Entrepreneur | Branding Enhancement: Tiffany Box versus K Mart Bag Marketing

Audio Transcription

Get ready to enter the Thrivetime Show! We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re on the top. 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 where I’mma dive. So if you see my wife and kids, please tell them hi. Next thing as far as your branding, now we’re going to get into some specific stuff. I’m so excited because today we’re going to be able to do this for you. But on the branding, there’s a quote that’s on the wall behind you. And I’m going to sneak over here and read it real fast for you. But it’s by Michael Levine, one of our Thrive mentors. He says, PR is gift wrapping. If you package a bracelet in a Tiffany box, it will have a higher perceived value than if you presented it in a Kmart box. So what we’re saying is Tiffany versus Kmart, if I were to give my wife a ring and put it in the Tiffany box, even if it wasn’t a Tiffany ring, which would be a shady move, but she would go, wow, because what Tiffany represents, it represents you’ve sacrificed with some money for something nice. If you put it in a Tiffany box, the perception is, wow. Now, if you take it over here and we put it in a Kmart bag, and Kmart’s had its struggles with the blade here, but if we put it in a Kmart bag, the perception is like, hey, I got you a ring. Oh, really? Yeah, and it’s in a Kmart bag. And the perception is, so we want to make sure that we gift wrap your business. So if you think about this over here, you have like Mercedes, and then over here you have, let’s go with like a brand, a lot of the bottom of it, a lot of brands have been very aggressive in marketing their brands recently. Ikea is really trying to improve their image, but I’m saying is Mercedes has a brand of like, that’s a pretty exclusive brand, right? If you think of like computers, Apple has branded itself as kind of the elite product. It just works. It’s solid. I just want to make sure you’re on this side of it and not on that side of it. You know what I mean? I want to make sure you’re the best. So what I want to do is I want to pull up your website here real quick. Oh, family care. Cool. So this is the site. Buy one pair, get one free. First off, visually it looks solid. It doesn’t look bad. It’s very good. If you look at the site, your logo on the left, I’d like to update it a little bit. I don’t want to throw it away, but I want to do some tweaks to it. And if you look at the site itself, we need to make sure that every aspect of your site is designed for web conversion. We want to knock that out. So I’ll have our team upstairs knock this out for you. But the branding, it has to look world class. So what I’m going to do is, Marshall, can you pull up a new tab where you type in Forbes and then Social Proof? And so Forbes did a really good job in an article kind of distilling what it is I’m talking about. And I have a checklist I’ll give you too so we can go through this. But let’s pull it up real quick here. Okay, awesome. So one is customer reviews. That needs to be present on the site. Like video testimony as we begin. Social media, likes and shares, we wanna be there. Trust symbols, where it says like trusted optometrists of choice for, and maybe it’s a big company, or it’s, and then video testimonials. We want those on the site. Celebrity, if we have any celebrities we’ve ever worked with, it’d be great to put them on the site. If not, don’t stress it. We’d love to get one. If you could reach out to a local media member and see if you could do their optometry for free, if they would promote you, awesome. And then PR, that’s like as seen on. Yeah. So if we go to the website of, let’s go to the website for the men’s grooming company I’m a part of. And so Marshall, we can pull up eitrlounge.com. So specifically, and I’m going to have Marshall kind of list these. I’ll write them on the board here, but we’re going to type these up here for you. Okay. So that we don’t forget all these details. Okay. But one is we need to make sure you see the site there you see it has the social media the social proof of yours as seen on yep have you ever been featured on the news this point I’m a few small I’m community newspaper articles the work yep start their move on to the good yet so as seen on the one that yet the otherwise this is known as social proof yep now what trust symbols trust symbols. Trust symbols are kind of like, oh, I recognize that brand. Oh, they’re, oh, I recognize, they’re working with that company. So Marshall, can you pull up a new tab real quick here on the big screen? I want to show you a trust symbol. About like American Optometric Association? Yes, yes. Any logo or brand affiliation that you have that builds trust. So let’s go ahead and Google here Make your life epic. No, the Google epic for epic photos Tulsa calm. This is our photography company. So you an idea for that? So our photography company most girls read the not comments a magazine they read Yeah And so every year they have an award that they give away to the photographer with the most high quality reviews And so you see right there prominently we have the awards. 2012, we’ve got four years we’ve won that award. We just got a different award from them as well. So we feature that. We’ve also been featured on TLC, you know the show Say Yes to the Dress. And those are symbols where people go, oh wow. So that’s a little different from As Seen on, because the As Seen on is strictly media. But the trust symbols are those logos that people can identify with. Have you ever worked with a celebrity? Not yet, no. Okay. So celebrities, we’ll kind of give that the goose egg right now, but it doesn’t mean we’re bad people. It just means that if we can, at some point, if you were able to do the eye care for, how big right now are the Cardinals? They’re pretty big. I mean, that’s the team. Yeah. So there’s some guys on the team. Major League Baseball minimum wage is right now about, what, $500,000 a year? I mean, it’s pretty heavy. But minimum salary is what it is. You guys are making some good money. I know the league average, people are making hundreds and hundreds of thousands of dollars. But let’s say you reached out to all the backups, all of them. So think about those guys. And you go, hey, guys, and the Rams. The Rams, I just signed my main man, Wes Wilker, former Patriot. But you reach out to those guys in the NFL and you say, hey, I would love to provide your team or your guys with free eye care. You know, a lot on paper you go, are you telling me I have to give away like free eye care to 10 guys? Well, I’ll tell you, two of them will take you up on it. Maybe you represent, there’s 53 NFL players, maybe five take you up on it. But now on your site, imagine your testimonials are like, hey, I’m Wes Welker, receiver for the Rams, and I get my eye care done at O’Fallon. And for him, it decreased his family’s cost. And for you, you got that celebrity. And I know you’re in medicals. There are certain things you can and can’t do with freebies. But the point is, you want to try to get a celebrity. Next thing is social media. Do you keep those guys pretty active? I go to ways, but yes. Today, we’re going to make them active for a long time. OK, we’ll set that up today. But I want you to make sure you jot this down. You want to be Monday, Wednesday, Friday, minimum updating your social media with the same thing every week. Same idea. Yeah. So every Monday can be your eye care tip. Every Wednesday could be a testimonial, every Friday could be a special. Well you can sit down using that tool called Hootsuite, which we’re going to set up for you today. You can go into Hootsuite and you can literally set it up for the next three months and some people Google you and go, man this guy’s real. The next thing is we desperately need reviews. Oh, we need reviews. Do you have a lot of reviews? On Google Plus we do. OK. And so, Hanvey, have you also got people that have emailed you over the years? Yeah, a few. And you’re one of the more humble people I’ve ever met, so you wouldn’t naturally just go, jeez, let’s take every positive thing someone’s ever said and put it on my site. But we really need to do that. So we need to get your reviews up there. So if you look again, we’ve got customer reviews, social media, got your likes, video testimonials. I want to get that done for you. So you’re six hours away, is that right? Yep. And as part of our business makeover we’re doing here with you, I will be happy to send up our guys up there to film your people, and there’ll be no cost to do that for you, but we need to get a bunch of them in a room, happy customers, and we ask them about their experience. We can pull up a website real quick here. If you can Google Marshall SOS and then Tulsa on the big screen. Okay, so now you click here on About. Don’t click About, just kind of hover over About, and there should be reviews or our staff treatment, meet the doc, locations. There you go, bottom left. Bottom left on that picture. Patient, yeah. So this is what I’m saying. This is a real person. They’re not paid. We didn’t say, hey, would you say nice things about us? But if you scroll down, we just said, would you be willing to come in and share your story? So scroll up and then hit play. If you can make that full screen real quick, just so we can kind of marinate on it. I got injured at work. And my husband had surgery from him several years ago. I got T-boned by a semi-drug 400 feet. My injury had really limited my ability to do things. It was a constant battle of every day was just trying to push and get through to the nighttime where I could take my pain pills and muscle relaxers. And I was in agony. You know, just every second of the day. Couldn’t stand up straight, couldn’t walk more than 10, 20 feet. I was in bed most of the time. I lost 40 pounds of muscle. I used to not be able to drive without hurting. I got to where I couldn’t stand at work without hurting. My job required me to be very physically active, and I was unable to do so. My life is different now after working with Dr. Petrae. Even just being able to take my kid out to go to the movies or go to a game or anything like that. I mean, I go ride in my Razor for the weekend. I don’t have to take any pain pills. I’m good to go. And now, there’s no pain. I can stand. I can drive. Pause. And what makes that powerful is real people sharing their real stories about their real experience. And so homework for you is I need you, and I want Marshall to jot this down, I need you to find a minimum of 10 people that you can think of that had some really powerful experiences with you. There’s one, I used to work at a dentist, and there’s one lady who had got hit in the face in a car accident. And she couldn’t afford to have her teeth fixed. So she’s missing basically a lot of her top teeth. Well, the doctor decided to go ahead and pay the cost of putting in veneers for her. And she tells the story. And you can’t not cry. Because it’s just like, wow, that’s awesome. Well, customers who go to the site, if we do all this marketing and we don’t have this branding, they’re going to go, eh, might go somewhere else. So right now, here’s what I feel like. I feel like we are a professional ambiguous. That’s my assessment. So we are professionally ambiguous. We are looking good, but we’re not necessarily connecting emotionally or in a way that sets you apart from every other person. I look at your site and I go, that’s very professional. So you stand above the people that aren’t, but at no point am I going, wow, I should definitely use him because he’s unique and he’s the only guy who does X, Y, Z. Make sense? Yeah. So that’s really what we need to do. Now, specific stuff I’m going to go ahead and jot out here for you, that we’ll do here for you. And then, Marshall, I’ll have you jot this down because we have a lot of specifics that we’re going to keep adding to my list. Okay? Okay. We’re going to get it all done today, so don’t get overwhelmed, but we’re going to do it. The next is you have to have a call to action and you want to have three calls to action above the fold. So we go to your site, if we can, we want to do that. So if we go back to, let’s go to Epic Photos Tulsa. Again, Marshall, when you have a chance. Our site, you know, we have that get a quote button. Then you have the contact us at the top right. In a perfect world, scroll down a little, Marshall. I’d love it if I could see that third get quote, the third call to action at the bottom, get a quote, if I could see that above the fold. Yeah. And the fold is the point at which you have to scroll down the site. So Marshall, if you scroll up again, when you go to the site, this is above the fold. Right. But if you put your mouse over the experience, the knots, the bottom of that little ribbon, down below there, that’s below the fold. And we have all sorts of research we can show you and I want to make sure we’ll add this to the screen here and so Marshall if you can reference this there’s a tool it’s called Crazy Egg and we’re gonna go ahead and get Crazy Egg working for you today. And Crazy Egg will allow us to diagnose where people click and you’ll find that nobody clicks below the fold. So we have to get three calls to action above the fold. Okay. Make sense? Yeah. Other item we have to do on your site, super duper important, is we have to make sure that we are search engine compliant. So there’s a great tool called semrush.com and my team is going to run a report on that for you today and it’s going to show you all the things that we have technically wrong with the site, but as a big broad stroke rule here, I need to make sure that one, your site 2. That it’s WordPress based. 3. That you can update it yourself. And we’re going to make it available for you and all the Thrivers. There’s a document we call the SEO Bible that we use internally. And I’ll make sure you have access to that. It’s something I’ve created and over time I just keep adding to it. But we need to make sure that your title tag is correct. We need to make sure that your keywords are correct. We need to make sure that your description is correct. This part breaks the mind of people. We have to make sure that you have a thousand words of content on every page. Because if not, Google looks at your site less favorably. Wikipedia is top in Google for any term. So if you go to Google right now, Marshall, we pull up on the big screen. Let’s say we Google the word dog on the big screen here. Wikipedia has a lock on the word dog. If you click the word dog, look how many things they have about the word dog. They have more content than anybody else in the world about the word dog. We have to make sure you have more content about St. Louis optometry than anybody else in the world. So we need to make sure we have HTML-based WordPress. We need to make sure that we go ahead. It’s very, very important that you can update the sites. It’s update kind of a self-editor for content management system, CMS. You can do it yourself. Title tags, updated keywords, description, 1,000 words of content. We also have this thing called XML sitemap. And we also have to have an HTML sitemap. And we’ll do all this and I’ll show it to you. We have to have it. Then we have to have backlinks. We have to have more backlinks than anybody else in your industry. Period. Then, and we’re still not done, we’ve got to have a weekly SEO accountability document. This is something big for you. Do you have anybody in your office who does some sort of back office work that helps you behind the scenes? Sure. Okay. And whoever that person’s name is, get a mind on them. They’re going to need to have a regimen of how much content they can create per week. There’s a tool called the Dragon. Okay, so I’m writing this down here for you. You’re gonna have a content regimen. Regimen. Regimen. I feel like I spelled it wrong. Marshall, did I spell that wrong? Regiment. R-E-G-I-M-E-N-T Ooh, wow. E-N-T. Regiment. I don’t know how you say it right, too. Content regiment. But anyway, so on the content regiment, the main thing is you have to have a set amount of content they’re going to produce per week. You hold them accountable to. Google looks for original content. It has to be original. It cannot look like it was written by a robot. The Marshalls, scroll down real quick. I just want to show them on the Epic site where we keep all this glory. And all this stuff, we do the best we can to write the best stuff we can. But I can tell you, honestly, over the years, scroll all the way down, way down, and just keep on going. I have never had a client call me and go, I love how many words you have on your site. Oh, or, well, the stuff you wrote on the bottom of page 7 really made my brain explode with awesome. If you look at the bottom right, it says site map. And look how many pages of just pages of just pages of just pages all that just content each one of those is an article that’s a thousand words long so click one of them so we’ve been doing this it’s a slow steps up the mountain we didn’t climb the mountain in one day but you scroll down look at all that we just keep adding content every day so no one can catch us so we have to be the the content you have to have a content regiment that’s gonna work for you you win fact checker says no T at that. Ha ha! Ha ha! How do you spell it? How do you spell it? M-E-N. M-E-N? Yep. Yes! I’m still wrong, but at least I’m less wrong. So content regimen, but you have to do 5,000 words per week. So you’ve got to have a system for this, OK? Otherwise, you’ll fall. We’ll give you the top of Google, and then you’ll learn. Cool? Go other stuff we have to do is we have to have a targeting ad Targeting ads are the ads where Anybody who’s on like Facebook would see your ad people who go to ESPN see your ad people who Google they see your ad And we are paying to be in front of those people then we have to have to gh Then we have to have a retargeting ad campaign. And the retargeting ad follows people around. So they’ve never been to your site. They see your site all the time. This is all, and we’re still not done. We’re going to get all done today, so don’t feel overwhelmed. Then we have to have, it just has to happen, we have to have a drip system in place. So we have to have an auto responder. So when anybody emails for the first time or inquires, you have to have an email that automatically goes to them. So we have to get that auto-responder going, OK? So auto-responder. Email postcards to people? Not very much anymore. All emails. Don’t throw it out here for him. Email is awesome. However, it offers you the quick delete. So you might want to do email, and then do a little text, and then do a little mail. Okay. So this year maybe month one you do email, month two you do text, month three you do the mail. But you have to, you know, because I bought glasses, I really am not, you know, but you got to stay in my mind, okay? So we got to have a drip system. I’m going to put email, text, and mail. But this is what we have to create for you today. And it has to be done this way, otherwise your site won’t work. And we go, well, are we done? No. It has to be mobile compliant. So the site has to be built in a way that if I’m looking at it on a tablet, or a phablet, or a Samsung, or an iPhone, or anything, I can see it. So you’ve got to have mobile compliant. Then after you have your mobile compliance, we have to have the most backlinks of anybody in town, the most content, the most Google compliant. So we look here. Google has kind of a, and you say, well, how is mobile compliant different from Google? Well, Google is constantly wanting us to make sure that we’re doing the right thing. And so we want to make sure that like Google, if Google thinks we’re cheating we want to know because we’re not cheating. But we have to do this and so we want to make sure that we have a system in place where we’re running this SEM rush report consistently so we’ve maintained a Google compliance and we keep tweaking it. But does that make sense for you? It does. Do you have any questions about all this because we’re gonna do all this fab-tabulousness but any questions about that? Not so far. Okay now we have to do is we have to create a one sheet. We’ll do that today too. Okay, and he’ll type this up. But the one sheet, first thing is it has to have your differentiator, has to explain clearly what do you do differently from the competition. So purple cow. Yes, exactly. And it’s kind of like a line by line purple cow where you go, we do this, most guys do this. I’ll help you with that today. We have to get that for you. You also have to have your benefits supported by facts. You can’t just say a bunch of claims that don’t make sense or that aren’t supported. Even if they’re true, if you don’t support them by a fact, people don’t receive it very well. So you have to have the benefits and the facts. Then we have to have our media mentions. We got to add that to the print piece, as seen on, featured on, that kind of thing. The next thing is you want to have testimonials. You want to have people that have said great things about you. This is all in one sheet of paper. So we give this to people. It’s a tangible walk away, 8 1⁄2 by 11. Here you go. The next thing you want to have here for it is you want to get your logo on that thing. You want to get your website on that. You want to get your phone number. And you want to go ahead and get on here and share about your cause. All this needs to go so when a patient shows up for the first time, we want to give them that one sheet. And Marshall, can you add to the notes, I want to give a copy of my PR kit as an example to Joe and then also I want to give him a epic photography and for all the thrivers get those so you can see what I use for my own companies so you’ll have that right there for you good that makes sense yeah so this is our immediate homework and we’re gonna go upstairs and knock all this out and then we’re gonna do is we’re gonna be able to kind of pull up the before and afters and knock it out. So we’re going to spend, again this is if you’re back in St. Louis, this is that 30 minutes a day. And you might find, I’ve got one client I work with who likes to spend just four hours on a Friday. So he’s a doctor, he doesn’t see patients on Fridays. Another doctor I know sees patients six days a week, but he comes in Saturday morning from 6am to 10, that’s when he does it. I don’t know for you, would you, it would be better for you to, if we weren’t involved, would it be better for you to typically handle this in the morning, like 30 minutes a day? Or is it better for you to do all at one deep dive every week? Or what’s more sustainable for you? I’m a night owl, so I do a lot of stuff like 11 to 1 sometimes. 11 to 1. After everyone’s in bed and I’ve got some time to myself. And that’s great. And see, that’s what works for you. There’s nothing wrong with that. So what we need to do is, we’re just going to need to move it forward. You go, well, Clay, geez, when am I going to find the time to make sure that my person is writing my content? That’s that time. And what will happen is you’ll get a lot of growth, and I just want to make sure that we’ve built a system that’s sustainable for you. Great. That cool? Yeah. And Mark, you got those notes there, my friend? All right, so we’re going to print that off, we’re going to go upstairs, and we’re going to begin making stuff. Awesome. Cool. Boom. Boom. All right, JT, so hypothetically, in your mind, what is the purpose of having a business? To get you to your goals. and would you need profits to get there I mean is that when you have a business that’s successful and you’re in your mind your expert opinion would you need profits to get your to your to get you to your goals yeah because if you have a 15 million dollar business but you have 15 million dollars of expenses that’s kind of pointless holy crap all right so the question I would have here for you, if you could take like, I don’t know, 10 minutes or less and see if you could save $3,000 a year by reducing your credit card fees, would you do it? Yes, absolutely. Holy crap. Why would somebody out there who’s listening right now, who has a sane mind, why would they not go to Thrivetimeshow.com forward slash credit dash card to schedule a ten minute consultation to see if they can reduce their credit card fees by at least three thousand bucks a year. Why would they not do it? Yeah, why would they not do it? Maybe because they don’t understand how you set the website. This tree is a symbol of the spirit of the Griswold family Christmas. No, that’s clear. Okay, so that could be true. So I encourage everybody to check out Thrivetimeshow.com forward slash credit dash card Thrivetimeshow.com forward slash credit dash card. What would be another reason why someone would not be willing to take 10 minutes to compare rates to see if they could save $3,000 or more on credit card fees? Maybe they think it is a waste of time and then it won’t. It’s not possible. There’s somebody out there that’s making more than $3,000 every 10 minutes and they’re like nah, that’s not worth my time. Hello, we getting there everybody, we getting there everybody. There’s probably someone out there that would think that. Well, I’ll just tell you folks, if you’re out there today and you’re making less than $3,000 per 10 minutes, I would highly recommend that you go to thronetimeshow.com forward slash credit dash hard because you can compare rates, you can save money, and the big goal, in my opinion, of building a business is to create time, freedom, and financial freedom. And in order to do that, you have to maximize your profits. Holy crap! Now, one way to maximize your profits is to increase your revenue. Another way to do it is to decrease your expenses. It’s a profit deal! It takes the pressure off. JT, is there any other reason why somebody would not be willing to take 10 minutes to compare rates to see if they could save a total of $3,000 a year on average? I am at a loss and I cannot think of any other. Shampoo is better. I go on first and clean the hair. Conditioner is better. I leave the hair silky and smooth. I leave the hair silky and smooth. Oh, really, fool? Really? I don’t know that I was skeptical. I just thought whatever. I’ll take 10 minutes. I’ll compare aids. I can’t tell you can tell me I’m a doctor. No, I mean, I’m just not sure but can’t you take a guess? Well not for another two hours You can’t take a guess for another two hours And in my case in my in my case my particular case I save over $20,000 a year Wow which is uh, you know like Wow. Which is like groceries when my wife goes to the organic store. Find everything you need today? Yeah. Great. Okay. Oh God. Everything okay ma’am? It’s just that you’ve only scanned a few items and it’s already 60 bucks. I’m so scared. Okay, I’m a trained professional ma’am. I’ve scanned a lot of groceries. I need you to stay with me. It’s just that my in-laws are in town and they want a charcuterie board. This isn’t going to be easy, so I need you to be brave, alright? What’s your name? Patricia. Patricia, alright. I need you to take a deep breath. We’re about to do the cheese. You know, that’s the difference between eating organic and not organic. So because my wife eats organic, I had to take the ten minutes needed to compare rates to save the $20,000 a year on credit card fees just for one of my companies. One question, what’s the brand name of the clock? The brand name of the clock, Rod, do we have it? The brand name of the clock, it’s an elegant, from Ridgway, it’s from Ridgway. Let’s buy the clock and sell the fireplace. I encourage everybody out there, go to Thrivetimeshow.com forward slash credit dash card, you schedule a free consultation, request information, a member of our team will call you, they’ll schedule a free consultation. It should take you 10 minutes or less. And they’re going to compare rates and see if they can’t save you more than $3,000 a year off of your credit card processing. You were hoping what? I wouldn’t owe you money at the end of the day. No, you don’t owe us money. Because at the end of the day, at the end of the day, the goal of the business is to create time freedom and financial freedom. to create additional profits. 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, Terminex, they’re both 1.3 billion dollar companies. They both have 2 to 3,000 pages of content attached to their website. So to basically go from virtually non-existent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts, and staying on top of those podcasts to really help with getting up on what they’re listing and ranking there with Google. And also, we’ve been trying to get Google reviews, you know, asking our customers for reviews. And now we’re the highest rated and most reviewed Pessamon company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay. So 411% we’re up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now our closing rate is about 85% and that’s largely due to, first of all, like our Google reviews that we’ve gotten. People really see that our customers are happy, but also we have a script that we follow. And so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one-and-done deal. It was a system that we that we followed with Thrive and 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, we booked more deals last week than we did the first five months of last year from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible. But the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. 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, is it the diligence and consistency in doing those, and that system has really, really been a big blessing in our lives. And also, you know, it’s really shown that we’ve gotten a success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut. And we didn’t know… The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah. And so we didn’t we didn’t really know where to go what to do, how to get out of this rut that we’re in. But Thrive helped us with that, you know, they implemented those systems that 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 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 going to take in order to really succeed. So we just want to give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore. I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42 percent 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 from 1983 to 1985. Hello my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. And Clay’s done a great job of helping us navigate anything that has to do with running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with Lee Crockwell, head of Disney with the 40,000 cast members. He’s friends with Mike Wendell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day-to-day he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, graphic designers, and web developers. They run 160 companies every single week. 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. I’ve seen guys from startups go from startup to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, making it, putting it into, organizing everything in their head to building it into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. Amazing guy, Elon Musk, kind of like smart guy. He comes off as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. That’s what I like him most about him. He’s a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. Clay has been an amazing business coach. Through the course of that we became friends. My most impressive thing was when I was shadowing him one time, we went into a business deal and listened to it. I got to shadow and listen to it. When we walked out I knew that he could make millions on the deal and they were super excited about working with him. 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 got nervous or worried about how to run the company or you know 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 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 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 10 locations in only a year. In October 2016, we grossed 13 grams 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 highest and most reviewed business workshops on the planet. 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 going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever, and we’re going to give you your money back if you don’t love it. We’ve built this facility for you, and we’re excited to see it. If we go back eight years ago, think about the number of clients you had back then versus the number of clients you have now. As a percentage, what has been the growth over the past eight years, do you think? We’ve got to inspire somebody out there who just doesn’t have the time to listen to their calls. Well, okay, so Clay, it’s like I would go up and down from about $10,000 a month up to about $40,000, but it’s up and down roller coaster. And so now we’ve got it to where we’re in excess of 100 clients. That’s awesome. And so I would have anywhere from five clients to 20 clients on my own with networking, but I had no control over it. I didn’t, without the systems, you’re going to be at the, you’re going to be victimized by your own business. For somebody out there who struggles with math, if you, let’s say that your average number of clients was 30 and you go to a hundred, as a percentage, what is that? I have grown, I have doubled every year since working with you. So I’ve doubled in clients, I’ve doubled in revenue every year. That’s a hundred percent growth every year I’ve worked with you. So I’m looking, we’ve been good friends seven, eight years and I’ve got doubled five times. Which is just incredible. I mean the first time you do it, that’s one thing, but when you do it repeatedly, I mean that’s unbelievable. We’re working our blessed assurance off this year to double. We’re planning on doubling again. We’re incorporating some new things in there to really help us do it, but we are going to double again this year. I started coaching, but it would go up and down, Clay. That’s when I came to you, as I was going up and down, and I wanted to go up and up instead of up and down. That’s when it needed a system. So creating a system is you have nailed down specific steps that you’re going to take no matter how you feel, no matter the results, you lean into them and you do them regardless of what’s happening. You lean into them and it will give you X number of leads. You follow up with those leads, it turns into sales. Well, I tell you, if you don’t have a script and you don’t have a system, then every day is a whole new creation. You’re creating a lot of energy just to figure out what are you going to do. The best executives, Peter Drucker is a father of modern management, he said, the most effective executives make one decision a year. What you do is you make a decision, what is your system, and then you work like the Dickens to make sure you follow that system. That’s really what it’s all about. With a script here, we have a brand new gal that just came in working for us. She nailed down the script, and she’s been nailing down appointments. Usually we try to get one appointment for every 100 calls. We make 200 to 300 calls a day per rep. Right. And she’s been nailing down five and eight appointments a day. Somebody out there’s having a hard time. Call them script. So she’s making how many calls a day? She’s making between two and three hundred calls a day. And our relationship is weird in that we do… if someone were to buy an Apple computer today, yeah, and or let’s say about a personal computer, a PC. The computer is made by, let’s say, Dell. But then the software in the computer would be Microsoft, let’s say, or Adobe or whatever that is. So I basically make the systems, and you’re like the computer and I’m like the software. It’s kind of how I would describe our relationship. Tim, I want to ask you this. When you and I reconnected, I think it was in the year 2000 and 2010? Is that right? 2011 maybe? Or maybe further down the road. Maybe 2013? 2012. Okay, so 2012 and at that time I was five years removed from the DJ business. And you were how many years removed from tax and accounting software? It was about 10-11 years. We met… How did we meet? What was the first interaction? There was some interaction where you and I first connected. I just remember that somehow you and I went to Hideaway Pizza. But do you remember when we first reconnected? Yeah, well we had that speaking thing that… Oh there it was! It was Victory Christian Center. I was speaking there. My name is Robert Redman. I actually first met Clay almost three years ago to the day. I don’t know if he remembers it or not, but I wasn’t working with him at the time. I asked to see him and just ask him some questions to help, you know, direct my life to get some mentorship But I’ve been working with Clay for now just over a year The role I play here is a business coach business consultant. I work with different businesses implementing best practice processes and systems that I have learned here by working with Clay and the experience working here has, to put it real plainly, has been just life-changing. I have not only learned new things and have gained new knowledge, but I have gained a whole new mindset that I believe wherever I end up will serve me well throughout the rest of my life. Since working with Clay, I have learned so much. I mean, I would like to say it was everything about business in terms of the different categories. I haven’t learned it all, but I’ve learned all about marketing. I’ve learned about advertising. I’ve learned about branding. I’ve learned how to create a sales process for organizations in any industry. I’ve learned how to sell. I’ve learned how to create repeatable systems and processes and hold people accountable. You know, how to hire people. It’s almost like every aspect of a business you can learn. I have learned a lot in those different categories. And then, again, the mindset that I’ve gained here has been huge. You know, working here, you can’t be a mediocre person. You are a call to a higher standard of excellence, and then as you’re called to that standard here, you begin to see those outcomes in every area of your life, that standard of excellence that you want to implement no matter what you’re involved in. I would like to describe the other people that work with Clay are people that are going somewhere with their life. Marshall, in the group interview, talks about how, you know, the best fits for this organization are the people that are goal-oriented. So they’re on their own trajectory, and we’re on our own trajectory. And the best fits are those people where there can be a mutually beneficial relationship, that as we pursue our goals, and we help the business pursue those goals, the business helps us pursue our goals as well. And so I say people that are driven, people that want to make something of their lives, people that are goal-oriented, they’re focused, and they’re committed to overcoming any adversity that may come their way. His passion for helping business owners grow their businesses is unique in that I don’t know if there’s anyone else that can be as passionate. Whenever a business starts working with Clay, it’s almost as like Clay is running that business in the sense that he has something at stake. He’s just serving them. They’re one of his clients, but it’s as if he is actively involved in the business. Whenever they have a win, he’s posting it all over his social media. He’s shouting it across the room here at Thrive. You know, he’s sending people encouraging messages. He can kind of be that life coach and business coach in terms of being that motivator and that champion for people’s businesses. It’s again unique because there’s no one else I’ve seen get so excited about and passionate about other people’s businesses. The kind of people that wouldn’t like working with Clay are people that are satisfied with mediocrity, people that wanna get through life by just doing enough, by just getting by. People who are not looking to develop themselves, people who are not coachable, people who think that they know it all and they’re unwilling to change. I would say those are the type of people, and in short, anyone that’s content with mediocrity would not like working with Clay. So if you’re meeting Clay for the first time, the advice I’d give you is definitely come ready to take tons of notes. Every time Clay speaks he gives you a wealth of knowledge that you don’t want to miss. I remember the first time that I met Clay. I literally carried a notebook with me all around. I was looking at this notebook the other day actually. I carried a notebook with me all around and I just took tons of notes. I filled the entire notebook in about three or four months just from being around Clay, following him and learning from him. And then I would say come coachable. Be open to learning something new. Be open to challenging yourself. Be open to Be open to learning something new. Be open to challenging yourself. Be open to learning and adjusting parts about you that need to be adjusted.