Clay Clark | Entrepreneur | The 8 Steps For Creating Documented Sales Systems

Audio Transcription

Get ready to enter the Thrivetime Show! We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re on the top. Teaching you the systems to get what we got. Cullen Dixon’s on the hooks, I’ve written the books. He’s bringing some wisdom and the good looks. As the father of five, that’s where I’mma dive. So if you see my wife and kids, please tell them hi. It’s C and Z up on your radio. And now three, two, one, here we go! We started from the bottom, now we’re here. Started from the bottom, and that’s what we’re about to do. All right, Thrive Nation, I don’t care what your persuasion is. I don’t care what your motivation is. Everybody out there, you want to start or grow a business. In fact, you being 57%, I can confidently say, according to Forbes, 57% of the people listening to this show right now want to start or own a business. And when you start a business, you become an entrepreneur. Absolutely, and this show is for you. Yeah, and the thing is, if you can’t sell stuff, check it out, if you wanna start a business, once you start a business, and you’re not in business unless you’re selling something. So work with me. If you want to sell stuff, but you’re not actually selling stuff, in my mind, you have to give back your entrepreneur card. Absolutely. And I’m the co-host, Dr. Robert Zellner, and I tell you what, I am, people go, you’re an optometrist. What are you doing? I’m an entrepreneur trapped, I say trapped, in an optometrist body. Many, many people have told me over the years, they know that I know you, or they’ll say, so he’s the optometrist, right? And they’ll say, well, how many patients can he see in a day? I hear, I’m not kidding, feel that, how many patients can he see in a day? I mean, he advertises a lot. And they always, that’s the mindset of how many can you see? Now, you learn how to sell, learn how to sell well, and then you decide, once you’ve nailed it, you begin to scale it, make it repeatable, close, boom. And then I replicated myself, because as much fun as it is answering every phone call, as much fun as it is pre-testing every patient. Pre-testing every patient. That’s what I want. I love it, love it, love it, love it. And as much fun as it is picking out glasses with Mrs. Johnson, I think the blue is better. How about I go with red? Do you think they look good with my eyes? Your face is more rectangular. I used to have a rectangular face. I loved dispensary contact lenses. I loved all of it, but you know what? As much as I love it, I know that if I only saw the patients that I personally could do all those steps for, it wouldn’t be that many. Have you ever been labeled as somebody who, you know, because you hear this a lot, these little entrepreneurs, we have small business day where we celebrate businesses that don’t grow. Why would we celebrate that? I hear it a lot. People say they celebrate the fact that a business does not grow Have you ever been told hey Z? You know if you really want to make a quality product you really have to work on it yourself every day You have to be there if you’ve ever met Entrepreneurs that kind of have known was trying to make you feel bad that you’re not personally seeing every patient Yeah, I had one lady stopped me in the hallway And she looked at me and I could tell she was a little flustered because it wasn’t her normal experience You know from small-town optometry where the doctor greeted her at the door, did all the stuff, helped her pick out the glasses, spent two hours with her, held her hand and checked her out and then she left. You know, and she was like the only one in the building the whole time, the only one in the office the whole time. At least, I was in the hallway once, I guess she was a little frustrated. And she looked at me and she was kind of exasperated. She goes, you’re the McDonald’s of eye care. And I said, well, thank you very much. Thank you. Thank you. Because let’s go through McDonald’s. At the time, they were opening up a store every one every 12 hours around the world. Craziness. Craziness. I wish I could open up that many stores. Number two, their bathrooms are always clean. And I don’t care whether you’re in Detroit, Michigan or Sarasota, Florida, you’re the Big Macs, the Big Mac. All the same. The French fries are all great. Come on, we all love the French fries. We all do. We all should. Come on, you’re on a road trip. You see the Golden Arches, you’re going to pull in, you know they’re going to have a clean bathroom. You don’t want to admit it, but you do. You go in there. You got a clean bathroom, you know the moves, you’ve all been there. As you’re driving home on this, thank God it’s Friday, by the way, you survived it. The weekend’s coming up. Now if you’re driving home on this, thank God it’s Friday, this Friday, if you’re driving home and you’re going, I want something different than just the fries, right? You want something that you don’t, you don’t give me the fries at McDonald’s are very good. Yeah. But you’re looking for a food experience. A little more sustenance. A little more sustenance a little more a little more just more filling something gives you that satisfaction After all that eating action you still get that so you’re saying I can get satisfaction what you do true We’re not gonna argue with the Rolling Stones, but true now to my left. We have a very special guest here This is mr.. Joe Davidson, and he’s a man who sold two million smokers So he learned how to sell the smoker well. Boy, he must be a good welder to make that many smokers. So the question is, how many smokers can you weld a day, sir? You know, it got to the point that I could build at least a half of one a day myself. Really? I’m pretty good at it, you know. Clay, now is that possible he can sell two million? I think we may have something going on here. So we’re going to get into this. These are the eight steps for creating an effective documented sales system. So we’re starting with move number one. Step number one. Identify and document which three marketing systems work well for generating leads and sales. As an example, let’s say you’re listening right now and you go, I just need sales. A lot of people have a great idea. They need sales. How do I sell something? So go ahead. I want you to sketch out. I’m going to just fire them off. Z, if I miss one, you tell me. One, billboards. Yeah. It’s a thing. Internet ads. Hey, you’re driving home right now, you’re glancing at them, we know you’re looking. Yep, billboards, internet ads. Yes, internet ads. Okay, you’ve got Facebook ads. They’re kind of, internet ads are a little creepy. A little creepy. They follow you around. You Google like John Deere tractors and for like the next, seems like the next decade of your life, every time you pull up a website, it’s like John Deere tractor ad over there on the side. So you’ve got social media ads. Social media. Yeah, YouTube ads. Yes. Then you’ve got TV ads, radio commercials, mailers, trade shows. There’s an endless variety. A random dude on the corner with a sign he’s spinning. That’s a thing. That’s a thing. That’s a thing. The whole guy who does the mattress thing, he’s a move. It’s a thing. It’s a thing. Boom. We have signs for elephant in the room that announce we have the one dollar for your first haircut. That’s a thing. I thought your competitors were taking all those down. They are taking them down. We’re putting them back up. Oh, so you’re staying with them. It’s a slime war. Yeah, they’re taking them down. We’re putting them up, taking them down, putting them up. The slime people love it. I think the slime people are taking our fans. Yeah. But here’s the thing. So, so, so I want to ask you, what was your first breakthrough where you first started learning to sell your smokers? You made these smokers. You’re passionate. What was the first breakthrough for your sales? You’re listening to the Thrive Time Show on Talk Radio 11 Sessions. You know what? It was the state fair. State fair. It cost the state fair. Get in front of the masses. You know, there’s over a million people go to the state fair every year. Deep fried turkey leg. I’m telling you, you’re talking my language now. My love language. But barbecue and a state fair go hand in hand. Both the grills, the smokers, and the product itself. We’d actually start cooking barbecue every morning, demonstrating our smokers, giving away free barbecue so that they’d understand how good our cookers could cook. You know what that reminds me of? What’s that, Z? What fair was that, by the way? Was it Tulsa? My very first one was the Oklahoma State Fair in Oklahoma City. The second year was in Tulsa, and I did it in Tulsa from that state until, heck, until I sold my company. Wow. You know what that reminds me of? What that makes me think of? America! Oh it does make you think of America. Ray Charles? I mean that just is America. What’s more American than being at a state fair and cooking meat on a smoker you made with your bare man hands. There’s a man he has a headset on and he kind of is giving you a demonstration of how a blender works. Now folks, this blender, I’m telling you what, you can put a broom in it, you can put a shoe in it, you can put a… Now I’m going to throw in a free tomato slicer today. Oh, but wait, that’s not all. You get two of them. You get two. Who here thinks you can make fresh yogurt? Yogurt’s expensive, right? Now you make it, you just put it in. And then what happens while you’re watching him, you smell something. You smell, you catch a whiff. Forget this blender. You catch a whiff of something, you’re like is that heaven I’m smelling? is that heaven? that was your breakthrough you get there and they’re smoking let’s say someone out there has a great product I’m going to give you some examples this is rapid fire I am a plumber and I want to get more plumbing business what’s the best way for me to market my plumbing business? home and garden show I don’t know maybe just go to home and garden show. And so you go to the show, and it doesn’t work, do you get emotional? Yeah, so you get emotional. And you throw a fit, and the guy next to you pushed down his, oh I’m sorry, is that not a thing? But you move on to the next thing, don’t you? Yeah, but you just, hey, you know what, I tell you what, when you’re up there batting, and you strike, and you don’t hit the ball the first time, you just drop the bat and go back to dugout, you don’t just say, okay, that’s it, I missed it one time. I think that’s what people do though, a lot of times they have a great product. I see it all the time and they have a great product and they go swing one time. So I want to ask you though, seriously, rapid fire. Have you ever done an advertisement and just swung and missed? Any of you guys? Z or Joe, have you ever done a rapid fire, you’ve ever done an ad where you just go, you’re pumped, you’re motivated, you ran the ad and nothing. Anybody? I’m trying to remember. I’m jumping back at the optometry thing. I was pretty deliberate and I don’t know that I ever had an absolute miss. Some things were better than others. I got one. I ran a series of ads on a station. Now, women are the ones who book DJs for their weddings. Women book entertainment for their wedding. So you don’t target the dude that the wedding show is hanging out and looking like they’re bored and want to jump off a… Well, I used to say this. People would say, well, Clay, I remember these marketing people. They would try to get my business. They’d say, who is your target demographic men or women? I’m like we suffer everybody. Yeah, it takes two to get married That’s right. So I would go out there and try to market to everybody but over time I realized that Women were the ones who are buying me I’m convinced now today that unless women were driving the purchases at weddings. There just wouldn’t be wedding spending Guys like you guys you want you want to shake on it, honey. You want to shake on it? Okay, let’s just have this moment as a justice of peace I know we can do some Malcolm Jones gets a barbecue and we just go back and watch There is an after ball and now I’m committed For money not for Iran ads on a radio station where that was focused on dudes Didn’t work, but I’ll tell you this I’ve run ads on a radio station was focused on dudes for different products like elephant in the room our men’s grooming lounge And it worked well, so what advice would you have for that entrepreneur Joe who’s listening? And they’re going I just don’t know how to have my sales break through. What tip would you have for them? Man, it’s targeting the proper customer. You’ve done it with Elfa in the Room. Now obviously we did it by going to the State Fair. And let me tell you, State Fair people love barbecue. You know the other shows I’d go to? I was always trying to think about this ahead of time. And I’d say, what is the smoker company doing here? We sell lawn mowers and John Deere’s and different items, but all of a sudden I’m saying, those people want smokers as well. Those people want my food. That’s right. They want my food, they want the smokers. And then we joined the Pool Institute. Pool? Can you imagine that? Billiards? No, swimming pool. Swimming pool. The National Spa and Pool Institute. And those people want smokers out by their swimming pools. So those are the ways we’d go after that business. Speaking of pool, speaking of billiards, when we come back, see I have a billiard story that you’ve never heard before. It’s going to tie in. It’s a marketing move. It’s going to be a marketing move, but it involves billiards. It’s going to be great. You’re going to love it. Stay tuned. All right, Tulsa, entrepreneurs around the world, welcome to the Thrived Time Show. We can also be heard on thrivetimeshow.com, where we literally have thousands and thousands of people who go there consistently all over the world. We have Thrivers in Australia. I’ve talked to them. We have Thrivers in Detroit. We have a Thriver I talked to in Montana today. I mean, Montana, do they have an internet out there? Yeah, I mean, this is the Thrive Time show. It’s an international phenomenon and it’s broadcasting right here live from the Thrive15.com world headquarters. It’s our dojo of mojo. And on this show, we have got a special guest today. Dr. Zellner, we have a very special guest today. Do you want to do it until the Thrivers who we have on the program? I’ll tell you what, it’s, you know, we’re on the left side of the Arkansas River. Beautiful, beautiful landmark here, northeast Oklahoma. Yeah, I’m just in Jinx, America, in the center of the universe. Yeah. And what’s great about the center of the universe is that we’re blessed to have a young man. I say young because he is young, young at heart, young at mind. He’s not immature, but he’s young. His beauty, his beauty is just getting into the prime. Obviously, there’s a beauty tip we don’t know about. It’s you smoke. You just lean over and let that smoke waft or waft. People think smoking is bad, but smoking meat is great for you. Obviously, it just does your skin just wonderful things. And this man has blessed us, and I say that sincerely, with fine barbecue, Oklahoma Joe’s Barbecue. And if you haven’t eaten it, I tell you what, you’re missing out. Mr. Joe, how are you, sir? Oh, man, I’m loving hearing you guys talk today. It’s so much fun. It’s a Friday. It’s a Friday. It’s coming free for all. You should be happy. It’s great. I mean, it is. I tell you what, we’ve got Joe on here because you know why? Why is that? We love success stories. We love homegrown, Oklahoma, born and reared barbecue stories. And Joe, he’s the pinnacle. He’s right up there. Today we’re talking about the eight steps for creating an effective documented sales process. Before we left for the break there, we were talking about step number one is you want to identify and document which three marketing systems work best. The other thing is you want to figure out what you think is going to work. Identify in your mind who is your ideal and likely buyer. Go ahead and write that down. Very important. Identify who is your ideal and likely buyer. Are they men? Are they women? Where do they shop? What are they into? And what you talked about is you said the state fair worked well for you. And you said also you joined the pool as in like a swimming pool association. National Spawn Pool Institute, yeah. And how did that generate sales for you? You know, you’d go there and that’s picking up dealers. There’s different types of people. There’s consumers and there’s people that buy it at wholesale and they become your sales force for you. Oh, we call that the middle man. The middle man. Boom. The middle man. And it is the most effective sales tool that I ever, ever approached. Really? Absolutely. You know why? Because when those dudes, the middle, I call them the middle man, when they commit to getting your smokers, guess what they’re doing, Clay? What are they doing? Guess what they’re doing? What are they doing? Take a guess. They’re promoting your product. Oh! And they’re selling your product and you’re talking about your product and you’re telling people how much they love your product because why? They want to sell it. You know why? Because they just bought a bunch of them? Because they just got a bunch of them from everywhere else and they want to make money. The profit. The profit. The profit. It always comes back to the profit. Is that ethical? Is it ethical? Here’s the thing is now we were talking about you joined the Pool Association and before the break I said I’ve got a pool story. It’s a billiard story. Oh yes, that’s right. I can hardly wait to hear. So I have a speaking event in Chicago. Chicago. And the key to selling books, I’m going to walk you through how to sell books as a speaker. Alright. Move number one is you want to have a common union with the audience, meaning you want to know them all. Because no one wants to buy the book if they don’t know who you are, where you’re from, why they should care. Yeah. So I like to go to the cocktail parties before, the night before, I always fly in the night before the speaking event. Oh yeah. I always meet everybody. So we’re in Chicago and they’re going to like one of these kind of Dave and Buster’s kind of things and they have a billiard tournament. Oh. And so I signed up. And there’s like guys who brought their own stick, you know, with their own cue. They got their own chalk. And these guys are good. They can jump a ball. So I, this is what I did. I had two cranberry vodkas. Hadn’t eaten anything. So I hadn’t had anything. I know you’re a lightweight. Hadn’t had anything. And so the guy says, Mr. Claude, now we’re going to go and start the competition here. These guys are serious. Oh yeah. Competition here. We got Clay Clark going against you. And then so I’m there. My wife’s watching. She knows I’m terrible at billiards. And I you know I the guy breaks and I proceed to go around and just knock in almost every ball I clear the table except for like one ball. And my wife’s like how are you doing this? I’m like I don’t remember. I don’t know. But I end up winning. So I move and this is a team, this is like 120, no, probably 80 participants. It’s a playoff. So there’s a big board and it keeps getting narrower and narrower and I keep winning. No way. I’m not kidding. So now we’re into the final four and my wife is like, how many cranberry vodkas have you had and how are you winning? And I’m like, I’m not going to answer the first one. I plead the fifth, but I can’t tell you. I feel like I’m going to beat this guy. So now I’m totally on fire and this crowd is gathering. I’m not exaggerating. This crowd is gathering. They’re going, how is he doing it? And these guys are going, do you practice a lot? I mean, you’re pretty direct with those shots. You don’t do a lot of tricks, but you’re just accurate. You know, some people are committed to the craft. And anyway, I get into the finals. I beat this guy who’s clearly better than me. So I go into the finals and this is when I show my lack of skill. So now I’ve had a few beverages now. Really not sure what ball we’re aiming for at this point. So I hit the ball, I get a couple in there, and then I just miss a blatantly easy shot. The guy almost clears the table. I miss another easy shot. He jumps a ball, hits the thing, he angles it off the bumper like he’s a wizard, like he’s trigonometry genius. He’s just beating me. And I ended up, I was exposed. I finished second. Exposed to the fraud that you were Marketing because everybody remembered me so the next morning when I’m at the speaking event everyone’s like you’re the guy dude You’re the billiard master. You’re so good How do you and everyone went to buy the book cuz they’re like the billiard master? Who’s the good speaker guy and you have to stand out of the trade show do you not? Absolutely so give us some if you’re the trade show and you want to be conservative give us some of the moves you’ve done to draw a crowd to stand out and to sell some stuff. What are some of the moves you’ve done there, Mr. Jowell? Number one, give away great barbecue food. Give away great barbecue food? I’m telling you, you get so much attention when you’re out there, you’re putting smoke in there. Smoking in there. Obviously, we’re building smokers. Yeah. And then you’ve got great aromas of meat cooking. Oh my gosh. And then, as you were discussing, a good beer with barbecue goes in perfect. So we’d always have several ice jets full of beer. You’ll make so many friends that you never knew you had until you start giving away barbecue and beer. And that’s a way to get close to people, to get to know them in a casual setting that they feel very comfortable in. And if you guys get a chance, if you’re listening right now, and you get a chance to read a book, it’s called Soft Selling in a Hard World. It’s written by the author named Vass. One of the things he says is people like to buy from people that they like and trust. They prefer to buy from people they like and trust. So we’ve got to fly through all these. We’ve got to fly through all these moves. But I’m just telling you, if you want to watch the video version, we have them available exclusively at thrive15.com, a massive video vault. But move number two is determine which marketing and sales system is far and away the most effective. You have to figure out which one is the most effective. After you’ve done a bunch of these, you’ve done billboards, you’ve done the mailers, you’ve done the commercials, you have to, Z, eventually arrive on one that is the most effective. And why is it so important for you, Z, as a young entrepreneur, when you’re first starting, to figure out your thunder move? Why do you have to figure out the one that works? Well, you don’t have a lot of room for error. You know, you don’t have as big a, you don’t have your bankroll, you don’t have a big war chest, because you started small and you’re trying to grow it. So you don’t start off with a big war chest. The idea that someone’s going to give you, because you have a good idea, hey bro, if I just get a quarter mil, man, I can start this awesome coffee shop. It’s not going to happen. Not going to happen. Not going to happen. So what you do is you start small and there’s not a lot of room for error there. Now here’s the deal, for anyone who’s listening right now and you’re saying, what was Z’s first big move? When we come back, Z, you’re going to tell us your first breakthrough, the move that you did where you started to go, this move works a little too well. I’m almost feeling guilty because people are coming in. You’re making more money than you’re spending. It’s profit, that whole profit game. When we come back, we’re going to talk about your first breakthrough super salesman. What is going on, Tulsa? My name is Clay Clark. I am the father of five human kids. I own chickens. I sort of live off the grid a little bit. I own businesses. I start businesses. And it was a young entrepreneur. I looked up and I said, man, it would be awesome someday if I could do what that dude is doing. And you know who that dude was. That dude was Dr. Robert Zellner. So I’m honored, sir, to have you on the show today. My co-host with the most. How are you doing, sir? I’m doing great. I just thought you’re like a creepy little dude. You know, that was, you know, you had your lovely wife to work for me and you’d come to the office and seem like you were like taking like mental notes and you just kind of walk around. You were just like, you know, just always like trying to figure something out. I don’t know what he’s trying to what’s he trying to do. I don’t know if Kylie remembers, but I literally at one point you clipboards and I literally I remember grabbing one of them and looking at your checklist. Oh, yeah. And I’m going like, I’m taking it. She’s got to think this is a creepy mystery shopper. This is Captain Weirdo. Yeah. She’s like, excuse me, can I help you? And then we found out that you were Vanessa’s husband. We’re like, what? Yeah. How did he trick her? But I’ll tell you what, when I got to know you better and we did lunch, you remember our first lunch we did? Ruby Tuesdays. And you hounded me. I’m like, hey, hey, a little nugget out there for you. If there’s a mentor out there that you want to spend some time with and the first time you tell them they say no, what do you do? You just keep calling. You keep calling. And the worst case scenario, he’ll get more and more frustrated. You can get a restraining order. Why don’t you think, get a restraining order or you guys can go to lunch. The first time you did the restraining order move against me, I felt like it was a sign. I was like, what sign is this? Yeah, but after the third one, I thought he’s not going away. So I’m going to do lunch. We didn’t went to Ruby Tuesdays. We did. And we have an entrepreneur here. I’ve been like, it’s sort of like a hounding through osmosis. I go to the place, I buy the barbecue, I go, who is the man who is making this barbecue? I want to meet this man. And they say, this man is not here. We’ve built a duplicatable sales system. He is somewhere else enjoying life. But seriously, we have Oklahoma Joe, the founder of Oklahoma Joe’s on the show today. Sir, how are you? Joe Gabrion, great man. Sir, how are you? Man, it’s so good and I’m great. Well, here’s the deal. We’re talking about the eight steps for creating an effective documented sales system. One, identify and document which three marketing systems work best. Two, you’ve got to find the super move. You’ve got to agree on the one. The one move. Why do you have to figure out the one move that works the best? Well, the quicker you figure it out, if you figure it out very quickly, it’s good for you. And that’s what you want. Because I tell you what, when you’re starting off, there’s not a lot of room for error. It’s sad. We’re going to change these percentages, but eight out of ten businesses fail. And I think that they fail because they don’t find the super move early on and then implement it. Maybe they’re not even looking for it. Maybe they don’t even know to look for it. You can’t like take a super move every month. Okay, my wife and I, that’s what we did. You can’t like wait two months to try. My wife and I, my wife was working at Office Depot and Oral Obert University. I am working at Applebee’s West Telecommunications Center and the Target back before there was a super target 71st in Memorial. Yeah, working three jobs and everything My wife made it office Depot every dollar bless her heart. We spent it on ads Yeah, yellow page ads bridal show ads. I bought ads in all these magazines that didn’t work I’m just trying everything and then finally we got a breakthrough and I realized wedding shows work the wedding shows were our move Let’s do this Let’s do the move. It’s a move the wedding shows work. Let’s do that move So if you’re listening right now fail faster feel faster and that way you can find out your super move And then you just pour everything into that superman. What was your first super move my first super move was Well, I’ll take them from my best super move was when I advertised put on a billboard one dollar LASIK one dollar LASIK I said that was the thing that had to upset other Just really irritated There’s a catch there’s probably some I care professional happened to flip on you know AM 1170 talk radio. It’s so shady. And they’re like I remember that. It was just so ugly. But it was overwhelming in fact it was like I just it was too much it was too much it was like we had people on top of people screaming at other people wanting to get into the people. You told me if you run an ad and it doesn’t make your competition slightly mad it’s not strong enough. You’ve told me this before. Does that sound mean? It did. It sounded like what Darth Vader’s tips were. He’s like, come join me on the dark side. You’ll recognize the power of the force. Here’s the deal. It’s Friday. You’ve had a great work week. You’re driving home. You’ve got this little itch in the back of your mind where you know one day I’m going to work for myself. I’m tired of working for the man. I’m going to work for myself. I’m going to start my own business, right? Right. And I want to tell you this. I’m going to be gentle, but I’m going to tell you a little truth nugget. I’m going to tell you a little truth nugget I’m gonna tell you a little truth nugget business is war war you said the word war you said war that’s very aggressive the word war comes from the word meaning battle like fighting like could we just all work together do a networking event and trade the pies the one I love is the pies big enough we can all have our own little slice but I ate all the pie shame on you to try to eat somebody else’s slice. We all just share, and we all have our slice. And don’t encroach on somebody else’s slice. And we’ll just chop it up equally amongst us. I’m like, no, I want more than just one slice. And you know what? Nobody gave it to me. Nobody. Yep. So it’s war, and you’re right. If you’re advertising, if your super move doesn’t make your competition wince or go, eww, then it’s probably not super enough move. Now move number three, create the step-by-step process involved in executing the system. The thing is, you’ve got to create a step-by-step system. Once you know what works, you have to take a picture of the ad, you have to have it saved, you have to have a picture of the billboard that works, you have to have a picture of the display booth that you set up that finally cracked the code. You’ve got to document what works, otherwise you end up going, well, what all did we do here? We had a great month last month. We had a good month, I didn’t know what happened last month. I don’t know what I’m doing here. Now to record what works, I’m going to give you a notable quotable. This is from Martin Luther King Jr. He says, Rarely do we find men who willingly engage in hard, solid thinking. There’s almost a universal quest for easy answers and half-baked solutions. Nothing pains some people more than having to think, oh wow, Martin Luther King Jr., thank you for that. That was huge. So what we’re gonna do when we come back, we’re gonna be talking about this, this move number four, move number four, to build this ultimate sales system. It’s by, well I’ll tell you what, I’m not gonna tell you what it is right now, Z, because this move right here, if you start to know the move too early, I don’t think you’re ready for it yet, Z. I don’t think they’re ready for move number four, it’s about to clean up. Well, I don’t know, I mean they may be, but you know what the thing about it, the great thing about this show is you can go on thrivetimeshow.com, if you’re driving home you say, oh I missed a couple of moves. I had to pump gas in my car, I pulled over to the truck stop to get like a Twinkie or something, and now you’re like, I missed a move. You know what, go to thrivetimeshow.com and they’re free, you can listen to them as many times as you want. Really? Yeah, and when you do that, when you listen to these shows, you know what you’re going to become? What’s that? Happy. Happy. Hello Thrive Nation. Welcome back to your Inspiration Station. It’s the place that you go on your radio to get the knowledge that you need to know to start or grow a business. And why would you want to start or grow a business? Well this is the thing. Rumor has it that things cost money. I mean, I’m not going to get political. I’m just going to say, perhaps you’ve looked at your insurance bill. Perhaps you’ve seen that it’s gone up. Perhaps you’ve seen the cost of yogurt, food, groceries, gas, anything. I don’t know. Goods and services has gone up and perhaps you would like to make more money to compensate for the increased cost of living. Perhaps you say, I don’t want money. I actually prefer living in a van down by the river. This show is not for you. If you want to live in a van down by the river, you don’t need this show. But if you want to have success financially, which in my opinion is kind of like that if Maslow had his hierarchy of needs, those of you who went to college studied this in psychology, Maslow has this triangle called the Maslow hierarchy of needs. The first need a human has is for shelter, and then you’ve got clothing, and then you move up, okay? Food, that kind of thing. So the thing is, we want to make sure that you are learning how to be financially successful. We want to teach you that. So my name is Clay Clark. I’m the former Entrepreneur of the Year for the great state of Oklahoma And I’m here joined with a guy who started an optometry business. He realized hey, I’m an entrepreneur I’m not really an optometrist then he went on to start. What was the next business you started? There’s a sleep center, and then what was the third? car auto auction It makes sense because you go from optometry if you’re graphing it optometry to sleep center Then you go to what was the third again auto auction and auto auction and then horse ranch and red horse ran after that? A DME company where we sell CPAP machines. It just, it just, the whole thing doesn’t make any sense for a lot of people. Sir, we’re talking about sales. The sales. The whole thing about how do you build a sales system. And so we brought a guy on the show today. He’s kind of an expert. Okay? Mr. Oklahoma Joe. Great Oklahoma success story. This guy started, he started Oklahoma Joe’s. It’s Mr. Joe Davids. Now he has sold, sir, if I’m wrong, you tell me. You’ve sold over two million smokers? That’s correct. Have you guys thought about this, Joe? How many customers, Joe, have you served in your lifetime, barbecued to or have sold a product? Have you thought about that? Are you probably over 5 million at this point? I would have to say at least over 5 million. We average, like a lot of restaurants, our big restaurants will have upwards of a thousand people a day that come in an individual store. I only know this because somebody pointed it out to me one time that they said, do you know you probably, your companies have probably entertained at 15,000 weddings? And I just remember going, wow, what? I mean, you just, that’s not millions like you. I mean, that’s me, 15,000 millions. So have you ever thought about how many patients you’ve helped to see well? I’ve never thought about it. I guess I could do the math on it, but it’s a, it’s a high number. And you know, we’re fortunate that people trust us with their vision. It’s an important thing and we don’t take it lightly and just like Joe doesn’t take feeding people lightly, just like you didn’t take weddings lightly and that’s part of it is that when you’re doing something you’re passionate about and that’s what this show is going to help stir up in you as you’re driving home on a Friday. Yep, because as Forbes says, 57% of you listening, you may not even realize it, but deep down in there, there’s a little dormant seed of entrepreneurship. There’s a little business just waiting. What we’re gonna do is, and this show, this show’s gonna water it, water it, fertilize it. Be careful, be careful. And we’re gonna pull the weeds, which could hurt a little bit. Pulling some negative Nancy’s and false beliefs. And we’re gonna prune it a little bit, which is gonna hurt, it’s gonna hurt a little bit. I just wanted to believe that false truth. I thought it took money to make money. I didn’t realize. Don’t cut that off, because I like that. I like that employee. I gotta get rid of him, because he doesn’t show up on time and he doesn’t answer the phone right and he spends my money incorrectly. Don’t prune it. We’re going to prune it for you and you know what? You’re going to end up with a blossoming, lovely plant that is productive with fruit and goods and food products. So here’s the deal. If you’re going to sell millions of something, thousands of something, you have to document your system and that is where we will dwell. Point number four, building a super sales system. You must buy a huge whiteboard or sheets of paper, massive amounts of tape. You have to document your systems. So Mr. Joe, founder of Oklahoma Joe’s, how do you go about it? If you’re listening right now and you know how to sell, but you can’t turn it into a path that someone else can duplicate, you can’t turn it into a system that someone else can do, what advice would you have? You know, that’s a great question. When I was a young man, I mean literally just starting my company, I was fortunate enough to have some help with one of the area vocational schools. They actually came forward and said, hey, we can help you develop a business plan, come up with a vision statement, a mission, and hook you up with a seasoned entrepreneur that can help walk you through those stages. We had exactly this, a huge whiteboard. We would brainstorm and we would think. He would draw out of us everything that was great about our company and then he would make us defend things he might not think were so great. I will tell you, when you begin to look at your business on a whiteboard or a sheet of paper in a linear workflow. I’m just going to give you an example. We have Thrivers who are asking me, we talked to a guy, Z, in San Diego, and he listens to the show on Thrivetimeshow.com, the podcast, and he says, are you guys real? And I just remember that question. It’s like the fifth time I’ve had this question in the last two weeks. Yeah, yeah. And I’m going, what do you mean? He goes, I listen to the podcast every day, but what business does Dr. Zoner, he says, Zoner, what business does Dr. Zoner own? And I said, oh, it’s Zoner, Z-O-E-L-L-N-E-R. And he clicks enter, you can tell he’s doing it while on the phone, and he goes, oh, wow. So he’s got the this and the that, he’s got the auto auction, he’s got the, and it occurred to me that the majority of listeners all around the world don’t have the context, they don’t know what it is you do. So that’s where the idea of the box that rocks broadcasting with a little glass You can see I saw it It’s gonna be fun and people can actually Watch us live watch the videos and get on thrive 15 calm and watch it and see that we really are Real or we’re really good at CGI. There’s a team there is the team of people It’s a real thing and so all I would say is the workflow. I realized people are going on to the website They’re realizing Tony Robbins is $5,000. No disrespect to Tony Robbins, but it’s $2,500, $5,000, whatever it is, to go to one of his seminars. You’re listening to the Thrash Time Show on Talk Radio 117. Where he teaches you how to grow a business. Okay, he’s very motivational for some people that really need that. Then you’ve got the Maui Mastermind. Check it out. You can Google this. It’s $30,000 to be taught by the guy who started the Priceline. He teaches $30,000. Then the third option is the E-Myth, Michael Gerber, great author. He’s got these workshops. They’re 4,000. They all have contracts with them too. You may be seeing Robert Kiyosaki, Rich Dad, Poor Dad. They’re thousands of dollars. And it occurred to me, ours are $500. I don’t think people understand the profundity. So we have a workflow. And so I made another addition to the script to make sure that people, I said, how familiar are you with Dr. Zellner? That was the first objection. How familiar are you with Dr. Zellner and myself? And they go, I’m not. I’m in San Diego. I’m in Montana. I’m in wherever. Well, here, if you just Google this, you can find it. And then they go, oh, wow. Then they go, how familiar are you with the overall industry of self-help? And they say, I’m not that familiar. I said, well, have you looked into Tony Robbins? They go, yeah. And in fact, you guys are quite a bit less. And all of a sudden, that’s a linear system. So you’re trying to script it out. So Joe, if somebody is going, I just don’t have somebody who can help me draw it out. I don’t have that person. What advice would you have for that person who is listening right now, they’re trying to make their own line of smokers that doesn’t compete with you because rumor has it you sold the business. I did. I’m not in that business. I sure promote Oakland Joe’s Smokers, obviously. So they want to go out there and start their own smoker line. What advice would you have if they just don’t even know where to start? They’re looking at a blank sheet of paper and they don’t know where to start. It gets tougher every day in this world to start a new business, obviously. And number one is that you’ve got to go out and get the resources to educate yourself in order to become a better businessman and re-evaluate yourself on a regular basis. That applies to your business practices, your marketing schemes, everything you do where you spend your dollars to promote your business, it changes all the time. So there’s not one single thing that’s the right answer. I’ve always said it’s like barbecue. There’s not one way that makes it perfect, but there’s a lot of ways to do it really bad. I’m going to give you a linear vision in your mind’s eye. I’m going to give you a picture of this. So let’s say you’re doing online ads. Step number one is to make an ad that people will actually click. So you have to think about, okay, well that really is step one. That’s not even step one. Step one is determine who your ideal and likely buyers are. Because now with internet marketing, you can say, I only want to show my ad to soccer moms who live in the 74133 zip code who have two kids. And you can almost do it that specifically. It’s kind of creepy. It is. I know. I know. And step two is you make an ad people want to click. Step three, if they click the ad, they don’t ever fill out your form. Step three is going to fill out the form, step four is someone on your team has to follow up, so what do they say, step five is someone has to know and you just go down the system until you close the deal. And I’m telling you, if you’re stuck and you just don’t know where to start, we have an online school that can help you and it is called thrive15.com. Z, what other kind of goodies can people find at thrive15.com if they’re new to it? Well, you can get a free website evaluation, which is huge. Because Google has made it to where the website is relevant now. Back in the day, I didn’t want to send them to my website. I just wanted them to come into the office. But now everybody’s got this thing called Google. And also, one other tool we have to help you is we like to have the founder of Oklahoma Joe’s on the show quite often. And I’ll tell you this, if you go to either one of his restaurants, there’s two that are open all the time. Where were they located there, sir? One’s in Broken Arrow next to Bass Pro Shops. That’s my one, yeah. The other one’s at 61st and Sheridan. That’s mine. So if you go over there to the one in Broken Arrow, that’s where I go. Broken Arrow, that’s where I go, about to be a… When you go out there, they have tools that could change your life and they’re called the world’s best baked beans. Am I right, there’s a? The world’s best baked beans? You are correct. They are like… When I go to heaven, if they don’t have those baked beans up there… You want to come back? I don’t think I want to go. And I’ll do respect, I need to contemplate whether this is the right career move right now. Can I come back again? Can I try that? Or, I’ll tell you what, time out. Can I go down there and get like a big tub of them and bring them with me? All right, it’s your Friday, you’re headed home, you’re going back to that place where you hang your hat, the place where you say hello to your kids, that place where you just… It’s not just your house. It’s a place where you eat your barbecue. It’s called your home. And so to make this an epic, an epic Friday edition of the Thrive Time Show, we are always joined here with an incredible Dr. Robert Zellner, the co-host with The Most Sir. How are you? Thank God it’s Friday. I mean, you survived and now we’re going to help you thrive. We’re going to help you thrive. And the thing is, before you step in the front door, if you want to be a good husband or a good wife, you need to go over there. This might be a sell like a heavy handed sales pitch. It could be. But the thing is, you need to get over there to Oklahoma Joe’s first. Pull over, get in there to Oklahoma Joe’s. We’ve got two locations to serve you. Get over there to Oklahoma Joe’s. Get yourself, be a meat hero. Bring home that barbecue to the rescue, get some of that Oklahoma Joe’s, and then bring that back into your driveway. Your wife will go, where did you go? You say, I had to go to Oklahoma Joe’s. I wanted to be the weekend hero. And that’s what you need to do here. Where can people find the barbecue there, Mr. Joe? You know, we’ve got two great locations. One’s in Broken Arrow next to Bass Pro Shops, and the other one’s at 61st and Sheridan. And on Friday, it’s a barbecue day. And when you arrive home, all you’ve got to do is say, I love pig butts and I cannot lie. I love pig butts and I cannot lie. That’s just it. I love that. We are talking, we are talking to, sorry, I didn’t want to, you seem like you’re having an emotional reaction to that, the pig butts. I’m having an emotional reaction to that because, I mean, who doesn’t, I mean, really when you boil it down, who does not like pig butt Pull pork When we had your sauce here the other day I just crank it and just drink around the bottle straight on the parking lot. Is that a thing? Can I do that? I don’t know if it’s a thing, but you did it now Here’s the thing is we’re talking about the eight steps for creating an effective documented sales system We talked about move number one Number one, identify and document which three marketing systems work best. Two, determine which marketing and sales system is far and away the most effective and keep doing that. And three, create the step-by-step processes involved in executing of the system. Four, buy a huge whiteboard, sheets of white paper, massive amounts of tape. Got to build a workflow. Systems, you got to build it. Because if you don’t, you’re not going to sell 2 million smokers like our main man Joe Davidson here. You sold 2 million? 2 million smokers. That’s an insane… Have you ever thought about how many… if you were to put all those smokers into a football stadium would they fit? They would not fit. They might go around the world as big as those smokers were. Have you thought about that? I never thought about that. The profundity. I wonder if they’d reach to your home planet, Clay. Because we know through DNA and extensive chromosomal testing, we’ve determined that clay, aka claytron, is not from earth. The reason why people always say that, honestly, is because for me, I love the business thing. I love business, but you know how I like Bill Belichick? We always kind of describe people, you’re kind of like Bill Belichick. Yes, yes. I’m a little Brady-esque. I’m going to get in a hoodie with your things on. Well, Brady’s doing the interview there today. You can Google this, I’m sure you can find it on YouTube, but they’re asking him at what point do you think you’re going to retire? Remember, they’re playing the Bills and Jim Kelly, who was the best quarterback for the Bills, they went to the Super Bowl I think three times? Four times. Never won it. But he says, this is a Buffalo Bill great. Tom Brady’s coming in there to play those guys. He says, Tom Brady is the best quarterback of all time. Just huge respect. So that prompts the conversation, how much longer will he play? And Tom is joking, but he’s like, I want to play five more years. I can do four more years, five more years. And the coaches are like, it’s not funny for them because he literally eats a crazy, you cannot be 39 and play at that level without that kind of regimen. And he’s that way about the film. He loves football. And I love business that way. I don’t understand why. It’s like I’m missing some sort of genetic thing that makes me want to not work. I think working is relaxing. Relaxing is work sometimes. And that’s what I’m saying. That’s why we’ve determined through chromosomal testing that you are not from… So do you think the smokers would reach… Because I know you’re very… He’s very mystery wise on what planet he’s actually from. So we can’t get that out of him. But do you think the smokers would reach your planet was my question. Well, scientifically speaking, yes. Okay, good. Now we’re moving on to point number five here. Post in a highly visible place your giant workflow. You got to put it out somewhere. You got to make it… Joe, you built two million smokers. Your team built two million smokers. Why does everyone on your team have to see eventually the plans or the diagram or the system? Why do they have to see some sort of visual at some point and understand what your master plan is? Why do they have to see it? It’s all about a common vision with every team player. We’re all shooting for the same goal. We’re going after the same attributes of every smoker that we build, making them the best smokers in the world. Okay, well you said best in the world. Best in the world. Every time. You’re listening to the Thrush Time Show on Talk Radio 11. I want to ask you because if somebody’s listening right now and you were raised in an environment where you shouldn’t say your goal is to be the best of anything in the world because you’re just like, good old me, I just make pretty good smokers. You’ve got to be your own hype man a little bit. Talk to me about your commitment to becoming the world’s best smoker manufacturer. Every single time with every employee I would talk to them at a cookout, etc. and say, someone’s going to be the best in the world, so why can’t it be us? It’s going to be. And these are the reasons why. And the reasons why we’re on that whiteboard. I will say this about you, and I mean this sincerely. I was telling my wife about the interview we had the first time we had you on the show, and the thing that made the biggest impact for me, on just a big level, I’ll never forget it, is you said, hey, we make the world’s best smokers. I love that. I love that. This is the person who wants to be the world’s best something. I look at Z over here and I look at your auto auction and I know that you, with your auction and with your thoroughbred ranch, you kind of want to make it, no you don’t kind of, you definitely want to make it first Oklahoma’s best, then the world’s best. I get the sense that you’re never totally content. You’re happy with where you’re at, but you want to make it the best. Why is that such a driving force for top entrepreneurs? It’s just kind of in your DNA. If you’re out there listening, think, I want to start my own business. That’s what you want to do. Every year you want to build that mousetrap better. What some people do, and I know this is going to sound crazy, and Joe, not crazy Joe, but crazy Clay, it’s Chris I’m crazy and that is is they try to they think well my mousetrap isn’t perfect yep my mousetraps are perfect it’s not time to mark it’s not you know my mousetrap isn’t perfect I’m right later it’s not the best in the world I’m gonna I’m gonna wait I’m gonna wait to start my business I’m gonna wait till I perfect it till my kids graduate yeah and then they don’t have the time to really get perfected no you know what you need to do you need to get in there and get going and that’s what we’re gonna have that’s what we’re going to drive you to do. And then guess what? Every year, and I bet the two millionth smoker, if I was betting, if I was a gambling man, I would bet that your two millionth smoker was maybe a little bit better than your very first smoker. No doubt about it. Right. And you think, how can that be? How can that be? How can that be? Well, because here’s the deal. You get in, you get started, you work on your product, and you try to make that mousetrap better and better and better. Do you dudes ever buy things from Hobby Lobby or know people who do buy things from Hobby Lobby? Joe, do you ever buy things from Hobby Lobby? My wife must go in there once a week. I know people, I mean I get pictures framed in there sometimes. Yes, I’ve actually been in a Hobby Lobby. So I went, I’m just trying to stir it up here. Think about this, if you’re listening right now. I got a chance, one of my goals was I wanted to meet the founder of Hobby Lobby, Mr. David Green. So my partner Braxton, his father Doug, served on a board at Oral Roberts University. Long story short, the Greens invested copious amounts of money into ORU. I mean, it’s like $60 million and more to save the university. By the way, they didn’t even go to that school. They just did it to help the, they were impressed with the student body so they wanted to help the school pretty cool deal But long story short He goes out there, and he starts this thing called Hobby Lobby. He starts He they basically taught people with cerebral palsy how to take reclaimed wood and to make frames out of that’s the true story That’s what started then they taught many Taught more people to do it more people and their goal is to help provide income for handicapped people He keeps growing it, growing it, growing it. Well now if you go in there, you can buy a painting and some of these paintings are spectacular. You can buy a frame, like a wood rustic frame. You can buy a rustic clock. And you’ve got to be thinking, how can they make that many clocks? And you see, do you want to know how they do it? Through magic? He’s created a replication system. He’s created a replication system where he goes to the artist and he says, can I buy the rights to your original work? And they say, sure. And he goes, am I OK to replicate it? They say, sure. Then he goes over to China. They have these systems they’ve built where they replicate the artwork of somebody a million times. And now it’s all over the world. This was a thing that people said previously couldn’t be done. He invented crazy amounts of technology over there. Hobby Lobby right there in Oklahoma City. Well, I got a question for you. Yeah. A little personal. Do you mind if I ask you a personal question? It’s Friday, we’re driving home. When you did the super move and you met David Green, were you still a student at ORU or was this after you got kicked out? Or asked to leave, I’m sorry. I got kicked out from Oral Roberts University for writing a parody song about the school’s president that he did not find to be as funny as I did. I think that’s really no sense of humor. He got played on the voicemail and so all the students, somebody thought it was, I thought the song was funny, but somebody thought it was funnier than I did. And they said, can I borrow the CD? This was back in the CD day. I go, yeah, sure. He puts that up on Napster, Napster, the old file sharing program. He starts sharing the files and then he puts it, he literally goes into the Dean’s office and he programs the song. So this is what the message says. You, whenever you’d see, you’d get back to your dorm room, you’d see a red light flash and you had a voicemail. Oh no, that’s not the voicemail. And I remember hitting it and I go boop boop boop and I hit it and it goes message from Dean Boyd’s office and I’m going because it’s normally an announcement for his attention students message from Dean Boyd’s office and it’s the song and I’m like oh! Was this after himself? My question though is, me, David Green. No I had been asked, I got kicked out of ORU this is like seven years later. Oh so it was way after that so that probably didn’t come up then. But the thing, what we did, we had a great time talking. And I will tell you, David Green, he has a wonderful heart to help people. And he really wanted to fix the school. And I actually, later through a series of events, got brought on to help fix their alumni marketing department. I got hired back. I tell you what, and that’s a good thing. And you did it, and you helped them. And that’s fun. And I actually made more money than I spent on my tuition. That was my goal. So I made more money than I spent on my tuition. You went in the black. That’s right. I went in the black with my college education. Now when we come back, Thrivers, we’re going to be talking about this sales super move number seven. If you’re trying to build this sales system, this duplicatable sales system, we’re going to talk about sales move number seven. Now this move is a game changer for a lot of people. This move right here is the move that if you don’t know this move, it’s hard to really move on. It’s hard to grow that business to take it to the next level. Hello, Clivers, and welcome back to Audiohead. My name is Clay Clark. I’m the co-host with The Most. I’m very excited to take you to this audio paradise, this place where we talk about entrepreneurship. We talk about how to start or grow a successful business. For me, I’m just being totally transparent. day I wake up excited knowing that I have the power to change my future because we’re in this great country that we had so many great patriots have fought for our freedom and you can create time freedom and financial freedom you can do it it might be a little challenging but you can do it and this is the show we’re committed to teaching you the steps you need to take to do it and I’m sitting right across from a man who’s achieved the financial freedom and the time freedom see a lot of people get the financial freedom, but the time freedom, meaning that you are free to go where you want to go when you want to go there. It’s Dr. Robert Zellner. Sir, how are you? I’m great, I’ll tell you what. I signed back up. You know why I signed back up to do this radio show? Why is that? Monday through Friday, 5 to 7 p.m. Oh yeah, and the thing is, I think I know, but I’m gonna let you just tell us. What is it? Because I have a passion for mentoring and coaching people that want to start a business. Where else can they go? You know, we have on our show a guest, Joe Davidson, who is the founder, proprietor of Oklahoma Joe’s. And he sold the world’s best barbecue. The world’s best barbecue. Yes. And he sold two million smokers. And if you didn’t catch it earlier, it was a beautiful story of how Joe kind of got started, kind of got mentored up. It was beautiful. If you didn’t hear it, go to thrivetimeshow.com and listen to the first half of the show and catch it because it’s a beautiful story. But it was about mentorship. He had some people that looked into his life and said, listen, we’re going to help coach you up. We’re going to help you with all the moves. And that’s what we all want when we start a business. I wish we’d had the show on when we were starting businesses, Clay. Absolutely. I’ll tell you this. Why I wish I would have had it was because you can absolutely learn from those mentors or those mistakes. What happens is we’re talking about these moves to build this replicatable, this repeatable sales system. Move number four was you’ve got to go out there and buy the huge whiteboard. You’ve got to get the piece of paper. You’ve got to get the tape. You’ve got to get all the equipment set up so you can actually make a workflow. You got to get all that stuff available for you. Get all the supplies. Point number five is once you get all that out, you got to post it up in a visible place where you can begin taking notes as things happen because you think they’re going to go a certain way. You think the marketing plan is going to work a certain way, but then when you take your plan and you actually execute it, you’ll start to run into opposition, pushback, objections, issues, concerns, grievances, any kind of sales process. You run into many of the same objections over and over and over. But step number six is you now have to write out all of the steps of your sales process on the paper. Before we went to the break, I got so excited I almost skipped step number six. But you have to then take the time to actually write those steps on the board. So I’m going to ask you this, Joe. When you were going to the state fair selling your smokers, you were going back old school. If you could turn back the clock, mentally go there. What were some of the objections that the early buyers had about when you were first trying to sell the smokers? Was it price? Was it, you know, what kind of questions were they asking frequently? Let me tell you the most humbling experience I had. I not only built smokers, but I built deer stands as well. Most people don’t know that. So I built this stand that had four trees that I’d cut down and a frame around the top of it to hold it up there. Tree stands hang on the side of trees. So I hung these tree stands up there. I wasn’t getting the attention I thought I would. And finally a lady came by and she said, that’s the greatest idea I’ve ever seen. I said, so you’ve got hunters in your family. She said, well no I don’t have hunters in my family, but those are the greatest pot hangers for planted pots I’ve ever seen in my life to hang a potted plant on the side of a tree. The perfect potted plant hanger. So I said, how many would you like? And she took four of them. And it was an unintended purpose, but it was a way that communicated to me that I wasn’t communicating what that purpose was properly or I just wasn’t looking at it in the right manner. Now I will tell you this. When I was starting my business, DJ Connection, I didn’t know this but anybody listening I’m going to tell you now what I wish I would have known then. In any business you’re probably going to have three objections that you get all the time. So what you want to do is when you get those objections, you want to write them down because you’re going to hear them over and over. You want to be able to train a sales army, an army of people who are selling. So here are the objections you always get. I have no money. I charge too much money. I have no time. This isn’t a good time to buy. I’ll buy later. Maybe now is not a good time. And no need. I don’t see a need for your widget. I don’t think I need your stuff. I’d probably just do it myself. So see, at the optometry clinic, people say the money objection. They come in and they go, hey, I love the frames, I love what you’re doing, you’re value-based, so you have very good prices, but how do you overcome the price objection? What’s your move? How do you do it? You just say, we have financing options, or are you aware if you get too? One of our moves we did is we pointed out where they’re spending their money and what’s the one thing you’re going to wear every day, all day? Boxers. Boxers. Well, most of the day. Glasses? Yes, your glasses. Think about it. You wear different shoes, socks, undergarments, t-shirts, shirts, pants. You wear all different things. You might even have multiple watches. You might not wear your watch one day, but when you’re going out. Tom Brady jerseys. You might wear a Tom Brady jersey. My point is, is that that’s the one thing I’m gonna put in. How much you spend on all the other stuff that you have. And so, let’s look at the importance of this. Number one, your vision’s very important, okay? And number two, fashion’s looking good. Hey, let’s just call it what it is, that’s important, okay? So let’s refocus some of those dollars on what’s important. But the thing about it is, is that you’re right, I had the value message out there, so we already kind of let people know that, hey, you can come in here, and we’re not going to try to finance your classes for you. They’re not that expensive. Can I give you a knowledge bomb? Please. There’s a super move I can teach you. It’s from a book called Soft Selling in a Hard World. It’s called the deal wheel. I’m learning to deal with this thing. This is hot sauce. Here we go, Thriver’s Sauce. No matter what the objection is, the customer says, oh, you’re too expensive, now’s not a good time, whatever. Step one, suck air through your teeth. Everybody go. That’s the move. Then, almost like you’re hurt. Then you go, so I can appreciate that. You always want to say, I can appreciate that. You want to validate what they’re saying. I can appreciate that. So what is your main concern? And no matter what they say, time, price, whatever, you go, you know, you’re exactly right. Let me ask you, if that wasn’t a concern, what’s the main thing you are looking for out of your smoker, glasses, DJ service? And they go, well, if money wasn’t a concern, if time wasn’t a concern, I would really like When they first bought from us, what they thought was we were a little too expensive, but after they bought us, they realized, in fact, TheKnot.com showed the number one regret that Brides had was not having a great entertainer, because everyone leaves early when the music’s not good. And they go, oh. And then you go, so you want to do debit card or credit card? I mean, it’s the deal wheel. It’s circular reasoning. It’s Jedi powers. I learned it. It’s Jedi mind control. It’s so good. I’m telling you, that move works probably 50% of the time in real estate, 50% of the time in almost any industry. It’s the deal wheel. We have the deal wheel diagram available exclusively at thrive15.com subscribers. So, right. So, I’m driving home. I’m listening to this going, oh my gosh, that was just magic I just heard. Oh my gosh, what do I do? I can’t pull. I’m in traffic. I can’t pull over. I can appreciate that. Where can I go and deep dive into that a little bit more? Tell me about it. Let me ask what’s your main concern. Oh, you want to have it. Okay. Well, Thrive15.com, it’s the world’s best business school. We have downloadables, templates, and check it out. We’ve turned this into a science, baby. Science is where they’ve broken it down and they know specifically to cause a certain reaction, you do a certain thing. They’ve tested it, it works. It’s just, it’s like the periodic table of sales. It’s the ultimate dojo of sales mojo. Thrive15.com. Hello, Tulsa. Welcome back to Tulsa’s only local business radio show. It’s the Thrive Time Show on your drive time home. And for many of you, this has become your audio refuge. You get in your car and people are wondering why you’re locking those doors. You pull into the driveway. Now this isn’t for the married people. This is you single people. You pull into the driveway at college. You pull into the driveway at your house where you have some roommates. And you’re not getting out of the car and they’re going what’s he doing in there what’s she doing what’s going on I’ve been in there for like an hour. Well what you’re doing, first off you’re idling that car’s burning a little bit of gas but it’s worth it because you are listening to the Thrive Time show and you know that this is your show where you can learn how to start and grow a successful business and specifically it’s the only show that you’re gonna find I’m very confident it is the only radio show right now in America you can go to to learn the specific steps to start or grow a business. There’s a lot of that vision stuff. There’s a lot of shows about how to get motivated, how to get inspired, how to chase your dreams. There’s a place for that. But this is the specific step-by-step. We’re talking about the eight steps to specifically build the sales powerhouse, the sales system. And so we brought on the big guns today, Z. Dr. Zellner, we brought, Dr. Z, we brought on the big guns. Who do we have with us on the show tonight? We have a very big gun. He’s huge, he’s got the big ballot. He’s huge, he’s got a very big gun. He’s a beautiful man. He’s a beautiful man. And you’re the best part about Oklahoma Joe, Joe Davidson, who’s our guest on the show, and we’re highlighting Oklahoma success stories, because quite frankly, we’re from Oklahoma, we love Oklahoma, and we love successful business. But you know, Joe, one of the best things about him? What’s that? He kind of smells a little bit like his barbecue. Yeah, I found myself wanting to sit closer to him. It’s kind of creepy. I know. It’s like it’s my newest offering. Oh, well. It’s barbecue. When I first met him, I said, can I smell you? It was weird. I lingered. My handshake just kind of leaned in. So we’re talking about this seventh step, okay, to build the super sales system you have to adjust the description in order of the steps of your sales process until you develop the perfect strategy that works well for you as an example with our wedding photography business there’s a certain time to ask the bride if she wants to do a debit card or a credit card you want to go for the deposit or the business walks up to your booth you’re at the Tulsa wedding show hello she just walks up to your booth just kind of wandering down the aisle. Her husband’s over there on his phone trying to catch ESPN because there’s bad coverage. So let me, let me, Amanda, is your name Amanda? Yes, yes, it’s Amanda. Okay, so Amanda, here’s the deal. So what day are you getting married? Uh, March 4th. Alright, well first off, March 4th, I’m sure that’s somewhere during that year Tom Brady will be celebrating yet another birthday. It’s a great year to get married. Tom Brady, lobster, boom. Here’s the deal. I know, I don’t have all the time for all the chit-chat, little chit-chat. Let’s go ahead and do a little deposit, you know what I’m saying? What do I need to do to go ahead and close this deal, right? I mean, boom. It’s like, you know, boom. Oh, I like Tom Brady. Here’s my credit card. No, seriously, I’m not trying to high-pressure you, but seriously, you’d be an idiot to not buy today. I’m just, and there’s people doing that all the time. Yeah. You have to build rapport. And the guy’s just walking down the aisle, blissfully unaware of anything happening to him on his phone, trying to find a good, you know, so he can get ASPN. I’m going to give you the four steps. Rapport, build rapport. Step number two, find the needs of the customer. Find the needs. Three, give them those benefits. You’ve got to give them the benefits. Four, close the deal. So now we travel through space and time. ABC, always be closing. All the time. Yeah, because if you don’t close, you might as well not have talked to me. If you don’t close, you’ll be closing. Bingo. Boom. Here’s the deal. We’re going, we’re traveling through space and time. Over to Oklahoma Joe’s. We’re in the Broken Arrow location next to the Bass Pro Shop. And here we go. You’re listening to the Thrash Time Show on Talk Radio 117. I walk in, Mr. Joe, how does your team build rapport with me? They always do it every time I’m there, but what kind of things should they be doing to greet me with a little bit of rapport, a little bit of a smile? Every time. Maybe even open the door for you. Welcome to Oklahoma Joe’s. Is this your first time? They do it every time. And if it’s not, you say, welcome back. It’s a great day to be eating barbecue. Service with a smile. I’ve seen it happen. Are they perfect? No, but they’re very close. Very close. Very close. There’s some of them that are right on the edge of being absolutely perfect. And I’m going to tell you, the next thing is to make it easy for them. Easy for them. Easy for them to make a decision. Talk to me about how you make it easy. You know what? Number one, we’ve got huge menu boards up there. They’re easy to see. It’s well lit. It’s going to be super clean in there too. And it creates a need. Just so we’re clear. We’ve got a little bit of rapport. But it creates a need. I look and I go, I suppose I could have an entire rack of ribs. And you know, it doesn’t hurt to see pictures of beautiful food on the walls either. Yeah. You know, in time, make sure you lead them through that, you know. It establishes that need. And you know what? If they’ve never had a burnt end when they get up there the first time in there, what you do? Give them one. That’s not fair. That costs money. You can’t give away food in a restaurant. Give them one. You did that to me last time I was there. And I go in there and the guy says, have you been in the store? And I always go to the Broken Arrow store. So I hadn’t been in the other one. He goes, have you ever been here? I said, no, I go to the Broken Arrow. He goes, well, hey, let me get you a sample. He gives me a sample. And I wasn’t even going to order the burnt ends and I’m like, meat, candy, you have to do it. I just won’t eat tomorrow. Candy made of meat. So then the next thing is benefits. You want to show people specifically the descriptive narrative of the menu. Why do you want to accurately describe the items that you have? It’s going to help them understand their experience every time so they can put themselves in that exact place when they’re going to take that first bite and the joy that’s going to come from it. Why do you have to eventually ask, do you want to pay on credit card, debit card, check? Why do you have to eventually go for the close, go for the hey, do you want to buy it? We close for the deal immediately. It makes it so easy for me to do that. Shake them down. I’m just trying to be around. Immediately, right up there. What would you like to have tonight? You place your order. We collect their money right then. They go down there. They pick up their food. The average ticket time is a minute 30 seconds you place your order and a minute 30 seconds later The benefits it’s hot and fresh right there. I we come back I’m gonna tell you how not to close deals because I used to do it every Single time in my last my last deal where I finally got over. This was a deal. I did with mr. Godwin and mr. Godwin was booking a party for his daughter I believe and I’ll never forget it was the first time I overcame my sales anxiety of going for the clothes. I was a little push back. I struggled with the clothes for years. But I learned this move and you know what it did for me Z? What? It like took me into the Hotel California of sales. The place where everything was a little bit cooler. Things were great. Well I’ve got a little nugget for you. When we come back there’s one animal that can run a mile in a minute 30. Hello Thrive Nation and welcome back to your Inspiration and Practical Education Station. It’s a place, it’s like if you want to go up to the mother ship of entrepreneurship, you want to do an airlock where you hook up to the mother ship and airlock. All of a sudden you’re up here, you’re able to plug in and get all the answers to your business questions and you go, you go back to earth, take over, boom. That’s the deal This is the mothership of entrepreneurship and the father of the mothership, which is kind of confusing is dr. Robert Zellner sir How are you? Well on the left-hand side the Arkansas River at the center of the universe in an incredible I encourage anybody if you’re ever in Tulsa you need to put this on your list of places to visit That’s landmarks a visit thrive 15 headquarters. It is super cool. It’s like the Disneyland of entrepreneurs It really is. I mean, we’ve got characters around here in costumes. Well, they’re in costumes. I mean, Clay, you’re in a costume every day, right? Every day. I wear the red shirt, red tie, the white shirt. It’s kind of like you’re always going to see Mickey with the big ears, the white gloves, and you just have the white skin and your ears aren’t so big. Yeah, sometimes my shirt looks dark in contrast to my pale white skin. But we have a guest on the show today who’s causing many people to go outside. They’re just enjoying tailgating. They’re enjoying being outside. They’re enjoying summer. They’re enjoying their… They’re enjoying barbecue. And barbecue can be best enjoyed by yourself, with a friend, with friends, with people you don’t know. Anywhere, really, you can consume barbecue. This is Mr. Joe Davidson, the founder of Oklahoma Joe’s, the guy who sold two million smokers. He’s no joker when it comes to business. Two million smokers. Mr. Oklahoma Joe, Mr. Joe, how are you, sir? I’m wonderful. So good to be here. I tell you I love your studio here And when I walked in to the building, I just felt myself Becoming my intelligence level went up by several points just by walking in On today. Did you see the new edition? It wasn’t there just a couple of days again Oh, yeah, I’m a counter fish. Really? I want to call the box that rocks, but you want to go fishbowl? I’m going to go fishbowl. You call the box that rocks. But you know, I’m telling you, how special is that? Let’s say you’re at your high school or you’re at your college or pro game and you’re tailgating. And you have an empty space next to you and you say, I wonder who’s going to pull in here. I wonder who I’m going to tailgate with today. Because you know, it’s potluck, right? You don’t know. And then all of a sudden you have the good fortune to have a young man by the name of Joe Davidson pull in, Oh, come on now. unload one of his smokers, he’s got it on a little trailer or something like that, and he starts cooking, you’re like, score, whether we win or lose the game today, I’m a winner, because I’ve got the dude cooking the dude’s barbecue right next to the thing, and I’m going to sidle up to him, he’s going to be my new best friend. Well, today we’re talking about how to build this ultimate sales system, okay? The eight steps to do it. If you missed some of the steps you go to thrive timeshow.com. You can hear the podcast, you can play it front, back, reverse it, flip it, reverse it, boom. But here’s the deal, we’re talking about move number eight. And before we left though, we were talking about how you really, you just got to go, point number seven, you’ve got to go for that close. You’ve got to eventually always be close. Always be close. ABC. You can’t do it too, you can’t. Some people make the mistake of doing it too soon. We’ve all been on a car lot. Oh, this is so annoying. So tough. You’re on the car lot and the dude is like trying to close you before you even… So what do I got to do to get you in the car right now? You want to get in the car right now? I mean, you need a car, right? You came here to buy a car, so what are we going to do? Did you come here to talk about Tom Brady? Because if you did, he’s freaking awesome. But if not, you’re going to buy a car? What? You want to get in the car with that car? You get the car, go buy some lobster. No, that’s what I’m saying, so they try to close too soon. At any time, listen out there, you’re starting a business, you get your sales system, you go through these eight steps, do the eight steps, and on this one here, don’t try to close too soon because then it feels dirty and creepy. Don’t do it. Here’s the five parts, rapport, needs, benefits, close. I’m gonna repeat it, rapport, needs, benefits, close. Little bonus part number five, isolate the objections. Here’s the part I was stuck on, I couldn’t close. Yeah, and then you. So this is how I would do it, Zia. Let’s role play. Here we go. We’ve already had a meeting. We’ve met for 30 minutes. You’re planning your daughter’s bat mitzvah. You’re ready to go. And I say this. So, what did you think about today’s presentation? Well, I’m thinking about it. It wasn’t bad. I mean, so, do you want to take it home and think about it? Or… You know, can I? Because I’m kind of just sifting through some things. I did it every time. Every time I would go there. You do that. I would sit there and go, so what do you think? And they would go, well, I think I liked your presentation. Do you have some more questions? What questions do you want to think about? I had this, it’s called the poverty mindset. Oh yeah. It repels money because it’s just, oh jeez, I don’t want to interrupt anybody. It’s hard for people to know me now to even know I was like that. But I used to just totally. Really? As well as I know you now, that’s impossible for me to think you were that way. I have switched. I’ll just tell you, my wife, I was so bad, I’d come home to our house. We lived at the River, the Fountaincrest Apartments, right behind the Marriott Hotel. Oh yeah. We couldn’t afford air conditioning. And she’d go, did you sell something? And I’m like a fisherman that comes back with no fish. They’re thinking about it. But I come back with a pole and a long story. Yeah, they’re thinking about it, honey. I think I may have this one hooked. I mean, I’m thinking. I’m thinking good thoughts. Think good thoughts, honey. Got it, Neible. Got it, Neible. My barber wouldn’t let her twice today. Yeah, so I had to learn, though, being assertive, not mean, but I had to say, hey, so did you want to go ahead and do this package or this package? Yeah, that’s the thing. You ask them. I said, this is the move I well learned. I said, based upon what you told me tonight, I would recommend this package or that package. Which one do you think is best? This one. Then I said, now who would be the one paying for it? Boom. Do you want to do debit card or credit card? Boom. And I’m gonna tell you right now, if you’re not closing, here’s one of the keys. You have not because you ask not. Oh, one more time. You have not because you ask not. Once you spend that time and you spent your energy building rapport, going over the issues that they have, and telling them the value and what’s so great about your widget, your thing, then if you don’t do the last part, shame on you. We’re here to help you, to coach you up. It’s okay to ask. You’ve got to ask. Otherwise, they’re not going to just pull out a wad of cash and go, can I just give you this? No, you’ve got to ask. I was first starting out in business. One of the things I would do is I’d wait for my phone to ring, Joe. Joe, did you ever do that when you were starting out? Did you ever wait for that phone to ring? It was a lonely, lonely day. And it went into the night too. Every once in a while people would call and say, is this Clay? Yeah. Well Clay, I don’t really know who you are, but I have a feeling in my heart I should give you about $600 for, do you guys DJ? No, it never happened. You’ve got to go get it. You’ve got to go get it. Now moving on to move number eight. I call this the Ocho. In Spanish that’s eight. Oh, now you’re still in different languages. Here we go. It’s called the. It was a bilingual. The and Ocho. I blended it. Unbelievable. Once you have created the perfect system, take a picture of the written steps and produce a PDF image that you can easily distribute to your salespeople so you can train them. Huh? You want to train other people to do your sales? What? If this catches on, soon other people could grow the business. Zeke, why do you have to scale it? Well, you have to scale it because listen, if Joe, this beautiful man to my right, and watch him on Facebook Live, you can see, if he only sold the barbecue that he personally cooked, it wouldn’t be near what he sells when he teaches an army of enthusiastic barbecue chefs how to cook. He’s got the recipe, he’s got the system, he’s got it in place, folks. He’s written it out, he’s coached them up, and he doesn’t have to be there and he doesn’t have to cook every batch of beans. By the way, the baked beans at Oklahoma Joe’s, the best. Now how much time do you spend training people on your systems? I mean, now that you have these baked beans that people love, how much time do you have to spend training a new employee on how to do the sales systems? A pit master is different than a cook. A pit master goes through an apprenticeship program and it’s really an education. We don’t believe that a pit master is capable or should be turned loose to do it themselves without at least six months of training at my hand or one of our executive chefs hands. So we’re certain that it’s going to be the same way every time at every location. Now is that different than a pit bull? It is a tad bit. Because you don’t want to turn those leaders. I don’t think. You’ve got to train them. Pit masters, they’re rugged people, let me tell you. The tip is you never want to let a pit bull go and eat your barbecue. Yeah, until you’ve tamed the pit bull for six months. Barbecue will train and tame a pit bull faster than any other food there is. Just one more use of Oklahoma Joe’s barbecue. So your drive’s Friday, they’re still open, you’re driving home, you can be a hero, I tell you what, call the spouse, say I got this, I got it, put the microwave dinners up back in the freezer, put them away, put them away, turn off the, you don’t have to cook the ramen noodles tonight, I’ve got it, and you swing by Oklahoma Joe’s and pick up some, and you’ve got to get burnt ends and you have to get the baked beans. I’m telling you. You’ve got to do it. Get home, you’ll be a hero. Did you know though that Friday nights are steak nights at Oklahoma Joe’s? Tell us about it. Oh my gosh, what does that mean? It’s crazy. Steak nights, you know. I install this beautiful wood burning grill. It burns pecan logs, whole logs in there. And we cook nothing but the best Iowa premium beef and it’s going to be eight ounce fillets, one pound rib-eyes, three-quarter pound rib-eyes that come with potatoes and salad. How much can somebody who’s on a budget, I mean they want it they’re gonna go in there they’re all a little bit of a budget, what do we need to get started? You know most places you’d expect it to be $29, $39 for steak. You can get one for $19.99 at Oklahoma Jail. Unbelievable! It’s a great steak deal. Unbelievable! I know something else that’s $19. That’s thrive15.com, see? Thrive15.com. It is the world’s best business school, the world’s best business coaching program. I’m going to tell you the four things you get included, okay? Tell me the four things. One, you get downloadables, templates. Proof of downloadables and templates. Two, you get those interactive workshops. Three, you can call somebody and they can give you that coaching feedback. Do I get the answer? Yeah. And number four, and number four, this is huge, thousands and thousands of training videos, interactive videos taught by some of the world’s best mentors, business leaders. It’s unbelievable. Where’s the trick? There’s got to be a trick. Well the trick is you gotta go on the internet, Al Gore’s internet, thrive15.com and three, two, one, boom! JT, do you know what time it is? 410. It’s Tebow time in Tulsa, Roseland, baby! Tim Tebow is coming to Tulsa, Oklahoma, June 27th and 28th. 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 You know if I 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? Mmm. Well they’re gonna have to come and find out cuz I don’t know Well, I’m just saying Tim Tebow is gonna 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 going to walk us through his mindset that he brings into the gym, into business. It is going to be a blasty blast in Tulsa, Russia. Also, this is the first Thrive Time Show event that we’ve had where we’re going to have a man who has built a hundred million dollar net worth. Wow. Who will be presenting. Now, we’ve had a couple presenters that have had a billion dollar net worth in some real estate sort of things. 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. boxing he’s going to be here in 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 got to come learn from him. Also let me tell you this folks I don’t 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. 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 best-selling 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? I don’t know what 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. Thrivetimeshow.com. 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. I suppose it’s Tulsa Ruslim, sort of like the Jerusalem of America. But if you type in Thrivetime 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 to 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, Russelaam. 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 I’ve represented a lot 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 up 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 primetime 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 boys. ThriveTimeshow.com 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 successful companies. When 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 system 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’ll even give you your money back if you don’t loan us. We’ve 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 Kings Point in New York, acta non verba. Watch what a person does, not what they say. Good morning, good morning, good morning. Harvard Kiyosaki, The Rich Dad 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. Definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent. I’ve done this 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 Trump can’t, what Donald, who is my age, and I can say or cannot say. Well, I have to, 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 want 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, but 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. 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, at King’s Point in New York, acta non verba. Watch what a person does, not what they say. Hey, I’m Ryan Limpie. 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 and getting everything out on paper and documented is really important. We have workflows that are kind of all over the place to the having linear workflow and seeing that mapped out on multiple different boards it’s 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 and 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 in control of the 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. At the workshop I learned a lot about time management, really prioritizing what’s the most important. The biggest takeaways are, you know, you want to take a step-by-step approach to your business. Whether it’s marketing, you know, 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’ve got to go through the ups and downs of getting it to where you want to go. He actually gives you the road map out. I was stuck, didn’t know what to do and he gave me the road map 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 give 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, and 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 motivated 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 Thrive15. 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 been another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from four to fourteen and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales which is awesome but Ryan is a really great salesman so we didn’t need that we needed somebody to help us get everything that was in his head out into systems into manuals and scripts and actually build a team so now that we have systems in place we’ve gone from one to 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. 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 Thrive Time 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. 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 our 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. Group interviews has completely eliminated 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 is 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. Everyone needs to attend the conference because you get an opportunity to see that it’s real. you