Entrepreneur | Part 4 – Coaching Clients Questions and Wins of The Week

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 hear what we got. Cullen Dixon’s on the hooks, I’ve written the books. He’s bringing some wisdom and the good looks. As a father of five, that’s where I’mma dive. So if you see my wife and kids, please tell them hi. It’s C and Z up on your radio. And now, three, two, one, here we go. We started from the bottom, now we’re here. Started from the bottom, and that’s what we gotta do. Now, the third is this thing called emergency what, Marshall? Road. Yes. Now, these, by the way, are an emergency. So let’s talk about it. If somebody were to break into my house, right, I can go from here, I know exactly where to go, in the dark or not, boom boom boom boom, loaded gun, bam! You know what I mean? Because I know my emergency plan. If the power goes out, I know where my candles are, and if power goes out, I know where… Does this make sense? This is an emergency. It’s not good if you’re like, what’s our plan again? I mean, you got a big building, you wanna have a plan like here are the exits in case of an emergency, here are the exits in case, I mean, we’re gonna alert you. We’re not getting this, someone’s like, are we having an emergency now? No, in the case of an emergency, here are the exits. Why do you need to know the exits, the emergencies on your call? Because don’t they happen kind of quick and suddenly? So in a perfect world, if you’re building like a super call script, you want to have those written out, which is our deal wheel, and ready to go, because you’re going to run into them all the time. And those are always related to three objections, which are time, need, and money. Right? So, Marshall, if you know that you’re going to have the same objections all the time, no matter what line of work you’re in, wouldn’t it make sense to go ahead and write down your core objections, and to put those core objections on a sheet of paper, you maybe tape to the side of your computer screen, so when you get those objections you’re not shocked by them? Because, what is this? That’s an incredible front-runner, it’s beautiful, okay, but when you have those objections, do you have time at that point to plan? You don’t, you have time, just about enough time to turn your attention to those words, right? If you’re trying to think about it, it’s too late, right? So let’s do an example. Who here took a test recently under a timing? A time test? Anybody take a time test? Anybody take a test that was timed? No? And you ever like think of the answer after you got that test? You’re like, I should have said I would have said I was gonna say no, but meanwhile, you need to like be ready to say it. So tomorrow I’ve got a big, you know, phone call. So I sent myself an email and I’m going to have an hour long of questions ready to go. Why? Because it’s too, when you’re on the radio, you saw that this week, we’re gonna do that Bloomberg radio interview and I’m on the radio and the lady’s asking me crazy questions, it’s too late to prep. And I don’t have time to think about it. I have to know the answer right there. So I have to think about anytime you do a sales presentation, I want you guys to write this down. But anytime you’re going to sell something, think of all of the reasons why they, all the questions they would ask you. So if you’ve never, let’s say you’re trying to get a bank loan, right? You go in and think of all the questions that a bank could ask you. Did you file your taxes? Do you have this document done? Where are you from? Can you show proof? How much cash do you have? Anything you can think of, just be ready. That’s the key, right? Be preparation. Preparation, meaning opportunities, is what gets it done. Okay, now the fourth thing is you have to have needs-based probes. These allow you to find a dissatisfaction between where somebody is and where they want to be. So if you have a sales presentation and you do not put these in, it’s hard. Now if you’re in a situation where like what Marshall does for a living, he’s calling people and when you call people don’t they always object? So wouldn’t it make sense if you had the objections and the rebuttal for it ready to go right there on the screen so as soon as they say it you’re like, you know I could totally appreciate where you’re coming from. Let me let me ask you what do you mean by that? And you can say that automatically and then you can go to your part. I mean, you know what I’m saying? Like it’s if that’s what you that’s what the pros are gonna do. They’re gonna like have such a mastery that they’re gonna have the same and they like it. Another example, you ever watch anybody ever, I mean, I know we’re not in a post baseball world, but is. I think I remember that. Okay, do you guys remember that? Like, you know, stone tablets and baseball and all that. Okay, so baseball. Anybody ever played baseball? Like, if the guy throws a curveball, he’s gonna throw the ball and it’s actually gonna, actually not curve, it’s kind of weird, but it goes down usually. So people that can play baseball really well, if you hear these great hitters, like I watched a special on Tony Gwynn, he’s saying, well, you could see when the guy would throw the ball, you could see the pitcher, and he could see how he’s gripping the ball, and he knew what he was going to do. And he could see, and if he knew the guy was gripping the ball, he would swing underneath where the ball was, so when the ball would go down to it, he could hit it. Does that make sense? Jazz hands, do you get it? Okay, so jazz hands, like, I don’t do baseball. I get it. But you have to have that, but they practice all the time. That’s what practicing is about. We’re only on the campaign for a couple of hours, you know, a couple of nights and we’re done. But on this, we’re gonna know in sales, it’s always need. We don’t need, no time, no money. I don’t care what you’re in. If you’re doing PR, I don’t have a need. I don’t have time. Hey, hey, I don’t have time. Can you email me? Absolutely, let me ask what’s your main concern? Well, I don’t write stories about that kind of thing. Okay, well tell me, what’s your main concern? Well, you know, you’re exactly, you have it written out right there, bam. Make sense? But the deal wheel’s like the biggest determinant between where we are and where we wanna be in terms of sales and influence. Make sense? Selling move, number three, listening. Okay, this move right here, listening. That’s all it is it’s the move listening all right listening no I’m being honest with you because I want to help you I’m not trying to hurt you we are doing somewhere between like you know overall you got a B you got a B you got a B you got a B well where are we getting like an A and where are we getting an F or are we just straight across the board B are we average everywhere I believe you guys are doing an a actually communicating like speaking to people talking to people but half of the thing is listening from people listen you know under the goal is to seek to understand people right not for them to understand you necessarily make sense so I’m going to go ahead and tell you some stuff we’re doing here that’s terrible so we can get involved okay so principle number one is you want to devote the full attention to the person on the phone and some of us are kind of that they were like yeah okay yeah well there’s a most common is because you’ve done it so many times that you’re kind of like well yeah yeah it’s all the same way you can’t do that though every person has to feel special you know so if you ran a restaurant you own a restaurant the first person walks in, if you own the haircut business, if you own a Jiffy Lube, if you’re a pastor of a church, if you’re a whatever, you need to make sure that every single person gets treated like they’re an individual, not a group. Does that make sense? So when somebody walks into that restaurant, even though you’ve greeted a thousand other people, you don’t be like, hey, welcome, how are you doing? And you move on. You wanna like let them know, eye contact. Hey, welcome to the restaurant. How are you? First time here? Yeah, okay. Well, how many, what’s your table for? How many people? Two, four, okay. Great. And guys, it’ll be just a second while I get you seated. And if you haven’t been here before, let me go get you an appetizer. You want to make people feel special, but if not, you minimize people. You do one or the other, though. I’m telling you, you make people feel special, or you minimize them. It’s like, yeah, or nah. Okay, now for some of you in the room who are more pragmatic, more get-it-donners like myself, that’ll be harder for you naturally. You’ll just be more like, hey what’s up, boom. You know what I mean? So, I don’t know. Some people though, like they’re naturally connectors. They want to connect to everybody and that’s what they do and that’s their thing. But we’ve got to make sure that on this phone call, all we can do is listen fully. They can’t see our face. So the action step here for this is one. Check it out here. What you want to do is you want to enter in your own thoughts to validate what they just said. So one tip I can tell you as a skilled listener to do sales, write down what they say when they say it and then repeat it back to them. It’s a super move. So on a scale of 1 to 10, how high would you rate ORU? Oh, a 10. Just write the number on your piece of paper. A 10? Oh, wow. And repeat it. So it’s a 10. Okay. Well, let me ask you this. If you were president for a year, what would you do to improve the overall? And as they say it, write it down and repeat what you just wrote down. Does that make sense? That’s going to let people know that you’re listening. and when people are listening, they are definitely much more ready to do business with you, to talk with you, to engage with you. Right? So, girls, you’ve been on a date with a dude before, we know this deal, dude’s not listening, pretend like he’s listening, maybe you don’t know what I’m talking about. You know what I’m talking about? That can’t happen, you don’t know what I’m talking about. Do you know what I’m talking about? Maybe it’s not even a date, maybe it’s like a weird, you know, intermingled, like, wing arranged dating thing, but the guy’s like what’s up and you’re like well actually I and then he’s like not watching anymore you’re like dude that kind of thing okay so all right third is you want to think about the solutions to the problems that they’re saying not the rebuttals of what they’re going to disagree with you in the future so as they’re talking you want to be thinking about how you can interject solutions not be thinking of rebuttals later does that make sense what you’re gonna do here okay again is we’re gonna devote our full attention to the person. How do you do that? You write. That engages your mind. The second is you want to enter in your thoughts to validate their thoughts. Oh, wow, that’s a huge number. That’s awesome. An eight. What can we do to get that to a ten? You want to just validate. The third is you want to create solutions, not rebuttals. So if you’re listening, listening, listening, listening, writing it down, now you can make it add in a little a little sprinkle of like, hey I just heard you. As you know, this whole, you know, Dr. Wilson couldn’t do the things he does without supportive people like you. And you know, as you know, a big fan of Oral Roberts, he couldn’t have done what he did without the support of people like you. So let me ask you, you just add in that little, does that make sense? It lets you know you were listening. Does that make sense to you guys? You just want to let people know that you are in fact listening. We’ve all done the script enough now, now we can start adding in these little nuances that will allow us to have bigger success. Does that make sense? Okay? We’ve got the fundamentals there. Does that make sense to everybody? Now I’m going to walk you through the four stages of listening. For Paige, this is going to be huge for you and anybody else in here is kind of an alpha this is for you okay so if you’re naturally like an alpha if that’s how you would if people tell you like you’re kind of an alpha that’s this is gonna be great for you those of you who are not alphas then you’ll understand anyway you’ll be like I know this is obvious this is not common sense for me so example I walked into a meeting today and these two ladies were holding hands like this like one was holding the other one’s hands. Like they were like, you know what I mean? I want to do it, but it would be awkward with a man. But you know what I’m saying? Maybe I would have laid it to you. It’s like we were kind of talking like this. And you’re like, oh, so what was happening? I’m like, what? What’s going on? I don’t know. I don’t understand it. I don’t understand what was happening. But they’re just like… And you’re just like, what? Okay, what was happening was they were doing this thing that I don’t ever do really. Chit chat. It’s like this weird… It’s a little like, hey what’s up? Oh, what’s up? I see people every morning do it and I get it. I get what they’re doing but I don’t understand it. For me, I just really don’t acknowledge anybody until they’re there until I have something I need to say to them. So for me like you know if you’re like hey what’s up I don’t really I don’t know I don’t mean I don’t have a lot to say about what’s up. What I’m doing I’m doing I’ll tell you what I need to do next you know but chitchat’s a big thing though you know it’s like hey what’s up and 99% of population probably is used to this but I would say for alphas it’s probably very uncommon. So like I have meeting with a lot of business owners. Noble is a guy I work with right now. He never asked me what’s up and I don’t ask him either. And we don’t care. I don’t care what’s up, he don’t care what’s up. We share in that. Most of my consulting clients I work with are alphas and so they just don’t ask what’s up because neither one of us care. That’s chit-chat. It’s just like state of the obvious in a fun way I guess. The next level is… I’m a robot, I’m sorry. The next is catharsis. The next is catharsis though. Catharsis is sharing a feeling. Again, a step that I skip over. Now, in the sales I can do it. So I used to meet with brides for their wedding and every single one I’m like, hey what’s up? Can I get you guys a beverage? Yeah! Oh man, how’s the wedding? The wedding is crazy. It is crazy. And I’m like, so are you guys getting stressed with the wedding? Yeah. I’m like, all right. You know, but I, whatever. I just scripted out because like, I can’t, I can’t care. You know, the third level is the exchange of information. Now we’re starting to get deep. You’re like, bro, in Revelations, it says, who’s a theology guy? Like there’s like a serpent with like a sword coming out of its face? What is that? Right? What is it? Come on, talk to me. What is it? It’s like a dragon with a… Seven-headed what? Seven-headed leprechaun? Seven-headed… So, the revelations, they’re talking about a seven-headed… No, seriously. A seven-headed what? Dragon. Dragon. Now, some of you are like, no, bro. He wrote that when he was like on… He was like sentenced to death by himself on an island. Of course he wrote that, because he was probably just high at that point. High? The Bible? No. He’s probably just delirious. No, it’s literal. You get into these weird, almost arguments, and then you exchange information. Then you’re like little elements that you think you know you start to share information and then the final now Persuasion begins because now somebody likes you They know you have a feeling for them now. They kind of just now you’re open well, maybe You know, so this is how I was in college. I’d be really close with a guy. His name was yet to buck I don’t know how to spell it. So we’re workout partners, right? So we go lift weights. He’s getting in shape. I’m getting in shape. We each start putting on weight, debating steroids, writing that steroid almost face. And then it’s like we start talking about deep stuff, like, dude, what kind of protein are you having, bro? And then you start… But then all of a sudden, he’s a Muslim guy. And he starts explaining his faith, you know? I explain my faith. And pretty soon, like I could tell that he was on the verge or I was on the verge of switching teams. You’re like, does this make sense? You ever had that? You ever had that? Yeah? Have you ever talked to somebody about something where you’re about ready to convince them? Has that happened? And there’s like this dance where you’re like, whoa, what just happened? And then you go, because you trust each other, because you have so much chitty-chatty going on, because you have so much catharsis, because you’ve exchanged so much information. Now we are beginning to understand, we’re starting to seek to understand, we’re like, maybe they have a point. This is why I do not connect with employees. Because I don’t want to see their point until I know that these things are not weird. Does it make sense? But in sales, understand, I’m gonna give you a little here you go, here it is, here it is, here it is, oh man, here it is, this is it, this is the big drawing, oh boy, here we go, this is it, okay, oh man, right here, oh this is a superficial, this is the epidermis, okay, epidermis, small talk. Now we peel back. Now we’re going to the next level. Somebody tell me, what is it? Oh man, that’s great, awesome. Now, next one is what? Exchange of information, right? Now, the next one, this is where we can begin to persuade people. Oh no, so do you understand that to even persuade somebody you have to get that deep. That huge blows my mind every time I talk about it. Because it’s like, I have to really connect with that person to get to change their mind. Okay, so here we go. Problem solution. Okay, this is the part where it says it begins the actual selling portion of your presentation. This is the first part of the presentation where you’re not just listening. Does that make sense? Real quick, just asking you it’s your own little source of conviction here, but this is the first time we begin to actually sell, but you wanna first determine the buyer’s problem. So I wanna be real. Hope you’re getting this, Marshall. You don’t wanna go into this until you know their problem. There’s no point, because you have no solution to offer somebody if you don’t know their problem. Does that make sense? So I bet you 99% of salespeople are talking to people who don’t have a problem. Does that make sense? So find their problem. Is this totally… I mean, this should be like an epiphany of awesomeness, when you realize that you should actually find a problem they have before you solve it. So now what they say is the most important thing that will be said. So you’re like, let’s just pretend you were let’s say you’re having a haircut business for one, another one you’re booking speakers, and another one you are raising money on the campaign. Okay, so if you’re doing haircuts, well, hey, how familiar are you with our business? Well, I’m not very familiar. Well, when was the last time you went into a high-end grooming lounge? Well, I’ve never really been in one. Well, let me ask you, what has you looking around? What has you looking around? Well, I mean, you know, I’m just kind of looking for a different cut. Now, an average salesperson would go, well, let me tell you how we do a different cut. Not us, though. We would say, so when you mean a different cut, what do you mean? Like, you know, I just, the lady, you know, cuts my hair. She’s always talking like mad gossip, you know, like it’s like, it’s like alarming, you know, I just want my hair cut. And you’re like, really? Well, what do you mean by that? Well, I mean, literally the last time I got my haircut, she’s dumping on me about her divorce and this and that. I’m just trying to get my haircut in a stress-free environment. What else? Well, I’m thinking about making the hard part. Why are you making the hard part? Well, you know, here’s a move I wanted to do. You know, my wife thinks I should do it. I’m kind of, you know, in my 30s, want to do something different, you know, and you’re like, okay, so you want to do a different thing. The lady’s been talking. What else? Well, I mean, I don’t know. Do you wait a lot? Oh, I wait all the time. You wait, you go there, you have to read old people magazines and stuff that you don’t want to read. Yeah, I do. Well, let me tell you what we do here. But now you know his problems. So you’re talking to an event planner about their, you know, booking a speaking event and they say, so do you guys normally bring in speakers? And they say, yeah, we do. You know, well, what do you look for from a speaker? Ah, someone in high energy. Unless, unless a salesperson doesn’t understand this process, be like, well, let me tell you about us because we do energy. Boom. But not us. We would say, so when you say less, you don’t like the speakers without energy, what do you mean by that? Really get into it, though. Get into that chitty-chatty catharsis. Now we’re moving from chitty-chatty to catharsis. We’re getting in there. So when you say you’re looking for a speaker with energy, what do you mean? Well, yada yada. Well, tell me, what is a speaker? What is like a bomb that happened in the past? Not the speaker’s name, but what do you not want to do? What do you want to do? I mean, describe for me what Utopia is so I even know if we’re a good fit. Just, I mean, because we probably might not even be a good fit. I mean, just tell me what you’re looking for. I mean, lay it out for me. All the details. Tell me, I mean, you know, what are your pet peeves? What do you want to do? Do you want to do, like, breakouts, workshops? Do you want to do keynotes? What do you want to do? Well, and then this is what they’ll do. Almost like they’re chatting in some secretive way, they’ll go, well, you know, honestly, I hate to say this, but most speakers do blah, blah, blah, blah, blah, they’re holier than thou. What I’m looking for is somebody who can come in and be real with our audience, who can relate and what else? Well, I think when you’re paying someone $3,000 an hour, you should get a little more than a slideshow, right? What do you mean? Well, you should get a book or whatever. What else? Now you found a problem. Does that make sense? Man, now once you’ve found a problem, now you can find the solution. Does that make sense? Final area is your product or service is offered as the solution to the buyer’s problem. So again, what is it? It’s the solution to their problem. But if they don’t have a problem, then you can’t sell a solution. So on the phone tonight, some of us are like, well, somebody said they had a problem. I don’t know if they’re going to give. Actually, the ones who have the biggest problems are the ones who want to give the most because they want to fix the problem. They want to be part of the solution. Does this make sense? Well, that’s why if you can donate today with the leadership of Dr. Wilson and the good stewardship, we know that we can. I know you’ve been frustrated in the past, but that’s what we’re doing is we’re trying to empower students. Bam! Does that make sense? Everybody got that? So the thing tonight I want you to work on when we start is one, you know, getting your own core energy up there. What’s your own thing? I’m gonna try to let you guys encourage yourself. Kind of sounds weird, right? It’s not some sort of weird reverse psychology thing. I really want you to see if you can get your own energy going. I’m not gonna yell at you. I’m gonna see if you can get it going, okay? Okay, but also I want to see if you can create the biggest dissatisfaction gap possible. Before you go into the benefits, let’s see how well we can listen. Can we do that? Guys, next topic we’re talking about here is selling super move number five, supporting statements. Okay, so grab your note-taking devices, maybe the addition sketch that you’ve been using quite often. Okay? All right, we’re going to go through this. I want to make sure this move against soft selling in a hard world, best book there is on sales, awesome. But I want to go through this with you. Supporting statements. These are one, these are free shots and free throws that make the difference. So as an example, have you ever been to a ****** you game before? Yes. Have you ever been to a game where the team just cannot make a free throw? Yes. You ever seen that? You’re like, if they would just, and you lose by four, and they missed like, you know, half the free throws. That’s kind of how sales is a lot of times. Like if everyone’s doing all things equal, these moves are little, they’re social niceties, you know, um, the, the, one of the people I know who does this more than anyone in the world is this person. Uh, she’s all about that. You do that move instinctively. Some people naturally do this move. Some of us have to learn to do that move, but it’s something that like Paige does naturally. But everybody has their own thing. Everyone has their own part that you do naturally. But this is a thing that like some of us have to really work at this. Okay? So let’s give an example. If somebody said, you said on a scale of one to ten, how high would you rate? And they say a ten. And you say, well, what do you like about it? And they go on and explain that they really enjoy this aspect of the college. Rather than cutting them off and talking about something else, the supporting statement is where you basically, you’re going to support anything that they say that helps your cause. Make sense? So if they’re like, yeah, you know, we are looking for a speaker who does such and such. You go, well you know, you’re exactly right. In fact a lot of people we work with felt the same way you do. Or if you’re talking to alumni here, they say, you’re exactly right. What you said, I hear that a lot. You support what they’re saying, okay? Because what it does is it supports the buyer’s basic emotional need to be right. But if you don’t support it, it comes across like you’re antagonistic. Now, there’s also people in this room whose names I shall not mention, who for whatever reason, when not in positions of power, or not in positions where you’re trying to influence people or you’re trying to work your way up the totem pole of life, where you’re trying to influence, you’ll disagree. When you’re talking to somebody on the phone and you’re doing a sales, they don’t care how you are. You’re not going to win by being as much of you as you can be. Does that make sense? Like if you’re just going to be as like, if you’re talking to someone from ORU and you say, what do you like about the campus? And they’re like, well I like this. You say, well let me ask you, if you can be president today, what would you do? And they say, well if I were you, I wouldn’t make calls like this. And you’re like, you’re wrong! Like they don’t, it doesn’t matter. You actually lose by being right. Does that make sense? So the thing is, you want to win by not, you can actually win by… does that make sense? You win by not trying to be right. And you want to support their basic need to be right. Does that make sense? So no matter what they say, as a general rule, just disagree with them. Now here’s how you try to be super honest while doing it. If someone says something you totally disagree with, that’s totally against your morals, that’s what I’ve kind of learned over time, I just don’t comment on it. And then if they say something I do agree with, then I support with that. Does that make sense? As a young guy, I didn’t have some of the beliefs I have now, but as a young guy, I was just kind of like, whatever they need to say to get the deal. Now I’m kind of like, you know what? I’m not going to be like, yeah, you’re right. You know, so if you’re talking to someone on the phone, and they’re like, saying something that offends your sense of morals, you don’t have to be like, yeah, you’re right. But if they say something that does agree with your worldview, then you pile on. Does that make sense to you guys? Yes. All right. But people, again, just reviewing these here, one, you want to support anything that they say that helps your cause. Makes sense? Now, the second thing here, okay, you want to catch the buyer saying something that supports your cause. You want to catch him and then you want to support because that’s their basic human need is to be right. Does that make sense? So you’re building the needs, you’re figuring out their needs, you know, you’re figuring out their rapport, figuring out their needs, and then you’re finding out, you know, if you were president for a day, where would you want to be? And you’re asking these questions, and if they say something that you want to pile on and support them, and they feel great about the fact that you agree with them, does that make sense? Cool? So, that’s the big, that’s the big mojo we want to hit on here, okay, everybody got that? Cool? Super rule number six from Soft Selling in a Hard World is isolate. Isolate. Okay, there are two kinds of objections. Okay, one is the easy objection. That, by the way, is the objection of about half of people. Okay, somebody here says, well, how do you know it’s half just roughly, okay, if I’m selling insurance, if I’m selling pharmaceutical products, if I’m selling, by the way, if I’m selling pharmaceutical products, does that pay well? Yeah. If I’m selling insurance, does that pay well? Yeah. If I’m starting a business, I need to sell it. Yes. I think you’re going to make money with it. You have to be able to do this. Okay. So there’s the easy objection. Then there is the inherent objection. So today I’m on the phone with a guy and I believe that we have an easy objection. Okay. So I’m on the phone with a guy. You know, he would be what I would consider to be a premium buyer. I’m on the phone with the guy and he throws out an objection. And I had to turn, I’m so good at deal wheeling now that I can deal wheel whenever the heck I want and so I can sort of end with any kind of solution I want as a general rule. But the problem is, and you will be able to do this too, the problem is I have to ask myself this question, this is what you have to ask yourself. Is this an easy objection? What’s an easy objection? This is like no deed no time no money. That’s easy, right? But let’s get into the second one. This is the tough one This is where you have to show up or blow up. You’re kind of like this is the inherent objection Cool so the inherent objection is where you ultimately they don’t ultimately agree with your principles. They ultimately don’t share your values. They don’t ultimately, whatever these things are. Make sense? So I want to make sure as you deal wheel, the point of the deal wheel is to do this. Work with me on this, okay? Here’s the objection that I throw at you. The point of the deal wheel is to cut it back and to find out, is it an easy objection or is it an inherent objection? If it’s inherent, blow it up. If it’s easy… So, speaking events, you guys deal with these people. People are like, we don’t pay for speakers. You ever paid for speakers? We would never pay for speakers. Who speaks now? Well, my brother does. We know the head of our chapter. Is he good? No. Will you pay for what? No. I mean, they just, you know, inherently, they’ve never paid for a speaker. They’re not gonna pay for a speaker. They don’t understand why you even want to pay for a speaker. But what I’m saying is, though, is inherently, like, that person is not open to switching musicians. They want to ask what’s the con… what is your concern? Why don’t… why don’t you bring in your friends to youth group? And you’re like, because it’s painted like a bad 80s movie in here, and it’s cheesy, and no one wants to be here because it’s lame all the time. There’s so many pizza parties one can have, you know, and then they’re like, all right, and I don’t get it though, and they’ve got some weird shirt, you know the youth pastor, remember that guy? And you’re like, where did you find yourself? You know, it’s weird. So all I’m saying is, does that make sense? Do you know what I’m talking about? Have you ever had a youth pastor though that’s like a guy you’d want to hang out with or a girl you want to hang out with? Okay, so I’m going to say to some people, you get back, what’s the issue? What’s the issue? The issue is you. Easy. Easy is like, okay, I can fix that. I can do that. But inherent is like, I just fundamentally am not going to make a change and I’m going to go ahead and pretend like I care, but I’m not. Does that make sense? So I’m just trying to give you examples because sometimes you’re getting our mind rocked because you’re like, I deal wheeled, what happened? What happened was if you do it right, you found the core and you found it, you didn’t want it. Does that make sense? Does that make sense to you guys? So you shouldn’t go like, gosh, I only got one and I want to do deal wheels. And what you should do is go, gosh, I’ve deal wheeled everybody. That’s how you should do it. Make sense? We got that? Okay, so this is the move for isolating. I’m gonna go through these. I want you guys to jot these down. Very important, okay? An objection is any obstacle that prevents the buyer from closing with you. It’s any objection that prevents them from buying from you or ministry supporting you. Do you think the ability to raise money somehow is related to having a successful ministry? There’s very few ministries that are totally cash free, I guess, maybe. Second is, what causes you to say that? This is what you say. So you discover the objection. This is how you find it. These are the things you can say. I’m giving them to you right now. Here they are. This is all you got. This is it. I don’t know why. This is just how it works. Somebody in here is like, well, psychologically, why is it? I don’t know. I’m not going to read into the in-depth. I’m not going to go to, you know, Stanford and study why this works. It just does. Okay, so here we go. What causes you to say that? Is that a great question? Try that. Write it down. See what happens tonight. Do it. What causes you to say that? Most people don’t know. You ever debated religion late night, two in the morning, one in the morning with somebody and then we found out that we really didn’t know anything about religion? You ever done that? I’m that guy. Like I can go about six inches deep in my religious views. Like, why is that? Because America! You know, that’s like my answer. I was born here. It’s God’s country. Amen. Alright. So, next one. Would you please clarify that for me? Would you please clarify that for me? Does that make sense? Would you please clarify that for me? I want you to write that down. Try that tonight. Try it. Do it. Worst case scenario, guess what? Same result, zero, but it works. So you just, at Dealwheel, we ask that first question. Try these tonight. See what happens for you. It’s awesome. By the way, if you work in an environment where you sell things, what you’ll do is have these on a sheet of paper and then you just use them all the time. And it’s amazing what happens. So tonight, I’m Dealwheel, and you can ask one of our guys on our team. He’s on the phone with me, and he’s like, I’m just throwing every deal wheel out there. I don’t get phased. I could totally appreciate that. What do you mean by that? Tell me more about that. What’s your main concern? If this wasn’t an issue, what would be your thing? I’m just trying to figure it out. Just to be fun, I’m frame breaking every once in a while. Do you believe this? Have some fun with it because I understand the deal wheel. I can just do this now. Please expand on that for me. That’s a good one. Well, you know, I just don’t have any money. What causes you to say that? I mean, literally, I have no money. Would you please clarify that for me? Work with me. Work with me. Now, you got to, if you do the George Bush, it works. Could you clarify that for me? And then you go through this. Please, could you expand on that for me? Yeah, but what happens is, we say, I’m just throwing it out there. I make fun of myself because I want you to hear this, because it makes sense. Trust me, okay? Don’t pick on me religiously. Birdman knows if I talk too much about it, it gets weird. But the thing is, if anyone asks me, why do you believe that? I have no idea. I don’t know. So if you ask me, why is that? I’d be like, so if I’m over, let’s say I’m in the Middle East, and I’m around a bunch of people that believe, let’s say the Islamic faith, and you’re like, why do you believe that? I’d, because I do. Well, why, don’t ask me. You know, I’m getting aggressive. Well, tell me, why is that? I don’t know, man. America, you know, I don’t know. I don’t know. And most people don’t know. Does that make sense? So as they try to explain, it’s almost like therapeutic, cathartic, where they’re like, now they’re past the chitty chatting, now they’re like, well, because I was raised that way. And, you know, and you’re like, okay, well, and then if you appreciate what they’re saying, I’m just telling you, these moves, if they slip into the wrong hands, they can do bad things. Now, once you understand deal wheeling, you can understand a deal wheeler. That’s why it’s so important to learn this too, because you can start to see, I’m being deal wheeled. Wait a minute, wait a minute. Does that make sense? So you need to watch, next time we have the debates coming up in probably about like 18 months, would no matter which candidate you’re for, watch how the better deal wheeler wins, just watch it. The better deal wheeler go, well, my good friend I appreciate every time they disagree the guy who’s gonna win the guy who’s like the one who’s always gonna win always recalls his Enemy his good friend, and he’ll be like I can I can appreciate my good friend from Massachusetts now, and I think but you know we all agree on that supporting Well, let me ask you when you say yeah, yeah, what do you mean by that? It’s the person all riled up, but he said well, that’s right, and that’s why it’s just amazing okay deal Will so I just want you to understand that you’re learning this system, but this system, if you don’t understand it, just understand it’s being used on you. Does this make sense? We are now going to be talking about selling Super Move number 7. This is the final thing I want you guys to know as far as these Super Moves. Tomorrow we’re going to be talking about some time blocking principles and just some things that we need to have so we understand how to run an effective call campaign. But, I want to hammer home the close. This only has two parts. I want you to jot these down because if you do it, it’s super simple, but for some reason we don’t do it. I don’t know what the deal is. It’s on your script this way, but I’m just going to help you. Okay? So one is you just assume that the person wants to buy the thing. So you never ask if they want to buy the thing. Never ask, do you want to buy the thing? Okay? So an example. Creek County did a donation of somewhere between this amount and that amount so it kind of leaves it like, because seriously, even blah blah blah blah. You pause, it’s okay. But a perfect close, if we could, if it was a different product, because donation is tough, because a donation is an open, you know, it’s whatever amount they want to do. But if you’re selling a product, you’d say, well, based upon what you told me, which one of these options do you feel is best? A, B, or C? You never ask, do you want to buy? You just say, which one of these options do you think is best? And I’m just being honest with you guys. I would go years in between ever asking anybody if they ever wanted to buy. Because you never need to. You just say, which one of these packages best? Based on what you told me, which one of these speaking packages do you think is going to take your event to the next level? You know, based upon what you told me tonight and what we talked about, which one of these packages do you think best meets your needs? Based on what you told me, which one of these vehicles do you think is the best fit for you and your family? Based upon what you told me, which one of these degree programs do you think is best for you? Okay, then what you do is you assume, right? Now, the second part is you ask for the commitment in the form of the technical information required to get your product or service into use by the buyer. Example. But for some reason, a lot of us, like we get really awkward right there when we go for the close. So the very part where you need to be the most confident. So let’s clarify. Throughout the entire sales process, the one thing we’re not supposed to do is assume, right? We’re supposed to ask, we’re supposed to clarify, we’re supposed to really… the one part of the presentation where it all just slips is the close, where we need to assume. So that’s how the close happens. Okay, it’s nothing more complicated, but a lot of times we put all sorts of… you insert a little bit of fear and a little bit of doubt and a little bit of wishy-washy and a little bit of, do you want to buy? And it gets weird. Making sense, guys? Isn’t that cool? This is the third day now, the call center here, and today we’re focusing on the deal wheel, right? So we’ve been focusing on rapport, needs, benefit, and close. That’s fine. Everybody’s improved a lot. We know how to build the rapport initially, get people laughing, find out what exactly is most important to them, and then show them the benefits and close it. But what we now need to work on is how to, once you hear that no, no I don’t want to give any money, no I’m not interested, how to turn that into a yes. And so Clay’s already gone through once with us. Okay, when you hear the no, you need to do the wounded dog. I can appreciate that. And then you find out what exactly is holding them back from giving. So let me ask you, what exactly do you mean by that? Dive into that needs a little bit more and then you ask them to point out a benefit. So if money wasn’t an issue, what would be one of the main benefits of giving to ORU? And then they bring you back into the benefits, back onto the bus themselves and then you say, that’s exactly right and you just close it right there and ask for it again. I’ve personally seen Clay do this three or four times in a row with this with one person closing a massive deal and so that’s what we’re working on today, is specifically going over that deal wheel time and time again. When somebody says, no, this is what we say, everybody do it. I can totally appreciate where you’re coming from. Say it. I can totally appreciate where you’re coming from. Now I want you to write this down. I want you to write it down, OK? Because I need you to get it. I can totally appreciate where you’re coming from. And you’ve got to say it like that. Don’t say it like, yeah, I can totally appreciate where you’re coming from. No. Yeah, I can totally appreciate where you’re coming from. OK? Yeah. Spell it how you want. It’s cool. Just so you know, when you have to graduate, spelling doesn’t matter. So move on. Here you go. Reports. Actually, the paper should be smaller after you graduate too. You write the smallest paper possible because your bosses won’t read a long one. Okay, so moving on. So the thing is, you say, seriously. So what you say is you say to them, you say, so tell me, what do you mean by that? Okay, got it? So I can appreciate that. So tell me, almost like you’re afraid that a bomb will explode if you say it too loud. Tell me, what exactly do you mean by that? Now Miranda, I know you recruit students here, okay? If a student says, I’m not interested in ORU, has anyone ever told you I’m not interested in ORU? You go, I can totally appreciate that, let me ask you. What exactly do you mean by that? Because there’s some reason that someone doesn’t want to go to college here. I’m just trying to help you. I did not want to go to college here because it was a Christian college. I wasn’t a Christian at the time. So the guy I had, his name was Jacob Odom, and Jacob was like my RA, tour guy, whatever. And Jacob was like, well, instinctively, some of you already know how to do this because you’re bizarre creatures. But he’s like, well, why would you not want to go? And I’m like, because it’s ****. And in my mind, it’s lame. I want to go to art college. And he’s like, think about it, though, bro. You’re like a DJ. I mean, what’s safer for your equipment? I mean, if you go to a state school, I mean, do you think it’s safe? I mean, people might be weird here, too. But people are weird at St. Cloud State, but they’re on drugs weird. Here, they might just be praying in the prayer garden too long. Makes sense. So what what does he mean? He just kind of instinctively knew to figure out what my issue was. My issue was I had a preconceived notion of what Christians were because of how I was raised. Therefore I was automatically saying no, not to this school, but to just Christianity in general because I went to a weird series of Assembly of God churches growing up like this in a row. It was awesome. Okay. I know poor people have just enough money to buy lottery tickets. I know poor people have just enough money to buy whatever. I know rich people have just enough money to buy whatever. You just spend money on what you value. Cool? So I don’t even believe that. Now just so you know, when someone says I don’t have any money, I don’t even believe it. Like I think you’re subscribing to cable. You know, you wanna talk about not having money. My wife and I first got married after ORU, you know. I worked, I lived at 71st and Lewis behind the Fountaincrest Apartments. I turned off the air conditioning because I couldn’t afford it, you know. Turned off TV, couldn’t afford it. Figured about, you know, turning myself off because I can’t afford it, I don’t know. You know what I mean? But I didn’t. But I’m like, I’m just turning stuff off, you know. Well, you know, I’m like, hon, you wanna go to a dollar movie? We went to a dollar movie. We found a dollar to go to the dollar movie. Over there at 70 whatever something in Lewis, you know, went to that dollar, 70 in Memorial. We went to that dollar movie there. You know, I bought chicken panini for 96 cents. But you know what? I wanna take my wife on a date, you know. I found 20 bucks to go to Outback. I might not have eaten the day before, I didn’t tell her. But I’m like, we’re gonna go to Outback. I’m not eating for this. I mean, seriously, you just find money for what you need to. So if someone says, I don’t have money, that’s just sort of like a stupid objection. And I’m going to throw out the three objections you’re always going to hear real quick. There’s three objections you’re going to hear no matter what business you’re in. Okay? Write them down, please. Okay? In video, guys, write it down because it’s huge. Okay? No need, no money. Haircut business, DJ business, photography business, building stadiums, no time, no need, no money. So when they say it, it’s not even a reasonable answer, it’s just whatever. I don’t even process it. I just requested, I view a no as a request for additional information. A no is a request for additional information. But somebody says, you know, I just don’t have any for additional information. But somebody says, you know, I just don’t have any time. I can totally appreciate that. Let me ask you, what do you mean by that? Now again, tell me what exactly do you mean by that? It’s perfect. It’s like if you don’t do it, you’re like paraphrasing the Ten Commandments. Just don’t do it. You know what I mean? Just don’t, like, you know, just get it right. So then now I say, well, you know, I just right now we’re going through some stuff. I’m on Social Security. My child is in college. I just recently bought a boat. And then you say, now go to the next part. Okay. So let me ask you, let’s say that money was not an issue. Okay? So, let me ask you, let’s say that blank was not an issue. Let’s say that time was not an issue. Let’s say that, so let me ask you, let’s say that blank was not an issue. What do you see as the main benefit? I’m gonna let you guys write this down. What do you see as the main benefit, as the main benefit of Question mark. Boom. Okay? You got it? with me here, okay? So you say, you’re exactly right, and I know as a Christian, because we all relate to this, this is all true for our life, okay? So I want you to write this down. So I know as a Christian without… you write this down. So I know Mentorship, like you find at ORU. I don’t know where I would be. Cool? I don’t know where I would be. Got that? Everybody got that? Everybody got that? Anybody lost? Good? Anybody lost? You good? Okay. Okay, we got that? And you say, so let me ask you, can I count on you for a donation of at least $20 to support this great school and people like me? To support this great school and people like me. Cool? Everybody got that? All right, JT, so hypothetically, in your mind, what is the purpose of having a business? To get you to your goals. So it’s a vehicle to get you to your destination. And would you need profits to get there? I mean, when you have a business that’s successful, in your expert opinion, would you need profits to get you to your goals? Yeah, because if you have a $15 million business, but you have $15 million in expenses, it’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 the same mind, why would they not go to Thrivetimeshit.com forward slash credit dash card, Thrivetimeshit.com forward slash credit dash card to schedule a ten minute consultation to see if they could 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. That’s clear. That can 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 ten 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 that 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 some, someone out there. Okay. They 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 thrivetimeshow.com forward slash credit dash hard. It’s because you can compare rates, you can save money, and you know the big 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 three thousand dollars a year on average. I am at a loss, 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. Oh really fool, really. Stop looking at me swan. Well let me tell you a good story here real quick. I actually years ago compared rates with this company here called IPS. It’s Integrated Payment Services. And I scheduled a consultation. I don’t know if I was skeptical. I just thought whatever. I’ll take 10 minutes. I’ll compare rates. I can’t tell. You can tell me I’m a doctor. No, I mean, I’m just not sure. Why 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 case, my particular case, I save over $20,000 a year. Holy crap! Wow. Which is, uh, you know, like, uh, groceries when my wife goes to the organic stores. 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 10 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 in elegant from Ridgway. It’s from Ridgway. Ridgway. Ridgway. Ridgway. Let’s buy. 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 ten 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. No, you don’t owe us money. Because at the end of the day, at the end of the day, the goal of a business is to create time freedom and financial freedom. In order to do that, you need 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, Terminix, they’re both $1.3 billion companies. They both have 2,000 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, asking our customers for reviews, and now we’re the highest rated and most reviewed Pest and Lawn 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 followed with Thrive in the refining process. And that has obviously, the 411% shows that that system works. Yeah, so here’s a big one for you So last week alone our booking percentage was 91% We actually booked more deals and more new customers last year than we did the first five months or I’m sorry the first We booked more deals last week Then 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. And 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, that way everything gets done and it gets done right. It creates accountability. We’re able to make sure that everything gets done properly both out in the field and also in our office. And also doing the podcast like Jared had mentioned that has really really contributed to our success. But that like is it a diligence and consistency and 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. The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah, and so we didn’t really know where 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 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, graduated in 1983, and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello, my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. And Clay’s done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with like Lee Crockrell, head of Disney, with the 40,000 cast members. He’s friends with like Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day-to-day he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, 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. In the weekly, he’s running 160 companies. Every six to eight weeks he’s also doing business conferences where 200 people show up and he teaches people a 13 step proven system that he’s done and worked with billionaires helping them grow their companies. So I’ve seen guys from start-ups go from start-up to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, making it, putting it into, organizing everything in their head to building it into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So, amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. That’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. Clay has been an amazing business coach. Through the course of that we became friends. My most impressive thing is when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. Anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate anytime I’ve got nervous or worried about how to run the company or navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns. I’m Rachel with Tip Top Keynight, and we just wanna 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 14. And I took this beautiful photo. We worked with several different business coaches in the past, and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts, and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. The Thrivetime Show, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13-point business system that Dr. Zellner and I have used over and over to start and grow successful companies. 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. 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, but I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses? Or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love it. We built this facility for you and we’re excited to see you. 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. 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 was 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 5 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 victimized by your own business. For somebody out there who struggles with math, if you would say that your average number of clients was 30 and you go to 100, as a percentage, what is that? I have doubled every year since working with you. So I’ve doubled in clients, I’ve doubled in revenue every year. That’s 100% growth every year I’ve worked with… 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. And so 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. Right. And 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. And so that’s really what it’s all about. So 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. And she’s been nailing down five and eight appointments a day on that script. So she’s making how many calls a day? She’s making between 200 and 300 calls a day. And our relationship is weird in that we do, if someone were to buy an Apple computer today, and or let’s say you bought 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. You and I reconnected, I think it was in the year 2000 and what was it, maybe 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. Oh, there it was. So 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 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. 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 almost 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 you can’t be a mediocre person. You are a call to a higher standard of excellence and then as your call 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 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’d 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. Clay’s passion for helping business owners grow their businesses is, it’s unique in that, I don’t know if there’s anyone else’s that can be as passionate. You know, 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. 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 want to 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 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 learning and adjusting parts about you Be open to learning and adjusting parts about you that need to be adjusted.