Clay Clark | Entrepreneur | Part 1 – Start Here Book – 3.4 Decreasing Your Business’ Reliance Upon You

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’m joined by our former SBA Entrepreneur of the Year and one of America’s best business coaches, Clay Clark. How are you doing today? I am doing very, very well, and I’m excited about talking about a subject that I know people all over the world want to know about, small business owners, large business owners, is how do we decrease our business’s reliance upon us as owners? If you own a business, a lot of times you start off, you have this big vision of making lots of money, and then pretty soon you have big visions of, if I could just get a day off this year, that would be great. Many people that are busy and just depending on others, and they’re just burned out. I mean, they’re not depending on others. They just wanted that freedom. So you’re talking about here, there’s a business owner that you talk about, Clay, the soccer coach. How did you meet him? Because he’s very skilled, very proficient in what he did and what he does, but he got to the point of burnout, I mean, with his physical body and everything. And how did you meet? How did you guys connect? What happened there? Well, I would encourage anybody watching this right now to ask yourself if any of the following apply. Okay. It applies. He was a soccer coach, true, but you might be watching, you might be a surgeon, you might be a dentist, you might own a bakery, whatever the industry is. What happened was he felt overwhelmed because the world applauded for him because he was so good at his skill. So he said, wow, you’re so good at playing soccer on the college level and the semi-pro level you should teach my son, you should teach my daughter. So then he brings on a few more kids, a few more players, a few more, and all of a sudden he’s doing private lessons, group lessons, he’s traveling. Just him. Yes. Wow. And then he decided to, as most entrepreneurs do, just began taking on more and more clients and then he starts to get ambitious. He’s going, maybe I should start a business. So he forms the LLC, gets the limited liability company, he gets the logo, kind of gets a kind of a terrible website, but he had a website up and he was busy, right? Yeah. But what happened was in his particular situation is he physically got hurt. I see. So he had a physical problem with his back and it kept him from being able to coach at the level he used to be able to. So he did what most entrepreneurs do and he hired someone he was related to. So he said, you know, could you help me? And the guy says, well sure. I played soccer at a pretty high level, not college. I played in high school. I’d be happy to. And so he says, well, you know, what do you say when you answer the phone? What do you do when you’re coaching the kids? What do you say? What drills do you do? What time are the lessons? And he’s like, oh, that’s all up in here, bro. Oh, man. And when he called me, I would say, some of the words I wrote down is he’s over, he was overwhelmed. He felt like he was being held hostage by his business. And we talked and he said, at the very time in my life where I needed to have financial freedom the most, I not only did not have financial freedom, but I didn’t have time freedom. And so I had neither. And so I’m just asking any entrepreneur right now, I’m just asking you rhetorically, ask yourself, is my business a business that can work without me? And the best example I could give you is today I was able to cut, according to my brother-in-law, Justin, we were able to cut the hair of 200 dudes. First time we did 200 on a day. Wow, man, congratulations. And I will say, I did not actually trim any mops. I did not cut any hair. You wouldn’t want me to cut your hair. You didn’t do the new style where you shaved the side of the head? Yeah, I did not do that. I had no interaction there. If I would have cut your hair, you wouldn’t have been happy with the results. But all I can say is, if you’re in the same situation as this particular coach was, you can absolutely get out of that ditch you’re stuck in, that rut, where you just work all the time and you have no financial or time freedom. It’s absolutely possible. Hey, Brian Tracy, before we proceed, I’ve got a notable quote for you. He says this, no one lives long enough to learn everything they need to learn starting from scratch. To be successful, we absolutely, positively have to find people who have already paid the price to learn the things that we need to learn to achieve our goals. Well, that’s why I’m on Thrive 15. We are a mentorship site. We teach business, how to grow a business. We teach how to coach a business, how to coach you how to grow the business. But I, in my own life, pay people to help me. So that’s why Wes Carter, he’s a Thrive 15 mentor. His companies, they represent Joel Osteen and TD Jakes, some of the bigger names. They represent some of the bigger names in the Christian pastoral, mega church world. But he’s my attorney as well. And the reason why I pay him is because rumor has it to get a law degree, you have to go to school for longer than I’ve been studying. I’ve read some books, right? But he’s a legal expert. So in some of the fine-tuned nuances, I’m involved in a chiropractic center right now. And I actually wanted to bring on a doctor that would come work there full-time. I don’t know enough about the legalities and the medical laws specifically, so I reached out to him. It’s like Brian Tracy saying, we all need to understand we’re not going to live long enough to sit there and learn it all through first-hand experience. I’m not going to go back to law school right now. So I’m just telling you, if you feel stuck right now, don’t feel like an idiot, but don’t be an idiot and just continue to just trial and error. Yeah, because we all go through situations in life where we’re stuck. And going with what Brian Tracy was just saying, what you said, this coach, some way, somehow, got connected with you so you could help him. Tell me about that. Well, all that happened was that we work with a lot of, I personally, if you, don’t go to MakeYourLifeEpic.com and don’t email me about coaching, okay? That’s why we built Thrive 15. But what happened was, we had a neurologist who actually does spinal surgery. He had helped the man, and the man was going, well, hey, Doc, I’ve got a question. How did you learn how to run a business? And the Doc’s like, well, I never did, actually. I went to medical school, and nobody taught me. And so I actually hired this pale-faced, no-talent, jerk, Clay Clark. The white moose. My referrals are always like, I always get referred where they say, if you hire this guy, he’s kind of a jerk in terms of he’s kind of intense, but he’ll help you out. You know, he’s just intense. And so the coach called me and said, Hey, I understand you’re kind of intense and you’re pretty intense about systems. And I think I need that in my life. And he’s like, the doc told me it’s kind of like a military operation working with you. What’s involved? And I said, well, we’re going to meet every week for an hour in a power and whatever you commit to doing, I need you to do it, and then I’ll do whatever I say I’m going to do.” And that’s kind of the relationship that we’ve had, and it’s been a neat, neat friendship that’s existed for years. It’s fun to see a guy grow a business from 10 kids that were in a… During the summer, every kid is in soccer lessons. And then during the winter, nobody’s in them because now we’re going back to school and it’s hard to get them. We built a system where he’s got a membership model and he now has hundreds of kids. Year round? Gross revenue, yeah, probably $80,000 a year of gross revenue. That’s amazing. And the profits are probably 30%, 35%. So he’s able to actually get a bank loan to expand now. A lot of neat things. So that’s a true story of a real person just like you who was stuck and was able to grow their business, not because of my immense intelligence, but because while you’re golfing or watching your favorite show or whatever it is that you like to do, I love studying case studies, and that’s what we do at Thrive 15. There you go. Okay, so you specifically went with this coach, and as you were coaching him, you went through what is called, what we have available also on Thrive 15, the 29-point business self-evaluation. True that. Oh yeah, true that, and a half. So what we want to do, Clay, let’s go one by one to see what you found out about this coach and see how we can help you with your business evaluation. Now if you haven’t downloaded, this is free. You can go to thrive15.com forward slash evaluation and you can actually take it for yourself or your business. So anything you want to add to that before we dive in? Well one of our coaches is available. It’s free. So if you’re signed up to Thrive 15 on a trial or you’re a member, it’s free. So you just can call in, you can email in at info at thrive15.com and the coach will walk you through this. And it’s helpful to have somebody who helps you work on your business when you’re busy working in your business because if not, you’re going to have a blind spot. You know, have you ever had a good catch up on your face? Say that one more time. Well, I’ve been married, you know, 15 years. And so my wife and I, we’ve got to that point where my wife’s like, what are you wearing? And the guys who work in the studio, they’ve seen this, but there’s like, I’m either wearing a suit, right? I wear the same thing every day. Or it’s like, where did this guy find this? It’s like I robbed some random sports store and then found some tube socks. And put it together. And one shorts that are like 20 years old and some old shirt. And so all I’m saying is, but my wife will pull me aside and go, you know, we’re going to have to eat. You can’t wear that. Because she sees me from an objective perspective, where I’m like, baby, that’s tight. And she’s like, that might have been cool at one weird window in 1999. But you don’t say homie, right? We’re Oklahomies here. We’re Oklahomies, I see. Yeah. Throwing out that one. Yeah. So we’ll hop into him here, and we’ll kind of go one by one here, and we’ll knock him out. Okay, let’s do it. So the end result of his self-evaluation of his business, he scored a 58 percent, so we knew that indicated that he had many problems and we wanted to help him and you helped him get his strength. So I’m going to read point number one and there’s a key here, a keyword that I want you to explain to the Thrivers as they’re listening. Number one, he didn’t have any turnkey marketing systems. What do you mean by turnkey? It means it’s a marketing system that can work without you. So if you want to open up a competitive haircut salon and just beat the crap out of us, one, I’m more ambitious than you, so you probably can’t. But let’s just say you wanted to. Here’s how we do it. One, we put up signs, and the signs say, dollar for your first haircut. It’s turnkey. You put the sign in, you don’t have to run around and shout at people to get them to do it. For marketing. Yeah, two, we do ValPak, V-A-L-P-A-K. It’s the blue envelopes that you get in the mail. Yeah. They’re franchises all over the country. Oh, the coupons? Yeah, for about 30,000 households, we spend about $450, and about 3% of the people respond. So I just hit enter. They swipe my card. It goes out. It’s turnkey I’m not running around with a megaphone encouraging people to sign up. So this coach didn’t have that He had no turnkey marketing’s everything was word of mouth The problem is is that there’s only one of you and over time you can’t scale so you have to have a turnkey Marketing solutions. I’d ask and encourage you if you’re watching right now rate yourself on a scale of one to ten Okay, ten being that you have a turnkey system that just works all day. You don’t have to run around with a megaphone or go to trade shows all the time. And a one is like you are guerrilla marketing. I mean, you’re passing out cards. You’re the kind of guy that you’re out to eat with your family, and you’re going, that could be a prospect. And you’re just passing out cards. That would be like a guerrilla marketing. So just rate yourself on a scale of one to ten. Ten being the best. Perfect. There you go. And number two, not only that he did not have a turnkey marketing system, but he didn’t have any proven turnkey advertisements that he used throughout the year. Yeah, well, you know, throughout the year, I mean, Christmas, if the elephant in the room, that’s typically a time where a man will get his hair cut and kind of a yuletide sort of, you know, they kind of get the, men will want to buy themselves, the wives of the men will usually buy the man a Christmas gift because it’s Christmas time. And they’ll come in and they’ll say, what do you have as a gift, like a gift card? What do you have for a man, a special man in my life? What kind of things do you have? So we had to create turnkey advertisements that worked well during December to encourage you to, or the month of Movember in the haircut business. You know, it’s a month. Movember. It’s where people don’t shave their beard and they do it so that they can raise awareness for a certain kind of cancer. And the idea is that by having a long beard, people are like, why do you have a long beard? Are you chopping wood or what are you doing? And you go, no, no, I’m not a lumberjack. I’m actually raising awareness for, and it really just gives men a chance to grow their facial hair out and feel good about it. And because I can’t grow facial hair, I don’t do that. And there you go. Yeah. Number three, he did not have any formalized inbound sales scripts, pre-written emails or sales presentation processes. Clay? And this was bad. To the bone? This was the worst thing, honestly. This was like bad. Why? Tell me why. Because people would call and the coach was like, he said to his friend, could you please answer the phone for me? And I’m not kidding. We mystery shopped, meaning that my company would call the phone number to see what would happen. Oh my. And the guy would answer, go, what’s up? Are you kidding? And then you would say, is this such and such? And he would go, oh yeah, yeah, yeah, yeah, this is such and such. And then he would go, hey, can I take a number? And then he would just basically take a number and give it to the coach. Wow. So it was like having a human voicemail. I mean, it didn’t do any good. And there was no system. So in defense of the guy he hired, he had no sales training. He had no experience. He didn’t know how to do what he was doing. So you have to have an inbound. You want to rate yourself on a scale of one to 10. 10 is you have an inbound sales script that’s awesome and one is it’s just a disaster. So number four and five he didn’t have an inbound sales call script or an outbound sales script. Yeah and I want to walk you through this okay so you have like an inbound sales script yes but you also have an outbound. What are you going to call them? How do you do that? Well this coach I listened to his calls and they were great. The coach just through trial and error had learned how to make an outbound call. Okay. So anytime that somebody would inquire and say, hey, I’m looking to sign up a little Johnny for soccer classes, he just knew how to pick up the phone and call him because he had done it so much. But then every time that he would try to attempt to teach someone else, he would always go, well, you have to have experience and you have to be an expert. You know, it takes about 10 years. Well, who in their right mind is going to go work for a soccer coach for a decade to learn how to make cold calls? Have you seen that Netflix video about the guy who goes and works for the sushi master? Have you seen this? He goes and works for a sushi master for, I think, like, I’ll put the name of the video up on the screen, but he goes and works for the sushi master for like a decade so that he can become a sushi master. I hate to break it to you, but most people don’t want to be like an outbound soccer coach calling master. Most people want a job. And so if it takes you a nuclear half-life to teach somebody how to do the job, you’re not going to stick around. See, you need to have scripts in place. Good. All right. Up next, we’re going to be talking about formalized upselling and cross-selling, so stay tuned. We’ll be right back. All right. We are back. We are talking about decreasing your business reliance on you. And Clay, we’re talking about this coach that had a situation that he wanted you to help him with his business, and we’re picking it up here on the 29 point business self-evaluation. He didn’t have, point number six, a formalized upselling or cross-selling sales presentation script. Okay, here’s the deal. This works for coaches who coach soccer, but it also works for neurologists. Yes. It works for a dentist. I used to work with a dentist. This works great with. Is about 10% of your customers, I mean 10%, where do I get the number? I’m just telling you from experience, about 10% of your customers, if you have 100 customers or more, 10% want to buy the premium. Whatever that is, they just want the premium. So he didn’t have a system in place that would mention the options. So we simply introduced a system where he called all of his customers and he would say, if you kind of role play with me, hey, is this Mr. Miranda? Yeah. Mr. Miranda, hey, this is Coach Clark. I coach your son there with third grade soccer. Oh yeah, Joseph. Yeah, well I noticed he’s got a lot of potential and I just didn’t know if you knew about our one-on-one private coaching we offer. Have you heard about that? No, I had no idea. Well, basically what we do is we either have group sessions, you know, we obviously have our team training, the whole team. We also have groups where it’s two-on-two, where there’s two coaches and two players. It’s kind of a, and we have the one-on-one session too. With the two-on-two we can kind of rotate defense, offense, different drills. With the one-on-one it’s just your son and one of the coaches. And I didn’t know if that was something you might be interested in. Man, I would love to. Nobody told me that. Well, you know what we do is, well, the first training is free. So let’s go ahead and just set it up, and then you can see if it’s a good fit, and if it is, boom. Well, what happened is, and I’m not exaggerating, guess how much a parent was willing to pay per month for that package? Per month? I have no idea. A hundred bucks? A couple hundred bucks? Fifteen hundred dollars. What? Yes. And one parent said, my son, I’ve heard, is good enough to potentially play Division I. I know that I did play Division I, and I would like to invest in his future. So the parent, who wasn’t very wealthy, was spending $1,500 a month just for privates. I’m not exaggerating. With 200-something kids, we were able to sell, I think it was six or seven people on the $1,500 package. They were very happy with it. We call it upselling, but some people call it upserving. Jim Cathcart, one of our mentors, calls it that. Some people say, when you say selling, it sounds like you’re manipulating people. Fine, he gave us money and we didn’t give it back in exchange for services that we use to take our wives on dates. Well, he had a need. Yeah, he had a need. And then we had, I don’t remember the numbers now for the other kids, but I think we had like 20 kids that did the two-on-two practice thing where it was like 250 a month, and then everyone else was doing 150. So that increased the profits by thousands, like 7,000 bucks, just by asking. So there was no system in place. So the dentist I worked with, we simply let everyone know that we do veneers. We said, hey, are you familiar that we do cosmetic dentistry as well? Customer said, patients said, no, I’m not. We said, are you aware that we have 100% interest-free financing? We have through a company called Care Credit. So you could pay as little as $100 a month and have the smile you’ve always wanted. And people go, yeah, I want to do that. I mean, it’s just up. You have to systemically. It’s like asking you simple questions. There was no system in place. So just ask yourself on a scale of one to 10, how systematic are you about asking each and every single customer, do you want ABC and in the way that a restaurant would, do you want appetizers with that? What would you like to drink tonight? Would you like a dessert? I mean, it’s just asking. Beautiful. All right. Number seven, this coach, he did not have a systematic customer wow experience baked into his workflow. He also did not have a documented workflow at all. Okay, let’s talk about these two things. What is a wow experience and then what is a workflow? Well, okay, the wow experience is when you go to Starbucks, they say, what’s your name? And I say, Clay, and they write your name on the cup, right? So they write your name on the cup and so they say, Clay, your Frappuccino, Cappuccino, whatever the heck it is, is available, right? And I go, okay, great, you know, because they wrote my name on the cup. So it feels a little more personable. But when you walk in, how does a Starbucks smell? It smells very nice. Why? Because it’s on a checklist. So it smells good. It visually looks good. How come you go into some restaurants and they look hood? Yeah. How come some look good? Because it’s a checklist. Starbucks looks good. It smells good. The music was thought out. It’s very thoughtful. What kind of music are we going to play. They’re not just playing whatever randomly is available. It’s all thought. It’s very methodical. It’s an experience. It’s an ambience. Why is that important, do you think, to a business to have a wow experience? Why is that important? Well, here’s a little knowledge bomb. You know, that knowledge bomb wasn’t quite as loud as the weak one. Let me try it again. That was like a baby bomb. Yeah, we need one more, just a little more. Oh, there we go. That’s powerful. bomb is by default, anything falls to the level of preparation. So if you’re in the military, which we have a lot of respect for the military, we have free subscriptions for all the military members, it’s pretty awesome. But those people, when you’re in combat, you don’t have time to go, now how does that missile work again? I mean, if you’re in combat, it needs to be automatic at that point. And in business, your day is very busy, people are coming in to buy coffee, they’re coming out to buy coffee, they’re coming in to sign up for the soccer classes, they’re coming out. What we found is that his lobby was gross. And no offense to anybody who works at Shell, but come on! What’s going on in your bathroom? It looks like you’re, like, it’s weird, like you’re growing some sort of… The rats live there. You need some sort of like… Mousetrap? Protective suit you wear to… Yeah, it’s just, I mean, seriously, you’re going to those bathrooms that are nasty, right? I have to turn, I guess I wear yellow robes. Well, if you go on a quick trip, though, it’s like very nice or a Starbucks. It’s very nice. So there was no system. So we helped to make a system to where it would look good, smell good, and it was a checklist. And every day, all those aspects were there. There’s a certain kind of music we played. I’m ashamed to say, but it was true. One of the coaches, the second coach he hired, played very, very crazy offensive music while the kids were there, like third graders, fourth graders. And when the coach was gone, he didn’t know. But I’m not kidding. You’d walk in and it was like a Tupac tribute album just playing. And parents would pull him aside and go, hey, the music last night was kind of offensive. And so we had to build a workflow. And the workflow is just a systemic step-by-step process from the time they walk into the door, from the time the phone rings, basically the workflow is from the time that you first interact with the customer through your marketing, all the way until you document it in accounting. That’s great. What is the step-by-step process? And there was nothing in place. Excellent. All right. Point number eight on the 29-point business self-evaluation. This gentleman, he didn’t have a way to scalably deliver his coaching services without physically being the coach. This is important, you know, Clay. Okay, well he was a ridiculous soccer player. You know the guy who can like dribble the ball? Oh yeah. You know, where you can bounce it, where you can juggle the ball for like an hour and then have a conversation. You’re like, yeah, and so this weekend I did this, I did that, and you’re just bouncing the ball on his head, on his knee, on his whatever. And that was a great thing and parents loved it because he could do, if you’ve ever been around a really experienced soccer player, they can put a spin on the ball that’s ridiculous. They can like, I mean, they can aim the ball in a specific way. A curveball, they can put a curveball in there. Yeah, it’s crazy. You’ve been around it. It’s awesome. And he could do that. And the problem was, is that that’s what brought in the customers. And over time, when his physical health deteriorated through a series of back surgeries and endless nerve damage and just a lot of stuff. He got to a point where his laser show was just literally walking. Wow. And so he wasn’t able to use that as a way to draw in customers. We built checklists on how to run a practice, how to train. We actually teamed up with another guy who we made training DVDs that all the kids could get. We became lessons they had to do at home, there were workbooks and things we built so that a skilled player who played at the high school level, probably at a varsity level, could teach when there’s many more of those people than people that have played at the pro level. Wow. Wow, wow, wow. Number nine, he didn’t have any understanding of his break-even point, his goal achievement point, when his taxes were due, how much money he was making or losing each week. Okay, week. Why is this important? My Spanish actually says week, week, week, week. Hey, you know what I’m saying. I’m still working on my English, so you don’t worry about that. We’re all good. Now, here’s the deal about the break-even point. Your break-even point is the point at which during the month your company will break even. You’ll pay your costs and your expenses will equal out. And by not knowing that number, it’s impossible for you to know if you’re getting ahead or behind. So he had no idea. No idea at all. And furthermore, when you’re slinging mud, what you want to do is you want to quit digging. You know what I’m saying? And as an entrepreneur, a lot of times, if something’s not working, and you, I’m an entrepreneur through and through, I’ve been self-employed in some capacity since I was 16 years old, you just want to keep going faster. And what was happening was that he would literally sign up a kid for about $150 and his costs were like $170, $160. Our Thrive CFO, he has seen this kind of thing in businesses where people just have no idea about their break-even analysis. So with the photography business that I’m a part owner of, I work with Dan and Matt and some of the guys here that are investors in Thrive 15 as well, I know how much I’m going to get paid per week based upon what we call a proforma, which is a projected formula. We have a template available for all the Thrivers. You can call in. If you don’t know how to do that, we can help you. But what happened was he had no idea of that. He didn’t know his goal achievement point. He didn’t know how many deals he needed to even achieve financial freedom. He didn’t know how many he needed to achieve time freedom. He didn’t know when his taxes were due. there, that right there, I mean that is like one of those, I mean, isn’t that like, this is like, like I don’t, I just want to, isn’t that April 15th or is it the 13th? Just kidding. I just want everyone to kind of marinate on this thought. If one does not set aside money for taxes, how much money will one owe in taxes at the end of the year. Everything. I mean, now, what if one does not pay taxes at all? What will happen? You’ll have a new bedroom in the local jail. Well, what happens is, is the IRS, we’ll call them the IRS, these guys come in, and they just say, Home Skillet, you owe money. Now, he had been audited twice. Home Skillet. And had been hit up with massive, I’m not kidding, massive, massive amounts of like, I mean, we’re, we’re… The limp potatoes kill it. He’s been hit up with massive, just massive amounts of tax, like, like penalties. Yeah. And I’m not exaggerating. $13,000 tax penalty, $10,000, whatever, big. Are you kidding? And if you’re a small business owner, many small business owners don’t know what they owe in taxes. And so, you know, he didn’t know these things and so what we did in a positive way is we helped him figure out how much he needed to set aside each month he helped him be gonna pay his estimated quarterly taxes which we can help you at 515 awesome we helped him determine his break-even point we helped him achieve his goal achievement point meaning this is how many we built it and I can tell you is this is a true story we had 250 kids and 10 premium that’s $1,500 a month in the premium package. We put in the line in the sand, once you hit this number, you can literally hire someone to replace you and basically retire if you want to. Amazing. So now, as he’s working towards that, he knows that he’ll still own the business, but he can be kind of that semi-retired. Yeah. When the income will come in, he’ll pay for all the bills. He can hire a coach and afford to replace himself. And that was so exciting to somebody who was working so hard and not knowing if they were ever getting ahead. They were kind of like in the ocean paddling very fast but not knowing where the shoreline was. Yeah. And this is something that a lot of entrepreneurs… So again, just rate yourself on a scale of one to ten in this area. And what you’re trying to do is you’re wanting to get to a score here, an average. What you’re going to do is you’re going to add up all these numbers, okay? Yeah, yeah. You’re going to add up all the… How you rate yourself on a scale of one to ten. You’re going to add them all up and you’re going to divide it, you’re going to divide this by the total number so you’re going to divide it by 29. And at the end, if your score is probably a 70 or less, you’re probably financially not where you want to be. If you’re in that 90th percentile and above, you’re probably growing a lot and you probably just need some mentorship to help you. So unfortunately his score was high 50s and that’s kind of why he was in a bad spot, but the good news is we were able to help him. There you go and that’s a good spot. Yeah. Number 10, this kinda goes hand in hand with what you were saying. He had no concept of his overall profitability per customer. Yeah, he just couldn’t tell you how much profit he’d make per customer at all. When I ran the DJ business I knew 167 was the number. So I knew that if I did your wedding for a certain price I knew that a hundred and sixty seven dollars is what I would set aside to pay myself. So if we did 10 weddings, I knew that I would pay myself roughly $1,600. I just knew that… How do you come up with that number? I mean, how do you come up with what you want to make per customer? How do you come to a point where, for example, you know how much money you want to earn per haircut at your men’s grooming point. How do you come up to that specific number? This is what I did for the haircut business. I know how many chairs I can fit into the building. My capacity. So step one, you want to write this down, Thrivers, you want to know your capacity. My capacity at the elephant in the room is nine chairs. I believe we can get to 11. Secretly, I’m trying to do the bunk bed style haircut where you’re going to share a chair with someone else. But my partner is probably smarter. You can put some stairs. Dude, I’m seriously trying to fit 11 in there, but he said 9. So at 9, I knew the average person takes about a half hour for their haircut. And we’re open 10 hours a day. So we can do 20 cuts a day per chair. So how many is that per week? Well, 20 per day, per chair. So you have 9 chairs, 180 haircuts a day. And then you’ve got 6 days a week, and you add it up, and you figure out, okay, this is the max number of haircuts we could possibly do. Then you want to figure out, okay, what are my financial goals? So I write them down and I do the math and I figure out, this is how much I have to charge per haircut in order to achieve our financial goals. Our financial goals are to franchise so we can open up all over the country. We teamed up with Jonathan Barnett, who’s one of the founders of, he’s actually the founder of Oxifresh and he has hundreds of locations all over the world. He’s one of our partners. We know that the profitability, in order to become a small business compliant, an SBA compliant business where a bank would actually lend you money to buy an elephant in the room if you wanted to buy a franchise? Yeah. You have to be SBA compliant. And to be SBA compliant, you have to operate at a certain profitability. So it’s kind of cool. They actually, you know. Wow. But also, I wanted to make some money. And so I figured out that number. And with the coach, I sat down with the coach. I said, coach, how much money do you want to make? And he kind of like, well, if I could make $40,000, I’d be happy. I’m like, why would you want to work $40,000? I mean, working every weekend, you’re always on call, you’re up at night. Why would you want to own your own? If you’re an owner of a business, you’ve got to at least push until I can do $100,000. Now if you’re an employee, I’m just telling you, I have been an employee and I have also been an ongoing consultant. I’m also an owner of things. And when you’re a consultant, it’s awesome because you really, really care. But it’s Saturday, when the client screws up someone’s wedding, we’re in a wedding photography business, if we screw up someone’s wedding, they call the owners. The owners have to deal with it, right? Or whoever’s in charge. And when you’re a consultant, it’s kind of like, well, it’s your deal. And so all I’m getting at is that we sat down, we had him dream on paper, what are your financial goals? And we found out that he didn’t know. So he asked me to dream about what kind of house he would have, what kind of lifestyle he wanted to live, how much money he wanted to make, what kind of, you know, we dreamed on paper and we determined this is what we need to charge per kid. And literally the price was created to help him exchange his goods and services for the financial compensation he wanted to achieve his dreams, not anything else. And then we figure out, you know, a performer that makes sense. Excellent. All right. Thanks for sharing that. Up next, we’re going to be talking about PR, public relations campaign, having that established in the business. Stay tuned, we’ll be right back. Alright Clay, we’re back. We’re talking about the 29 point self-evaluation for your business. We’re talking about the coach and anybody in the industry can apply this to their lives and in their business. So we’re talking that this gentleman of this company, he didn’t have a cost-based marketing or public relations campaign in place? Well, cost-based marketing means… Break it down. Okay, well, examples of three I can think of is Warby Parker. You know, you buy a pair of glasses and you get a pair of glasses. Aren’t you wearing one of those? Right now, I am wearing Dr. Zellner’s glasses. Dr. Zellner is the CEO of Thrive15.com, and so I have immediately switched. I’m a total homer. I’m going to tell you what, if you’re my partner, I’m buying glasses at your place. You better. But Warby Parker is a place where you can buy your glasses, and when you buy them, they give a pair of glasses away. Another example would be Tom’s shoes. You buy a pair of shoes, and they give a pair of shoes away. Another example would be Newman’s dressing. All the profits go back to charity. Another example would be Bill Gates. He has the Bill and Melinda Foundation, you know, where every time that he receives a billion dollar pledge, they take that money and they give it to causes where they feel like they can make the biggest impact on the planet. And all I’m getting at with all of those options is that that allows you, the media, the news, night, they’re looking to have a story about the weather, about crime, about sports, about you know, the media. It’s very predictable. Every night the news talks about the same things. One of those things, as referenced in Michael Levine, he’s actually a Thrive 15 mentor. Oh, he’s amazing. Michael Levine’s book, and we’ll put the book up on the screen here, but is cause-based marketing and the media is looking for stories about companies that give back. And there’s actually a term called B Corporation now for companies that have designed a sustainable plan for giving back. You see, Starbucks is now helping drill wells in third world countries. So if you’re a business owner watching this right now, I mean, think about it. I mean, you could do a deal where every time that you clean somebody’s teeth, if you’re a dentist, you donate $5 back to help out the local boys home. That’s great. So for the elephant in the room, every time we cut your hair, we donate a dollar back to the boys home. We had that set up, and now Justin donates a percentage. I’m not sure of all the details, but that’s how you, it’s a cause-based marketing. He didn’t have anything like that. Now the sad thing was that he was donating to a lot of causes and was very humble, and no one knew he was doing that. And I was going, well hey, just tell people the things you stand for, and I bet you that other people would come to your aid and would be sympathetic or empathetic to that cause. He worked with kids with some disabilities, and all he did was share his story about how he dealt with a family who had physical disabilities, and he shared how he gave money, a percentage of the profits, back to these causes. You would not believe how many people I mean I bet you five or ten percent of the customers said The reason why I choose to have soccer classes here is because he stands for a cause that’s close to my heart Wow, so you have to find a cause that you’re passionate about That the media would also want to consume we have trainings on how to make a press release and those kind of things excellent All right up next here number 12 He also didn’t have a file organization or an existing nomenclature rules in place. Clay, let’s break that down. Well when you go back to like, here we go, back in like the 80s, you know, when this song Let It Whip was going on, you know. How did it go? Sing it for me. Well, Whip It, this is it right here. This is kind of when you had quad skates back in the day. We would go roller skating with the four wheels on it back in the day. People had a typewriter, right? Or they had a computer that was super slow. So how you save the digital file didn’t matter, right? Because this is how you would save it. Back in the 80s, you’d go, eh, eh, eh, eh. And your computer was like $8,000, and it was like the size of a garage. It was just, you know, and you would save something, it would just, eh, eh, eh. So everyone, and you had a typewriter. Remember the typewriter? Yeah. You’d type, and you’d get to the end of the thing, and you’d hit it over, and you’d just keep typing. And if you ever made a mistake, you’d get the little whiteout on it. I mean, it’s ridiculous. So that world is gone, right? Well, a lot of us entrepreneurs are still old school. I mean, if you’re watching this right now and you are wearing quad skates, you know, I mean, this weekend you’re like, hey babe, you’re talking to your wife and she’s like, what do you want to do this weekend? You say, why don’t we go out to the roller skating rink and I got my quad skates on and we’re going to, there’s actually a group of roller skaters in Mission Beach, California. The dancers? The dancers? Yeah, they meet up there. We’ll put a picture of them on the screen. But if you’re, I’m just telling you, if your file naming system hasn’t been updated since the 80s or maybe you don’t have a system at all or it’s weird, we have very specific trainings on Thrive15 on how to actually organize your files correctly. But file nomenclature, how you name things, is super important. So if you said to me, this just happened last week, my father, he has ALS, and my mom has reached out to me because my father unfortunately is going to pass away soon. So my mom said to me, she says, do you have that photo of dad with the girls when they were dancing? My dad asked for the little girls to put on their wedding dresses or dress up like they’re in wedding dresses so he could dance with them, maybe see them on the day of their wedding kind of thing. It’s kind of his anyone else. Well, that’s special And so my mom said you have the photos so I go. Well, yeah Because I everyone the family always asks me they have the photos. Yeah, I mean, hey, do you know where the insurance policy is? Yeah, do you know where your tax return is in 2015? Yeah. Hey, where’s the EIN right here? Where’s your employee identification number right here? Hey, where’s the PR kit right here? So whether it’s a deep thing and business a lot of it can be the difference of life and death. I mean, the wedding business, if you can’t find the girl’s photos and you took her wedding photos, that’s bad. For the haircut business, if I can’t find, seriously, if I can’t organize the checklist and I can’t train my staff, you wouldn’t believe how many business owners don’t have their passwords saved anywhere. They don’t know their checklist, they don’t know. So I’m just saying, this guy, we asked him on a scale of one to ten, and he goes, I have no idea where any of my digital files are. Some are on my laptop, some are on Google Drive, some are on a computer. What do you recommend? I would recommend specifically that you use Dropbox. I would recommend that you set up with their premium plan, whatever they call it now. I would recommend that you would use a file nomenclature system where you label your marketing folder as 1-marketing. as one dash marketing. We’ll put some, what we’ll do is we’ll do a screenshot of how we save files so you can see it. But I would highly recommend that you follow a linear specific system for file naming and that you’re not just doing by default drifting. You’re not just randomly doing whatever. And it’s just everyone on your team does it the same way. Like freak out about it. Like it has to happen. Seriously. He did not have a talent recruitment and scripted job posting, inquiring, responding, or interviewing process in place. And I won’t wear you out on this because we have some great training coming up on this later in our series here. But every week, your employees, your teammates, your members, your contractors, whatever they are, your teammates, they are the lifeblood of your organization. And so you have to do recruitment every week because, let’s say that you have a really, really, really good employee, really good teammate. I mean, it’s a tour of duty. I mean, maybe the guy wants to get married and move to New York. Maybe the guy wants to be with you forever. Maybe the guy, all of a sudden, he’s going through some personal problems and wants to move on. Maybe the guy wants, I mean, you don’t know. And you need to have a recruitment valve, a recruitment system, so that you always have an inbound pipeline of new people. And he had no system for doing that. And you really should have a weekly interview, you should have ongoing job posts, it should be something you do every day. And I would recommend you only don’t do your weekly recruiting processes on the weeks where you don’t want to be successful. So the weeks where you say, I do not want to be successful, that’s the week where you just don’t do it. Mmm. Mmm. You know what I’m saying? That’s powerful. Yeah. All right. He also didn’t have an ongoing training program set in place for his staff. Okay. Anytime someone would come and work for the guy, I touched on a little bit earlier, they would say, well, coach, what do I do? And he’s like, well, what you want to do out there is you want to bring intensity and passion. I remember hearing that every time. I was just like, you want to bring intensity and passion. Every time. And people were like, what does he mean? What is the coach talking about? Yeah, what does that mean? I would sit there, and I’m like, do you know what the coach means? And he’d go, I have no idea what he’s talking about. And he would go, hey, listen, seriously, I remember this situation. He used to come with this guy, this poor guy, Trevor. Trevor, Trevor, hey. And the coach is always like, hey, Trevor, I want some intensity, all right? And I want you to bring some passion. And so Trevor’s just, I don’t know. And then Trevor would pull him aside well coach what drills do you want us to do hey I’m not gonna put I’m not gonna make you be a robot here but I want you to bring some passion okay Wow because you need to bring some I mean it’s a passion the kid was clueless well the coach had no clue how to train other coaches and therefore the kids that they were coaching had no idea what they’re doing so we had to build a system and now there was a we build a system for the set warm-up system like how to warm up kids what specific drills to do how long they should take all that kind of stuff checklists all right all right next in number 15 he was not being intentional about developing any banking relationships or friendships with those who have the ability to invest in businesses okay why is this important what years ago 2006 7 yeah I’m 35 now so everything seems like the other day. I keep saying the other day, but it was like 10 years ago. Oh my gosh. But you know, seriously, Sharita, one of our hosts here, I found out that her niece, who I think is nine or ten, I think she was ten, she’s now a teacher. Is that right? She’s a freaking teacher. How is she a teacher? I thought she was nine, and now my wife’s like, no, she’s actually graduated and she’s a full teacher. I go, little kids? Like in some weird, like, no, she’s a real adult. Anyway, all I’m saying is, back in 2006, 2007, I wanted to buy a party rental company. And unless you’re a moron, you don’t want to part with all of your cash to buy a business. What you want to do is you want to leverage your position and you want to buy a business and you want to limit the amount of cash you put into it so you have money left in reserve so when things go bad you’re not up a creek. So I went to the bank and the banker, his name was Derek, and I’ve known Derek for a decade. I have deposited money at his bank for a decade. I used to call the number 499, whatever the heck it was, and I would call every Monday and transfer money. I’d meet him all the time. So I said, Trevor, I would like to get a bank loan. And Trevor said, no problem. All I need is your updated P&L and a 20% down and we’ll get it done. So I went into the bank, I gave him my P&L, and I got a loan. What’s P&L? Profit and loss statement. Balance sheet, various things. And we have trainings on how to do that, by the way. But I went in, and you know what I see a lot of entrepreneurs doing in this guy’s case? He was banking at Bank of America and Chase. And no disrespect for Chase or Bank of America, A.P. Giannini, the high school dropout who started Bank of America is one of my heroes. But no one at the bank knew him because he never built a relationship. So he was trying to get money to grow and the bank’s going, who are you? He’s like, I am coach such and such. I deposit money every week. And the bank, the people are like, do we know you from somewhere? You seem familiar. Yeah, my name is on the deposit slip that I drop in your window. Just a name. But relationships, when you get, when you, I’m just trying to explain this to you. When you’re trying to borrow money, the banks look for three things. They look at your credit history. You look at your ability to pay back the loan or collateral. And they look at you. And they’re like, if you are a disaster, we don’t like you, we don’t know you, then we’re not going to lend to you. And that’s as deep as it gets. And so I would encourage everyone to be intentional, to make sure you go by the bank and shake their hands and say, what’s up? Talk to them. How you doing? So I get calls all the time from my bank. There’s a lady named Candy up there. Candy will call, Clay Clark, what’s up? And I always take the extra time to go, Candy, how are you? And she goes, I’m busy all the time. You know, she’s busy too, but I’m doing great. How are you? She goes, Clay, I’m doing good. I said, Candy, can I get some extra suckers? She goes, for the kids? No, for me, Candy. And she’s like, you know, half dozen for me. And I come by and it’s just, it’s a way on a Friday, I usually will go by before on the way home just to kind of talk with her and talk to the people there. What’s up, guys? How you doing? Because that’s how you get things done. Wow. Thanks for sharing. That’s powerful. Boom. Yeah, that’s the way to do it here. Number 16, he was not doing anything intentionally to become a leader that his employees would follow. Well, this right here is the unfortunate truth of entrepreneurship. I think I have my little unfortunate truth button here. This is the one that… Here it is. No, the big deal is not on their door number two. Here’s the deal. If you are an idiot, people know. You know what I’m saying? So if you, in this particular person’s case, he’s a good person, but he dressed like he was homeless most of the time. This coach? Oh yeah. And he would usually get to practice at the same time the kids did. So the kids are getting out there, the practice starts at 5, and the coach is scrambling around asking parents, hey Paul, hey Carl, what’s going on? Can you guys help me set up some cones here? We’ll get started. And the parents are thinking, you freaking jerk, we’re paying you $100-something a month, why are you getting here when we’re getting here? And he’s like, hey, hey guys, well hey, I’ll tell you what, today we’re going to do a drill, I like to call it, and you know he’s making it up, you know, I call this drill the old weave drill. And it has three things that everyone needs to know. Teamwork, teamwork and more teamwork. Yeah, and they kind of make them up on the front, and people, but his staff, as he started hiring people, people, I mean, a third grader’s like, this guy’s awesome, he’s got his three, every week he’s like, guys, I have three rules for success there. And you just make them up. And the third graders are like, we’re not worthy. This guy’s awesome. But the parents are going, this guy’s probably a disaster. He’s probably living with his mom right now, and he’s probably living on, you know, seriously, he’s probably living in his car. He’s probably not real. And so the employees who start working with him are starting to go, you don’t know what you’re doing. You know, they’re not maybe saying it, but they’re thinking it. And so you have to be the kind of person that you would follow. Yeah. So it’s really hard because people will hold you accountable and hold you to a high standard. And no one’s perfect and we all need to improve. I need to improve. We all need to improve. But you have to really, really hold yourself accountable to a certain high standard when you’re in business. Absolutely. Because you want to become that leader worth following. And that’s very important. It’s tricky. JT, do you know what time it is? 410. It’s T-Bo time in Tulsa, Roseland, baby. Tim Tebow is coming to Tulsa, Oklahoma, June 27 and 28. We’ve been doing business conferences here since 2005. I’ve been hosting business conferences since 2005. What year were you born? 1995. Dude, I’ve been hosting business conferences since you were 10 years old, but I’ve never had the two-time Heisman Award winning Tim Tebow come present. And a lot of people have followed Tim Tebow’s football career on the field and off the field. And off the field, the guy’s been just as successful as he has been on the field. Now the big question is, JT, how does he do it? Well, they’re going to have to come and find out, because I don’t know. I’m just saying, Tim Tebow’s going to teach us how he organizes his day, how he organizes his life, how he’s proactive with his faith, his family, his finances. He’s gonna walk us through his mindset that he brings into the gym, into business. It is gonna be a blasty blast in Tulsa, Russia. Also, this is the first Thrive Time Show event that we’ve had where we’re gonna have a man who has built a $100 million net worth. Wow. Who’ll be presenting. Now we’ve had a couple of presenters that have had a billion dollar net worth in some like a real estate sort of things. Yeah. But this is the first time we’ve had a guy who’s built a service business and he’s built over a hundred million dollar net worth in the service business. It’s the yacht driving, multi-state living guru of franchising. Peter Taunton will be in the house. This is the founder of Snap Fitness, the guy behind Nine Round Boxing. He’s gonna be here in Tulsa, Russel, Tulsa, Russel, Oklahoma, June 27th and 28th. JT, why should everybody want to hear what Peter Taunton has to say? Oh, because he’s incredible. He’s just a fountain of knowledge. He is awesome. He’s inspired me listening to him talk. And not only that, he also has he practices what he teaches. So he’s a real teacher. He’s not a fake teacher like business school teachers. So you’ve got to come learn from him. Also, let me tell you this, folks, I don’t want to get this wrong, because if I get it wrong, someone’s going to say, you screwed that up, buddy. So Michael Levine, this is Michael Levine, he’s going to be coming, and you say, who’s Michael Levine? I don’t want to get this wrong. This is the PR consultant of choice for Michael Jackson, for Prince, for Nike, for Charlton Heston, for Nancy Kerrigan, 34 Grammy Award winners, 43 New York Times bestselling authors he’s represented, including pretty much everybody you know who’s been a super celebrity. This is Michael Levine, a good friend of mine. He’s going to come and talk to you about personal branding and the mindset needed to be super successful. The lineup will continue to grow. We have hit Christian reporting artist Colton Dixon in the house. Now people say, Colton Dixon’s in the house? Yes, Colton Dixon’s in the house. So if you like top 40 Christian music, Colton Dixon’s going to be in the house performing. The lineup will continue to grow each and every day. We’re going to add more and more speakers to this all-star lineup. But I encourage everybody out there today, get those tickets today. Go to thrivetimeshow.com. Again, that’s thrivetimeshow.com. And some people might be saying, well, how do I do it? What do I do? How does it work? You just go to thrivetimeshow.com. Let’s go there now. We’re feeling the flow. We’re going to thrivetimeshow.com. Thrive time show. Again, you just go to thrivetimeshow.com, you click on the business conferences button, and you click on the request tickets button right there. The way I do our conferences is we tell people it’s $250 to get a ticket, or whatever price that you can afford. And the reason why I do that is I grew up without money. JT, you’re in the process of building a super successful company. Did you start out with a million dollars in the bank account? No, I did not. Nope, did not get any loans, nothing like that. Did not get an inheritance from parents or anything like that. I had to work for it, and I’m super grateful I came to a business conference. That’s actually how I met you, met Peter Taunton, I met all these people. So if you’re out there today and you want to come to our workshop, again, you just got to go to thrivetimeshow.com. You might say, well, when’s it going to be? June 27th and 28th. You might say, well, who’s speaking? We already covered that. You might say, where’s it going to be? It’s going to be in Tulsa, Russia, Oklahoma. It’s Tulsa Ruslim, sort of like the Jerusalem of America. But if you type in Thrive Time Show and Jinx, you can get a sneak peek or a look at our office facility. This is what it looks like. This is where you’re headed. It’s going to be a blasty blast. You can look inside, see the facility. We’re going to have hundreds of entrepreneurs here. It is going to be packed. Now, for this particular event, folks, the seating is always limited because my facility isn’t a limitless convention center. You’re coming to my actual home office. And so it’s going to be packed. So when? June 27th and 28th. Who? You! You’re going to come! I’m talking to you. You can get your tickets right now at Thrivetimeshow.com. And again, you can name your price. We tell people it’s $250 or whatever price you can afford. And we do have some select VIP tickets, which gives you an access to meet some of the speakers and those sorts of things. And those tickets are $500. It’s a two-day interactive business workshop, over 20 hours of business training. We’re going to give you a copy of my newest book, The Millionaire’s Guide to Becoming Sustainably Rich. You’re going to leave with a workbook. You’re going to leave with everything you need to know to start and grow a super successful company. It’s practical. It’s actionable. And it’s TiVo time right here in Tulsa, Russia. Get those tickets today at Thrivetimeshow.com. Again, that’s Thrivetimeshow.com. Hello, I’m Michael Levine, and I’m talking to you right now from the center of Hollywood, California, where I have represented over the last 35 years 58 Academy Award winners, 34 Grammy Award winners, 43 New York Times bestsellers. of major stars and I’ve worked with a lot of major companies and I think I’ve learned a few things about what makes them work and what makes them not work. Now, why would a man living in Hollywood, California in the beautiful sunny weather of LA come to Tulsa? Because last year I did it and it was damn exciting. Clay Clark has put together an exceptional presentation, really life-changing, and I’m looking forward to seeing you then. I’m Michael Levine. I’ll see you in Tulsa. James, did I tell you my good friend John Lee Dumas is also joining us at the in-person, two-day interactive Thrive Time Show Business Workshop. That Tim Tebow and that Michael Levine will be at the… Have I told you this? You have not told me that. He’s coming all the way from Puerto Rico. This is John Lee Dumas, the host of the chart-topping EOFire.com podcast. He’s absolutely a living legend. This guy started a podcast after wrapping up his service in the United States military, and he started recording this podcast daily in his home, to the point where he started interviewing big-time folks like Gary Vaynerchuk, like Tony Robbins, and he just kept interviewing bigger and bigger names, putting out shows day after day, and now he is the legendary host of the EO Fire podcast and he’s traveling all the way from Puerto Rico to Tulsa, Oklahoma to attend the in-person June 27th and 28th live time show, two-day interactive business workshop. If you’re out there today, folks, you’ve ever wanted to grow a podcast, a broadcast, you want to get in, you want to improve your marketing, if you’ve ever wanted to improve your marketing, your branding, if you’ve ever wanted to increase your sales, you want to come to the two-day interactive June 27th and 28th Thrive Time Show Business Workshop featuring Tim Tebow, Michael Levine, John Lee Dumas, and countless big-time, super successful entrepreneurs. It’s going to be life-changing. Get your tickets right now at thrivetimeshow.com. James, what website is that? ThriveTimeshow.com James, one more time for the Ford Enthusiasts. ThriveTimeshow.com dangerous see these people I ride with this moment Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business workshops because we teach you what you need to know to grow. You can learn the proven 13 point business system that Dr. Zellner and I have used over and over to start and grow a successful company. 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, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get rich quick, walk on hot coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert, Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love it. We built this facility for you and we’re excited to see you. And now you may be thinking, what does it actually cost to attend an in-person two-day interactive Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money, so if you’re out there today and you want to attend our in-person, two-day, interactive business workshop, all you got to do is go to Thrivetimeshow.com to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for you. I learned at the Academy at King’s Point in New York, acta non verba. Watch what a person does, not what they say. Good morning, good morning, good morning. Harvard Kiyosaki University Radio Show. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re close, but they’re completely different worlds. And I have a special guest today. The definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent. I’ve done his show before also, but very seldom do you find somebody who lines up on all counts. And so Mr. Clay Clark is a friend of a good friend, Eric Trump. But we’re also talking about money, bricks, and how screwed up the world can get in a few and a half hour. So Clay Clark is a very intelligent man, and there’s so many ways we could take this thing. But I thought, since you and Eric are close, Trump, what were you saying about what Donald, who is my age, and I can say or cannot say? Well, first of all, I have to honor you, sir. I want to show you what I did to one of your books here. There’s a guy named Jeremy Thorne, who was my boss at the time. I was 19 years old, working at Faith Highway. I had a job at Applebee’s, Target, and DirecTV. And he said, have you read this book, Rich Dad, Poor Dad? And I said, no. And my father, may he rest in peace, he didn’t know these financial principles. So I started reading all of your books and really devouring your books. And I went from being an employee to self-employed to the business owner, to the investor. And I owe a lot of that to you. And I just wanted to take a moment to tell you, thank you so much for allowing me to achieve success. And I’ll tell you all about Eric Trump. I just want to tell you, thank you, sir, for changing my life. Well, not only that, Clay, thank you, but you’ve become an influencer. You know, more than anything else, you’ve evolved into an influencer where your word has more and more power. So that’s why I congratulate you on becoming. Because as you know, there’s a lot of fake influencers out there, or bad influencers. Yeah. Anyway, I’m glad you and I agree so much, and thanks for reading my books. Yeah. That’s the greatest thrill for me today. Not a thrill, but recognition is when people, young men especially, come up and say, I read your book, changed my life, I’m doing this, I’m doing this, I’m doing this. I learned at the Academy, King’s Point in New York, acta non verba. Watch what a person does, not what they say. Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I went to a small private liberal arts college and got a degree in business, and I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using, and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked as a very good business school. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place. Having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super, it’s just very cool. The atmosphere is cool. The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. Once I saw what they were doing, I knew I had to get here at the conference. This is probably the best conference or seminar I’ve ever been to in over 30 years of business. You’re not bored, you’re awake, you’re alive the whole time, it’s not pushy, they don’t try to sell you a bunch of things. I was looking to learn how to just get control of my life, my schedule, and just get control of business. Planning your time, breaking it all down, making time for the F6 in your life, and just really implementing it and sticking with the program. It’s really lively, they’re pretty friendly, helpful, and very welcoming. I attended a conference a couple months back, and it was really the best business conference I’ve ever attended. In the workshop, I learned a lot about time management, really prioritizing what’s the most important. The biggest takeaways are you want to take a step-by-step approach to your business. Whether it’s marketing, what are those three marketing tools that you want to use, to human resources. Some of the most successful people and successful businesses in this town, their owners were here today because they wanted to know more from Clay and I found that to be kind of fascinating. The most valuable thing that I’ve learned is diligence. That businesses don’t change overnight. It takes time and effort and you got to go through the ups and downs of getting it to where you want to go. He actually gives you the roadmap out. I was stuck, didn’t know what to do and he gave me the roadmap out step by step. We’ve set up systems in the business that make my life much easier, allow me some time freedom. Here you can ask any question you want, they guarantee it’ll be answered. This conference motivates me and also gives me a lot of knowledge and tools. It’s up to you to do it. Everybody can do these things. There’s stuff that everybody knows, but if you don’t do it, nobody else can do it for you. I can see the marketing working. It’s just an approach that makes sense. Probably the most notable thing is just the income increase that we’ve had. Everyone’s super fun and super motivating. I’ve been here before, but I’m back again because it motivates me. Your competition’s going to come eventually or try to pick up these tactics. So you better, if you don’t, somebody else will. 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 two years ago. This is our old neighborhood. See, it’s nice, right? So this is my old van and our old school marketing. And this is our old team. And by team, I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing. And this is our new team. We went from four to 14. And I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016 we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd. We’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. So we really just want to thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. If you decide to not attend the ThriveCon workshop, you’re missing out on a great opportunity. The atmosphere at Clay’s office is very lively. You can feel the energy as soon as you walk through the door. And it really got me and my team very excited. If you decide not to come, you’re missing out on an opportunity to grow your business, bottom line. I love the environment. I love the way that Clay presents and teaches. It’s a way that not only allows me to comprehend what’s going on, but he explains it in a way to where it just makes sense. The SEO optimization, branding, marketing, I’ve learned more in the last two days than I have the entire four years of college. The most valuable thing that I’ve learned, marketing is key. Marketing is everything. Making sure that you’re branded accurately and clearly. How to grow a business using Google reviews, and then just how to optimize our name through our website also. Helpful with a lot of marketing, search engine optimization, helping us really rank high in Google. The biggest thing I needed to learn was how to build my foundation, how to systemize everything and optimize everything, build my SEO. How to become more organized, more efficient. How to make sure the business is really there to serve me, as opposed to me constantly being there for the business. New ways of advertising my business, as well as recruiting new employees. Group interviews, number one. Before, we felt like we were held hostage by our employees. GroupIn uses completely eliminates that because you’re able to really find the people that would really be the best fit. Hands-on how to hire people, how to deal with human resources, a lot about marketing, and overall just how to structure the business, how it works for me, and also then how that can translate into working better for my clients. The most valuable thing I’ve learned here is time management. I like the one hour of doing your business. It’s real critical if I’m going to grow and change. Play really teaches you how to navigate through those things and not only find freedom, but find your purpose in your business and find the purposes for all those other people that directly affect your business as well. Everybody. Everybody. Everybody. Everyone. Everyone needs to attend the conference because you get an opportunity to see that it’s real. because you get an opportunity to see that it’s real. you