well, what are you talking about? And they go, oh, you know, it’s a little something. No, it’s like a blender. You go, yeah, I’ll give you something, like a boat. Well, so you’re saying all you want is my personal information, my name, my phone number, my email, all the things needed to rob me, maim me, kill me, chase me, get me, take advantage of me. Yeah, I can see how that makes sense for a chance to win a boat. I mean, I don’t want a one in two thousand chance, let’s do it. That’s what happens. So I’m just trying to explain this to you. At the wedding shows, I found that girls wanted to win the free wedding. They wanted a free DJ, free photo, free video, free cruise. if I can be the guy who promised that one of the first 200 girls who booked with us would get a chance to win this, so one of the first 200 people to book a DJ would get the wedding package, then I found people would book right there. So as an example, this whole giveaway for the whole wedding package maybe cost me $7,000, But I was able to book at again, $600 to $700, $200 right there. So do the math on that. $200, right, $200 weddings times $600 to $700 per one versus $7,000, it’s a great deal. So I’m just telling you, if you’re gonna do a giveaway, it’s gotta be a massive one. It can’t be one of these weak sauce like, you know, if you register and you get a chance win 2% off 8% you get a chance to register if you now tell you what folks you come on down here and you register you go ahead And give me all your personal information You got a 10% off discount that you might be eligible for now I’ll tell you what throw one out into 11% off something you might not even want Dumb and I’ve done that I paid that dumb tax don’t do that no so I know a lot of our thrivers are you know operating very small businesses that this might be their first trade show before they’re you know going out to one if I don’t have a lot of capital yep how do I get one of these big giveaways how do I fund that or is that just an investment that I need to you know buy and we’re just talking to Mikayla Mikayla say Halo. Mikaylo. But anyway, we’re talking to Mikaylo. Mikaylo has an insulation company. By the way, if you’re in the New York area and you’re not his competitor, then you need to insulate that house. Look him up. What’s the name of his company? American Hybrid Home. Google that mess. Find him. American Hybrid Homes. But here’s the deal. He went out to his first trade show a while back. And for a guy like Mikaylo or you if you’re watching, if that’s you, what you want to do is you want to think about, well, how much does it cost to insulate somebody’s house? So let’s say that for Makaylo, I’m making up numbers Let’s say his hard cost to insulate your home was 2,000, but he would normally charge you 4,000 He could say register to receive free home insulation value at $4,000 and now what he’s doing is he’s given some of his time He’s given some of his hard cost yes, but he’s given some of the of a whole lot of money in exchange for a whole lot of leads. Cool. So we’re getting close here to the end of a couple moves. We’re in bit of a clutter. One of these big ones is the no-brainer offer. No-brainer. It’s a no-brainer. Yeah, well you need a no-brainer and you gotta make it a compelling offer where the people who are attending the trade show would say, there’s really no reason why I wouldn’t do this deal. we did for our photography company, it works awesome, feel free to steal this deal. And if you’re in Tulsa, I’ll come up with a new move and beat you. But here’s the deal is, what we say is we say, now, just so know, if you guys decide to book an appointment today, what we’re gonna do is one, you guys are gonna receive a discount off your wedding package. You don’t have to book, pay deposit, but if you agree to come in for an appointment, you get a discount. So they go, oh, wow, I get a discount? You say, yep, you get a discount. He says, okay, so I got a discount. Well, that’s not that compelling, they say. He said, and the meeting will take you 30 minutes, and just for coming in, we’re gonna give you guys $50 for coming in, a $50 gift card just for coming in, and we’ve won these certain awards, and we have a really compelling offer. So now if you’re a customer who is looking to book a photographer for your wedding, and you’re looking at, well they’re offering a discount, they’re going to pay me $50 for coming to the meeting, they’ve won awards, they have a great offer, why would I not? And that’s really where you want to make it. The deal has to be a no-brainer. So you need to think right now, ask yourself, what are the no-brainer offers, what’s the no-brainer offer you could do? What is the combination of benefits that you could offer that are so rich, so awesome, so just ridiculous that people can’t say no? And that’s how you move the needle, that’s how you grow the company. We’re getting into the 10th move to break free of the clutter at a trade show, and that is enthusiastic salespeople. tell me, how does enthusiastic salespeople relate to merit-based pay? Well, what you’re gonna do is when you go to your trade show, you’re gonna wanna have people who are there who are enthusiastic. So we’ve said enthusiastic salespeople. Well, what does enthusiasm mean? Well, if you go and you look at the Greek, if you’re one of those guys who’s like, I wanna know the origin of words. If you’re one those ladies who goes, I just have to know where the word comes from I can even own it or use it comfortably that’s probably smart. The word enthusiasm comes from the word Theos. Okay so Theos is kind of this this main word here Theos. Okay Theos meaning God and then in so it’s with within. Okay God within. So your people who are at the booth not in a sacrilegious kind of way but they need to make sure that they have the joy of the Lord or they need to act as though they have God within them, that kind of confidence. I would like to think that if in some weird universe, our God, whatever God that may be, our God was going to the trade show, I’d like to think he wasn’t like, so, would you maybe be interested in my service and services? I would like to think that God wouldn’t go, I don’t really know what we offer, here’s a print piece. I’d like to think that our God wouldn’t go, well, I drank a lot last night, I don’t really know what our packages are, but I do know that you look like a winner. I mean, I’m hoping that’s not what God would say, but God within to me is someone with confidence, and the confidence comes through knowing what they’re doing, knowing they’re fully trained, and knowing they’re supposed to be there, knowing that you are where you need to be. So if your salespeople have to know they’re there with a purpose, you have to tell them what the goal is that day. The goal is to set appointments. You need to encourage them, you need to train them, equip them, give them the knowledge, give them the role playing, get them going, and then you need to have a merit-based pay system and a merit-based pay. So you say, hey, for every appointment that you set that turns into a deal, I’m gonna give you a bonus. So specifically, one of the clients I worked with to transform his medical business was we paid all the staff their normal hourly wages. We paid them 10 bucks an hour, 12 bucks an hour to stand at the booth, and we said, for every appointment that you set that actually comes in, 50 bucks for you. So people are going, you mean I can make $5,000 today? We’re like, well, you can probably make $2,000 today. Make $2,000 today? And you go, yeah. All of a sudden, there’s a little enthusiasm, but then that enthusiasm quickly dissipates if people aren’t trained and fully equipped and knowing what they need to be doing. So you’ve got to equip your team, train your team, give them that merit-based pay, and do not let anybody in your booth that does not possess overwhelming amounts of enthusiasm. have to have enthusiasm. So how does enthusiasm relate to the rejection that they might face with those eight people that say, eh, I love things. Well, at the wedding show, just to give you an example, this is how it would go for me. I’ll give you an example. In our Aubrey editing team, we’re to cut this up and speed it up real fast for you. But I’ll go, so, let me ask, are you listening for a date now? OK, so are you guys listening for a date now? Hey, are listening for a date now? Hey, are you listening for a date? You jerk. OK, so I guess you’re not listening. Are you listening for a date? Quit talking to me. Quit talking to me. I’m listening for a date. I’m with my wife. I’m with one the women. I’m with four girls. I’m listening a date. Stop talking to me. That’s somebody who maybe just went through a personal drama, like, outside the building. you’re like, okay, so probably you know You’re just going there’s a lot of intensity here, but what’s happening is all the vendors are asking the people Hey, are you interested in this? Do you want this? Do you want this and then finally someone goes? Well, what do you offer? And you’ve got to be enthusiastic then I goes two out of ten you’ve got to go, Step into our booth and we’ll show you. And you’ve got, I’m just telling you, Now, what you can do to limit the amount of rejection so people want to come in your booth, as I got better over time, I started doing the team appearance, dressed in professionally. Now remember, back in the day when I was first asking, when I was role-playing right there, I was dressed like an idiot. I didn’t look like I was a professional, so I’m saying, hey, do you want to meet with, that’s like taking a van, getting in a van, and driving up to the local basketball, like where kids are playing basketball, and going, hey kids, you guys want some candy? I mean, that’s not the move. Parents are gonna go, get away, you freak, you can’t do that, it’s just not the move, you don’t say that, mean, that’s just not the move. So make sure you’re dressed in nice. Now, over time, I figured out if I dress nice, if I have a nice booth, if I have food in the booth, if I have a product demo, if I have a point purse, if have great music, if I have great samples, I got a mask, I got giveaways, I got the no-brainer, got, now people want to come in. So towards the end of the career with the DJ business, I got to where if I asked 10 people, I bet you I could get six to come in the booth. There you go. So over time you’ll get better at this, but you have to have enthusiasm. But still, four out of 10 were saying no. through the push through the nose. Let’s move into the second step of At the trade show. Okay, so I have the booth. I finally have the look I have the feel at the trade show now What am I doing? What am I actually doing while I’m there? So step number two is book appointments and gather leads, you know, it walk me through this this strategy this system Well, the thing is you want to focus on booking the appointments. So you don’t want to go to the show and just get your name out there. You have to book appointments. Always be closing, or always be confirming an appointment. The point is you have to always, always, always, at the end of the conversation, you have to call the customer to call to action. so it would be a good time to meet for you with your schedule next week. This time or that time. You have to confirm appointments. You have to set an actual appointment. The idea, if you visualize this, is you go to the trade show, then from the trade show you bring people in to set an appointment. So one, the first step of the trade show is it’s like you’re fishing. You’re putting out a net. Now that you have them in the net, you have to bring them into the boat, which is the appointment. Okay, we’re not done though. Just so we’re clear, anybody who’s ever gone fishing, if you put the net out there and you get fish in the net and then you just kind of go, let’s go get something to eat. That’s not gonna work. You’ve got to pull the net into the boat. You pull the net into the boat. Now you got them in the boat, which is the appointment. Now once they’re in the boat, now this is the part this analogy gets weird I’m sorry because you guys deserve a better analogy to work with me. Once you’ve got the fish in the boat, and they’re in the boat, they’re not in the water, you brought them in, you were fishing, now they’re in the boat, now you’re gonna actually have to kill the fish. Eat the fish, right? In this case you have to close the deal. Okay, I’m not saying you want to kill customers, that’s not what I’m saying here. don’t anybody to misunderstand that at all But I’m saying those when you’re fishing again You have the net then you put it in the boat, then you got to kill fish What you do here is you got to go to the trade show you got to book appointments You got a close deal point is you can’t just go to the trade show and think people are gonna call you and go I have copious amounts of money. I want to pay you. Is there any way I’ve got so much money I want to pay that money to you. I don’t even want the money I have I woke up today with a vision and the vision was your name I never met you before but I want to pay you big amounts of money Are you okay with that how much money how much money is too much money for you? I’m not so much money- me I’m not so you That’s not gonna happen people are going to say I like my money and I want to keep it As much of it as I can I’ve worked hard for the money and each unit of money I have is Is you know related to the amount of hours I’ve worked and so maybe for me one hour of Time is worth you know $10 or $20 and I don’t want to give any of those to you cuz I’m giving you my time So a lot of people are going to trade shows with the mindset that the fish are jumping into the boat They’re just out there going. Well you guys want to you guys want to throw in a net or anything or you guys want it? No, man I’m just gonna let the fish jump in the boat, man. Cause I look at it like my boat’s sweet, I got a good old net right here, let’s jump right in there, I’m just gonna bam in. That’s not gonna happen, okay. So you gotta, you gotta, you gotta mindset, you’re gonna be like, guys I think we should put the net in the water. No man, you just want to get a good net and let the fish jump into you, because that’s where the fish are. You know, fish are gonna come to you, that’s the move. Fish, you want them hard to get, good fish will jump after you if it knows fish want what they can’t have and that’s to be eaten by you. That’s what a lot of people do at trade shows. They just do nothing and they start to say, I want to be kind of hard to get. I don’t want to pressure people. I don’t want to inform people. I don’t want to, well good luck on that but you’re going to ultimately be in a soup kitchen lunch. There we go. want to teach these drivers specifically on how once they have people in their booth how to book these appointments Yeah, so there’s a notable quotable from chat Holmes. Oh That’s not author of the ultimate sales machine. Here we go in order to enter the drawing You’re talking about massive giveaways here that enter the drawing They need to give you a business card and fill out a quick little form that asks a few qualifying questions Okay, so in your experience, how have you done this move? How have you had those few qualifying questions? What Chet’s talking about in his book, Ultimate Sales Machine, is that if you’re going to let somebody enter in for a chance to win the big giveaway, they have to give you their name, their business card, they have to give you their contact information. They have to do that in order for a chance to win. That’s one of those moves. If you’re going to do a giveaway or you’re not going to do a big giveaway, either way, if you’re going through this list of things we’ve given you, you don’t have to do all of the moves, but just do the ones that you can apply. I recommend you do them all, but you can maybe do eight of them or seven of them. What he’s talking about is you have to get their information. You have to gather their information. I’m telling you, I used to do this at trade shows. I would have a great conversation with somebody and they would go hey, I’ll give you a call all fall up with you And I have never I mean if I was betting my life on it I would have been dead thousands of times And I remember I was betting my finances on I get back to my house And I remember I’m just sitting there in my house and also in my house and just ready I thought that’s where I worked was in my house, and I’m there and I’m going all right This show is good be my wife and do what’s how was this how was the show it was good? my name out there. They’d say, would you book any appointments? No, but I got a lot of leads. I got business cards and I got my name out there. I got a lot of good conversations though. They go, so did you book any appointments? No, but I got a lot of contacts and then I just sit there on Monday and my phone wouldn’t ring and I’m thinking, I wonder if my phone’s broke. I literally called the company of eTel to see if my phone was broken. I went to check, I haven’t seen it ring. Maybe my phone line’s broken. you call the EZTel guy, and then you’re like, well, maybe I put the wrong number on my business card. And you think, well, maybe, maybe the show wasn’t very, it wasn’t a good show. Maybe it wasn’t qualified leads. Maybe it was, and you never want to, you kind of, you get in the bathroom, and you’re kind of looking, and you’re kind of going in the mirror, and you go, oh no, it’s me. And you realize that you didn’t have a closing strategy and no one’s gonna call you because nobody knows who you are, they don’t remember you. You didn’t follow these 10 moves, you didn’t have business cards, you didn’t collect their information. So it’s very, important that you, whole goal here, guys, is to set an appointment. You have to do it. Don’t get on these false wins, because then two weeks later, you’re trying to go to the bank, right? And the bank teller’s like, well, hey Mr. Clark, how much money would you like to deposit today? And you go, well, I want to deposit a bunch of good connections I met. I’d like to deposit getting my name out there. I’d like to deposit some good rapport I have. Can I deposit those potential deals into the bank? And they go, no. And then you end up eating ramen, which is what I literally did. No air conditioning and eating ramen. years paying a dumb tax for not knowing this stuff. See, just implement this, please, for the sakes of you. So let’s get into the firehose of knowledge. We have an action item for the drivers to book these appointments, okay? So the first thing that we need to do is develop a unified vision and theme for the show. So you’ve got to decide, are we doing the Hawaiian shirt thing, or what advice would you give us? Well let’s go with a theme that no one here if you’re a Thriver watch this and you’re like this theme is the worst theme that’s fine we’re trying to help you but if we went with the whole out of this world theme we’re like look there’s little aliens and that’s you know this is our theme aliens if that’s gonna be your theme that’s you know interesting theme there but if you’re gonna go with the whole alien theme everything about your booth has to go with that theme Chewbacca needs to be in that booth. Everyone needs to be dressing that way. It needs to be a cohesive theme. Now what’s not a theme is your good friend Barry. know Barry works with you. You see him every day. Barry’s kind of a little larger guy. He works over there in accounting and you’re going, Barry, why don’t you have your shirt on and why are you painted green and why are you wearing that mask? And Barry’s like, it’s part of an alien theme that I’m doing. And you go, well, none of us are doing the theme, though, you’re the only one. You’re the only one doing the theme, Barry. And he goes, well, I wanted to do the alien theme. And now you have a weird vibe going on. And so at the DJ booth, I used to let guys do their own theme, and that is not good, because you got guys showing up with like tons of swag, guys wearing like suits like they’re in like I like a rap video sparkling shimmering suits. I’m not kidding You know that guy who’s wearing like you know like shining shimmering one guys like bro. I’m gonna film casual look bra Brah just gonna look casual look you know so like I’m just wearing like this t-shirt You know cuz I just want brides to know that I’m casual you know I remember one guy’s one guy there, I won’t tell you guys name of this guy, but he literally brought these maracas and he was like wanting to play salsa music all day and bum bum ba da bum ba da bum bum ba da and I remember walking by the booth going what is going on? Cause you got the casual guy being like, sup? Bruh, you looking to get married? Then you got the other guy, boop boop boop do do boop do do do then you got the shimmering suit guy, now it’s like our squad. Don’t do that, don’t let Barry wear an alien mask. Make a theme, unified, unified. Not just a theme, but a unified theme. Common union, baby, communion. Get that theme together. Here we go. Okay, so in terms of resources, you know, what do I have in the booth? We’re talking about these lead sheets. So let’s walk the thrivers through what do I need to have on the lead sheet? What am I gonna have in front of me when I’m talking to these different leads that could potentially buy from my company? A lead sheet is an 8 1 by 11 sheet of paper, and on that sheet of paper is all the information needed to gather, that you need to gather from the potential customer. So you wanna have a clipboard, okay? You wanna have a clipboard, and on that clipboard, you wanna have your lead sheet. So here’s your clipboard right there, boom. Now on your clipboard, you’re gonna have a piece of paper, this piece of paper is called the lead sheet. It’s 8 1 by 11, and you’re gonna use that to collect information as you’re talking to ideal and likely buyers. Cool. So we want their name. So when they’re in Microsoft Word or you know, whatever it is that that Apple is using. We’re going to send you guys a template of this and send it. Yeah, it’s going to happen. it’ll be on with this episode. We’ll make it easily accessible for you. You can actually download a PDF of what a lead sheet should look like. What a lead sheet should look like. So you got to have that. The next thing that I need in my booth is a one sheet. A one sheet to give out to prospective clients. A one sheet. I want to make sure that I’m obsessing over the details real quick on this lead sheet because on the lead sheet I’m talking you need their name, okay? You need their number, you’re gonna need their email, you’re going to need to have five rapport-building questions. Five rapport-building questions. You’re gonna need five needs-based questions. You’re gonna have five benefits supported by a fact, and you’re gonna have five closing questions. This is all on your lead sheet. You have to have this on one sheet because you’re gonna have to train an army of people how to do this, and it starts with you. So you’ve gotta do that. Then, as you go through it, you use this lead sheet, which is almost like a mobile script. show script, as you use that, the device that you’re going to use to display the products and services and the benefits of what you offer is a one sheet. The way that would work is … Let me see if I can grab a piece of paper here. Let’s pretend that this was a lead sheet. I’d be at the booth and the point person would say, hey, are you guys interested in home installation? Nope. hey are you guys interested in making your home more efficient? Yeah, I think we are well come on into the mobile office Let me introduce you to clay our sales guy Boop-boop-boop-boop going back I come back. Oh Hey, I’m clay. How are you great? Hey? Well? I’m staying behind my bistro table, and I say so what’s your name? So tell me this what are guys looking for out of a you know home insulation company? I have my questions scripted out that I’m going ask. My report, my needs, my benefits, my close. If you have no idea what I’m talking about, go watch our sales episodes. This will help you. But what you’re going to do is I’m going to gather that and I go, hey, let me show you the benefits of what our company offers. We have really three to five benefits at your trade show. Three to five. You say, one, we can make your home 30% more efficient. You show them the benefit. It’s supported by a fact. You show them the next benefit. You say, I’m going make your home 30% more efficient. In fact, we have a one sheet here of tons of references you can call people right in your area whose homes you’ve made more efficient. Two, we can get it all installed within 24 hours. In fact, let me give you the names and numbers of people we’ve actually installed right here in this area who could vouch for that. Three, we’re award winning. That’s how do it. We need a one sheet as your tangible print item that you give the customer. The lead sheet’s for you, the one sheet is for them. Hopefully that makes sense. 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. so what we want to do is we want to share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now, okay. I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both 1.3 billion dollar companies. They both have two to three thousand pages of content attached to their website. So it basically goes from virtually on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that’s right past, 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 or ranking there with Google. And also, we’ve been trying to get Google reviews, asking our customers for reviews. now we’re the highest rated and most reviewed Peshamon company in the Tulsa area. And that’s really helped with our conversion rate. the number of new customers that we’ve had is up 411% over last year. Wait, so how much are we up? 411%. Okay, so 411% we’re up with 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 percent and that’s largely due to first of all, like our Google reviews that we’ve gotten. People really see that our customers are happy. But also we have a script that we follow. And so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one and done deal. It was a system that we followed with Thrive in the refining process. And that has obviously, the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals, more new customers last year than we did the first five months, or I’m sorry, first we booked more deals last week Then we did the first five months of last year from before we would we work with right? So again, we booked more deals last week than the first five months of last year. It’s incredible But the reason we have that success by implementing the systems that that’s right this taught us and helped us out with Some of the systems that we’ve implemented our group interviews that way we’ve really been able to Come up with a really great team and we’ve created an implemented checklist and when everything Gets done and it gets done, right? We 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 is of the diligence and consistency and doing those and that system has really really been a big blessing in our eyes and also and you know it’s really shown that we’ve gotten a success from following those systems. So before working with Wright we were basically stuck really no new growth with our with our business and we were in a rut and we last three years our customer base has pretty much stayed the same. We weren’t shrinking but we weren’t really growing either. We didn’t really know where to go or what to do. I had to get out of this rut that we were in. But Thrive helped us with that. They implemented those systems and they taught us those systems and they taught us the knowledge that we needed in order to succeed. it’s been a grind, absolutely it’s been a grind this last year, but we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we’re in a rut, Thrive helped us get out of that rut and if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action and you will get the results. It will take hard work and discipline, but that’s what it’s going to take in order to really succeed. So I 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. I’m Dr. Mark Moore. I’m 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. the same month. And overall, our average is running about 40-42% increase month over month, year over year. The group of people who acquired the implement our new digital marketing plan is immense, starting with the business coach, videographers, photographers, web designers. when I graduated in school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing you services, you’re choosing to use a proof-and-turn key marketing and coaching system that will grow your practice and get you results that you’re looking for. went to the University of Oklahoma College of Industry, 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 Cole, Cole Law Fitness. Today I wanna tell you a 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 checklist, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with like Lee Crockwell, head of Disney with 40,000 cast members. friends with Mike Lindell. He does Reawaken America tours, where he does these tours all across the country where 10,000 or more people show up to some of these tours on a 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. think of this guy with a team of business coaches running 160 companies. So in the week, he’s running 160 companies. Every six to eight weeks, he’s doing real-world commercial tours. Every six to eight weeks, he’s also doing business conferences where 200 people show up and he teaches people a 14-step provenance that he’s done and worked with billionaires, helping them grow their companies. So he’s asking guys from startups, from startup to being multimillionaires, um, teaching people how to get time freedom and financial freedom through this is a critical thinking, document creation, um, making it, putting it into, uh, organizing everything in their head to building into a franchisable scalable business. Like one of his businesses, like 500 franchises, that’s just one of the companies or brands that he works with. guy Elon Musk kind of kind of like smart guy kind of comes off sometimes as socially awkward, but he’s so brilliant And he’s taught me so much when I say that like Clay is like he doesn’t care what people think when you’re talking to him He cares about where you’re going in your life and where he can get you to go And that’s what I like the most about it He’s like a good coach coaches and just making you feel good all the time a coach is actually helping you get to the best you and Clay’s been an amazing business coach. Through the course of that we became friends. I was really most impressed with him is when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out, knew that he could make millions on the deal and they were super excited about working with him. And he told me, he’s like, I’m not gonna touch it, I’m gonna turn it down, because he knew it was gonna 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 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 you know, navigating competition in an economy that’s like, I remember we got closed down for three months. helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns and lockdowns. I’m Rachel with Tip Top Game and we just want to give huge thank you to Clay Netflix. Hey guys, I’m Ryan with Tip Top Game. just want to say a big thank you to Thrive 15. you to make it like epic. We love you guys We appreciate you and really just appreciate how far you’ve taken us This is my old van and our old school market and this is our old team and my team I mean it’s been a year This is our new house With our new neighborhood This is our new fiend With our new money This is our new team We went from 4 to 14 And took this field for ourselves We worked several different businesses which is in the past and they were all about helping Ryan sell better and to teach him 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 Sims, into manuals, into Sprint and actually build a team. So now that we have Sims in place, we’ve gone from one to ten locations in only a year. October 2016 we grossed 13 grand for the whole month. Right now in 2018, the month of October, it’s only the 22nd, we’ve already grossed a little over 50 grand. The whole month, we still have time to go. We’re just thankful for you, thankful for driving your mentorship, and we’re really thankful that you guys have helped us to grow business, that we run now instead of the business running us. Just thank you, thank you, thank you, thank you. Whoa, the Thrive Tech 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 to do them in variety of ways in the system. There are no reminders or invocations or interests are implicit. We need to substitute them in specific steps, on what you need to do to optimize your website. We’re going teach you how figure out your conversion rate. We’re going to teach you how do a social media marketing campaign that works. How do you raise capital? How do you small business fund? We teach you everything you need to know here in a two day, 15 hour, 14 day, 24 day, 24 24 day business. really energized, motivated, which you’re also going leave out. The reason why I build these workshops is because, and I’m sure, I always wish that I had this, and because there’s a reason why I have this, I’m doing these motivational seminars, no money down, real estate, Ponzi schemes, these motivational seminars, and they would never teach me anything. Like, they wouldn’t dare pay for the big bucks, but they would find it was all nonsense. And I wouldn’t know, it’s like, oh, what do you know, you have to run your own store. And the great thing is we have the upside. Every workshop, we teach you what you need to know. There’s no one in the back door, no one trying to sell you. So the next day, you’re rich quick. Hot, hot, cold, hot, hot. where we can track tactics and stuff and even though you are not starting from the beginning I encourage you to not believe what I’m saying don’t you google unsee 666 on watch don’t you google health and the rich get numbers on our search engines look them up and say are they successful because they’re geniuses or are they successful because they’ve proven successful when you do the research you will discover the same system that we use in our home does not be used in your system. Come to us, we’ll protect you. We guarantee you the best infrastructure and we’ll give you your money back if you don’t want it. We built the facility for you to work five days a year. AHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH you.