Clay Clark | The 7 Ninja Moves to Building an Effective Sales System

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. Boom, boom, boom. Guess who’s back and in your room? My name is Clay Clark. I’m an SBA Entrepreneur of the Year sent here to help you start and grow a successful business, but in order to do that, we had to assemble a dream team. You know, back in the day, the United States, the USA basketball team, we started to lose to other countries. We invented the game of basketball, but we started losing, and so they said, you know what we need to do? We need to bring in the pro players. If we’re going to go out there and beat the heck out of Lithuania, just run the score up on Croatia, just dominate Brazil, we’ve got to bring in the pro players. And so on today’s show, and really every show possible, I like to bring on the co-host with the most. This guy is kind of like the Michael Jordan of basketball. He’s like the Michael Jordan of Tulsa’s optometry game. This guy, he’s been helping Tulsa see 2020 for over 25 years. He owns multiple businesses. He’s a great human, a great father. He’s a great American. It’s Dr. Robert Zellner, sir. How are you? I am fantastic. I’m very similar to Michael Jordan in a lot of ways, except I’m not very tall. I can’t play basketball at all. We have different skin colors. Yeah, absolutely. You do a lot of things. And I don’t have tennis shoes named after me. But other than that, I think we’re pretty similar. That might be a business idea though. Oh yeah. Get my own shoes, put a Z on it, so the swoops, that could be my thing. I shall count down the similarities. Okay, so one is you both win a lot. You both win a lot. Oh, oh, okay, yeah, there we go. Two, you’re very competitive, which I think fuels the winning. Fuels the winning, yeah. Three, you both have eyes, noses, I mean it’s just endless. Ten fingers, I know, you’re right. I can see the similarities now. You’re right. Now, Inside the Box rocks today. We also have a great, a great character. We have Mr. Tim Redmond. This guy’s grown a business from two people to over 400 people, and I’m telling you, he’s coached businesses all over the planet. He’s spoken to audiences, thousands of people, and we have captured him. Inside the Box, it rocks. It’s Tim Redmond, business coach. Tim Redmond, how are you sir? I am doing awesome. I’m really glad to be part of tonight’s show today show Well, I’ll tell you what I’d say what thrivers we are excited about today’s show because I’ve got three big things that I’m excited about Thing number one is we have some questions from thrivers just like you and that that’s always exciting if questions from thrivers Just like you two we’re going to be talking about how to totally transform your sales How to totally transform your sales. And three, we are just three days away from our in-person Thrive Time Workshop. So I’m telling you, we had a company come in today, and the guy said to me, this is the true story, this is a guy, he has a title company in town, and he comes in with his team and they look around, and we always hear about the box that rocks, we always hear about the dojo of Mojo, but here it is. This is awesome. He just kept saying, this is awesome. It’s like, I mean, seriously, because I don’t think people, a lot of people realize this is really like the Disneyland for entrepreneurship. It really is. And I tell you what, this in-person workshop, do we have any tickets left, Clay? I wasn’t sure because I know we sold a couple. We’re, we’re down to seven. Okay. Seven, seven tickets left. But the great thing about the ticket is one, it’s only $500, but we have scholarship money available if you’re like, I really want to come, but I can’t afford $500. And that includes you bringing up to three of your team members with you. So really that’s like four for $500. That’s like $125 a piece. We want them to always stay very intimate and a place where the workshop starts at 7 a.m. and then it goes until 3 p.m. on both days, Friday and Saturday. So go to Thrivetimeshow.com. You can see what we’re going to teach you. We’re going to teach you search engine domination, marketing, sales, how to build repeatable systems. We can all, in all the details, but a lot of times we all learn a little bit differently. And so what’ll happen is, maybe we go through session number two and you’re going, I have no idea what you just meant by that. You’re able to ask individual questions, we can pull you aside, talk to you. Last, the last workshop, we had a guy who was a chiropractor from Nashville, and we actually went to lunch with Dr. J, got a chance to really sit down and answer his unique questions as he began to grow. Because the whole goal, Thrivers, the whole goal is to create time, freedom, and financial freedom. That’s our heart. That’s our goal is to help you do that, Zeke. Yeah, and the fun thing about what I like about the in-person workshops is you get to meet other entrepreneurs, other people that maybe aren’t in your same industry, but they’ve got the same heart, they’ve got the same DNA, and they’re trying to do exactly what it is you’re trying to do, and that is start and grow your business. And that’s what we’re here for. We are your business coaching resource. That’s why we started Thrive15.com, which is only a dollar the first month and $19 thereafter, which has all kinds of great mentors and coaching. Because we figured out you’re going to learn one of two ways. Tim, you probably learned all by mentoring. You probably never made any mistakes, right? Many, many, many mistakes. So you can learn by mistakes or mentoring, and we prefer that you learn by mentoring because if you look at any of the studies, you can Google this right now. I know you’re on lunch. You’re probably figuring out where you’re going to go eat, Oklahoma Joe’s, Burnt Ends and Baked Beans, great choice. Unbelievable. Yeah, but if you Google it right now, you can see that up to 80%, 80% of businesses fail and we’re going to eradicate that number. That’s what we’re here, that is our mission statement from the Thrive Time Show, is to eradicate business failures. So our in-person workshop is just another thing that we do for you. Now Thrive Nation, here we go. We’re going to get into the wins of the week. These are real wins from real Thrivers like you. I’ve got two coming in. I’ve got three coming in hot, Z. Are you ready for the first win, Z? Are you ready? Bring it to me, baby. All right, win number one. Win number one. Now, Tim, I’m going to give you win number one. Here we go. Win number one. This is Fish Flix. Tim, you know Dr. Ennis. His company is called Fish Flix. It’s a Christian on, it’s like a, they sell Christian DVDs. Okay. They, they have the, they sell Christian movies and DVDs and they are now in the entire world number one in Google for the word Christian movies in the entire world. Wow. Boom. That is a big victory. That’s a big win. And you know how they did it? We taught them the specific moves these kind of moves we teach you at a workshop and now he’s number one in the world and this just in Tim this just in we have rumors phone is gotta be ringing off the hook people are buying stuff now this just in rumor has it I don’t want I don’t want to I don’t overstate this but rumor has it people to find the products and services. If this catches on, he could make millions. So I’m just telling you Thrivers, if you are struggling to get to the top of Google, work with me here. Do you realize how powerful digital marketing is now? It’s so powerful, and for him to be top in Google, congratulations Dr. Ennis and the FishFlix team. Now, win number two, win number two, this is from Fine Folks Pizza, our Thrive listeners in Fort Myers, Florida. Fort Myers, Florida. Broadcasting live from the center of the universe, you’re listening to the Thrive Time Show. They had another record-breaking Friday sales last week. We’ve been coaching with these people one-on-one now for about four months. And Marshall Reports, they had yet another record-breaking. They keep record-breaking. And see, when you start breaking records every week, that means you’re growing. You know what I feel? You know what I sense? Wallets expanding. Bank accounts adding zeros and commas. I feel financial freedom coming down the road. That’s awesome, Clay. Those are great victories. I’ve got one more win. One more win. This win’s coming in hot. Oh, my. Get me a third one. Get me a third one. This is Triangle Appraisal Group. They’re an appraisal company, and they got their first lead from being top in Google this week. Their first lead! Boom! Awesome. Now, I’m telling you what, these are game-changing moves. So if you are stuck in a rut and you don’t know how to do the Google game, get out to our in-person workshop. That alone, that alone is definitely in the marketplace right now. If you hire one of the top search engine firms, that’s definitely a $24,000 value minimum when you know how to do it. He said, where do you come up with that value? Where do you come up with that price? Most of the search engine firms that are good charge $2,000 a month with a 12-month contract minimum. So this is like a $24,000 value you could learn at the workshop. Unbelievable. But here’s the thing. Someone may be listening out there going, okay, there’s the upsell. Here it comes. You’re going to lock me in the back room and I don’t get out of your building until I buy XYZ. The great thing about our workshops are there’s no upselling. What? There’s no upselling. It’s one fee. I have my brain just broke. You had no upsells at all? No upsells at all. We have scholarships. I mean, it almost sounds too good to be true. And you know what? If you go on Thrive Time Show conference reviews or Thrive 15 reviews, you can see video after video after video of people that have been to them and just their brains look like they’ve exploded. It’s kind of like that jet commercial where the smoke is coming out of there. I have been there hearing these people, talking to these people, and it’s not just a hyped up deal. They have been transformed in front of our eyes when they’re talking about it. So if you’re serious about wanting to make some financial freedom and some time freedom and really take your business to the next level, then I challenge you to come out to our in-person workshop. I mean, what have you got to lose? I mean, 500 bucks, I promise you this, if you own a business, you spend a lot more for a lot less. Absolutely, absolutely, Thrivers. And today, as we get into today’s topic, we are going to be diving deep into the seven ninja moves to build an effective sales system. You see, once you get to the top of Google, like with these people, it doesn’t matter at all if you can’t sell anything. So the step number one is trying to get the leads, but you gotta convert them. So Tim, I would like for you, I’ll put, feel free, feel free to go on a tangent if you would like here, but you’ve coached clients all over the world who are, who’ve learned search engine marketing, okay, let’s say, or they know how to generate leads, but they could not close anything even if it was a door. Like a door right there, they couldn’t close. Any deal, can’t close. So talk to me about, if you had to just, I mean, from your experience, what percentage of business owners, by default, can’t close or can’t sell well, from your experience? Well, I don’t know a percentage here, but it’s probably around 75% or greater. It’s interesting that when you’re in business, you’re there to sell a product or service. And we want to look at the sales process as this as this secondary thing, as this necessary evil. It’s like, you know, people ask, well, are you trying to sell me something? I like to say yes and it’s gonna make you better. A lot of other, a lot of people just apologize for their sales, you know, having to be involved in the sales process here. And it’s just the way you are able to serve people more. If you don’t know how to sell, you’re not going to serve people near as much. Now, here’s the deal, Thrivers. I want you to get out a sheet of paper. Today’s training requires either a sheet of paper or an unbelievable photogenic mind, where you just have this photographic mind where you can just like an etch a sketch. You can do an etch a sketch. Or an iPad. But you’re going to need to somehow take notes. Maybe Post-it notes would work, OK? That’s kind of old school right there. Step number one is I want you to think about your current sales system, and I want you to draw out the steps on a timeline from left to right, a timeline. OK, so here’s an example. Step number one is how do you generate leads, OK? Step number two is when an email comes in, what is the auto responder? Or when the phone comes in, what do you say? You want to go through the entire linear process from left to right, and you must actually diagram this on either a whiteboard or a sheet of paper. Because if not, you don’t know where the breakdown is. I mean, see, when you don’t diagram your sales system, it’s so hard, because if you have a team, like if you’re Optometry Clinic, there’s a whole team of people. You’re on the radio, you buy commercials to get people in, but then somebody has to greet the customer, somebody has to do the test, somebody has to show them all the different frames and all the eyewear that’s available, somebody has to check them out, somebody has to bill insurance. There’s probably, what, six or ten people involved in every patient you work with? Yeah, absolutely. And I’ll tell you what, writing down the steps allows you then to sit back and look at them, refine them with your team. I love writing it down. You have to write it down. In other words, you can’t just sit there and talk about it. You’ve got to be purposeful in it. And so everybody, we’re going to give you time. You’ve got the break coming up here in a little bit. Go get your paper. Go get your pen. We’re going to walk this thing together and we’re going to give the seven ninja, I love ninja moves. But Z, when Moses, when God told Moses the Ten Commandments, Moses was busy, he had a lot going on and he didn’t write those down. I mean he just came back down from the mountain and they’re like, what did he tell you? What did he tell you? I don’t remember, maybe three or four things I can remember off. No, he wrote it down on the tablet, okay? You gotta, even Moses was writing down stuff on the tablet. Write it down on the tablet and then tell the people. We gotta build the system. Get out some paper, get on an Etch-a-Sketch, get on a whiteboard, write down your sales process. Stay tuned, we’re gonna help you change your sales game. Stay tuned. All right. Welcome back to the Thrive Time Show on your AM radio. Thank you for tuning in here to 1170 Talk Radio where Tulsa comes to talk. And I’ll tell you what, where Tulsa comes to make their wallet grow, it’s the Thrive Time Show. It’s business school without the BS. And yes, my name is Clay Clark. I’m the former SBA Entrepreneur of the Year and the father of five kids and a man who is building a wall around my property to create a completely perfect ecosystem called Camp Clark and Chicken Palace. I could not be more excited Dr. Z. I could not be more excited about Camp Clark and Chicken Palace. Well, when I last time I was over at your house you cast the vision. Oh man. And not only do you have the wall but you have a line of pine trees. Oh. And you’ve got that little thing that you’ve got in the backyard You’ve got like a like a little mystery trail that takes you to this treehouse thing back Oh, yeah, have you got a bridge over the creek yet? I’m with a funny story about that my wife, and I were going through a nature. There’s a place like a hundred and 21st and Broken Arrow by Lynn Lane kind of like a park over there So I’m gonna nature reserve and they have a suspension bridge and my wife looks at that You know, you know like great women have this ability to find whatever innocently by the way, whatever is very expensive They just know that it will be super expensive but without even like she did suggest you build out of your backyard Yes, we should have something like this. I’m like She has that ability She’s a high-class woman and she can just says you go that bridge would be expensive We should probably do that. I tell you what, a suspension bridge right there would be very cool. Would be very cool over that creek bed because you know that back… How much is about about a half your property on the other side of the creek or how much is divided by the… More than half. We’re about three quarters of the properties behind that creek. Wow. I could just go back in there and just live. Just live off the land, be in the bobcat. We can come in and take a chicken when we needed it and just, you know… And I’ll tell you, the reason why we’ve been blessed to be able to add on stuff like the man cave on to the house and travel and all these kind of fun things we talk about on the show is not because I’m a genius. You’re probably a genius, but it’s because we have learned how to build repeatable sales systems. And what happens is when you can build a repeatable system, what that means is that your business is able to generate revenue when you’re not there. You can create time freedom and financial freedom, but the problem is, Michael Gerber, the best-selling author, says it so eloquently. He says that most entrepreneurs are merely technicians with an entrepreneurial seizure. Most entrepreneurs fail because you’re working in your business rather than on your business. And so it’s kind of fun today because we have Tim Redmond, who grew a company from two people to 450 people. We have you, you’re a Tulsa tycoon, and now we’ve just brought inside the box that rocks, we brought in Mr. Raymond Leach. He’s the founder of the Champion Therapy Services. Raymond, how are you, my friend? I’m doing great. How about you guys? I am doing very, very well. And I want to describe you, this is how I would describe our cast of characters. Raymond is like a honey badger entrepreneur. He’s built a successful company. And as we talk about scaling a business, he’s probably ahead of where this next story, he’s probably ahead of where I was with this next story, but somewhere maybe behind where you are Z. So I’m going to kind of tee up the story here. So here we go. Okay. So I, I used to put a bias on marketing. So I would go to the trade show. I would buy a ton of ads. I would do a ton of mailers. I would do a ton of anything I could do with yellow page ads to generate business. But then what would happen is the, the phone would ring and I was the only person who had the mental capacity, I thought, to be able to close the deal. And so every time that the phone would ring and then a member of my team would fail to close a deal for the company called DJConnection.com, I would do the predictable thing, which is what, Thrivers? I would say, I just have to do it myself. And so I bought into that cycle that if I wanted something done right, I have to do it myself. But looking at your business, I would go in, I’d pick my wife up, because my wife used to work for you, and I’d notice, Dr. Z doesn’t answer the phone at all. And so I look, and I notice that the girls have like paperwork and a script, and there appeared to be what I believe to be systems. So how did you go from where I was, where I was answering the phone every day, you know, I’m doing every single sales call, how did you get from there to where you are rarely at the phone? In fact, I don’t think you answer the phone at all at the ophthalmology clinic. I mean… No, but every now and then if it rings too much, if I’m there in my office, I will pick up the phone. And everybody’s like, he picked up the phone! Uh-oh, Darth Vader picked up the phone. Well, you see, back in the day, it was me and one lady. And so I did everything. And, you know, I was like, oh yeah, I got this thing down. Oh, ho, ho, ho, come to papa. Yeah. Had it all down, and I had it all figured out, and then I started hiring other people to work there and I realized, wait a second, they’re not doing it right. They should know better. And then I started hiring other doctors and I’m like, wait a second, they’re not doing the exams the way I’m doing them because, didn’t they go to optometry school? Don’t they know these things? Aren’t these things self-evident? You know, because what happens is you do something over and over and over day after day after day. Oh, come on now. To you, it’s just like, this is how we do it. This is how we do it. This is how we do it, and you’re good at it. I mean, if you’re growing your business, if you’re doing the closing, like your calls come in, DJ Connection, it’s Clay Clark, I’m going to help you close the deal, boom, boom, boom, you hang up the phone, like this is easy. I’ll just hire another salesperson now. And you don’t have your system down. So you know what you do? You sit there and you say, okay Billy, here’s the five steps you do. And I know you’re going to remember these. Because I’m not going to write them down. I’m just going to say it to you verbally. And I know you’re never going to forget one of these. Absolutely. And because they’re self-evident, because they’re just so obvious, It’s what I would call common sense. It’s common sense. And I know I’m paying you on commission, so I know you’re motivated to make the sale and remember these five steps, so there you go. And then now a month later, you’re looking at it going, Billy, you didn’t make any sales. I was like, yeah, man, I, you know. So I want to ask you this question here. So Raymond, because you built your business to a point where you have a demand for your company that in my opinion has exceeded your individual ability to do it. You hired a team now. You’ve kind of built a team here. What is the hardest part about building a sales system? I mean, what would be a question you’d have for Zee because you have done the American Dream. You’ve started a business. It’s profitable. You’ve grown it. You have people, you’re in different cities now. You’re San Antonio. You’re in Oklahoma. What would be a question you’d have for Zee about maybe how to build those systems? My big question that I’m struggling with right now is just taking the time, getting the time to make those systems because I’m still in the day-to-day operations and running everything and having a hard time actually taking the time to get those systems wrote. Clay, he shoots and scores. The number one thing I hear out of young entrepreneurs out there is what? Drum roll. Sam, I got to get my drum roll button. I tell you what, I’m with that lumberjack. The number one thing I hear is time and time management issues. I could do that, but I don’t have the time. When do I find the time? How do I get that done in the time? I mean I’m out of time. I’m so busy, busy, busy, busy. And that’s why that in-person workshop is a little side note right here. That in-person workshop, one of the core things we talk about is time management. We use a system oh this guy’s a stud. We use a system from Lee Conkrell who time managed Walt Disney. If you’ve ever been to Walt Disney, man that place is high and tight and runs like a train on time. Do I have permission when we come back to get a little bit into the details of time management? I mean, I know at the workshop we’re going to spend hours on it, but do I have permission to do that? Yes, and also we’re going to give you a few little ninja moves on how you create time, make time, and get the stuff done on time. And Tim Redmond is going to be putting on a laser show of time management because I’m telling you, when he built the business from two people to 450 when I got hired there as an intern back in the day I was a moron and he they were able to teach me within I mean about 15 to 20 hours how to answer the phone inbound inbound customer service questions from accountants true story I would go in there work there that a whole army of interns and we were able to answer the customer service questions from thousands of accountants and they taught me within 15 hours how to do my job. It was amazing. That is amazing. If we have time, I’m not sure if I have time to talk about time management. Oh, sassy. Unbelievable. Wait a minute. You know what we don’t have time for though. We have time to get out to Oklahoma Joe’s, grab those baked beans, and come back and join us. Stay tuned. Thrivetimeshow.com. All right Thrive Nation, if you are happy or if you want to be happy, if you aspire to build time and financial freedom, we found the show for you. This is the Thrive Time Show on your radio. I’m telling you what, you just have three days left, my friends, three days left to go to thrivetimeshow.com and get your ticket. Get my ticket for what? It’s your two tickets to paradise. See, I’m telling you what, if you go to thrivetimeshow.com, we have an unbelievable in-person workshop. It’s 15 hours of power, and we get into the details, the stuff behind the stuff, sales, time management, marketing, search engine optimization, accounting, customer service, business plans, how to raise capital, how to do social media marketing, all of the nitty-gritty. If you want to know how to get to the top of Google, we teach you. And today we’re talking specifically about how to sell more stuff, the seven steps to building super sales systems. And if you just missed it, one of the questions that Raymond, our super guest, with Champion Therapy was asking Zee is, hey, I’m building a successful company, I’m selling, he’s keeping up with the day-to-day business, but how does he create the time, Zee, to create those systems? I’m gonna start with you, then I wanna get Tim’s take on this. But how do you put your hat back on back of the day was dr. Robert Zeldin associates. It was you in one person and You just hired person three How did you find time or when did you find the time to build your business systems? Here’s what I want everybody out there to do Unless you’re driving then you can pull over to a quick trip or to a truck stop and do this Get out that same you everybody has a piece of paper now Hopefully ready and they’re writing instrument because you’re gonna we’re gonna talk about how to do your sales moves. I’m trying to look it all, so I’m driving. Wait one second. Hang on, I’ve got to get on the quick trip. So here’s what I want you to do. I want you to literally, and within 15 minute segments, so that’s four segments an hour, all right, I want you to write down everything you did yesterday. Oh, wow. Everything? Everything you did yesterday. I want you to write down when you woke up. Okay. I want you to write down then in 15, so four per hour, alright? So if you did something for an hour, then you’d put it like for all the hours. I wrote down mine on the window. Boom, boom, boom. 2.30. 2.30 was when you, 2.30 AM is when you got up. True. Okay, that’s when I was going to bed. So that’s, that’s why we got the thing covered. I mean, one of us is up. It’s like, all the time. It’s like my kids, they take shifts going, which one of us can wake up mom and dad? I need to get some sleep, you wake up mom and dad. We’re always hopping in our bed waking us up. It’s your turn. So write down when you woke up, and then in 15 minute increments, I’m getting excited. You’re letting us say it all at one time. Those baked beans are still, I can still taste them. I want you to write down what you did yesterday. Why are you doing that? And be honest, and why are you doing that? Because what I’m going to do now is I’m going to show you how we’re going to gather that time, Raymond. I’m going to show you that if you’re purposeful and you plan, and the other thing is, what’s your schedule like tomorrow? Do you have a schedule tomorrow? You know, the average person, you can Google this right now, trust me, you can Google this and you can verify it because we all know Google is always the truth. You can Google it and guess what? The average person, the average US citizen is watching five hours of TV a day. Wow! Five hours! Three hundred minutes! So the first thing I’m going to do, let’s say you’re a person that you’ve got, but I’ve got my shows DVR’d, you know, I’ve got, you know, the Batshark, it’s important to me. So here’s what you do is, I’ll give you one show, but all you can do is watch one show per day. And that other four hours, that other three hours, that other two hours, that’s when we’re going to start working on your systems. And you have to schedule that in. The only thing you get done tomorrow is what you have scheduled. And if you want to get something done tomorrow, then you schedule it. And I know that sounds crazy, but it’s the way that it is. And we all have these smartphones. They all have calendars on there. Use the darn thing. Write it down. Be purposeful in it. Now, I know if you have a job, you use so much of your day is allotted to the job, that’s okay. I know if you have a family, so much of your time is allotted to your family. I get that. You’ve got children, you’ve got to give them some attention, right? We don’t want cats on the cradle and all that stuff, right Tim? Oh yeah, you got it. Yeah, silver spoon, little boy blue and the man on the moon, all that stuff. We want you to sing that now, can you? I’m going to pull that up over the break. But here’s the thing folks, you’ve got to be purposeful in your scheduling. If you do that… This is so powerful. This is the difference that makes the difference, Z. Yeah, it really is. For me, Clay, you could be on the Clay side of things. Clay is early morning, get it done, and then go to sleep early. Me is in the evenings. I’m a night owl. He’s a morning lark. I’m the night owl. For me, it’s easier to stay up and to do it in the evening. So hey, you’re an entrepreneur. You get to pick which 80 hours you work, right? Absolutely. Whenever you want. 80, 72, 75. You can choose your own work week. You can choose your own deal. But Raymond, that’s how you do it. And I know that sounds, you’re like, that sounds so simple. And you know what? Being successful is just really doing a lot of things that are simple, but doing them with purpose and making sure you get them done. I have three little caveats, and I want to get Tim’s feedback, and I’d love for Raymond to ask any questions he has about this, okay? So I would say this, is that not only do you have to schedule a time, but I also would encourage everyone to schedule one, two, three, where you’re going to be at that time. Because I’m telling you what, recently, brother Carlton Pearson, he’s a guy whose life’s being made into a movie. He reached out to me the other day, and apparently I’ll be teaming up with him to help him co-author a book about speaking. Okay, well that’s exciting. I mean that guy taught me speaking. To be able to sit down and help him kind of categorize his memoir and catalog it. I mean that guy gave over 5,000 sermons. Are you kidding me? His life is being made into a movie, Z, real quick by Martin. That’s crazy. I had no idea. I mean he’s had an interesting run. Martin Sheen is going to play, Charlie Sheen’s dad is going to play Oral Roberts in the movie. And the Academy Award winning actor from 12 Years a Slave is going to play him. Wow, that is so cool. I had no idea. Made your motion picture. True deal. Very cool. And so, when he says, hey, could you help me write the book, my immediate thought is, well, when am I going to do it? And then two is, where am I going to do it? And three is, what am I going to be, what do I need with me when I’m doing it? So Tim, I want to ask you this. Time management. Talk to me of the importance about knowing where you’re going to do it, when you’re going to do it. Just educate us. How do you do it, man? I mean, it’s a challenge. It’s not easy for anybody, but how do you do it? Yeah, well, when you’re actually setting up, I mean, you have two creations. One is you create your day and then you go out and create your day. So it’s the planning and then the execution. And so I like to, Clay, I like to set time, a set place, and a set pattern to do my planning. So Raymond, I want to ask you this, my friend. Now that you’ve heard Z share with you about how to do it, what questions do you have? Where are we not answering the details? Where are we making it big for you? I think I’ve pretty much got it now. I just need to spend more time figuring out my time. Because you are a guy who gets stuff done. And so I think the big thing is there’s like, I’m just trying to be really very real with you. I cannot write a book at this building because there’s so much energy and there’s people coming in and out. Noise and oh yeah. And so it’s a great place to be. But I can’t sit there and write a book. So for Carlton, I said, hey, come out to the man cave. We’ll do it there, man. We’ll just we’ll write the book at the man cave. So all I’m encouraging, if you’re listening right now, is go ahead and figure out what do you need to do but write down when are you going to do it where are you going to do it what do you need when you do it and was as he said go ahead and write down everything you did over the last couple days write it down I mean it’s powerful see it could be shocking I’ve done that before I’m kind of Wow I did what yeah you see clearly all the time you’re wasting then that’s that’s the and that’s what really that’s what it really comes home to you’re just kind of going wow I piddled around doing nothing for like three hours yesterday. I mean, it’s like, so let’s work off the assumption. You now have, you know where to do it. You know when to do it. You know why you’re going to do it. You know what you need to have there. But now you, what you have to do is go and document out your sales process. Now the next step is you must make, make each part of your sales system into like a, like a square or like a big visual. So it’s like a, a diagram back in the day when you diagram sentences. You want to make it into a diagram. It’s more of like you’re diagramming like a blueprint to build a house or something. But it’s a timeline from left to right. You’ve got to diagram that out. When we come back, we’re going to tell you what you should put in box number one and in box number two and in box number three. We’re going to help you transform your sales game. Stay tuned. Thrivetimeshow.com. And the bass keeps running and running and running and running and running and running. It’s the Thrive Time show on your radio. I was running for no apparent reason. I just wanted to run. I’ll tell you what, Thrivers, if you are listening right now and you’re going, what is this show? What is this? What is going on? This is the show that is business school without the BS. I remember going to a class, specifically at St. Cloud State University in Minnesota. So if you’re an OSU or an OU or a TU or an ORU alumni, calm down. I’m not going to ridicule your business school yet. And so what happened is, is that at St. Cloud State, I remember in a class, and it’s basics of business. And this professor gets up and he’s like, well, one of the things you want to do is you want to do what I would call a SWOT analysis. If you look in your syllabus, S stands for strength. And then you know, this guy’s talking at a pace where if he continues to talk this slow, I won’t learn anything until four years from now. And they’re like, exactly, which is why we charge you for a four-year degree. But yet I’m 100% serious. If you come out to our in-person workshop, it’s a two-day workshop, and those 15 hours of power, you will learn everything you’ve ever needed to know to make your business grow. Time out, time out, time out, time out. So you’re saying that I should not take the $56,000 I’ve saved per year and go to business school. I mean, it’s more at some schools, actually. That’s a bargain to you. Yeah, Tulsa’s very affordable. Very affordable. Yeah, $56,000 is nothing. So I should do, so you’re saying, pump the brakes, you’re saying I should not go into debt, that I should not do four years of business school, that I should come to our in-person workshop, get on thrive15.com, maybe do some one-on-one business coaching with us, save a ton of money, and fast-track my business to success? Is that what you’re selling here? What I was saying, what I was saying before I was so rudely interrupted by our co-host with the most was that I made a list of the people who didn’t have a degree who are struggling through life right now. And I wanted to read off the list real quick. Okay. Because there are people who don’t have a degree and they’re struggling and we just need to maybe we make a prayer chain. We could send in donations. This is the list of strugglers. Yeah. And some people have passed on. They struggled their entire life. We could do what’s a new thing. The kickstart thing on the on. We could do a kickstart to raise money for struggling dropouts. We can do a. So one of the struggling dropouts is no longer with us is Walt Disney. He never got a degree. He’s struggled his whole life. Wolfgang Puck never could figure it out. Wally Famous Amos never figured it out. Vidal Sassoon struggled. Steve Jobs, a freaking hippie, couldn’t figure it out. Steve Wozniak couldn’t figure it out. Thomas Edison, he couldn’t get it together. Russell Simmons. Rush Limbaugh, freaking idiot. Sean Fanning from Napster, he never figured it out. Ray Kroc, I mean, McDonald’s is still struggling. It’s just so sad. It’s so sad. It’s not ever going to work. Michael Dell, I mean, Milton Hershey. I mean, Hershey. Dale? Dale didn’t get into it. No, he didn’t. He was too busy building this business. Yahoo, founder Jerry Yang, he’s just struggling. James Cameron, the guy who made, I don’t know, the Titanic. I mean, it’s the top stuff of his old time. And Avatar, he can’t figure it out. The founder of Ikea, you know, he’s just struggling. I mean, Henry Ford, he can’t figure it out. Wayne Huizenga, you know, he started Blockbuster Video and bought the Marlins. He can’t figure it out. I mean, there’s just so many people out there. Coco Chanel, Bill Gates. I mean, I’m just looking through this list. Dave Thomas from Wendy’s. I mean, Wendy’s, why did he just give up? That thing never worked. I mean, Wendy’s? I mean, who’s ever… Abraham Lincoln? I mean, Ben Franklin? These are all a bunch of idiots. These people need help. They need business school to you. Ben Franklin, you pull out a $100 bill right now, I promise you this, he’s got a lot of business up front. And a party in the back. I mean, he’s got one good party going on in the back. Trust me on that. And all these people didn’t graduate from school? Is that what you’re saying? They didn’t go to… No, they didn’t graduate from school. And I’m just saying, Z and I started a Kickstarter and it’s called Fund a Billionaire. And you can go up there and you can fund all these struggling billionaires who just can’t figure it out. They didn’t go to business college. I mean, they didn’t go to TU or ORU. They didn’t go. And so it’s just hard. It’s hard for them. It’s tough to make ends meet. Here’s the bottom line. It’s tough to manage the billions. Here’s the bottom line. If you’re a true entrepreneur, the stuff that you need is through mentoring and that’s what we’re here to give you. I mean, when you go, college is for some people, there’s always some degrees. Like me, I had to go. I went optometrist. I couldn’t just, you know, log weekend in Puerto Rico wasn’t going to get it done. But hey, listen, for those of you out there thinking, I need business knowledge. I want to start, I want to grow a business. We are your huckleberries. You know Joel Osteen never went to seminary and he’s just struggling. Joel Osteen, it’s so hard. He’s such a nice guy. Yeah, I hope he figures it out. But anyway, so here’s the thing. We’re talking about how to build a sales process. And one of the questions we were talking about kind of off the air, which I love, I love, Raymond and I were talking about this, is when you get a big idea, an epiphany, what do you do with it? Because if you haven’t, so here’s what you do. This is the process, the daily move. Anytime you see a problem with your system, John D. Rockefeller carried this thing called the Little Red Notebook, and Sam Walton also carried a notebook. You carry it in your shirt pocket. I always carry my clipboard, and immediately when I see a problem, I write it down. And then during my meta time, or my above time, from the Greek word meaning above, that is when I tackle it. So this weekend, I am working on a bunch of meta items, but last weekend I’m talking to Carlton Pearson and he says, hey, let’s team up, let’s do a book together. And one of the things that you have to do is you have to name the book. And you always want to name books after phrases people already know. So Raymond, if you were going to name a book, if you’re going to write a book, and you’re helping a guy who is a best-selling author whose life is being made into a movie that’s going to star Martin Sheen and Academy Award winning actors, and it’s going to be in all the theaters, and you’re going to write his book, and it’s about speaking. What would you name it? I mean, I hate to put you on the spot, but what would you name it? I mean, you’re on air, people all across Tulsa are going, what’s he going to name it? Tulsa, what would you name it? I mean, what would you name it if you had to pick a name? So it’s just about speaking, right? About speaking, yeah. Features, you know, best-selling author. You know, he’s a former pastor. You know, he’s famous for changing his religious views at the peak of his career, the peak of his higher dimension. Crazy, crazy religion. What would you, what would you name it? See here, here’s the, I’m not tripping on the spot. I’m just being real. Here’s the, I mean, I’m being serious though. I, when I talk to people, I said, I don’t know, but I put it on my schedule. So I write it down and then I go into my meta time and I sit there and I think about it and you know what I came up with Z here’s the name. He’s accepted the name. I like it. Here it is. Any given Sunday. That’s the name. That’s exactly what I was going to go with. Exactly. Boom. So the thing is, but we, but I had to come up with a whole list of names. It looked through a list of idioms and famous phrases. And finally, I’m like any given Sunday, because as a speaker, any given Sunday, he had to have a great, he had a great, great sermon. And so it’s any given Sunday, it’s the Pearson method to powerful presentations. And it’s this whole thing. But anyway, I couldn’t come up with that on the spot. And so I encourage you. So see, when you’re working at your optometry clinic and you saw a problem in the workflow, let’s say the phone rang, OK? And you saw that it wasn’t answered the way you wanted it, did you right then sit down and write a script? Or did you write it down and then come back to it later? I mean, how did you do it? My move was Post-it Notes. Really? For those of you that worked for me back in the day, they’re like, oh, now it’s more post-it notes. I had little yellow ones, had them in my little pocket, pulled them out, little post-it notes all throughout the day, all throughout the day, little post-it notes. And that was kind of my move. But yeah, you can’t, obviously you’re in the battle right then. You can’t, you know, stop and change it right then. You make a note, and then whenever you have your meta time, I like that, your meta time, your time that you think about problem solving, the problem, what problem? The problems you wrote down because you solve them every day. You’re not going to remember, you’re like, I think I solved some problems today. I got that meta. I was hearing, I heard Carlton Pearson do a talk and he was talking about meta and meta meaning above. And I’m going, that’s what I need to do. I need to work above, kind of hover over the busyness of working in the business and work above it or on it. Tim, I want to ask you, when you’re going task, I mean, when you had like 100 employees, I mean, where did you find your time to work on the system? I mean, because at a certain point when the business gets to a certain level of profitability, I guess your entire job is just to fix the systems. But before you have that kind of time, when did you find the time? I found myself, I love the early morning, not quite at 2.30 a.m. kind of early. That’s a problem. But I would get in the office before the rest of the humanity would show up and I would just begin to think about what we don’t take time to think and so just the process just being patient with thinking and processing was huge and I would I would draw things out this is I think about four years before they came up with electricity so I would actually draw out rather on a computer I draw it out on a sheet of paper. There’s just something magical to drawing it out manually. Get your thoughts down on paper. You know Martin Luther King Jr. has a famous notable quotable that I love. He says, rarely do we find men who engage in hard, solid thinking. There is an almost universal quest for easy answers and half-baked solutions. Nothing pains some people more than having to think. And when I say pains some people, when he said pains some people, I mean me. I mean it’s so hard to think deeply. That’s why you’ve got to block out time for it. I mean when he says, hey, can you help me come up with a book title? I’m going, absolutely. Done. I’ll have it done by this weekend. But then I had to like schedule time to do that. I put four hours on my schedule and I just was like, I’m not leaving this. You set up four hours to come up with a title. Yeah. And then what I did is I printed off a list of famous American phrases and one of them was any given Sunday and I’m like that is perfect. No any given Saturday is the phrase that you played off of right? Well any given Sunday is kind of my move. Right right but I mean but the phrase you’re playing off of is any given Saturday right? I think it’s I think it’s an NFL football term on any given Sunday right? You know what I don’t know the origin of it exactly I just know that a lot of people know that phrase. And my idea was that, you know, any given Sunday, you have to make a powerful presentation as a pastor. You have to do it. And so he likes the idea. I like the idea. We’re working through it. Stay tuned. We’re going to teach you how to build powerful sales systems. Thrivetimeshow.com. It is a beautiful day. And I’m going to tell you what. You and I, we are so privileged to be born in this great country at a great time like this. I remember back in the day when I started my first company called DJ Connection. I would sit down to meet with the bride and the groom about a book in their wedding and when I would sit down and meet with them the bride would say hey we want to move forward is it okay can you guys take a check and I’m going yeah I’ll take a check you know and so they send me a check and the contract that and mail it to me. Now you can do an iPad you just digitally sign that thing. Now you’ve got the square, you can just swipe the card. I’m telling you, it’s become so much easier to do business. Back in the day, I remember I had to buy a Yellow Page ad. My Yellow Page ad, I still have it up there on the wall. That Yellow Page ad right there, the one that’s next to this, I know you can’t see it right now, but we have it in the box at Rocks. I remember I committed, and did you ever do Yellow Page ads? Did you ever use Yellow Page ads? Back in the day, yes. What’s the most you ever spent a month on a yellow page ad? Back in the day, when you were really rocking it. I don’t know. I did a full page. I mean, that’s probably thousands of dollars a month. I’m trying to remember. That’s a good question. That first one was $1,700 a month just for that thing. And I remember going, maybe, to my wife, hey, we’re not going to have air conditioning this month because I’m getting a yellow page ad. And you have to test it, by the way, for the entire length of the contract. Because I was a genius, I was like, and you get a good deal, I went ahead and did a two-year deal because I’m a genius. And so the thing is, is that I’m just telling you what, if you’re listening right now, there has never been a better time to do business. Now, you come to an in-person workshop. By the way, the next one is in three days. You come to an in-person Thrivetimeshow.com workshop. You can learn digital advertising and we can run a Facebook ad or an AdWords campaign or an END job post or a monster.com job post or a Craigslist job post or an AdWords ad. And you can run that for a week. And then every week go, you know what, let’s pause. You know what, let’s move forward. Let’s pause. Let’s test. Let’s measure. Are you kidding me? Back in the day, my measurement was a yearly thing. I’m like, well, now that I’ve spent $24,000, I guess we should look if it works. I mean, it’s unbelievable. Just the great opportunity here. So we’re talking about how to build a super sales system. So step number two is you want to make each part of your sales system into a square that connects to another square moving from left to right. So if you’re a Chinese thriver, calm down. You don’t have to go from, you know, you can go from right to left if you want. But if you don’t speak Mandarin yet, you definitely want to build those boxes, step number three is you want to create an area on a big whiteboard or a cork board where you can detail out each step of your system. So to make it real, here’s an example. Step number one is how are you going to make your phone ring? And Z and I would encourage everybody to have a three-legged marketing stool. Tim, I want to ask you coach businesses, you’ve implemented the Dr. Zellner system, you’ve implemented your career systems that work. Why is it so important you want to have three ways to go get customers? Oh, man. I tell you, what happens if one or two of those ways don’t work really well? So you want to be able to always be gathering intel. What is the best way? What’s the best way to use that buck here? So you’re looking at more than one, more than two, but not like 20 or 50 or even 4 you don’t want to if you chase too many rabbits They’ll all get away, so that’s why we really focus on that Raymond I’m not gonna put you on the spot and make you tell us how you get your customers But I’m gonna tell you how we get our customers and some of the businesses. I’m involved in okay, so here Here are the moves here are the moves for make your life epic our PR and consulting firm. This is a move I did I don’t do it anymore because we frankly can’t we don’t have any more room, we’re booked out basically, we have kind of a waiting list, okay? But here’s the deal, I used to make a list of 100, the top 100 influence sources. This is called the Dream 100, it’s from a book called The Ultimate Sales Machine, and every week, faithfully, I had members of my team drop off donuts with a very classy message that said, if you want to make your marketing efforts pay off, yada, yada, yada, check out Make Your Life Epic, where the deals are a little bit more sweet. Something, you know, just something like obvious like that. Something just, and Z, when you make a Dream 100, I mean, you obviously, you have an auto auction, and you’re trying to convince used car dealers to buy cars from your auction, and your auction has done great because you’ve done this. Why is it so important that you make a list of the top people you want to go after, and that you just do not stop until you get that business. Well, it gives you a target. I mean, you’ve got to have a target. I mean, you’ve got a gun. You’re kind of like, what are you going to do with it? I don’t want to shoot it. I don’t know, man. I don’t know what you’re going to do. I’m going to just start shooting a gun. Maybe I’ll hit something. I don’t know. You want a target. So all my sales guys, one of the questions I always ask them when I see them is, who’s your number one draft pick? Who’s your number one draft pick? Who’s the big fish? Who’s the top of your leaderboard? Who is the number one target you have right now? And if they were giving that deer in the headlight look, sometimes you’re like, I’m like, if you don’t have your number one, I know you don’t have a number 10. You should have saw that look. And I know you don’t have a top 100. You know what? Because one is actually, it comes before 10 and comes before 100. So you’ve got to break that thing down. You’ve got to have your dream 100, i.e. the 100 businesses, the 100 clients, the 100 deals, the 100 people that you want to sell to, your highest and likely buyers. And then you want to target those down and then go at them. Take notes. You want to write them down. You want to write them down and say, how did I contact them? How many did I contact today? I mean, Clay, some of your businesses, not a lot of your business, but some of your businesses, you have so many calls they have to do, they have to document, and that changes. Okay, here’s your draft picks today, here’s the guys you’re going after today, here’s the ones you need to call today, right, or this week. So move number one, you want to have that three-legged marketing stool, and you want to define the moves you’re doing, the things you’ve committed to, and you want to track the results. So again, for my businesses, Dream 100 was one. Two is I wanna be top in Google. Anytime I have a business at all, just divide, I have to be top in Google, period, because certain people have begun to use their smartphones and they begin to search on their smartphones for the services and products they’re looking for. And I believe that we could trick them into using us if we’re top in Google. I mean, so seriously, being top in Google is a thing. That’s one of my moves. And move number three is I like to do ads on social media because people spend a copious amount of time on Facebook. But I don’t care what your three-legged marketing school is, you have to have them. So, Raymond, I want to get your feedback on this. I mean, you built Champion Therapy. For someone who’s listening right now and says, what the heck is Champion Therapy? Are you a therapy service for world champions, for Super Bowl winners? I mean, what is your business, my friend? Well, a lot of people think we do therapy on horses, but we don’t. So basically, we provide therapy to home health companies. Most of them can’t afford to hire their own in-house therapist because they don’t have enough volume. So we just bring in therapists to them. All of our stuff is based in-home. We do all in-home therapy. And so how do you go out there and get your business, my friend? Because a lot of you that are listening right now cannot get business. And you become sort of like, you’re like the rain man. You generate business. You have made things happen quickly. How do you do that? Well, I’ll say that mostly I just picked up the phone and made calls, just like you’re saying. It was all on the phone, making calls, and then in person. Everybody that was close, I would actually go and see. And anybody that was a distance away, I would call. Broadcasting live from the center of the universe, you’re listening to the Thrive Time Show. Now I want to ask you this question because I’m trying to track this, but I was eating my baked beans and when I get some baked beans from Oklahoma Joe’s sometimes it gets spiritual and I start to get all in it and I start to picture myself on a different planetary system. It got weird there for a second. But I want to ask you this. So you’re saying you picked up the phone and you called people on the telephone that you did not know. I mean that’s exactly right. Yes, that’s exactly right. Yeah, it’ll work. Yes. Now, how other ways do you get them business? How do you get them business? How do you do it? Pick up the phone and call them. So you just dial and smile until they all grab on. Number one, number one, he calls. Number two, he uses his phone to call. So my advice to you would be to continue to develop a three-legged marketing stool because once you have the three that work, now when one gets wiped out, you’re I mean this is a thing that’s going to happen very very soon. I’m very I’m almost positive it’s going to happen within the next five years, probably three. I’m ready for it. I’m working on it. But the other day I did a conference call with a Thriver who was curious because they want to hire us to dramatically change their cosmetic surgery business. They talked to one of our clients in Oklahoma City, and the client said, I hop on a call for an hour a week, and my business is at least four times larger because I’m top in Google, we do our online ads, and the Thrive team does it for me. And so I’m talking to this guy I don’t even know from Florida, and what I did, see, here’s my move I did. I went ahead and I’d use this thing called Skype, right? And so I made sure in the video, in the background, he could see our office, you know, the Thrive, Thrive. Sure, sure. And so he’s like, is that your office? Or is that like a set? Is that like, is that a green screen? Is that, no, that’s 20,000 square feet of real deal marketing power. We have a team, this is the phrase I’ve been using, I love this phrase, and by the way, I’ve written it down now. I said, we have a team of business ninjas who do marketing, graphic design, sales, photography, videography, all the disciplines, for less money than you would pay a barista. And he was like, I’m in. I mean, it was just like, boom. I mean, it was just like, I mean, but who doesn’t need a good barista around? I mean, that’s just, you know, I mean, I got this crazy feature on my phone and you have it too, because you have an iPhone. We all have a smartphone. Yeah, you can. There’s two times in the last month. You tell me if I’m weird. Somebody called me with a video phone. Did anybody call you with a video phone? Call you with video phones? Yes, yes. Yeah, that freaks me the crap out. They’re calling me and I’m like I have a face made for radio And you’re calling me with a video, bro. Oh, yeah I mean iPhone has a built-in FaceTime, but their Skype does yell this what I mean I mean the pendulum is gonna switch really fast remember how like mobile search nobody used the Internet on their phone now everyone does Yeah, like eight out of ten searches on Google are now on smartphones So now it’s gonna switch again where you won’t call people soon, and I looked at the technology, there’s a Tupac concert, the old rapper, you know, and when he passed away, they did a concert recently, they did one with Michael Jackson in Vegas, where it was all done via hologram. Oh, that is phenomenal. Good. Yeah. As it looks just like the real person. We were moved emotionally in that very thing. Circus LA, Michael Jackson. It blows my mind. So what they’re doing is there’s there’s phones, I was reading Popular Mechanics, and there’s phones now they’re testing their hologram phones where you and all of a sudden you’re the person you’re talking to. Star Wars is coming. So I’m saying I’m serious this is very close so I this week I said you know I’m gonna do a Skype call via video with this person and I’m gonna put on a laser show visually and it worked and I’m going oh my gosh so the member the member the video Z remember the video member back in MTV had videos oh when they actually played music on music television? But the video killed the radio star. I mean, Britney Spears can’t even sing, but people like to look at her. Yeah. So they’re like, OK, the video killed the radio star. I mean, people groups like Foreigner can’t make it anymore. They’re not beautiful enough. Right. And now the member that the text message killed the voicemail. I mean, who who does voicemails now? Right. And I’m telling you, the video call is going to kill the phone call. It’s going to it’s going to happen. Wow. This just out cutting technology. Well, you see it coming. It’s on its way. Freaking me out. So does that show up in a box somewhere in our sales process here? It would. It would be when you have to make your three-legged marketing stool. And the first one is, how do you get those customers? And then box number two is, how do you convert those customers? It’s that second box. Great question. That would be like the video call, the text message you send, the email. How do you convert? So the first box is, how do we get the leads? convert. So the first box is how do we get the leads and the second box is how do we convert the leads? Absolutely. In every business owner listing right now, you have a different, maybe a little different workflow. If you’re an auto mechanic, it’s a little bit different, but we’ve all been to Jiffy Lube and I’ll walk you through their workflow from left to right. Step number one, put out the signs that say $9.99 oil change or $19 oil change. That’s step number one. Step number one. They do a mass mailer in Valpak and they do mailers to your house. That’s Jiffy Lube. Okay? Then step number two is you come in and what do they say when you walk in? Every single time they say, so are you wanting to get your oil changed? Yeah, great. Do you want to grab a seat? We have the popcorn. We can grab a beverage. We’ll be with you in just a second. Step number three, they come and go, hey man, looks like your oil filter is, can I show it to you? And I don’t know what I’m looking at at all. I have no clue. He could be showing me the inside of a, you know, like he could be pulling out like random air filters from my home and just showing it to me. Oh yeah. Hey man, this right here, it looks a little bit, do you want me to, the manufacturer recommends that I replace this. And I’m like, sure. You know. Windshield wipers look a little bad. Do you have kids? And I’m like, what do you mean? Well yeah, I mean are you going to go on a trip anytime soon? I mean you want to get that, that battery looks a little dangerous. The wipers look a little, and he just goes methodically. Now you started at $9.99, less than $10, right? I get out of there for $150, $180, and then he makes me feel bad too. He’s like, now sir, your belt, I mean it doesn’t sound bad now, but over time it’ll start to go eeeeee, and you want to change that, because if you start getting eeeeee pretty soon, if you don’t change that, man, you might be stranded on the side of the road, and I don’t feel good about that. Let’s just go ahead and get, I’ll go ahead and get that done for you. He says, I’ll go ahead and get that done for you. Next thing you know, another bill. Stay tuned to the Dry Time Show. We’re teaching you about how to make sales processes that work. I’d like to dedicate this segment to all the brown-eyed girls out there, specifically my incredible wife of 15 years. You are a hero. Thank you for putting up with me. Thank you for coaching me through such events as getting kicked out of Oral Roberts University, such as starting a business without a plan, such as just being an idiot often. I appreciate you very much, Vanessa. You’re a great American. If anybody knows Vanessa Clark, send her a text message and say, we’re praying for you. We’ll just work through it year after year. I’m telling you what, Thrive Nation, we are so excited to be here with you today because we’re talking about how to build a repeatable sales process. We’re going to get very into it at our next in-person workshop, which is just three days away. I’m telling you what, if you’ve been looking for praying for this is what I think is going on your head you’re saying you know what if I’m being honest with myself my business didn’t grow at all last year but the cost of living went up and if I’m being real with myself the cost of living went up the year before and if I’m being real with myself I don’t have enough time freedom to even I maybe I have financial freedom I don’t have any time for I’m working every hour of the day and I need to invest in myself. And so we have created a 15 hours of power, two day interactive workshop that is an absolute game changer. And I’m telling you what, when you get here and you get to the end of the two days and you realize your workbook is full of notes and action items and you realize there’s no up sell coming, there’s no back of the room, high pressure deal, you start to go, wait a minute, I should come back and bring friends. That’s what’s happening. That’s why when you Google Thrive15.com reviews, Thrive conference reviews, you’re going to see great feedback. Go to ThriveTimeShow.com to get the information. It’s a game changer. We’re talking about how to do these sales systems. Now, step number one is you have to draw at your current sales process from left to right. Step number two is you want to make each step of the sales process a square that connects from square to square, from left to right, so that way you can take some notes in there. Third is you want to get down very detailed with every step of the process. You want to begin to write out the specific details, because if you don’t get specific, the devil is in the details. I mean, the difference is in the details. So are the profits. That’s… Ooh. Now, step number four is you must focus on each area of your sales process system one at a time. Don’t attempt to fix the entire system in one night. Just look for the biggest limiting factor, then fix it. Dealing with the factors one at a time. So I want to ask you this, Raymond. You’ve been building champion therapy, and I just want to get your feedback on this. When you first started champion therapy, day one, whenever that was. What was the biggest challenge that you were dealing with as a startup, brand new, no customers? What was the biggest challenge you had when you first started Champion Therapy? Well, Clay, I actually had two challenges. The first one was customers, and then the second one was therapist to do the work. So you needed to get customers. The lack of both. The lack of both, exactly. So you needed to get customers who wanted to use your service and you needed to be able to get a product to fulfill with a customer did come in. Exactly. So what did you focus on first? Both, same time. So you mean you did both? I did both. I would spend an hour calling customers and then I’d spend an hour contacting therapists and then I just keep rotating that. So Tim, I want to get your feedback on this. You talked a lot of entrepreneurs out there who you have paid you to consult them. It’s very I love the process. And so walk me through, where do a lot of entrepreneurs get this wrong? They go, okay, I need customers, but I also need employees. Where do they get it wrong? What advice, what mentorship would you give the entrepreneur out there listening who says, I need customers and I need employees. I can’t do both. I need to focus on one. What would you say? Well, my son and I were actually tag-teamed today with an entrepreneur that’s got all kinds of business but doesn’t have enough employees to handle the work. And then talking earlier this morning, we were talking about ramping up brand new client. We need to ramp up the sales so we can keep the employees happy with us. So what comes first here is what is your biggest need? Now I see a lot of people are afraid to hire employees and they’ve got these huge amounts of sales but they want to make sure they get enough profits in here before they hire the people and their service starts to really slack. Their delivery is not there. Okay, I have experience. I want to ask you this, okay? So elephant in the room, our business, we have about, currently this week, we have 84 employees. 84. 84. That’s twice what you put into a clinic. Do you have any idea how many people are over at the optometry clinic now? Do you have over 100? Yeah, probably right around 100. 100. Okay, so how did you, when you had, it was you and two other people, so it’s three of you, how did you know when it was time to hire somebody else? How did you know, that’s a very good question. And what happens is, is that you, as you get busy, you know, your people get stressed and they’re not able to deliver the service, the level of service that you want. So as you’re growing, it’s just a natural component to start adding people, you know, part time, full time, part time, full time, part time, full time. And you just, you naturally ramp that up. And a lot of it’s going to be like, you know what, um, your, your staff says, wait, wait a second, wait a second. We need help. And you gotta listen to your people, you gotta watch what’s going on. You know, my business is a little bit different because I was always kind of in an exam room. I wasn’t really seeing what was going on out there, but I would get feedback from patients, I’d get feedback from customers, and whenever that customer service level ever dipped, then you knew it was time to hire somebody else. And plus, you could always see, I mean, as your numbers are growing, as the number of people you’re seeing growing, as the number of products you’re selling is growing you got to keep that you got to keep the flow coming You got to keep you know you got a higher higher higher I was talking to someone the other day, and they said listen. We’re getting so busy so busy so busy We’re thinking about you know We got to slow down. We got to slow it down see I tell you what we have like two or three people Coming to Oswald’s bagels at the same time and I realized I could not personally make all the bagels and Greet all the people so I said no bagels for you That’s what I said the customer they come in no bagels for you calm down get out of here I was a little bigger, but you’re the bagel Nazi well. You’ve got two choices in business You could say hey, you know what we’re too busy We’re too busy, and I’m not gonna hire more people so what I’m gonna Do is I’m going to raise the price. We’re going to get to see back to manageability, right? Or you can do what I always chose to do, and that is expand, grow, hire more people. You know, we just built, I’ve just now built my new optometry clinic over at 31st and Harvard, built out a new swanky, I’ve doubled the size basically of the exams, the exam rooms, I’m hiring more doctors. I mean, I could do that. I could say, well, here’s what I’ll do. But see, the economy at any point could fall apart, thus leaving and sucking us all into a vast abyss with the current political turmoil and what’s going on. You’ve got to look at it. The Russians were just 30 miles off of Connecticut. I just don’t think it’s a good time to grow and hire. You know what I’m saying? I tell you what, when the market’s fearful, buy. It’s the best time to grow, to go out there and just take a bigger bite out of it. And so I’m always about expanding, hiring, and driving more hours. I mean, we went to seven days a week open. We do expanded hours. We hired more doctors. We hired more people. I’m building bigger buildings. It’s all about the growth. And so whenever I hear someone do that, I just want to go, pfft, pfft. And they’re saying, well, I’m going to raise them prices real high, because I’m on this thing and getting so busy. Drivers, I’m going to tell you this. Step four, and Dr. Zoner’s a master, but for the sake of time, I want to make sure everybody gets this. Write down your biggest limiting factor. Write it down. Whatever it is. I’ve never seen, ever, somebody as good as he is in the world of business do this. He’ll always ask, he will say these specific words. He’ll say, what is the biggest limiting membrane? And then I’ll say, and then for some reason when you think of that you go, oh, this is what it is So ask yourself, what is your biggest limiting membrane find out what that is and put a full court press on Absolutely fixing that problem before you move on you must identify your biggest limiting membrane. Don’t get lost chasing rabbits, my friend Don’t get distracted we come back. We’re gonna get into the next step of the sales process I think Tulsa wants you to crank it up a little bit, brother. Can we crank it up here a little bit? Turn that AM radio so we can throw out the HD going on. Listen to the podcast. Bam! I’m telling you what, Thrivers, this is your day to thrive. This is your week to thrive. This is your moment to do it. And I’m telling you what, you have the capacity and the tenacity that it takes to succeed. You have everything you need to succeed. The issue is going to be, are you hungry enough to search for the answers when you run into problems? Because as you grow a business, you’re going to keep running into problems. That’s why so many people tell us, they email all the time, they say, I listen to the show every day because I get something new out of it. I get a new thing. It seems like they’re reading my email, they’re reading my mind. Wow, you guys are answering my questions. We live it. We don’t just talk theory. This is what we do. And so Raymond, our super guest inside the box that rocks here, Raymond with Champion Therapy, he had a couple questions that he wanted to ask you. And I’m so excited because I know that when you answer his questions, this is going to answer the questions for hundreds and thousands of other Thrivers out there. So Raymond, you have the mic, man. Dr. Z, there’s one thing that I’ve heard on this show, and I just wanted to verify that I heard it correctly. Actually, I didn’t hear it on the show, I heard it from Clay. If I went to work for your job right now today, you have a book that has everything outlined and detailed exactly what I need to do and you don’t have to more or less teach me anything. Is that correct? Well, you’ve got to be able to read. Yes, you have to have everything documented, written down so that therefore what it does is it fast tracks hiring people. You know, the problem with, you know, my business and probably Clay’s and everybody’s is that you have so many people, the turnover rate starts to affect you. It’s just a way of it. I mean, people are pretty mobile. People are trying to move up the ladder. They’re trying to move down the ladder. They’re trying to move out of town or moving in a town. I mean, we have a very mobile society right now. So you have turnover. It’s not because you’re a horrible employer. It’s not because you’re being mean to them, but it just happens. And so the best use of your money is how you can hire someone day one and have them quickly and efficiently doing their job the way you want them to do it. And I would, I would pile on with Z. One thing that I’ve learned through osmosis, through being around him, through him telling me directly is he likes to solve the problem once. He has taught me to ask, what would Z do? There’s a lot of times where, I’ll just give you an example of pricing. He has a rule that says you want to be a pig and not a hog, which basically means you don’t want to go out there and gouge customers. When we work with coaching clients, there are firms out there in Tulsa right now who are charging four and five times more than what I charge. And my entire time as I’ve grown their coaching business, and before that as I grew the DJ business, I remember I was the best DJ in town by every measure. Every award, every discernible category, the most shows, the most revenue, the most awards. And Boeing would call me and go, how much is it for this year’s holiday party? And I’m like, $647. They’re like, why? I raised the prices 3% from last year, but that’s it. But you guys are the best. How come you’re not? The other guy quoted me, you know, two thousand. I’m like, and I just, the minds, some of the things he taught and some of the things he said, I just realized I could charge probably two thousand and be a hog and maybe I could get it once or twice but I’ve never struggled with losing clients because when you over deliver and you’re a value based business you just don’t lose clients. You just don’t. Oh, you’ve been throwing it out there. I’ve got to go down to the farm. We haven’t been to the farm in a while. You see, the farm’s a wonderful, beautiful place. Everything’s organic on the farm. That’s, you know, this thing about organic. We’ve always had an organic down on our farm. Is that kale organic? Yeah, we have to worry about gluten. I mean, those planes flying overhead and drop on that gluten on Kim Jong-un to get rid of all those people over there. That’s all I’m going to do is drop some gluten on North Koreans. They’ll all die real fast. You’ll get them really good. But you’ve said that a few times, people go, what is he saying? What does he mean by that? And that is pigs get fat, hogs get butchered. And what that means is it really deals with greed. Greed in business, greed in pricing, greed in paying your people, greed in doing a business deal. Tim, you’ve done a lot of business deals with a lot of guys over the years. And how do you feel when you feel like it wasn’t a win-win, you feel like they got you? I mean, they had that little look in their eyes and they’re just like yes and they and you walk away going I don’t feel good they got me what I look forward to not I look forward to not doing business with them again why is that because they hurt my feelings well the thing about is you’ve got to make it a win-win and when you’re greedy ie being a hog then it’s not a win-win and it’s not attractive at all if it’s not a win-win it’s not sustainable and so that’s one of the things that Clay was just talking about out there. In this process, you’ve always got to be cognizant of that. You know, even when you’re hiring, paying someone, you can’t be too greedy. Oh, I can get them for this. Well, you got to, then you know what? If you don’t pay them well, Clay, what are they going to do? They’re going to go find another job. And I will tell you this also, there’s a member of your team, and Raymond, I want to give you a chance to answer and ask any questions you have for Zee. I know we had a videographer about two years ago who came to me and said, hey, I cannot edit the video this week unless I get that pay raise. And you’ve seen that Zee you’ve talked about on the show. And I know your stories. You’ve taught me these moves. And so I said, that guy is a hog. So I mentally fired him at that point. We recruited people. I just said, hey, listen, you’re whole blackmailing me, basically saying that we’re not going to make a deadline for a client because you demand an immediate almost doubling of your salary because, oh, by the way, you have other opportunities. What you do is you want to butcher that thing. You want to butcher that hog. You want to fire that guy. And he got butchered because he was being greedy, and that’s the thing about it. But you said something that’s a golden nugget right there that you kind of just skipped over, kind of like a rock in a pond. You kind of skipped over real quickly. It’s okay to mentally fire someone but keep them around. What does that mean? That right there is a deep thought, brother. Well, the thing about it is if someone’s being, if you say to yourself, listen, it’s in my best interest to fire you but I can’t let you go today because we need your skills until I get you replaced. You do what’s best for you. Everything should go through your filter of this. What’s best for the business? What’s best for the business? My personal feelings aside, you just offended me, you’re just being mean to me, you’re doing whatever, but what’s best for the business? Sometimes what that means is that you mentally put up with someone until you can get them replaced and get their person trained. You get them in place. You emotionally keep in check instead of blowing them up. Absolutely. Now, Raymond, you’ve got another question, my friend. I have one more question and it kind of comes to exactly what we’re talking about. I’ve heard you say, hire them fast, fire them fast. Absolutely. And I’ve heard you elaborate on that several, several times, but I just, I have a lot of hesitation on firing people, and I just want a little bit of advice on that. Ooh, he’s marinating. Here we go. Over the break, I was fussing at Sam about not having me a drum roll. And you got me a drum roll! I just had to play it! I just had to play it! It’s so awesome! I mean, it’s just a cool drum roll, too! Ladies and gentlemen, this just in. Well done, Sam. You can stay another day. Here’s the thing. If you are being honest with yourself and you’re putting everything through the filter of what’s best for the business, and you have a person working for you that doesn’t get it, I have a saying, Raymond, and the saying goes something like this, people change seldom. Oh, now they do change, but it’s up to them. And it’s on their time and the way they want to do it. Clay, for example, is a gentleman that I saw change. He had that, that burning expertise inside of him, but he just wasn’t letting it out for a long time. And he was walking around kind of like a thug. And then he became like this super business coach, like super entrepreneur, super. I mean, he made it, he made a big change, but it was because he wanted to, because he was purposeful in doing it. So if you get someone and they are, let’s just call it what it is, an idiot. And you think, man, they, they told me everything I wanted to hear in the interview. Shocking. What? They’re telling you things that aren’t true in the interview. Did you know how many people actually make up stuff on their applications that are not true. It’s shocking. Google it and see. It’s what? It’s like 75? It’s, it’s, it, no matter what study you look at, it’s over six out of 10. Not good. Yeah. Yeah. So 60%, 70%, you know, but why just day one to get in the door and then whenever you start doing it, well, I’ll, I’ll, you know, I’ll life coach them up. I can, I can change them. You know, I can put up with them if they only did this different, you know, and then, but the effort is so difficult. Here’s the thing I hear. Stay tuned. Thrivetimeshow.com. Hello, Thrivetime listeners, people out there listening from New England, people who are members of various legal teams who listen to this show. Welcome to the Thrivetime Show on your radio. We are so excited that you’re tuning into this broadcast, whether you’re a member of a legal team or not, whether you’re a member of a dentistry, whether you’re a doctor, whether you’re a lawyer, whether you’re an optometrist, whether you’re an aspiring ninja, whether you sell pre-made food, whether you, it doesn’t matter. The thing is, entrepreneurship is something that 57% of America wants to do. You want to start or grow a successful company. And I’m gonna tell you what, you can either right now say, I believe in luck, or I believe that I can succeed as a result of learning proven systems. I either believe in luck or proven systems. If you believe in luck, I don’t know what to do with you. If you believe in proven systems, this is the show for you. We are here to help you and because of the profundity and the level of depth we need to go into at our next in-person workshop which is three days away, we will get into all the deep depth, the depth of sales, marketing, leadership, management. We’re going to get into all of those areas. But on today’s show specifically, we’re focused on sales, and we’re struggling to fit it all in because this is such a powerful topic. And before we left, Zee was asking a question. I was fired up. I was just getting it on. Raymond was asking you about hiring fast, firing fast. Right, right. And you were just starting to get into the precipice, the apex of awesome. And then we had to go pay some bills. I know. I just talked right into the break. First time I’ve done that that’s how passionate awesome awesome Wow I’ll fire the rekindle that flame my friend rekindle that flame well you asked about the hiring and firing fast you don’t want nobody likes to fire anybody nobody enjoys it nobody enjoys it I mean do you really enjoy filling the blank things that you need to do every single day of your life or hitting myself in the crotch with a lead pipe yeah no you nobody enjoys it Raymond so let me just you know don’t act like you know the way we talk about you, like, man, this guy seems to really get off on firing people. I mean, it really, I mean, it’s kind of, I think it’s just kind of mean. You just hit that lead pipe. You just, you just, you just kicked me in that crotch over and over, man, because it’s awesome. Man, I see Zeller, he’s always got a shovel in his hand, kind of a weird look in his eyes. I don’t know. We want to fire up, not fire out. I don’t know. You know, he’s always got a shovel in his trunk and he’s looking for something. Nobody enjoys doing it, but I promise you one thing that you’ll enjoy in life, you’ll enjoy watching your bank account grow. You’ll enjoy having record sales months every month. You’ll enjoy having to go, listen, do I go to this exotic locale? I was talking to Tim over the break going, Tim, what’s your favorite Hawaiian island? He was like rattling them off. Well, you know, it’s got to be, but this portion of this island is my favorite, you know? And so those are the kind of things that if you, if you always do the filter of what, what’s best for the business. And sometimes it’s, it’s, listen, if it were easy, if it were easy, everybody would be doing it. I’m going to go through an unbelievable knowledge bomb buffet here. Get ready, Thrivers, write this down. Okay. Gino Wickman, one of the best business coaching experts out there, he says this, and Raymond, I’ll give this to you. He says, right person, wrong seat. This person has been promoted to a seat that’s too big. They’ve outgrown a seat that’s too small. Generally, the person is where he or she is because he or she has been around a long time, you like them, or he or she is an addition to the team until now. The point is, some of you have great people, but they’re in the wrong seat, Z. Absolutely. I tell you, the worst… Here’s the worst thing you can do as an entrepreneur, as a business owner, as a manager, as a guy that’s in charge of people. You can, you know, sometimes what happens is, and this is a tough one, this is when it really gets tough, the Peter Principle. We haven’t really talked about that much on the show, but that’s where someone rises to their level of incompetency. Have you heard about that, Raymond? No, I have not. Well, what happens is, is that you have a rock star employee, and you’re like, man, you are awesome. You are awesome. Yeah, come on, I’m going to promote you to this position. Boom. Boom, boom, boom, boom, boom. And now they’re going, boy, you are rocking and rolling in this position. I’m going to give you a pay raise and I’m going to promote you to here. Boom, boom, boom, boom, boom. And the next thing you know, you’re like, you know, you’re doing so good. I’m going to start letting you manage people. I’m going to start letting you, and all of a sudden, you are doing great. You are just amazing. You are awesome. And you’re like, you know what? I’m going to give you an entire store to manage. Oh wow. Because you’re awesome and you know what? Those store numbers don’t do well. Customer complaints go up. What? Employees don’t want to work there. They’re fussing at you. They’re writing you. They’re calling you and saying hey you know and then all of a sudden you realize oh no. Just because they were really good at making lenses in the lab, just because they’re really good at managing a few people in the lab just because they were really good at doing that and then all of a sudden now you have them in charge of spinal surgery and you’re like oh now you need a training you need to give them some time you need to help coach them up a little bit if you’re giving them new things to do but when you get someone you can never take them backwards in the business and it’s the worst Tim isn’t it it’s the worst could you like if I could just take you back to the job you had before, life would be good. Now brothers from another mother, I’m going to go fast through the next couple moves here. We’ve got to rock and roll. We’ve got to take a brevity. William Shakespeare says, brevity is the soul of wit. So I’m the witty one. So here we go. Point number five, don’t move on until you’ve fixed the problem. So if you’ve identified your biggest limiting factor, get into the weeds, get detailed, focus on it, obliterate it. Full court press. I’m telling you this, our scripting that we have at Elephant in the Room is so good, I was just bragging on one of our new people. This guy comes in his first day of work and he schedules 40 clients. The previous team total, the whole team in a week did 80. This guy comes in and he’s brand new, he gets 40 in one day. How did he do it? What did he do? He implemented the system and he wasn’t aware of the previous limitations. People started to say, well, the monster he can get in a week is 80 and he does 40 in a day. I mean, it’s just awesome. So the thing is, I’m just telling you what, you’ve got to focus on it until you can improve. The scripts are so much better now than they used to be four years ago and we focused on it and now we can move on. Now, the next thing, this is so important. The next thing is, it’s just so important, you must eliminate distractions, okay? And you must create a mini sales system overhaul so you can delegate effectively. You got to sit down and go, okay, if I can’t delegate this system, it’s not a people problem. I’ve got to fix the system. And you got to keep doing that because once you write it down, according, you know, Z talked about this briefly before, but Andy Grove, the former CEO of Intel, he says that equally important is writing it down. Writing down symbolizes the act that implies a commitment, like a handshake, that something will be done. The supervisor, also having taken notes, can then follow up on the next one-on-one. The point is, you’ve got a deep dive, overhaul the system, document it. And the final thing is, anything that is asked of you must be tracked. You’ve got to track the information. Andy Grove says that only the conspiracy theorists survive. He also went on to say, in God we trust, but for all others, bring data. So the thing is, you’ve got to track the data. Tim, why is it so important to track the data? Once you build the system, why do you have to track the metrics and the results? Well, if you don’t track it, you don’t know if you’re on track, you’re falling behind, or you’re moving ahead of schedule. So, you know, whatever’s measured, whatever’s managed, improves. Now, Raymond, you’re a wonderful guest on the show. I give you the floor to say anything you want to the Thrive community, my friend. We thank you so much for being here. What’s your website? Tell us about your business. Any grievances you want to get off your chest, anything you want to say, feel free. The most important thing that I really want to get out there is, for everybody listening out there, this really does work. I came in here and met Clay, and I was lost. I knew what I wanted to do, I had a vision, I think I might have been more prepared than maybe others, from what I’m hearing, but I was lost on how to execute all these things. And I came in here on this, I guess you’d call this a one-on-one coaching, right? One hour a week, I came in here, and in probably, you know, the first month I didn’t feel much different, but probably in two to three months, I could definitely feel that we were growing, and we were moving. And if you implement these things that they teach you, and when I say that, I’m learning every day from these guys, but when you implement the things that they teach you, you will definitely feel the growth. You’ll feel your business booming and I think this is a good program and this is the only way to go. Well, I will say this, Raymond, I appreciate you saying that. The one thing with Raymond that’s exciting is that he already knew, he has the tenacity, he had the vision, he saw the problem, he saw the market need, but he needed a website. So you’ve got to go hire like a web designer, right? And web designers are pretty proud of their work. Hey, for $15,000 we’ll help you, buddy. Graphic designer, let’s get a full-time graphic designer. Okay, so $5,000 a month, you’ve got a full-time designer, maybe you’ve got a web guy for $5,000 a month. Oh, you need a videographer. So pretty soon you’ve got a $15,000 a month payroll and you don’t even have anyone to lead these people. But Raymond reached out and said, hey, you know what, I recognize that I know what I don’t know. I need help here. And we’re honored to work with you. It’s so exciting to see your business grow. And Z, that’s what we want to do at our next in-person workshop. We want to meet you. Shake your hand, Tulsa. We want to talk to you, find out your needs, and help you grow your business. Because when you have time, freedom, and financial freedom, Z, you can fully live life to the fullest. It’s a game changer. I tell you what, March 24th to 25th is our next workshop. That’s coming up this week. We’ve got a few tickets left to it. You can get on thrivetimeshow.com and have all your answers to the questions that you have. You might be saying, what are they going to teach me? What are they going to do? What’s the schedule? What’s the next step? How do I… It’s on thrivetimeshow.com. Now there’s three other ways we can help you. You’ve got the in-person workshop, yes. We have one-on-one coaching, yes. Great coaches like Tim Redman can help you. I mean, how many other programs offer you can work with a guy who’s grown a business from two people to 450? All the challenges, managing people, hiring people, capital, I mean, all of the challenges, the profundities. He helps doctors, contractors, lawyers. Unbelievable, one-on-one coaching. The third is we have a podcast version of this show. If you missed a segment, just go to thrive time show calm download every podcast Subscribe, it’s free and we have the world’s best online business school now available for a dollar for your first month That’s a dollar. That’s something worth hollering about a dollar makes me want to holler. It’s a dollar It’s the thrive 15 comm online business school and see as always as always my friend. Let’s count it down here. Here we go. 3, 2, 1, boom! Alright 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 a sane mind, why would they not go to Thrivetimeshow.com forward slash credit dash card 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? Um, maybe because they don’t understand how you set the website. This tree is a symbol of the spirit of the Griswold family Christmas. Now that’s clear, okay, so 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 can 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 Probably some someone out there, okay, I 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 thrive timeshare.com forward slash credit dash hard It 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. 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 anything else. 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 in my case my particular case I save over twenty thousand dollars a year Wow, which is uh, you know like Groceries when my wife goes to the organic stores Find everything you need today. Yeah, great. Okay. Oh 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 an elegant, from Ridgeway, it’s from Ridgeway. 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 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, Terminex, 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 listening to right from 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 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 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, 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 of the 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, 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 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 gonna take in order to really succeed. So, we just wanna give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore, I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40% to 42% increase, month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proof-and-turn-key marketing and coaching system that will grow your practice and get you the results that you’re looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983 and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. Clay’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 Crockrell, head of Disney, with the 40,000 cast members. He’s friends with Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day-to-day, he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers, and web developers, and they run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly, he’s running 160 companies. Every six to eight weeks, he’s doing Reawaken America tours. Every six to eight weeks, he’s also doing business conferences where 200 people show up and he teaches people a 13-step proven system that he’s done and worked with billionaires helping them grow their companies. So I’ve seen guys from startups go from startup to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, making it, putting it into, organizing everything in their head to building it into a franchisable, scalable business. Like one of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So, amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. And that’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. And Clay has been an amazing business coach. Through the course of that, we became friends. My most impressed with him is when I was shadowing him one time, we went into a business deal and listened to it. I got to shadow and listen to it. When we walked out, I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it, I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. Anyways, just an amazing man. Anyways, impacted me a lot. He’s helped navigate 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. Here you go. 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 4 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 ten locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. The Thrive Time Show, two-day interactive business workshops are the 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. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re gonna teach you how to fix your conversion rate. We’re gonna 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, 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, 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 call. Okay, so Clay, it’s like I would go 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 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 it will give you X number of leads. You follow up with those leads, turns into sales. Well I tell you, you know, it’s 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 hundred calls. We make two to three hundred calls a day per rep. And she’s been nailing down five and eight appointments a day. Somebody out there is having a hard time. On that 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, or let’s say you buy 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. That’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! 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. 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 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 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 wanna 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 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. You know, 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 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. 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 wanna 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 challenging yourself. Be open to learning and adjusting parts about you that need to be adjusted.