Clay Clark | Start Here | Examples of Effective Business Guardrail 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, 3, 2, 1, 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. It’s getting real up in here. Yes. Boom. Love it. Hey, welcome to the dojo. Welcome to the dojo. We’re still in 5.6, talking about our examples of effective guardrail business systems. Right now, we’re taking you through an amazing list of guardrails. Absolutely. It’s a fire hose of knowledge. What we’re doing is we’re bringing back the old school and bringing that new school guardrail. Let’s hit it with a new one. Bring in the funk. Let’s do it. We got standardized sales concessions for negotiations. Okay, so here’s the deal. We want to get real with it. We realized we’re both 30. We have kids. We had to just bring it back for a second. But we’ll get in the minivans later, we’ll pump that stuff. Boom. Method man, red man right there. So what you want to do here is any time you do something repeatedly, you repeatedly do the same thing over and over and over, that’s when you want to make a guardrail. You don’t want to make a guardrail on something that you do once. You don’t want to say, hey guys, listen. Because today, the plastic in the oven in the office was now melted inside the oven, thus we now have the oven rule, which means that henceforth, if you are going to clean the oven, you will need to make sure there is no plastic in the oven because, and you begin to make all these rules, and pretty soon it’s like a government bill, like a bill that Congress will pass, and no one even has time to read it because there’s 1,100 pages of hoo-ha. That’s not what I’m talking about. I’m talking about repeatable, the things that are done over and over and over. That’s where you want to go ahead and set these up. And so standardized sales contracts, absolutely. Packages, yes. One sheets, yes. Brochures, yes. Concessions are like, hey, we’re willing to come back off that price 10%. Don’t go out there and offer it to the customer. But if they really negotiate, I’ll let you come down 10%, but that’s it. So our photography company, we have a certain price point. We want to be at a 30% profit margin, but because of the way banks work, if your company doesn’t make a 20% profit or more, as a general rule, you’re not bankable, meaning that a bank won’t lend you money, and they won’t lend money to someone who wants to buy you. So either way, you’re just not bankable. You’re kind of like the bankers look at you and go, Tom, Tom, what are you doing? So you want to make at least 20% margin. And so for our company, we have a certain price that we want to quote. It’s very fair. It’s the best price in the industry, by the way, epicphotos.com, epicphotostulsa.com. It’s the best price in the industry. However, if you’re really going to beat up my guys and negotiate with them, they can come down to a certain amount. And that’s just how we set it up. And it’s standardized. You know what’s going on. Absolutely, which is why. Let me just make sure I go ahead and do this because I never want to end one of these incredible mega bombs of knowledge without having at least some air horn. Download that at thrive15.com slash standardized sales concessions for negotiations. Next, we’re talking about standardized pre-approved letters. Pre-approved letters. Basically, what it would be is that if you’re going to send out a letter to someone telling them, hey, you’re pre-approved for a loan, or hey, guess what, you’re pre-qualified, you’re accepted to come into college. Hey, you qualify for this. Hey, we are happy to earn your business. Anytime you’re going to send out a letter over and over and over, just pre-write that piece. Get that thing done. Download that air horn. Download it at thrive15.com slash standardized. Free approval letter. Hey, real quick. We’re on that old school theme. Yeah. What happened to Coolio? Oh, wasn’t he the biggest, most incredible artist of all time? And then nothing. He was great. The last song I’ll see you when you get there. Remember that song? Yeah. It’s kind of a mixture of like Pachelbel’s Canon with some just I miss Coolio. We’ll get back to it now. Regulated and limited access to company database of current and past clients. Yeah, you really just don’t want to set yourself up for one person to come into the office and just take all of your customer information. You don’t want to set that up. But you know what a lot of times we do? We just make ourselves vulnerable. We just don’t think about it. Because you know what happens is a lot of people are trusting. You ever have an inner ear itch where your ear itches but you’re doing a show and you don’t want to do it in front of people so you just, you just, let me just get, let me just kind of, okay, there we go. I pushed through it last session. You did? Yeah. Okay, well here’s the deal though. It’s honestly like you don’t want to, you don’t want to become a person who hates people. Oh, I hate that, yeah. But I’m going to say this. If you run a business and you trust your people and you don’t verify that what they’re saying is true, you’re dumb. Yeah. You’re just being dumb. You’re probably not a dumb person, but you’re being dumb. You’re in the act of being dumb. You are dumbing down your life quite a bit. So don’t set yourself up for that. Just be smart, be smart, and let’s just go ahead and say, hey, you know what, buddy, new sales rep, you have access to this partition of our database. You can have access to these customers, but not all of them. Just be smart. It’s like your kid says they clean their room. You better go check. You better check that. Have you noticed just how much lying happens with kids in room cleaning? Not yet. He’s two, so I’m all good. But I used to lie all the time with my room. It’s just, I feel like my kids are very ethical. I feel like they’re great kids. Because they’re my kids. They’re like the perfect kids. You know, they’re like, look at the perfect kid. Whose kid is that? Oh, it’s my kid. You know, I find myself, I love, I always find myself telling my wife, I love how kids are just beautiful. I love the way their hair is. That’s your hair color. I love their smile. I love their personalities. The ones that you love, everything you’re complimenting, you’re complimenting yourself. That’s true. But anyway, the thing is, my kids, if I don’t verify, you’re 100% right. Their room’s never clean. What’s the deal? I don’t know. We need to pass a guardrail about that. I need to have some more guardrails at home. Yeah, thrive15.com slash parenting but you can download the regulated limited access to company database and current and past clients at download at thrive15.com slash company database system. True. Okay, automated drip email system. What? Basically if you talk to somebody and they decide not to buy or they decided to buy or they decided to maybe go to your shopping cart but not check out. You can make sure you can trigger an email that goes to them on the first of the month, the fifth of the month, the eighth of the month, and you just keep getting those. So perhaps you’ve heard of such companies as Netflix. Perhaps you’ve heard of such companies as Amazon. Perhaps you’ve heard of such companies as Dropbox. Perhaps you’ve ever had a computer. Perhaps you’ve ever used Adobe. They all send you drip emails going, hey, congratulations, you bought the product. Hey, there’s a new upgrade. Hey, you should know about this new feature. And everyone does it except for who? You, because you don’t have an automated drip system. You gotta do it. I love when Amazon sends me, like they’ll send me different hats, new hats. Really? And in my email, I’m like, oh, I like that hat. Here’s what I love. I love it when customers and drivers, I do it too. We’ve all said, I never buy from that yeah I would never be I just delete them except for the last time you did get it done set up boom downloaded a thrive 15 dot com slash automated drip email system next up on to you you you people want the air horn they do I’m gonna give it to okay automated customer surveys here’s a deal I you need to automate the process of asking your customers how you did. And you need to seek criticism, not praise. I’m quoting some Willie George right there. Boom. Pastor George, unbelievable. You want to seek criticism and not praise. Because if you’re out there asking your customers, so what did you like most about us? No, this is, I’m going to give you, this is way, way deeper than what the Thrivers were wanting, but I’m going to give it to you. Boom. There’s a thing called the net promoter score. We’ll put up a little graphic on the screen showing you how it works. But the net promoter score is basically a ranking of how likely a customer is to recommend your product or service. So you only want to ask your customers three questions on the surveys, homies. Three. Question number one, how likely are you to recommend our service to a friend on a scale of one to 10? 10 being very likely and one being zero, or one being little. And know why you ask that? Because Josh, people who are willing to recommend you are saying, I really, really like this company. I like the experience. Second question you want to ask is what could we improve? Because you don’t want to say you did great, you want to know what can I do better. And the third, the third is you say what did you like most about the experience? That’s it, because you want to validate what works, what you can fix, and how likely they are to recommend you. And people who are likely to recommend you, you need to do what? Ask them for referrals or send them drip emails, stay in touch, that kind of thing. And the Net Promoter Score is called the number one number you need to know to grow. And it is featured in the Harvard Business Review. And we’ll put a link to that article called the number one number that you need to grow. Business coach Clay Clark over there dropping some knowledge on us. Well, here’s the deal is when you are out there doing, what do you do for fun? What do I do for fun? I go see movies. Really? Yeah. See, when you’re out there, I don’t know what you do for fun, Thriver, but maybe you golf. Ooh, I like that. Maybe you watch movies. I read case studies. Yeah. That’s all I do, books and case studies. Wow. So that’s why my brain is, that’s why I have this psychological illness and I look the way I look. I just read business books. Yeah. All the time. You can download the automated customer surveys at thrive15.com slash automated customer surveys. Also a fun downloadable, if you’d like to schedule a dream date with Marshall Morris, the perpetually single member of the thrive15.com team, all you need to do is to send a photo and send a little bit of information about yourself to info at thrive15.com. And what we’re going to do is we’re going to go ahead and give that to him, and he’s going to be able to look it over. And what’s gonna happen is if you’re super attractive, super honest, just super virtuous, he is gonna find a way to blow that up. Awesome, I love it. But we have a lot of ladies out there who are reaching out to Marshall and Marshall’s, what he’s doing is he’s trying to stay single. So ladies, I’m telling you, if you’re super virtuous and you’re great, you’re great, you’re ethical, you’re sharp, you have nothing to worry about. He’ll take you on one date, he’ll take you out, he’ll treat you nice like a queen, he’s a great guy, and he will blow it up. And we’re trying to work with him. So if you have any dating tips for Marshall, I want you to, it’s a two-way relationship. You can download our things, but we want you to email us, email us your photo, email us your dating tips, give him some dating tips. We’re trying to collect them, we’re making an episode for dating tips for Marshall and then we because on Thrive 15 we care we’re gonna be able to make a path for him it’s gonna be start here and do this and do that and kind of at the end of the path he’s married we we found out yesterday that he’s six seven six seven can you believe that you know you mean serious yeah this entire time I’ve said he’s six eight he to me he looks like he’s about six three I’ve been saying six eight of great and I need to just be saying six foot seven of him he’s just six foot seven of heaven speaking of drip emails. I just got an email from inside oeta Which is our local PBS station? Do you really actually? Watch anything on PBS? Yeah. Yeah, I do They sent me it’s about the great British baking show, which my wife and I watch really yeah And now it’s coming back now. I know see it’s a drip email. Oh, man There it is and they’re doing it and I love it Preferred vendor recommendation lists if you’re gonna recommend a vendor, let’s just make sure your team is recommending a good one. I was sharing with you a story off air, but this is a sad, sad, terrible story, but there’s a very, very good man that I know. I don’t know him like a close friend, but I know the guy. And he had reached out to me and said, Hey, Clay, I am thinking about doing business with this vendor. Do you recommend them? And I’m just, this is an example of me. I should have been sharper about it. I should have been more sharp. I should have done a better job. But I said to him, I said, Mike, I am using them personally myself right now, so they’ve been doing a good job, but I can’t necessarily recommend them to you, but they’ve been doing a very good job. Because I’m thinking about paying them to install a lot of windows in my house. And then I said, well, you know, I mean, I’ve had a good experience with them, and I really should have said, I don’t know them well enough to really make a judgment call at all. You should probably get references. But I think I said it in a way that conveyed too much confidence or maybe because he knows me as sort of an authority in certain areas or maybe because he’s like, well, you know business maybe you, you know, I don’t know. I just, I feel like I had way too much. I feel like I endorsed it too heavily, even though I, looking back at it, I don’t think I did, but I just feel like I could have done a better job of distancing myself from that referral. But what happened is he paid the guy, gave the guy a bunch of money, and the guy just disappeared. He just took his money and ran off. And he came back to me, first thing he calls me, he says, hey, how would I get a hold of yada yada? And then I said, I can’t reach him either. And he’s like, how come you didn’t tell me he was a fraud? I see this stuff all the time in these guys. I just, why wouldn’t you? And I felt awful, and I had to just apologize. I said, listen, I apologize. Did I overtly recommend him in your mind? He goes, no, but you definitely didn’t say run away or you definitely didn’t say that you didn’t have an opinion. I went with them based off of your endorsement. You don’t want that happening on a mass scale. What you want to do is you have a vendor list because your reputation you only get at one time. Unfortunately, I made a reputation withdrawal with that guy. All I’m saying is for you, you just really, really don’t want to guard your company’s reputation. You want to have a pre-approved vendor list and you want your team to not recommend anybody who’s not on that list. Download that at thrive15.com slash preferred vendor recommendations list. We’re gonna hit these last ones. Let’s do this. Refund policy. Here’s the refund policy. Bottom line, if you’re gonna give a refund, you want to declare in advance how much you’re willing to give as a refund so your team doesn’t freak out and give too little, too much, whatever. Knock it out. Download that at thrive15.com slash refund policy next. Press. Dang it. Air horn. You. Air horn. This is crazy. Next press release template. If you’re going to send out a press release you have a template and we have a template for you on that. The bottom line is when you send out to the media a press release that is just written haphazardly and it looks like a fourth grader wrote it, they’re not going to read it and furthermore you’re going to discredit yourself within the organization. And I know of several news stations that will blacklist companies that send out bogus press releases. Don’t let that happen to you. Download it at thrive15.com slash press release template. The PR kit. PR kit. Basically, a PR kit is like your name, your bio, your photos, your accolades, so that every time you communicate with the media, that is who you are, and it’s consistent. So I am Clay Clark. I’m the former USSPA Entrepreneur of the Year for the state of Oklahoma. I’m the founder of Thrive15.com. I have five kids, 30-something chickens. It’s consistent. Right. You don’t want to each time try a different angle because the media has to know you in some regard. Download it at Thrive15.com slash PR kit. Time off request. There’s certain people that just don’t know the guardrails. I’m blowing it. Time off request policy. Basically if you’re going to request time off, you and I have different standards. I might say, I might come to you and go, hey can I have time off tomorrow? It just happened this morning by the way. Somebody said to me, can I have time off tomorrow? Yeah. I would never ever ever ever ever ever never ever ever ever ever ever never ask for time off with less than 24 hours. I just wouldn’t do it. And if I had like a super sickness, I would communicate, hey, I am very, very sick and I’m gonna come in and do X, Y, Z, but then I need to leave or can I leave if I’m sick? But I’m not gonna just like not do, I’m not gonna declare to my boss I’m just not coming in tomorrow because of this emergency. But that’s not a universally accepted belief. In fact, most people will just put in the least amount of notice possible. So you want to have a form that documents how people can officially request time off so that your ethics and standards that you want for your business are in place. Download that at thrive15.com slash time off request policy. We are going to finish up 5.6 in the next session. I swear it. We’re going to finish like a Norwegian. Yes. Not sure what that means Finish Norwegian, okay, I’m kind of getting there right on. Oh, yeah, we are back mmm Just work it out sometimes when there’s a beat. I just can’t even talk. I’m just moving just working it Wow you’re in the group you can’t get out Five point six the we’re talking about awesome guardrail business systems We’re in this amazing list right here of these guardrail systems. We’re going to hit it up. We’re going to get right back into it. I’m here with a business coach. A business coach. A business coach. One of the coaches. Just real quick, Thrivers. The reason why we are qualified to teach you how to start and grow a business is because that’s what I do. I’ve done it since I was 16 years old. Everyone has their own supernatural powers, their own super gifts, their own tricks, their own interests, their own special nuances, their own idiosyncrasies. I and we at thrive15.com, we are all obsessed with helping you start or grow a successful company and that’s why if you’re watching these trainings and you’re going, I still don’t get it, you can email us at info at thrive15.com. You can click the ask the mentor button. There’s a little ask any business question button. You can click that at the bottom of your screen. Or you can come out to an actual in-person workshop. That’s the real deal. Either way, we can help you. If you want one-on-one coaching, we have kind of a waiting list, but we can do that too. You come to the in-person workshop, all right? You’re going to play at the Flying T Golf Center over there with me. Yeah, you’re going to play a lot of old… Here’s the deal. This weekend, if you were coming to the Tulsa area, you could, after coming to an amazing Thrive15.com workshop. You could go to the I Love the 90s tour that’s stopping at the BOK, featuring such musical guests as Vanilla Ice, Salt-N-Pepa, All For One, Cool Moe Dee, Kid N’ Play. Are you kidding me? Coolio? It just keeps happening. So just that could happen to you. Let’s get into it. Clay’s got front row tickets. All right. The next thing on our list is dress code policy. You’ve got to have that. Well, here’s the deal about the dress code policy. Everyone has their own standards and their own lack of standards and their own, oh, wow, this is how I dress up nice for the party. This is how I dress up nice for work. This is what I… And unfortunately, if you don’t declare what your dress code policy is, typically people will fall to the level that you accept. And so you got to be talking about it. I hate to do it, but you have to talk about cleavage. Is it acceptable? What kind of shoes can you wear? What kind of tops can you wear, what kind of pants can you wear, do you have to wear pants, I mean there’s all these things and I’m telling you, I have seen every possible crazy ridiculous outfit you can wear and to make it fun for you, we’re going to put up on screen right now the things people wear to Walmart. Awesome. Some of the highlights, have you seen these? I have not yet. I’m going to pull up some of them and you can just see these. Look at these thrivers. Look at these. I mean, look at this one. You see what people are doing? Look at this one. This is stuff that people wear to Walmart. And you know what they’re doing? They’re wearing that to work later. So just, I’m sorry to have shown that to you, but look at one more. Oh, that’s just, that’s not, that’s not acceptable for me, but maybe that’s part of the dress code at his workplace. They need a dress code for going in Walmart, you know? Wouldn’t that be nice? Yeah, they need that too. You have to wear, you can’t wear your pajama pants. And I have some rules, I want to have one quick rule on the dress code that we have in our office. Yeah. Dudes have to wear a tie in almost every position and they have to wear dress clothes and there’s a reason why, because if you’re in a customer facing position and you’re consulting, that’s something we have to do. Now on air, why do we not have a dress code? I’ll tell you why, because I want it to be kind of business meets casual. Yeah. It’s kind of like the mullet. Formal in the front, party in the back. Yeah. Boom. Never wear a tie too tight. Download that dress code policy at thrive15.com slash dress code policy. Although if I was working with customers, you better believe I’d have that tie on. That’s absolutely right. Now, if you’re a customer, just kind of cover your eyes. Cover your eyes. Okay. Next up, we’re hitting point system for employee write-ups. This is good. When you write somebody up and you say, if you do it again, it’s nice to know what happens. Yeah. If you do it again, that’s three points. If you show up late, that’s two points. You are insubordinate, that’s one point. You lie, that’s six points. You get 12 points, you’re fired. Now, at the end of the year, the points reset. We have one guy at the elephant in the room, fabulous individual. I think he hates his paycheck, but this is what happens. The elephant in the room, if you work there and you violate our policy once and twice, then you go back down to hourly and it’s minimum wage. So check it out. You can literally make almost 20 an hour or minimum wage. Plus tips, by the way. So you get, so this guy, every quarter he goes, well, if I do a no call, no show, I’m not kidding. He literally does this. He goes in his mind, if I don’t have a, if I could do a no call, no show, I won’t get fired. But if I don’t call and I don’t show up to work, I will. All I’ll do is lose part of my paycheck. So he literally at the end of almost every single quarter, he will just not call, not show up. We knock him down. He so he goes on like a nine or nine week or whatever. It’s 90 days. He makes minimum wage. And every time he’s like, are you kidding me? Do you have any idea? What is the? And he’ll just get back. He’ll be fine for 90 days. And then the manager will go, everybody, hey, we need everyone to be in their uniforms and you’re not. And he’s like, I can’t wear a beanie. Who said I can’t wear? I need to freak out. Right up, down to minimum wage. He just that’s what he does. It’s just that’s his normal. It’s weird. But he never gets fired because he knows the amount of points and he always gets right to, he’ll walk, he’s like the basketball player who knows if he gets one more technical, he’s out. He’ll walk, I’m serious, I’ve seen him do it. He’ll walk right up to me and go, I tell you what, I go, what, nevermind. Because he knows, now if it’s the first part of the quarter, the first night, if it’s reset for the year, he will literally, it’s been like three years of this crap, he’ll come up to you and go, I’m gonna tell you what, I totally disrespect the way you’ve been treating us and I am I am freaking tired. I don’t he’ll go off Ride him up then he’s good for the rest of the year It’s like he just knows his points, right and it’s such a stupid thing and I gotta go that’s crazy but when I played basketball in high school, I Knew how many technicals I could have? Yeah, I’m not doing I mean Dennis Rodman knew how many he could have and Draymond green knows how many he can have and most people will go ahead and get that one T just to see where you’re at, and they won’t get the second. True story. You should have that for your kids, like a point system. You get six points, we’re taking away Elmo. That’s the kind of deal. And the thing is, when you lay out those systems for my kids, we have certain boundaries. And they know that if they go over a certain level, bad things happen. Yeah, that’s awesome. So you want to define the boundaries, define the consequences in advance. I love it. Download it at thrive15.com slash employee write up form. Absolutely. No air horn for that one? Well, I wanted some air horn, but I was trying to find an air horn to make a 2.7. I got you. Let me do that again. Can you just ask for the air horn? I want to hit more responsibly. Can I have the air horn? Yes. Okay. Boom. Yes. Next, we’re going to be talking about cross-selling checklist. Now the cross-selling checklist is like a deal where every time you close a mortgage, you would sit down with a customer and you go, OK, I need you to sign this paper, sign this paper, sign this paper. You basically, if you’ve ever bought a house, you just sign papers for, it seems like an hour. It’s a checklist. It’s a step-by-step. You don’t skip a step. So let’s take the same idea and let’s bring that to appliance sales. I’ve worked with companies that sell appliances. So I would say this. So Josh, I show you you want to get the stackable Maytag washer and dryer, is that right? I love that one, yes. Cool. And a couple options here for you. One, you can do the one year warranty if there’s any problems at all, any defects that gets dropped or whatever, you can bring it back and the store will replace it the same day. Or option two, you can do a five year warranty. Most of our products are guaranteed for life, however, you want to do a one year or five year? I’m going to do the one year. Okay, great. Now, other thing is we can go and deliver that to you if you want, or if you want to be delivered within 24 hours. It’s a $75. If you want to be delivered this week sometime, it’ll be $25. And if you want to pick it up yourself, you know, you obviously no cost for that. What do you want to do? You want to deliver it in 24 hours. We’ll get tomorrow, get that working for you. Do you want to wait a week? Can it fit in a Honda Accord? Yep. I mean, it depends on how many doors you take off the Accord. I think I’ll have you deliver it. You want it within 24 hours? That’d be 24. Okay. Yeah. Now, also, and you just keep doing that. Yeah. And you’ll go through and you’ll actually increase the ticket price by 10 to 20%. Best Buy has gotten to the point. If you look this up, it’s kind of crazy, but Best Buy makes a lot of money now off of warranties And guess what? Adapters. You ever notice that? Those cables, the HDMI cables, they’re like, what, 40 bucks there? Expensive. You can go buy them online, though, for like 10 bucks. Yeah. They make their money off the cords, the cables, the connections. You ever felt like, how come when I buy a printer, it doesn’t include the cords I need? You ever thought about that? Yeah. I’ll tell you why. They make their money on those upsells. So that’s part of the cross-selling, the upselling. In the wedding business, we always ask the bride, this is the question we ask. Tell me if this is a great question not tell me this would work on you ok imagine you’re sitting here with your bride-to-be now you’ve been married really only been married four years ok check it out and what’s her name by the way Courtney is a Courtney when you’re walking down the aisle do you want to get a photo of your reaction to seeing Josh for the first time yes now Josh did you want to get a photo of you you know you got a photo of you seeing her but you want a photo of her seeing you for the first time? Yes. And usually what will happen is the couple, if the guy says no, the girl will, the guy will usually look over and he’ll go, I don’t know, what are you thinking? She’ll go, I do. And so that was what? An upsell. Yeah. Then we say, now here’s the deal, guys, there’s a lot of awesome things we went over, we went over when you’re doing your first dance, your father, the bride dance, a lot of really neat things. I’m going to go get the paperwork and come down and show you all the different packages, but I’m going to show you a clip from a wedding we just did. The wedding video, you can see it’s awesome how it turned out. They watch the video. It’s the best 90 seconds of anything in the world. The bride would come down, the bride’s like, so we say, how was the video? And it’s like an emotional video. We always show the emotional one. We have one video, these are stories Josh, where we had a video where a groom at the wedding he asked a man to be his best man and the best man was serving overseas. So he was like in Iraq or Afghanistan or something. But you know what happened? He called, the best man is the bride’s brother. He calls the groom, buddy, I’ll be there. Wow. He says, really? He goes, yeah, but don’t tell my sister. So time for the toast. Ladies and gentlemen, it’s our pleasure to introduce to you tonight the best man. Unfortunately, he couldn’t be here. He’s been serving in overseas, and everyone thinks he can’t be there. Yeah. And so we’re going to go ahead and have a very, very good friend of the groom here. He’s going to be coming. So the guy gets up on the mic. Hey, first off, I’m sorry your brother couldn’t be here, and that’s why I made it happen. And he just comes in there, everyone’s crying, the groom, everyone, and the bride had no idea. Just tear, everyone’s crying, unbelievable. You show that to somebody. Then you come back, hey guys, I have your paperwork, how are you? And they’re like, cheers, and no. I did my best. You say, here’s the deal, had you guys thought about wanting a wedding video? And then the groom looks at her like, and then she goes, he’s like, well, we probably better do it. Upsell number two. Yeah. Then we say, now guys in the video, you probably saw there’s up lighting, like you can light the room in blues and purples like we have in the studio here. You know, do you want to match the, you saw how beautiful that looked. Do you want to match the, the, the wash, the colors on the walls to match your wedding party colors or do you just want the guy to default? And then the father of the bride always goes, well for my baby, I tell you what, we’ll go ahead and throw that in. She goes, thanks dad. That’s upsell three. Upsell number four. Now, do you guys have entertainment picked out? Well, yeah, I mean, kind of what, well, I mean, you know, the muttonnut.com says that entertainment can really make or break a wedding, you know. That’s the number one regret brides have is not having a great entertainer. People leave early, you know. If you guys want, we’ve worked out a negotiation, a deal, a package deal with the top entertainers in the country. If you want to add that in, it’s only $500. Do you want to do that? Well, okay. And see, that’s the cross-sell checklist. Yeah. That’s awesome. I want to buy all those things for my wedding now. That’s what happens. Download that at throck15.com slash cross-selling checklist. Okay, now the next thing we’ve got is pre-approved on-hold music. Now pre-approved on-hold music is what happens when people are on hold, they don’t want to be on hold. That’s the big thing we have to work through. I hate being on hold. People hate being on hold. So when you’re on hold, it’s not something you want to do. So what happens is people start to go, oh my gosh, I want to get off the phone. I want to get off the phone, and they just hang up. Why don’t they just hang up? Yeah. So if someone’s on hold, you want to acknowledge the fact that they don’t want to be on hold. So we’re going to send you an audio clip of the Thrive15.com on hold music. We also have on hold music at all the companies I do. But what happens is people actually will comment, oh my gosh, that’s hilarious. That was funny. That’s great. I appreciate that. So if you’re going to be on hold, we kind of own it. So our on hold music says, thank you for calling Thrive15.com, but without you, we’d have to get real jobs. And then in the background, someone’s like, and he says, we’ll be back to you as soon as humanly possible. And then the people in the background are running. They’re like, I’m coming, I’m coming! You know, and it’s just kind of a fun scenario. Yeah. And it says, at thrive15.com, we recognize that waiting on hold, you’d rather chop wood with your bare hands than to wait on hold. And it was all this kind of funny stuff. Yeah. And it makes it where you actually kind of chuckle or laugh. You’re like, what’s psychologically wrong with him there? Why do all those people talk that way? And it makes it kind of fun, so you don’t remember that you’re on hold. That’s great, I love it. And you can get a hold of that stuff at thrive15.com slash pre-approved on hold music. The last thing on our awesome list here is new customer onboarding wow checklist. New customer onboarding checklist. A late and delayed but still relevant. What happens is that when you bring on a new customer, maybe they’re a consulting client, maybe you’re a home builder and you bring on a new client who wants to build a home, or you’re a doctor, you bring on a new patient, or you’re a gym, it’s a new member, you want to have a checklist for here are the keys to your locker, here’s your membership card, here is your pass, here is your lanyard, here is your water bottle, here is your boom. You want to have that on a checklist. Boom, I love it. And if you do all this, you can potentially rule the world. You can get that list, checklist, at thrive15.com slash new customer onboarding wow checklist. That was the – we finished the list right there. We finished the list, and that’s going to allow you to rule the world, which is why I cued this song up here, okay? So this is Nas if I ruled the world the instrumental books we don’t want to offend the kids sure take us out here Josh I thought we could finish up 5.6 I was wrong we’re gonna do that in the next session we’ve got some more things to say on this conversation of guardrails and I cannot wait clay you’ve been booming as always what is up what’s going on this old-school flow is just getting me going. It’s so good. It’s good to be back. It’s good to be back. I missed you. Another session here on 5.6, talking about guardrail for our business systems. Awesome. The guardrail business systems. Here with Clay, business coaching his tail off today. I have never coached my tail off more than today. I’ll be honest with you, Thrivers. I actually started this morning. I’m always honest with you, but I’m being very honest. Double, honest. I started my first consulting meeting this morning at 6 a.m. And my last one ended at 6 p.m. And I had no breaks in between. But thankfully, somebody called to reschedule. So I had, what, it was 11, 12, me, back to back to back. So I am jacked, ready to be here with you. Let’s get this going. Okay, I’m going to start with a notable quotable. You bring that. Okay, this is from the authors of Putting the Profit Chain to Work. That was in the Harvard Business Review. They said, a popular concept of quality in manufacturing is the importance of doing things right the first time. But customers of service organizations often allow one mistake. Some organizations are very good at delivering service as long as nothing goes wrong. Other organizations, other organizations, others organize for and thrive on service emergencies this my first time reading by the way yeah ever outstanding service organizations do both by giving frontline employees the latitude to affect recovery Southwest Airlines maintains a policy of allowing frontline employees to do whatever they feel comfortable doing in order to satisfy customers Xerox authorizes frontline service employees to replace up to $250,000 worth of equipment if customers are not getting results. That’s amazing. What’s happening is, when you’re out there and you run a business, as it grows, you have to understand that you’re going to have problems. Even if it doesn’t grow, for just you. I mean, the biblical story about Stephen, they stone the guy, you know? And the whole reference we always talk about is, you know, cast the first stone, he is sinless, you know? Right. All I’m getting at is that if I was personally, personally delivering all of the service myself, I would make a mistake, let’s say one out of a hundred times. And if I was a complete idiot and I didn’t care, I’d probably make an error, you know, a lot. But even when you have great people, they’re going to make mistakes. Yeah. So you have to build into your system, check this out, you have to build into your system the plan for how you’re going to deal with those mistakes. You can’t be shocked and then unable to recover. You have to have a plan. So I’ll give you an example. There’s one hotel chain. I don’t want to mention the hotel chain’s name because I feel like it might come across kind of slanderous. Sure. But these guys, they do a very, very good job, Josh. So guess what happened. I go to my hotel. I check in. I’m in Miami, and the hotel room is supposed to be ready. Yeah. Miami Beach, right there. It’s beautiful, beautiful. Beautiful. And I go in there, and if you’ve ever been to Miami Beach, we’ll put a picture up here of one of the hotels I love to visit. This isn’t the one I’m referencing, but it’s called the Hotel Victor. It’s awesome. We’ll put a picture of it up on the screen. Beautiful. So I check into the hotel room. It’s like 3 o’clock check-in. I fly in and you know, my room’s not ready. That’s okay. I’m not a diva about it, but you know, I’ve got, I need to check in. If you’re in business though, you need to get into your room, make business calls. You need to check in, whatever. And the guy noticed, like, he’s like, sir, you’re here for business? I was in my suit. Are you here for business? I said, yeah. And he said, I’m so sorry that you’re not, I can’t get you in. I tell you what, though, do you want to go ahead and have a drink at the bar or do you want to work in that, work out of the bar? I said, sure, I’ll work there. So he came by and he goes, do you like seafood or what would you like? What do you like, sir? And I said, yeah, I like seafood. He goes, here’s the deal. I’m just going to comp it. Anything on the menu you want here, let me take care of you. Nice. We don’t make people wait here. And I thought that’s pretty cool. He says, we don’t make people wait here. Boom. You know what I mean? I would rather have worked in my hotel room, but he was so kind to do that, right? Right. Well, here’s where it takes it to the next level. That night we have a dinner and I ordered some food in my room, you know, room service. Yeah. And the food gets delivered and I ordered, I don’t remember what I ordered, but there was some kind of dessert that I ordered. And he goes, the bellman’s like, sir, did everything taste good? That kind of thing. I said, sure. Well, the next morning I speak at the event. After speaking at the event, I get back to my hotel room that night and I check into my room and there in my room is all the Saran wraps on it. And it says compliments of yada yada, because yada yada, we never make you wait. Nice. Then my dessert that I ordered the day before was there as a gift, as just that extra. So when I checked out, what could have been a negative situation, had gone from the first thing was nice, but the fact that somebody took the thought and said, he had to wait, and we gave him free food at the bar. Yeah. And then they wrote it down and said, this guy’s in one of our VIP rooms, let’s take care of him. And then that information got passed on, and then somehow they said, so the next guy took my information and they brought me dessert. Are you kidding me? Right. So like I became a huge fan of that facility. Even though, yes, it was very, very frustrating that I couldn’t work out of my room and I needed to because I was speaking and I needed to prep my slideshows and kind of role play and all that stuff. But they made it so good that I would never think of that chain in a negative way. It was a very, very excellent way they did things. And that didn’t cost them a whole lot. It didn’t at all. It was just the communication and deciding in advance how are we going to handle problems. And what they’re talking about is a lot of companies do a great job, but they don’t think about what happens when there’s a problem. This is what you do. Now, one thing, once we’ve built these systems, all right, I think the natural temptation for everybody is to sit back and not update these systems. You can’t do that. Yeah, and I’ll tell you what. I’ve been kind of a slacker here with my photography company for a while. Because we’ve got to a point where we’re making some good money, and I am 100% focused on Thrive. And then I’m also focused on Elephant in the Room, but I’m 100% focused on Thrive. Thrive’s my baby. And then Elephant in the Room is something that I help out and I do, and I’m passionate about the brand and making it grow. But I do what I need to do. Thrive I do more than I need to do. I’m obsessed with it. It’s like my thing. So, you know, I haven’t updated the Performa in a while. So it’s probably 95% accurate. But the cost of materials and prints and canvases and things have gone up and I haven’t adjusted it. And so just on Tuesday, an employee was like, hey, the Performa is not even accurate. You know, you say, you know, you got on there, you give me a business coach and you don’t even mean the same accurate. And I’m going, all right, first off, you’re right. Second off, I’ve been lazy about it. It’s not accurate. But, you know, so you got to pick things you focus on. Now, what I do is about every year I’ll sit down and update everything. I don’t update it daily. I just update everything at one time. But you can do it daily if you want to. I just want to get things done. And it’s important for me to know how much money we’re making, our break-even point, our profit, and then to keep things updated as needed. So it’s like you’ve got to stay current in your marketplace, something that a brand like Blockbuster, they didn’t do. Yeah, Blockbuster would be an example of a brand that really was in the right place at the right time for a long time. I mean, I remember it was a thing. Every family in America, it seemed like, what do you do on Friday night? You went out with dad and mom or mom, whoever raised you, your uncle, your mom, your dad, whatever. They would take you to the video store and you got to choose a new release. And you would pay $350 for the new release. Do you remember the new releases? Like if it had just come out, like let’s say Batman, and they’ve got all the boxes up there and you’ve got to check behind to make sure they’ve got the blockbuster box. Absolutely. And the thing was is that you would call in and you would ask for the new release. You would reserve it in advance. You could call in, you could request, and they’d put it in. So you walk in, you say, I reserved a copy of Patriot Games. And they’re like, what is your name? I said, Clay Clark. Oh, yeah, we have one left for you. And you’re like, yes! Boom. Then when you would go to check out with your Blockbuster card, there would be a big bucket of popcorn and a one-pound bag of Twizzlers, because you know that the key to weight gain is to eat a pound of anything. But you just put on the pounds, you eat that. Empty calories, there’s Mountain Dew there. There was always the cool Mountain Dew. It was always cold. There’s a cold container, you could grab it there. And they had all the food for the theaters. The Gobstoppers and the Goobers. All were right there. The sweet and sour, the sweet and sour gummy things. And that’s what America was all about I loved it And then people started going Hey, you guys ever heard of redbacks And then someone started saying hey you ever used Amazon and someone else says I can’t believe you’re freaking written movies You can get them on Amazon you just stream them. Yeah But there’s one video store in Broken Arrow, Oklahoma. That’s still open have you seen this place really it’s at 101st and like 145th. It’s still open, swear to you. I’ll have to check that out. Google it real quick, Broken Arrow Video Store. See if you can find it. Because I think everyone in America right now, if you have the capacity or the ability. Now, are you saying this is a blockbuster? No, this is a video. It’s a family video. Family video. That’s what it is. There’s one in Owasso, too. And you can still get one there. And you need to go there, and you need to get a VHS of the newest movie they have and you need to watch that and you need to understand that what you’re doing right now is you’re standing on sacred, hallowed ground. You right now are going back in a time machine. When you go back and you can rent a movie that’s new but in an old format, you’re in charge. Now, I guess the sad thing is because they didn’t keep up to date with everything. They’re not around. Yeah, and Blockbuster actually could have been the first to introduce streaming. Yeah. And they could have killed themselves in terms of their model, but actually have won. And the only guy that I can think of right now that did this repeatedly was Steve Jobs. So remember that iPod? You were the man if you had an iPod. You’re like, how many songs do you have? And you have like 100, you know, you could do like 100 songs. Yeah. All in your pocket. And so you were like, it’s like a clean, a couple buttons. And you’re like, I’ve got all my workout jams in there, I’ve got my headphones, and you’re just walking around, getting in shape. And you’re just the man, because it won’t skip, right? And then Steven Jobs is like, we have to put this feature on the new phone. And people are like, if you do that, you’re going to kill iPod sales. He goes I know and he killed his own product Yeah, I mean he keeps and he kept doing that he kept inventing products of the iPad was like if we just sell iPads Isn’t that gonna kill the demand for some of our laptops? I know yeah, like it’s just He saw the future and if you’re in business You’ve got to see the future you got to look ahead and go Where are we gonna get slaughtered if we don’t make any changes? Otherwise, what’s going to happen for you is you’re going to end up living in a van down by the river, and you’re going to end up just looking over at your, you have like a roommate in that van, and you’re going to go, oh, Billy. That’s what’s going to happen. You don’t want to look at your friend and say, oh, Billy. You don’t want that to happen. You don’t want that. You don’t want to see that scene from the movie to know where that clip came from. That’s not good stuff. Don’t watch the Cable Guy. Do not watch Cable Guy. Don’t go to YouTube and type in Cable Guy O’Billy. Don’t do that right now. Such a great movie. An underrated movie, Cable Guy. Good acting. Now, this happened to you. You were rocking DJ Connection. You were the king of the DJ world. In fact, you were the king of the Yellow Page advertising. Well, Yellow Pages were huge. Yeah. And what you would do is you would have, it was a game where the biggest ad would win. Yeah. But there was a game before that game though. The game was to get the A listing. So if your company was called Bob’s Bricks. Yeah. And I said, Bob, you don’t quite understand the game, do you? I would call my company Acme Bricks. Oh, nice. And then the other guy’s like, idiots, I’m gonna call it A Plus Bricks. Someone else is like, I’m gonna call it A Brick. And so you would just play this game, and whoever was the top alphabetically got to be the first if you didn’t know the biggest ad. Triple A storage unit. Yeah, exactly. So what I started doing is I started a wedding service called Always and Forever Wedding DJ Service to compete with DJ Connection to get the most calls. Wow. And people would call, boop, boop, boop, boop, boop, Always and Forever Wedding DJ Service, and they would say, by the way, I’ll have one of our program editors, it’s right behind my desk right now, I work in the office there, is the contract to Always and Forever Wedding DJ Service is for one of the contracts for customers. Nice. But we would basically get the calls, and we would book a ton of weddings. I did that move for a long time and then my competitors started getting smart. So I started buying the biggest ads. I would take my head and all the DJs heads, caricatures, back before I knew that you shouldn’t put your employees on your ads, but I took their heads and I made exaggerated caricatures and I put their heads on small bodies and I would run it in the yellow page with an ad that was two times bigger than my competition with Josh’s almost the same words, it was kind of dirty, but that like my competitor said since 1984 We’ve been providing great entertainment, and I changed mine to say conceived in 1980 nice And then they said over a thousand like they said thousands of songs back in the day is based on the number of CDs you Could physically bring to weddings right so I put hundreds of thousands of songs They put any music you want and I put an unlimited selection of any music you want or don’t want. Dirty. Yeah, but that’s how I won. And then, but you realized, you know, no one’s, no one’s, the only thing the yellow pages are good for now is for the really strong guys to like tear them apart. Yeah, they’re good, well, they’re good, they’re good too, too, for, you know, where you don’t want to create a, where you don’t get a ring on your nice furniture. Yeah, you just, you put it as a coaster. Yeah. No, but seriously, I didn’t realize it. And one of my employees, Josh, he said, Clay, the internet is going to start to catch on. I’m not kidding. I went to a conference and the World Wide Web is something. I go, dude, I was in school, okay, playing Oregon Freaking Trail. And it going, ehhh. I spent like an hour of my life trying to download a picture of Tupac Shakur when I was a senior in high school going, ehhh. No one’s going to start using the internet because no one wants to let their modem go ehhh, ehhh, ehhh. Dude, listen, I’ve done the AOL game, buddy. No one’s going to use that to find DJ services. No they’re not. And so I’m not going to do it. And you know what happened? People started using the internet. I went down to the bottom of the barrel financially and I was like, what in the world? I was the yellow page king! So I had to adapt. Now I’m a search engine dominant force. Now you’re rocking it. I really know what I’m doing on the search engine. You’re looking for the next thing too. Yeah, right now I’m thinking about holograms. Speaking about Blockbuster, which we were earlier, I’ve got a fun fact about Wayne Huizenga. Do it. He’s an American entrepreneur who has been involved in the founding of three Fortune 500 companies. Yeah. All right, he’s also been an owner of three top tier professional sports franchises, and is the man who grew Blockbuster from just a few stores in 1987 to become the nation’s largest movie rental chain. The guy’s awesome. The reason why we’re saying that is because Wayne Huizenga was the guy who ran Blockbuster and even though he missed it at the end, he’ll say, oh you got stuck with all that real estate. He owned all the stores. Yeah, and they had these empty stores. Everyone remembers an empty Blockbuster store on your, on your, every, every town had them on every corner. But you know what? He’s done it three times where he’s won. So don’t feel bad if you’ve somehow missed out on the, on the big, you know, thing. I mean, it’s okay, but you just got to look forward, moving forward. Please look into the future. Make sure you’re not blindsided by changes in the marketplace. Keep updating those guardrails. Update those guardrails, homies. Get it done. Hey, 5.6 has been amazing. I feel like you have dropped so many knowledge bombs on us. I feel empowered, and I feel great. Speaking of empowered, I’m going to play a song that’s going to empower us all, because it’s all that old school hip-hop. Watch out now. Do you remember the beat nuts? Watch out now. That’s nice. So it’s okay. We’re just going to kind of play this and just kind of let it just kind of look at that. It’s going to marinate. Don’t cut this out in editing. Let’s just let this marinate. Drivers, I want every thrive right now. What would you do right now? Put your hands in the air. I want you to wave around like you just don’t care. But I know you do. I know you do. Wave around like you just don’t care. Just be like, I have apathy. I have total apathy right there apathetic Apathetic there we go. Boom JT. You know what time it is 14 it’s It’s Tivo time and total baby Tim Tivo is coming to Tulsa, Oklahoma June 27th and 28th. We’ve been doing business conferences here since 2005 I’ve been hosting business conferences in 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, have followed Tim Tebow’s football career on the field and off the field. And off the field, the guy’s been just as successful as he has been on the field. Now the big question is, JT, how does he do it? Well, they’re going to have to come and find out, because I don’t know. Well, I’m just saying, Tim Tebow is going to teach us how he organizes his day, how he organizes his life, how he’s proactive with his faith, his family, his finances. He’s 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’ll be presenting. Now we’ve had a couple of presenters that have had a billion dollar net worth in some like a real estate sort of things. Yeah. But this is the first time we’ve had a guy who’s built a service business and he’s built over a hundred million dollar net worth in the service business. It’s the yacht driving, multi-state living guru of franchising Peter Taunton will be in the house. This is the founder of Snap Fitness, the guy behind 9 Round 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 I get it wrong someone’s gonna say you screwed that up buddy so Michael Levine this is Michael Levine he’s gonna be coming he said who’s Michael Levine I don’t get this wrong this is the PR consultant of choice for Michael Jackson, Prince, for Nike, for Charlton Heston, for Nancy Kerrigan, 34 Grammy Award winners, 43 New York Times bestselling authors he’s represented, including pretty much everybody you know who’s been a super celebrity. This is Michael Levine, a good friend of mine. He’s going to come and talk to you about personal branding and the mindset needed to be super successful. The lineup will continue to grow. We have hit Christian reporting artist Colton Dixon in the house. Now people say, Colton Dixon’s in the house? Yes, Colton Dixon’s in the house. So if you like Top 40 Christian music, Colton Dixon’s going to be in the house performing. The lineup will continue to grow each and every day. We’re going to add more and more speakers to this all-star lineup, but I encourage everybody out there today, get those tickets today, go to Thrivetimeshow.com. Again, that’s Thrivetimeshow.com. And some people might be saying, well, how do I do it? What do I do? How does it work? You just go to Thrivetimeshow.com. Let’s go there now. We’re feeling the flow. We’re going to thrivetimeshow.com. Thrive is cool. And 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. 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 am 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 27 and 28. You might say, well, who’s speaking? We already covered that. You might say, where is it going to be? It’s going to be in Tulsa, Russell Oklahoma. I suppose it’s Tulsa, Russell. I’m really trying to rebrand Tulsa as Tulsa, Russell. I’m sort of like the Jerusalem of America. But if you type in Thrive Time Show and Jinx, you can get a sneak peek or a look at our office facility. This is what it looks like. This is where you’re headed. It’s going to be a blasty blast. You can look inside, see the facility. We’re going to have hundreds of entrepreneurs here. It is going to be packed. Now for this particular event, folks, the seating is always limited because my facility isn’t a limitless convention center. You’re coming to my actual home office, and so it’s going to be packed. So when? June 27th and 28th. Who? You! You’re going to come. I’m talking to you. You can just 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 Tebow time right here in Tulsa, Russia. Get those tickets today at thrive timeshow.com again that’s thrive timeshow.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 in the beautiful sunny weather of LA, come to Tulsa. Because last year I did it and it was damn exciting. Clay Clark has put together an exceptional presentation. Really life changing. And I’m looking forward to seeing you then. I’m Michael Levine, I’ll see you in Tulsa. James, did I tell you my good friend John Lee Dumas is also joining us at the in-person, two-day interactive Thrive Time Show business workshop. That Tim Tebow and that Michael Levine will be at the… have I told you this? You have not told me that. He’s coming all the way from Puerto Rico. This is John Lee Dumas, the host of the chart-topping EOFire.com podcast. He’s absolutely a living legend. This guy started a podcast after wrapping up his service in the United States military and he started recording this podcast daily in his home to the point where he started interviewing big time folks like Gary Vaynerchuk, like Tony Robbins, and he just kept interviewing bigger and bigger names, putting out shows day after day, and now he is the legendary host of the Edo Fire podcast, and he’s traveled all the way from Puerto Rico to Tulsa, Oklahoma to attend the in-person June 27th and 28th, Prime Time Show, 2-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 an, 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 2-Day Interactive June 27th and 28th, Prime 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 four enthusiasts. Thrivetimeshow.com. for this moment we own it. I’m not to be played with because it could get dangerous. See these people I ride with this moment. We are we. 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. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan. We teach you everything you need to know here during a two day, 15 hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re gonna leave energized, motivated, but you’re also gonna 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. And I encourage you to not believe what I’m saying, but I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever. And we’re going to give you your money back if you don’t love it. We’ve built this facility for you, and we’re excited to see it. 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’s my age, and I can say or cannot say. Well first of all I have to honor you sir. I want to show you what I did to one of your books here. There’s a guy named Jeremy Thorne who was my boss at the time. I was 19 years old working at Faith Highway. I had a job at Applebee’s, Target, and Direct TV and he said, have you read this book Rich Dad Poor Dad? And I said no. And my father, may he rest in peace, he didn’t know these financial principles. So I started reading all of your books and really devouring your books and I went from being an employee to self-employed to the business owner to the investor and I owe a lot of that to you. And I just wanted to take a moment to tell you thank you so much for allowing me to achieve success. And I’ll tell you all about Eric Trump, 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. Yeah. That’s the greatest thrill for me today. Not a thrill, but recognition is when people, young men especially, come up and say, I read your book, changed my life, I’m doing this, I’m doing this, I’m doing this. I learned at the Academy, Kings Point in New York, acta non verba. Watch what a person does, not what they say. Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I went to a small private liberal arts college and got a degree in business and I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked as a very good business school. The linear workflow, the linear workflow for us and getting everything out on paper and documented is really important. We have workflows that are kind of all over the place. So 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, you’re alive the whole time. It’s not pushy. They don’t try to sell you a bunch of things. I was looking to learn how to just get control of my life, my schedule, and just get control of 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. He’s 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 want to take a step-by-step approach to your business, whether it’s marketing, what are those three marketing tools that you want to use, to human resources. Some of the most successful people and successful businesses in this town, their owners were here today because they wanted to know more from Clay and I found that to be kind of fascinating. The most valuable thing that I’ve learned is diligence. That businesses don’t change overnight. It takes time and effort and you’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 will be answered. This conference motivates me and also gives me a lot of knowledge and tools. It’s up to you to do it. Everybody can do these things. They’re stuff that everybody knows, but if you don’t do it, nobody else is going to 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 Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you and really just appreciate how far you’ve taken us. This is our old house. Right, this is where we used to live years ago. This is our old neighborhood. See? Nice, right? So this is my old van and our old school marketing. And this is our old team. And by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing. And this is our new team. We went from four to 14 and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 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, tons of thousands. So we really just want to thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. If you decide to not attend the ThriveCon workshop, you’re missing out on a great opportunity. The atmosphere of Clay’s office is very lively. You can feel the energy as soon as you walk through the door, and it really got me and my team very excited. If you decide not to come, you’re missing out on an opportunity to grow your business, bottom line. Love the environment. I love the way that Clay presents and teaches. It’s a way that not only allows me to comprehend what’s going on, but he explains it in a way to where it just makes sense. The SEO optimization, branding, marketing, I’ve learned more in the last two days than I have the entire four years of college. The most valuable thing that I’ve learned, marketing is key, marketing is everything. Making sure that you’re branded accurately and clearly. How to grow a business using Google reviews and then just how to optimize our name through our website also. Helpful with a lot of marketing, search engine optimization, helping us really rank high in Google. The biggest thing I needed to learn was how to build my foundation, how to systemize everything and optimize everything, build my SEO. How to become more organized, more efficient. How to make sure the business is really there to serve me as opposed to me constantly being there for the business. New ways of advertising my business as well as recruiting new employees. Group interviews, number one. Before we felt like we were held hostage by our employees. Group interviews completely eliminates that because you’re able to really find the people that would really be the best fit. Hands-on, how to hire people, how to deal with human resources, a lot about marketing and overall just how to structure the business, how it works for me and also then how that can translate into working better for my clients. The most valuable thing I’ve learned here is time management. I like the one hour of doing your business. It’s real critical if I’m gonna 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. Everyone. Everyone needs to that directly affect your business as well. Everybody. Everybody. Everyone. Everyone needs to attend the conference because you get an opportunity to see that it’s real.