Clay Clark | Business Podcast | Call Center 101 | What You Must Relentless Call Every Inbound Lead Until They Cry, Buy or Die + Call, Text & Email Every Lead Until You Succeed + Tebow Joins Clay Clark’s June 27-28 Business Workshop!

Audio Transcription

No J, no venue 24,000. I definitely recommend that second and that third package. Those packages are regularly However, with the price threshold this week, the price of actually 600 was $19,000. So, I’m happy with that. I hope you feel the same way. Nice little buzz in the room. Nice little buzz in the room. It’s getting pretty crazy now. Bottom line, I black out from like 3 to 9, and then at 9 o’clock I wake up and there’s a bunch of money on my desk. I don’t know where it came from. I got to remind myself that we’re working. It’s a lot of fun. It’s hard to sort. Do you just use the money to heat your home? You don’t know what to do with all the extra money? That’s one way to do it, but a lot of times, you know, we just want to make sure that it gets to the right person. Hmm. Makes sense. All of our photographers will be dressed professionally, in a shirt, tie, professional business attire. We’re going to want to allow you in your jacket. You know what I’m saying? Okay, point number five. We are the only… Some shows don’t need a celebrity narrator to introduce the show. But this show does. In a world filled with endless opportunities, built 13 multi-million dollar businesses, altruistically invest five hours per day to teach you the best practice business systems and moves that you can use. Because they believe in you and they have a lot of time on their hands. They started from the bottom, now they’re here. It’s the Thrive Time Show starring the former U.S. Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zilman. Two men, eight kids, co-created by two different women, 13 multimillion dollar businesses. I’ll show you how to get here Started from the bottom, now we’re here We started from the bottom, now we’re here We took flight, started from the bottom And now we’re at the top, teaching you the systems To give what we got, Colton Dixon’s on the hooks I break down the books, see, bringing some wisdom And the good looks, as the father of five That’s why I’m alive, so if you see my wife and kids Please tell them hi, it’s the CNC up on your radio And now, 3, 2, 1, here we go! 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 here. We started from the bottom and we’ll show you how to get here. Two men, 13 multi-million dollar businesses, 8 kids, 1 business coach radio show. It’s the Thrivetime Business Coach Radio Show. Get ready to enter the Thrivetime Show. That’s it, arms away. Yay! Yay! Yay! you, you are listening to the podcast so I should probably teach you something. All right, here’s the deal. At the elephant in the room, our men’s grooming lounge chain, or at OxiFresh, the carpet cleaning franchise that is owned by my partner and friend Jonathan Barnett, or any of the businesses that I’m involved in or own or I’m a partner with, we record our calls. Now I thought a great way to explain why we record our calls would be to have Daisy, the flower of the phones, the call center manager, hop on the show. And Daisy, could you explain why we record our calls at the Elephant in the Room? Oh yeah, absolutely. So it’s a great tool for accountability and holding your employees responsible for sticking to a script. And it’s a great way to catch any weirdness that might result as a product of not sticking to that script. Now we have great, great customers and great employees, okay? But how often per week, because we have about 4,000 customers that you manage there, how often per week does somebody who’s a customer call in and say that they said something that they didn’t actually say? Oh gosh, at least five times a day. Okay, so five times a day a customer will call in and say that they said something that they didn’t say. Oh yeah. How often do you catch an employee saying they said something that they didn’t say? Probably six times a day. All right. So the reality is, is you want to know what your people are actually doing. Now Andrew Carnegie, the world’s wealthiest man during his lifetime who grew up poor and started working at the age of 13, he once wrote, he says, as I get older, I pay less attention to what men say. I just watch what they do. Well, how are you going to know what your people are doing if you can’t hear the calls? If you were a basketball coach, how could you coach the team if you weren’t at the game and didn’t watch the game? How could you help your football team get better if you didn’t watch the game, or at least watch the video of your team at the game? How could you just look at the scoreboard and say, well guys, we’re losing, so we should probably run a new play? No, you’ve got to actually watch the game. You’ve got to listen to your calls. Andy Grove, Andy Grove, write that name down. Andy Grove, the CEO, the CEO, the former co-founder of Intel, Intel, the microchip people. He says only the paranoid survive. Only the paranoid survive. Why? Well, Clay, you’re not being positive. Well, President Ronald Reagan, okay. He said, the 40th president of the United States, he said, what did he say? He said, trust but verify. That’s, oh, that’s huge. So I decided, let’s bring Tim on the show. Tim actually works in the call center. He’s a great guy. Tim, can you share with the listeners out there, what were you doing before you joined the Elephant in the Room team? I worked at Reesers Pharmacy. You worked there and you knew, I believe, Jonathan Kelly, right? Oh yeah. So Jonathan Kelly, who’s the manager of all things in the office, was a buddy of yours from your time at Reesers, I believe. And John told me that you’d be a great fit for the team. How did you hear about the job up here? Jonathan asked me to come in and check it out. And it was actually like a surprise interview for me. Nice. I had no idea what was going on. And we didn’t let you leave without taking the job. And Jonathan was like, yeah, I’ll take a half day. And I showed up and he was like, all right, so I’m going to head out and you’re going to follow Clay around. And I was like, doesn’t Clay own the company? He’s like, yeah, you’re just going to follow him around. An ambush job recruitment there. Now, your calls are recorded. And could you share with the listeners how having your calls recorded and being able to hear your own calls has been able to impact you or help you improve? Oh yeah, it’s made a world of difference. When I got here, I was honestly horrendous, which is terrifying because I’ve been talking to people on the phone for six years now for work. So if that’s been a constant, I’ve never listened to my calls until I started here, and I’ve never had any feedback on it. You don’t even know if you’re doing a good job or a bad job. And you do a really good job now. Could you maybe explain how you’ve improved? I feel like you’ve made huge improvements. I know you have. But I’d like to hear from your perspective, and I know the listeners would, too. How have you been able to improve as a result of hearing your calls? Oh, it’s made a world of difference because, you know, because we have all the recorded calls, you know, we have plenty of information to go off there and we’ll have the group meetings once a week and listen to the calls and hearing my own and mistakes others have made. You know, it’s something that I can constantly have in the back of my mind while I’m on the phone about what needs to be done, what shouldn’t be done, and it’s just, you know, it makes all the difference. Now Daisy, what I thought we would do, is I thought we would queue up at our expense the worst calls ever. Oh no. Well, we’re going to queue up, but we won’t play a customer’s name over the air. Okay. And we won’t play an employee’s name over the air, but we are going to play audio. And I will say this, Tim, you’ve gotten better, your energy is better on the phone, your pacing is better, it sounds great, but I, it’s a marked improvement. How long did it take you to get good at your job, you think, with the calls? Because you do a great job now. I don’t have, I didn’t save the date, but as soon as I got over being so nervous about it, and you know. 30 days? 60 days? Yeah, less than a month, I would say. Less than a month, and I will just tell you, if you’re out there listening today, what you don’t know will absolutely kill you. You see, when you assume it makes a boop out of you and me, when you assume it makes a boop out of you and me, what’s that word? What’s that sound? When you assume it makes a boop out of you and me. So, Dave’s going to cue up a terrible, not so good, very bad, terrible call, and we’re going to break down what’s wrong with the call. And you can understand why. If you don’t record your calls, you’re going to lose. If you’re a pastor of a church and you don’t watch your own praise and worship service and sermons, you will lose. If you are a pastor and you don’t watch the youth pastor preach, you will lose. And if you’re a football coach and you don’t watch the game film, you will lose. You cannot win if you don’t know what’s happening. What’s happening? What’s happening is bad things, terrible things. According to the US Chamber of Commerce, 75% of American employees steal from the workplace and that includes time. Employees sitting around not answering the phone. Daisy, we have video cameras installed. Yeah. Why? So that we can hold people accountable and make sure they’re not doing weird stuff and stealing things. Yes, and one might say, well Clay, what phone system do you use to record the calls? I use Clarity Voice. C-L-A-R-I-T-Y, Clarity Voice. And you might say, why do you use Clarity Voice? Do they pay you to say that? Well, here’s the deal. No, they don’t. I use Clarity Voice because it’s the best. At OxiFresh, they use Clarity Voice. We use Clarity Voice at Elephant in the Room. Tip Top K9 uses Clarity Voice. It’s the best system. It’s the best system. Now here’s the deal. I’m so passionate about the system that I’ve been telling hundreds of people, thousands of people to use Clarity Voice. And then they reached out to me, boop, boop, boop, boop, boop, and they said, hey, we would like for you to be like a sponsor guy, like an endorser guy. Since you refer us all the time, why don’t you become like a sponsor guy? So here’s how it works. If you go to Thrivetimeshow.com forward slash clarity, Thrivetimeshow.com forward slash clarity, go slower, I’m using an Etch A Sketch. Thrivetimeshow.com forward slash clarity, C-L-A-R-I-T-Y, they’re going to give you all sorts of free stuff, all sorts of discounts, they can track it, and then I might make some extra money so I can go buy some more Yeezys. All right, so, ThraftTimeshop.com forward slash clarity. Now, let’s go ahead and queue up some no good, terrible, very bad, rotten phone calls so you can hear what happens when you don’t record your calls. Thank you for calling Elephant in the Room. This is ******. How may I help you? Sorry to bother you again. Which room is it in, or which building? Oh, I hate listening. There’s like a bunch of stores over here. There should be an elephant sticker on the window of the office building. Without really looking at it or being able to see what you’re looking at, it’s kind of hard to tell. What? Oh, I’m by the stumbling monkey. Wait for it. Pause. What’d you say? The stumbling monkey. Sorry, I’m not able to do my job. Give me one second, man. This is awkward. Now see, you could see if you were a customer why you would be frustrated if the person you’re calling doesn’t even know where you’re located. And Daisy, what other kinds of abominations would that particular individual do over and over before we finally had to let him go. Oh my goodness, so he went in and edited the schedule and did not show up for a shift on Saturday, told me, oh I must have gotten the wrong schedule. And I looked back and I was like, I know I don’t. And because we have keystroke recorders and because Google tracks, we were able to see he did what? He changed his own schedule and tried to make me think he was only scheduled from 12 to 5, which I’ve never scheduled anyone ever to do. Right! Tim, is this shocking to you? You worked at Reesor’s, a great place. Is it shocking to you that an employee would lie about his hours? Um… Come on, man! You work… I would never even consider doing something myself. Did you ever work with somebody who did fabricate through hours or did do something shady at work ever? You work with a bunch of angels? Yeah, nothing like that ever happened back in my department, but you hear about stuff like that all the time, for sure. Now again, is it shocking to you, Daisy, that the call, that at no point did he bring energy, at no point did he really help the guy? Is it shocking to you? It’s painful. It’s very, very painful. Yeah, and I could sit there and play calls all day, except everyone would be laughing It’s not cool when you take a customer into the sauna of awkwardness with you where you’re like People they freak out there. Is that silence? Yeah, it’s just that they can’t handle it They can’t hit it. They don’t they don’t want to go in the sauna with you All you want to know is where you’re located. They don’t want to have you just breathing on the phone like So again if you’re out there today, and you’re not recording your calls, there’s a, if you don’t know what to do, that’s like, okay, I didn’t know what to do, I’m getting educated, thank you, that’s fine. But if you know what to do, and you choose not to do, and I don’t care whether you use Clarity Voice, I mean, you should, because they’re good, but you could use 8×8, that’s a great company, Clarity Voice is a great company, 8×8.com. That’s a great company, okay? Clarity Voice is a great company. But if you know what to do, if you’re somebody who understands what to do and you’re going, I know what to do, I just, I don’t really wanna do it. You know, I mean, I know what to do. I know to record my calls. I just, you know, I don’t wanna do it. Try to think of a word that would come to mind. I would think it would be foolish. And then I kind of think of what word means foolish or a person affected by extreme, the inability to comprehend cause and effect. The kind of person who doesn’t know what you’re talking about, that person would be defined as an idiot. Now, I’m not saying you, the listener, are an idiot if you don’t record your calls. I’m saying that people who don’t record their calls are idiots. Not you, other people. So again, if you care about your business at all, Daisy, how often do we catch abominations, crimes against humanity, jackassery on the phones at the elephant in the room or any of the other clients we work with? It’s literally every single day. Every single day. List off for me some of the crazy things that you have caught customers saying or our team over the years that have caused us to either fire a customer or fire an employee or to make some drastic changes? They’ll make inappropriate remarks so I had somebody that tried to buy time with one of my employees. Whoa! Yeah, was trying to bet that he knew what her age was and if he guessed her age he would have to give her a gift card and she would have to be the one to check him out for his haircut at the evening. And then he made this comment that he would prefer for her to call him names. What other weird things have you heard customers saying on the phone lines over the years? Just weird stuff where you thought, I don’t know. I don’t know. I didn’t know that life worked this way. Yeah, they’ve asked for massages. Whoa! See, this is what I’m talking about. I don’t even want to talk about it. Have you ever heard a recorded call where you thought to yourself, I don’t even want to talk. You feel shame just by hearing the recorded call. Yeah, I need a therapy session afterwards. Some of them get pretty weird. I hear an abomination on the phone lines of either my clients or one of my businesses every single day. And let me tell you what, customers can vote with their dollars, okay? Customers can vote with their dollars. If they’re not happy with the service, they can go somewhere else, all right? But also, as a business owner, if I’m not happy with a client who’s being sexually inappropriate to one of our female stylists, I can punt them, too. So again, principles I want you to understand today. You have to record your calls or your business will fall off a cliff called mediocrity. You’ve got to record your calls or your business will fall off a cliff called mediocrity. Now what’s the company I recommend? I recommend Clarity Voice. How do you get a good deal? Go to Thrivetimeshow.com forward slash Clarity Thrivetimeshow.com forward slash Clarity. Tim, you work in the call center. What’s your final justification and reason why you think all the business owners out there should record their calls? Yeah, if you want to make sure you actually have a good call and don’t sound like you’re having a panic attack while you’re talking to a customer, it’d probably be a good idea to record your calls. Daisy, what’s your final encouragement as a call center manager? How impossible would your job be without recording calls? What’s your final tip for the listeners out there as to why they should record their calls? Well, I just look at Tim, he’s like my personal testimony. We literally called him the nervous bomb diffuser for the first six months he worked with me. And it’s like he went from nervous bomb diffuser to Brad Pitt overnight. And I used to be the fast-talking, confused guy at my first job. And they played my calls and they’re like, wow, you talk fast and wow, you’re confused. And so we all have some sort of dysfunction that we can’t fix, right? Absolutely. We can’t hear the calls. Absolutely. So if you’re out there today again, go to Thrivetimeshow.com forward slash clarity. And without any further ado, we’d like to end each and every show with a boom. So Tim, are you ready to bring the boom? Oh yeah. Are you prepared to bring the boom? I’m so ready. Three, two, one, boom! Ladies and gentlemen, on today’s show we’re talking about the importance of having a daily diligent call center. If you buy an Oxifresh.com franchise, one of the benefits they include with the services they provide is they have a very diligent daily call center that relentlessly follows up with your inbound leads. But if you’re out there today, whether you have an Oxifresh franchise or not, you’ve got to have a daily diligent call center where every lead is called until they cry by or die and here to talk about it is Matt Klein with oxyfresh.com Matt welcome on to the Thrive Time Show. How are you sir? I’m doing great. Thanks for having me Matt You own an oxyfresh franchise. You also are the franchise brand developer Can you tell us briefly what your role is with oxyfresh corporate and then what your role is as an oxyfresh franchisee? Yeah, so oxyfresh corporate our home office. My role is director of franchise development, myself and my team essentially take folks through the process of evaluating and validating and going through all the details of becoming an owner of an OxyPresh, right? What the investment is, how they run it, like what are the details in terms of what their responsibilities are, right? We’ll go through that, that are now franchisees. About eight years ago I became a franchise, so I have my own employees, I’ve got five, six guys in the field doing jobs every day for my own franchise, about an hour and a half away from me in northern Colorado. So with the call center, you know, somebody goes to oxyfresh.com and they fill out the form because they’re looking to get the carpets cleaned. So they do a search for Jefferson City, let’s say Jefferson City carpet cleaning because they happen to live in Missouri. They type in Jefferson City carpet cleaning and they look around, they go, oh, wow, okay, Oxyfresh comes up top of the search results. I should fill out the form. Or they go to, they do a search on Google for carpet cleaning quotes. They do a search, they maybe don’t do a local clarifier, they just type in carpet cleaning quotes. Boom, Oxifresh comes up top, it has 282,000 reviews. That story happens thousands and thousands of times every week. Somebody goes to oxifresh.com, they fill out the form. At that point, this is kind of an interesting take. Most of my clients that I work with that are not Oxifresh, most of the clients I work with that are not Oxifresh, they tell me they have a hard time finding employees willing to call their leads every day until they cry by or die. So a big thing I work with my clients to do is to help them build a call center that will call each and every lead until they cry by or die. Because if somebody fills out the form, they’re expecting somebody to call them back. If somebody calls right away, they’re expecting someone to answer the phone. And that can be a challenging task to do, to make the call scripts, to staff the call team, to hold people accountable. And at Oxifresh, you already have those systems in place. What is the importance from your perspective of having a call center that backs and supports every franchisee? Yeah, I feel like if you are, well, certainly in the very beginning, if you’re a new business owner, you have an expert that’s been answering the phones a long time that’s going to be the front line of defense. So you’re not going to have the stuttering and maybe not being able to answer questions. Nobody wants to hear, hey, I’ll get back to you, right? So you have experts answering the phones, explaining our cleaning system, giving accurate quotes, using the system accordingly, and booking jobs on your behalf. But also long-term, as you grow and scale, you go from one to two to two to three, and you’re answering 20, 30 calls in a day, you don’t have to worry about staffing a back-end office and hoping they never quit, training them on the software, the language, the technology, and booking. So from start to finish, you have an entire huge piece of your business that’s automated with W-2 to experts. I would argue that answering the phones and using the software and booking the jobs is a lot more intricate than just cleaning. So it takes a huge piece of the management pie off your plate. Now again, when you get a lead, I wish it worked differently, but this is how it goes. If somebody goes to Oxifresh.com and they fill out the form, a lot of times, you know, they go to Oxifresh.com to fill out the form, or maybe they go to a company that I own called Elephant in the Room.com, E-I-T-R, Lounge.com, or maybe they go to Make Your Dog Epic.com, or maybe they go to Shaw Homes.com, whatever brand it is I’m working with. And when they fill out the form, they’re going to get a return call. The customer gets a, the potential customer gets a return call, but a lot of times they don’t recognize the phone number. So a lot of those people, they don’t recognize the number. They don’t answer it. So you have to call, text and email every lead persistently to reach people. Talk to us about the process at oxyfresh.com because you guys do a fantastic job of actually reaching every inbound lead. Yeah, I mean, it’s a huge problem for a lot of small businesses is they can’t keep up with their growth or they can’t keep up with the up and down of their marketing, right? Like one hour they might have a bunch of calls, the next hour it might be slow. And so the consistency of answering the phones in a timely manner allows you to actually take advantage of what you’ve spent on marketing. So many companies are dropping the ball saying, well, I’m busy with a customer or I’m doing other things and I can’t answer the phone. That customer is not going to wait for you to call back, right? It’s most of the time a lost opportunity because they can just go to the next company. And so if you’re one of the first people that gets a call and you answer it, your likelihood of booking that job is extremely high. But it also helps us that maybe they called another company they didn’t answer, we’re the next on the list. So we get to take advantage of a lot of other companies’ pitfalls, while also if they call us first, we got them. Right? So it’s taking advantage of just answering the phone. You’d think that wouldn’t be a problem, but it is a huge problem. Now you guys record every call for quality assurance. That’s a big thing you do at Oxifresh.com, and it’s a big thing that every business owner should do. And as we’re taking notes on today’s show, folks, I’m going to put this on the show notes so we can all follow along. Because if you use oxyfresh.com, they already have these processes in place. But if you don’t have a franchise, or you’re not looking to buy an OxyFresh, you need to have these systems in place as well. One is you have to have a call script. Two, you have to have call recording. You got to install call recording. And one, you have to install a call script. Let’s talk about the importance of the script. Let’s talk about the importance of the call recording. Why do you guys have call scripts in place at OxyPress? Well, because certainly when you have employees and they need to have a scenario where they can maintain a level of quality and everyone can answer the phone whichever way they want and they can basically jump around ask questions, there’s no consistency. People’s behavior will slowly drift away from the information that we’re trying to gather. But also just for the customer point of view, like they know what they’re going to get, they get the same script, they call today and get the job booked, and they call six months from now, right, it’ll become very familiar. It’s very to the point, like it’s a script because we’re trying to get the certain amount of information that will allow us to give the customer the answer they need in the quickest amount of time and the most effective conversation. If you spend 12 minutes on a call every single time, right, that means that your bookings per hour we’re going to go really far down. But if you can book a job, take the whole customer through the process in three to four minutes, right, you can book two to three times more jobs per hour than you can if it’s taking 12, 15. Now I see a lot of small business owners, what they try to do is they say, OK, I’m going to get a call script going, I’m going to get call recording going, but I’m not going to follow up daily, and I’m not going to install weekly training. And that’s a big thing you guys do at Oxifresh. I mean, throughout the day in the call center, there’s managers or a manager that will walk around to make sure that everybody is following the systems. I think you inspect what you want people to respect, so you’ve got this daily follow up going on. And you also have ongoing training. Can you talk about the importance of why Oxifresh does daily follow-ups? I mean, it could be even hourly follow-ups, but why you guys are doing constant follow-up and why you have weekly training? Yeah, it’s the same thing. I mean, people can kind of get complacent. They’ll change the way they’re doing things. You gotta essentially manage by KPIs, right? We’ve gotta know like who’s booking at what time and when they’re answering the phone, what their close percentage is, right? If we can get that information and we can make people better at their job. It’s not a, it’s not, you’re not doing it to disappoint people. You’re doing it to make sure that if they’re at this level right now, which may be a six out of ten, if we understand what their pitfalls are, we can train them better so they get to an eight to a ten or a nine to a ten. It’s all about efficiency and we pay them off performance, right? So it’s actually better for them and the customers and Oxifresh and the franchise if we’re actually managing off of real numbers and data and helping them become better at their job. Same thing with my employees, same thing with me as an owner, right? Everyone has to be held accountable in some sort of metrics to get better. Now on the topic of metrics, one thing you guys have in place at Oxifresh, which I think is outstanding and for anybody who wants to buy an Oxifresh franchise, you’re going to love this. You have metrics. You have those metrics in place. So you know that call center rep A is doing this percentage, call center B is doing that percentage, call center rep C is doing this percentage. Talk to us about the kind of metrics that you look at at oxifresh.com in your call center. Yeah, well, pickup time, like how long customers don’t hold, right? So that’s answering percentage. It’s going to be the length of the call. We have essentially some cues, right? Like information gathered. So did they get the customer’s name? Did they get the customer’s phone number? Did they get the customer’s email? They’ll do close percentage and save percentage. There’s some people that call in to book a job. There’s some people calling to just get quotes, right? They can be converted with a good technician. If some people just get a quote and you have a good rep, they’re gonna actually say they’re gonna get them to book, right? Even though maybe they’re, at the time they called, they weren’t ready to book, right? Or you have a save percentage. Someone maybe calls in to cancel because it’s maybe not the best week. They say, no problem. You know, how about this time next week? We’re kind of busy, so let’s get you on the calendar, right? So there’s all sorts of metrics there. And it’s also, the metrics don’t mean anything unless you compare them to a large number of other participants, right? If you just measure them on nothing and instead of comparing them to themselves, now you have high performers, mid performers, low performers, right? Nobody wants to look at a screen and see that they’re 20th on a list of 20 in terms of performance and bookings. They know they’re making the least amount of money and they’re least efficient. So by having that leaderboard, everyone tries to get to the top. So it’s constantly putting reinforced, good, financial backed incentive behind their performance. Now the final two areas I wanted to cover, and again you guys do all of this at oxyfresh.com as part of the franchisee agreement. So if someone buys a franchise, this is stuff you do. But one, you created a work environment and culture that inspires success. People actually, you know, the Oxyfresh representatives, they have an office they go to, they have a culture of accountability, you have a team environment, people are not asked to make calls from their mother’s basement. I mean, this is actually a professional work environment. You have, again, so many small business owners, they don’t have a professional work environment to bring new employees to, something that inspires success. And then finally, you guys do a great job of marketing to your current customers, people that have already hired Oxifresh.com to clean their carpets in the past. You guys do a great job of consistently marketing to previous customers. Can you talk about the work environment that your call center reps work in and then again, your approach to marketing to your existing customers? Yeah, so the work environment, we have an entire portion of our office dedicated to the scheduling center and a training room attached to the scheduling center, an entire large kitchen where they can have their stuff and their kind of room to kind of break out if they need a break or whatever. But the environment is very much like a team atmosphere, right? We’re trying to get a certain amount of bookings every day. We’ve got newer employees. We’ve got essentially Kelly who runs the scheduling center. We’ve got managers over them and then we have the actual reps. So there’s a, no matter who’s in there, there’s a level of management to then newer. So if some issue has to be escalated, there’s always somebody there to handle that decision-making. In terms of the, I think I missed, you said environment and then what was the other? Yeah, I’m sorry to do two part questions on you, but as far as the environment is a big thing. I mean, you guys have a professional environment that attracts people that will want to work for OxyFresh. And then you have this, you guys market to your current customers. That’s one. You guys have thousands and thousands of customers and you guys do a very good job of marketing to your existing customers. Tell us how you guys do that in the call center. Yeah. So you talked about managing expectations and, you know, things that they need to gather, right? If you have a hundred people calling the scheduling center and we only collect 20 people’s information, we’ve lost 80% of potential customers, right? One of the key things is collecting all the information, no matter if they book or not, because we’ve already got those people coming to us. There’s some interest there, they’ve called us. So if we collect that information, now we can basically communicate with these people when they’re ready. And that’s going to be through text messaging, say, hey, it’s been a while since you last had your carpets cleaned, or it could be like an Easter special. It could be anything. Or they can have different types of monthly emails go out. So we want to have at least like a seven to 10 point communication with potential or existing customers, because it might be time for their cleaning and they might say that, well, if they haven’t heard from you in eight months, they’re probably going to go back onto the internet and try to find somebody. But if they’re getting at least one or two communication points from OxyPress to them in that eight month period, each month, then they’re going to know, we needed our carpets cleaned up. I actually got a deal I got a few weeks ago from OxyPress, let’s use it. So we’re ensuring that we can maintain the highest level of repeat customers and or first time customers by collecting the information first and communicating with them in a variety of ways that will allow them to remember us and come to us when ready. Now I’m a huge fan of the OxiFresh brand and the systems. Obviously you don’t have to convince me, but for people out there that do reach out, they do go to thrive timeshow.com forward slash OxiFresh. With the people that go to oxifresh.com every day and they request more information. What’s going to be aha moment? I mean, what are some of the things that when you talk to somebody who’s looking at buying a franchise where they go, oh yeah, that’s a perfect fit. Oh wow, that’s a home run. That’s why I want to buy an Oxyfresh franchise. What are some of those hot buttons that really get people fired up about buying an Oxyfresh franchise? I would say probably the biggest one is flexibility and ownership. I talk to so many people that have such a rigid thought process about business ownership. They think it’s going to be 12 hours a day. They think they got to essentially cut away from their current job and go full-time business ownership or they might not understand that they can do the jobs in the beginning or not do the job in the beginning. They also may not realize that when they start the business this way in a year from two they can shift and run it a completely different way. When I start talking about that and I start asking them leading questions that’s like, you know, who’s the primary financial like person in your family? Like, you know, is your current employment the one that’s, that has the insurance for your children, right? And then instead of saying, oh, well, you know, that’s not a possibility for you because you have to quit your job. It’s like, well, maybe our ramp up period to you owning this company and being successful might be a little longer than if you went full-time, but you don’t have the financial risk and the insurance risk of just going away from your job, right? So that opens up a lot of people’s ideas to, you know, potential business ownership that they didn’t even think was possible. And then obviously there’s part of our business where people just really like to know that if they get with OxyPress, they’re going to be providing a service that nobody else can that has things like eco-friendly, safer kids and pets, low moisture, just the cause marketing of our entire company is a huge value add to folks because I think a lot of people want that. And again folks, if you have not looked into Oxifresh, it’s the world’s greenest carpet cleaner. The brand’s been around for years and years. How many years now, Matt? What, 17 years Oxifresh has been around? Well, ATF 2006. So, I mean, the brand has been around a long time. How many locations are open now, Matt? We have about 520 or so locations open now. And how much does it cost to buy an OxyFresh franchise? It’s $47,000 right now to become a franchise. That includes equipment, products, territory, training, and your seven-year agreements. And then typically for us, best practice is you want to have an operating budget available to you around $20,000, $25,000 or so. Matt, I’m going to give you the final word. We’ve got a lot of listeners out there that are taking notes. Many of the potential folks that are looking to buy a franchise will ultimately end up talking to you. Final 60 seconds, why should everybody out there go to Thrivetimeshow.com forward slash oxyfresh and learn more about running an oxyfresh franchise? Yeah, you know, I think a lot of folks that I have conversations with, there’s always some sort of end to it, right? Whether they become a franchise, start running the business. Whether they figure out that they’re financially good or maybe even not financially good. I also think a lot of people, this could be a really good kind of opening to understanding the potential of business ownership. I think in my 10 years plus doing this, I just found that so many people have assumptions that may not be accurate about business ownership. And it costs nothing to go down this road. Obviously we want you to join our team if it’s a good fit, but just understanding the entire atmosphere of franchising and business ownership, I think it’s completely misunderstood for the masses. And it could just open people’s ideas to what’s possible for them and their family that they hadn’t thought about before. Matt, are you still offering a dream date with you and the Oxyfresh team to a nearby breakfast restaurant with every Discovery Day? Oh yeah. Every Tuesday morning we have a nice breakfast at LaPeef with some new franchisees. It’s not every Tuesday, but when we do it. Well, let me do this then. Let me add on another 60 seconds because I want to tap into your… People say, if I do schedule Discovery Day, if I do come to Denver, what does that look like? Can you tell us, what’s it like if someone does get on the phone with you, you guys work through it, you think it’s a good fit, what does that shadow session or that Discovery Day session look like when they come to Denver to shadow with your team? Yeah, so the first day’s gonna be all office, we’re all gonna meet, our directors and managers are gonna meet with you and whoever you bring on your team. We’re going to just kind of have a good kind of breaking down the walls, getting to know each other a little bit over breakfast. That will then lead right into us presenting to you on different aspects, like Aaron will present to you on our marketing, who we work with our vendors, like how we install an actual business in your local area. That’ll drive into the scheduling center and software with Kelly. That’ll then go to Cameron and Jonathan in the afternoon. And then after day one, you’re going to go in the field, live job, real customers, real technicians, real cleanings. So you can see the environment in which we actually provide our services. We do that for a couple of days so that when you get done, you understand clearly the cleaning system, who you need to hire, what our advantages are. And then if you do become a franchise, then we’ll really kind of dive into just individual training. We have an entire 30 to 45 day onboarding process with our team, backed by a six month coach proactive coaching program for like six months. So it’s very- Matt Klein, I really do appreciate you joining us again. Folks, that website you can go to is thrivetimeshow.com forward slash oxyfresh. You can schedule a free consultation right there, thrivetimeshow.com forward slash oxy fresh. If you’re looking for a vehicle that will provide you the potential to earn time freedom and financial freedom for under $50,000, check out oxy fresh.com again, Mack Klein, thank you for joining us, sir. And we’ll talk to you not next week, but the week after next week. All right. I appreciate it. Thank you. Take care. Are you struggling to get your employees to make outbound sales calls to follow scripts, to answer inbound phone calls, to basically be successful when it comes to selling something. If so, this show is for you. And you get to experience audio from the conference. Some shows don’t need a celebrity narrator to introduce the show. But this show does. Two men, eight kids, co-created by two different women, 13 multi-million dollar businesses. five million dollar business ladies and gentlemen welcome to the front one uh… So Daisy, how long have you worked here? Two years. How many calls per day does the team, how many calls, outbound calls can let’s say Greg make in a day? Greg made 425, that was a record breaking day. In a day? In a day. See, I see a lot of people come to these conferences and they’re making 425 calls a year. I’m talking about a day. Err day? Err day. Every day? Every day. You mean I gotta make 425 calls a day? Holy what? Well, yes sir. How do we get the lists? And Kevin Soak, you’re gonna love this. For Elephant in the Room, we only call former customers. So I don’t cold call people for that business. But, alphabetically speaking, phone book technology is what I recommend. Or, or, there is a thing called, what’s the source, Sales Genie. And we buy leads from that. But alphabetically speaking, I have a lot of my clients who will literally get out a phone book of people in Tulsa, they still have those things, and you’re like, is this Sarah Smith? And I’m like, yeah, oh, Sarah Smith, my name is Clay Clark, I’m with State Farm, not State Farm, with an air company. And I was just calling because we have unbelievable discounts this month. Who are you insured with? Farmers. On a scale of 1 to 10, how happy are you with farmers? I don’t know, like a 7. Well, what can we do to improve? Call me back on time, whatever. Okay, well, hey, we have a great special right now, and it just takes about 10 minutes to see if you’d be willing to. Let’s see how much money I can save you. When’s a good time you could come by my office and what’s the most money Bronson I can pay for an appointment legally in Oklahoma right now yeah that’s a right now we value your time so you’ll come by my office I will pay you $25 to take 10 minutes to compare rates and most were like oh is he get like three out of a hundred people to say yes and then your list is just a phone book following up we got a client Austin Greechy Austin yeah Minnesota he’s a great guy. He’s getting started. He’s getting his business rolling. He did the phone book technology two weeks ago and he did cold calls and he set three appointments and sold a policy. The questions that my wife would have because she’s smart and that you guys would have because you’re smart, my wife would say, baby, is that legal? I’ve never really thought about that. And she says, huh? I also run red lights every morning. So on the way to work, because there’s a red light there at Riverside that in my opinion is unnecessary. It never turns. Yeah, so I just go through it and I don’t feel bad. And then sometimes I should stop doing it and I think about stopping doing it. And I know there’s a fine associated with it, but I don’t get a lot of fines because it’s so early. But eventually I’m going to get in trouble, but it’s worth it to me to save those 30 seconds every morning. I don’t know. It’s just there’s like there’s certain tradeoffs. And so when Steve Jobs started Apple, he started it in a garage and he didn’t have a permit. I’m aware of that. We had absolutely no idea what people were going to do these things when we started out. Matter of fact, the two people it was designed for was was myself because we couldn’t afford to buy a computer kit on the market. So we liberated some parts from Hewlett Packard and Atari and worked on a design for about six months and decided that we would build our own computer. So we built one. And it was up until four in the morning for many moons. And we got it working. We showed some of our friends. Immediately everybody wanted one. And it turned out that it took about 40 hours to build one of these things and about another 20, 30, 40 to debug it. And we had a lot of friends that worked at similar companies who could liberate the parts also. And we found ourselves spending every scrimone of our time helping our friends to build computers. And it was just getting to be a tremendous drain on our lives. So we got the idea one day that we could make a printed circuit board without the parts in it, sell these blank printed circuit boards to our friends and probably cut the assembly and debug time down to, you know, 5, 10 hours. So, Waz sold his HP6 calculator and I sold my van and we got $1,300 together and we paid our friend of ours who was this PC board layout person $1,300 to do us a layout and decided we’d sell printed circuit boards at twice what it cost to build them and hopefully recoup our calculator and transportation at some later date. So, that’s what we did. And I was out trying to pedal PC boards one day and walked into a bite shop, the first bite shop in Mountain View. And Paul Terrell, then owner of the bite shop, said he would like to take 50 of these computers. And I saw dollar signs in front of my eyes. And but he had one catch, which was that he wanted them fully assembled and tested, ready to go. Which is a new twist that we spent the next five days on the phone to distributors and convinced the electronics parts distributors around here to give us about $10,000 worth of parts on thin air just on enthusiasm. So we got the parts and we built 100 computers and we sold 50 of them for cash and 29 days paid off the distributors. And that’s how we got started. So we had 50 computers left over. Well that meant we had to sell. So then we started worrying about marketing worrying about distribution got on the phone of the other computer stores around the country. And gradually the whole thing began to build momentum. And at that point in time, we had some feeling that we were on to something. But the feeling was so different than the experience of actually seeing it happen right now. It’s entirely different. And sometimes a lot of people ask, well, did you know, we planned it out we have lead on a piece of paper, but Different than the experience of seeing 500 people working at Apple computers It’s very different than the experience of seeing a five-year-old kid who really understands what he’s the tool that he’s got in front of Excuse me Palo Alto. Can I get a permit to open up a computer manufacturing business? We only use soldering irons and things that could things that could explode. They didn’t ask, you know what I mean? So you just gotta make, we gotta get your list, okay? So what we’re gonna do, Daisy, is I’m gonna flip it up a little bit today, because I’m gonna have you speak twice if possible. That’s my move. Okay? So first, you got an inbound sales script on page 143. And you guys wanna circle it if you don’t have this. Why do we have to have an inbound sales script when people call the elephant in the room? Oh, because it gets really weird if people don’t know what to say. If you let people say whatever they want out of their own devices it gets really awkward really let me tell you the worst thing I heard one of my DJs say at the booth the bridal show before I knew this idea one of the brides comes up with her sister clearly her sister the DJ goes what’s your mom’s name oh we’re all laughing I’m like oh dude you got shut down so I’m starting to say stuff like, I remember that night we’re at the Dallas trade show and I’m like, guys, we gotta be professional. We’ve gotta speak articulately. Get this, read this book, this book right here, Swim with the Sharks, this book, this is a great book. Read this book, and soft selling. And they’re like, okay, they skim it, whatever. Next day we go to the trade show. This is my favorite he’s ever done, it’s so beautiful. This lady walks up, wonderful lady, and he goes, So when’s your baby due? But there’s no baby due! Boo! Boo! Get a script. Quit trying to teach people principles. Have them read the literal words on the page. And fire them if they won’t. Read the specific words. It’s like Disney World. In the play, you know, you ever seen like Princess, uh… A whole new world, a dizzy place I never knew. You ever seen that? The people don’t get to make up their own words. Don’t you dare close your eyes. Hold on, it gets better. They don’t make up their own words though. Prince Ali, mighty is he, and I’m Kyle. What’s up in the back? I’m making crap up, because I don’t have a freaking script for Prince Ali. That’s what employees do if you don’t give them a script it would be like hiring someone to sing at a Disney production and not giving them the words that makes sense everyone a world-class menagerie you got to have an actual script are you getting that idea if you don’t they’re gonna say weird stuff they’re gonna fill in the blanks I was checking the us specs on the end line for the rotary dirter I’m retarded. How many of you sing while driving? Ha ha ha ha. I like me better when I’m with you. What is it? What is it? Ah ha. Oh ah oh ah. Ooh. I like me better. And then you pull up next to someone you know and you’re like. And then you get in traffic where you don’t know anybody. I like me better. Because we don’t know the words. We just know, who knows this? Come on, man. You don’t know the whole word. Dave Matthews. Dave Matthews doesn’t know the words. Satellite in my head. Where’s the part? Oh man, Dave Matthews. But he doesn’t know the words. You’ve got to know the words. Your team has to know the words. Have you ever tried singing along to Dave Matthews songs? It’s just weird. Your employees are trying to sing along to you and they can’t because you are an entrepreneur which means you’re a tricky person who figures crap out. It’s a weird, it’s a genetic flaw called entrepreneurship. We are weird. How many of you can just sell something, honestly? You can’t say that to your employees. Just say the right things. And I remember one guy, he hired me to help his business. And I said, I’d like to observe you doing a sales meeting before I fix it. And this is what he said to his staff. Now guys, I want you to get on the phone and say the right things to enough people and we’re gonna sell something. Like, what does that mean? ABC boys, always be closing. People were like, I don’t know what that means. And they don’t sound, you gotta script it. The actual words that you actually say need to be in the actual script. Are you feeling what I’m saying? You know how long it takes to write good to write a good script Probably two hours try to get one cuz you got a role play Which you know you use like vodka and cranberry it’s easier, but you want to roleplay. That’s what I do I’m not kidding. That’s my move, but I wouldn’t recommend you do that cuz you got a like Roleplay with yourself, and then my wife’s like what are you doing down here? I’m like making the client script having a little blasty blast cuz you got to like think how they would think. You know what I mean? If I get a cold call from farmers or State Farm I got to think what are they gonna think right? If you got a cold call from someone wouldn’t you be thinking cold call? How many of you think that? So my deal is to sound like it’s not a cold call. So again I’m calling. Is this Eric Chup? Yeah hello. Hey this is Clay Clark and I’m actually calling with the State Farm and apparently you qualify for some discounts. Are you the Eric Chup? That is me. Who are you currently insured with, the Eric Chup? I’m with Farmers, actually. Oh, really? And on a scale of 1 to 10, how happy are you with their services? Two. Really? Yeah. We got a promotion right now where I’ll pay you 25 bucks to take 10 minutes to compare rates. Do you want to come by my office or can I come by your office? You can come by. Come visit me. Okay, I promise it’ll be less than 10 minutes and you kick me out if you don’t like me. Deal. I’ll give you 25 when I first walk in the door. That sound good? Deal. All day. Third day. You just make a script and it’s all day But the key is not to sound like you’re cold going now Daisy do people want to follow the script Absolutely, not how have you gotten the team to follow the script because we have a great team now fear See they don’t say that at the other workshops You know how have you been to the workshop where it’s like love leads a true leader inspires, whatever a true leader Darth Vader True leader bill Belichick true leader Greg Popovich here. He’s not having a blasty blast if you watch the Spurs game He’s like you off the off the court. No no no not good play freakin defense Have you ever seen Greg Popovich coach you remember your favorite teacher? Were they always having a blasty blast when you were slacking no they force you to get it done the military Hey guys anybody want to do a PT this morning? No? Okay, let’s just go to the snack bar. No, it’s like, who’s been in the military? How’s that going? Can somebody come up here? Who’s been in the military and would like to talk about it? Can someone come up here, please? Who’s got a military person? Okay, I’m going to interrogate you. You put your hand up. Come on up here, sir. Okay, where did you serve, by the way? I’m from North Dakota. Really? And what were you doing up there? Were you in the Army, Navy? Air Force. Air Force. No Naval stuff. No Navy up there, okay Air Force First off let’s give all of our military service people a round of applause These guys Protect us so idiots like me can exist trying to start a DJ company is a unique first world problem in Venezuela right now. I don’t believe there’s a lot of prosperous DJs me am I wrong I was going to Brazil one time, and I didn’t see a lot of prosperous people there either. What about like, Cuba? There a lot of DJs there rocking? Turns out most of the world sucks, because it’s not free. Wow! Ha ha ha ha ha! So, back to you. So, your business, what do you do? Home remodeling and repair. Let’s go back to the military. Did you get recruited, or did you recruit yourself? How did that happen? You’re sick. We all feel blessed good about our lives now in comparison. So you actually sacrificed like you’re like if you’re in Israel, you have to be in the military. So you just felt the calling. I didn’t want to stay in the grocery store. My life’s on. How old were you when you signed up? I was 19. Walk us through when you got off the bus. How did that start? How did it start? You got off the bus. They say, All right, dude, we’re at the Hey, guys, we’re at the we’ll be dropping you guys off here in a moment for pedicures and manicures And how’d it go? Now here’s what we’re gonna do so that happened though seriously and then you hold the mic right about here So do it again And then what happens That’s like my call center. So one of the worst parts is for like the first two weeks you have to go to the bathroom because you’re so freaked out. Yeah, but then you get in like shape, you get in great shape. Yeah, and you get in really good shape. Most weight I’ve ever gained was in there. You come back jacked? What do you mean, like strong? Yeah. Yes. Look at my muscles, I’ve got the striations. You’re up there arguing with Charles about who’s got the best striations. Oh, I got the pomp. I would say the other thing that I think was probably the most valuable is the change that it made in the people that came there. Because there was people that were not diligent, there was people that did not have good values. And I left the military, or even just basic saying that everybody needs to do this. Yes, and see, that’s what people say when they leave my call center. They go, you fixed my life. I’m like, yeah. So these are the things I say to my employees. You can feel free to write them down on this page, but if you don’t get, I want Daisy to help do this. I would say, welcome to our call center. If you want to make $100,000 a year, you want to become rich, I can help you do that. But you can’t be late, you gotta follow my systems. And if you ever feel the need to give me your opinion, don’t, because I don’t care. Okay, and if you haven’t been late for 90 days then I’ll talk to you but if not I don’t you don’t exist to me because I’ll eventually fire you so that’s how it starts and what happens is is we have a great team now do we not yeah we really do everyone’s on the phone making more calls Mariah Mariah are you there right be on the phone okay well Mariah she’s great we just do any job a couple months ago she’s great you know why she has a job because we fired somebody else. Clay, you’re a horrible person. Listen, it’s not a right for you to have a working wage, AOC. It’s not a right. Your ass needs to be fired. If you don’t work, you don’t eat. It’s in the Bible. Look it up. Look it up real quick. If you don’t work, you don’t eat. It’s in the Bible. Translation, Clavis, if you don’t work, you’re a lazy ass and you should be homeless. And I’m not going to give you a free sandwich. Work for food. So the point is, if you work at my call center, a lot of you business owners that are like hostage, you’re being held hostage by your employees and they’re telling you what to do. Who can relate to that? They’re like, I want to make seven calls. Who’s being held hostage by an employee? Your employees telling you what they’re going to do. Well, how’s that going to go over? Do they give you tips like, Hey, I should make more calls so we can make more money boss. What do they say? Was there a better list I can get? Cause I don’t want to call this list. This list isn’t very good. Who’s heard that I don’t want to get. Who’s heard your employees. I don’t want to get Google reviews because I don’t know if it’s ethical. Who’s heard that? Who’s had the one, I just don’t want to get Google reviews because people just, they told me they were going to. Who’s heard that? Oh yeah, who’s, yeah, okay. So, let’s role play. I’m in the military with you, and then I’ll let you get back to doing what you do, but I’m going to ask you one more question. Imagine that you’re the drill sergeant, and I’m in the military. I’m scared. I need your hat. Here we go, watch this. Here we go. What’s your last name, by the way? Ostrom. Sergeant Ostrom, I’ve got carpal tunnel, and I just feel like I need a desk that’s a standing desk because of my anxiety. That would not happen. But what would happen if somebody tried that? You would typically be doing push-ups or lots of extra work. It would not be put up with. Which is why Bill Belichick makes you run if you’re injured. If you get injured you have to run. Okay, let’s hear it for our military servicemen here. Thank you, sir. Okay, so I’m going to have Mariah take a mic just for a second, but stay here. So, Mariah, you’ve worked here for how long? It’s been two and a half months now. Please describe what it’s like working here, or contrast that to other jobs. What is it like working here versus other jobs? I actually look forward to getting up in the morning. And when I go home, it’s a good kind of tired. All this stuff on this list is meaningless if you can’t make your people do it. And they’re not going to want to do it. Because you don’t want to do it either. And I don’t want to do it. All this stuff on this list is meaningless if you can’t make your people do it. You can’t make your people do it. It’s all meaningless if your people don’t do it. If they fear the rejection and they won’t push through it eventually they gotta say just screw it as the dial and smile for the cash They’re pursuing with no one on the phone your face financial ruin then your competition I’ll eat you like a sandwich named Ruby all this stuff on this list is meaningless if you can’t make your people do it But I do it because I want a pool and silky chickens and a waterfall and a deck that’s bigger than my living room I mean and a outdoor kitchen and a bigger chimney, and more silky chickens, and more speakers, and mics that I only use once a month. The really expensive ones, because I want them and I don’t have them, and I need them. Yeah. I thought millennials still like to work hard, and I want to get a 45-year-old to come work for me. Okay, I thought millennials don’t want to work hard. How do you? They don’t And I do is I look for people like her I don’t try to make people like her if that makes sense I’m not a life coach Now if you’re on the verge I can coach you and mentor you but if you’re like totally in left field I can’t does that make sense to you guys Like if you’re totally opposed to a lot of you though your employees like boss Can I propose a script change and you’re going yeah, let’s do that and then that keeps them from making calls Let’s hear from Mariah folks Ryan. Yes, boom back to the phones. Okay. So, you created an outbound sales script, okay. Pre-written sales email. Why do we have to do that, Daisy? Why do we have to do a pre-written email? It saves so much time. If you don’t have to think about what to say, you can send it. I send so many pre-written things every single day, and it’s made my life so much easier. Also, I don’t have to be the only one to send it, so I can have multiple people respond to the email, and it just makes our team much more effective and efficient. Also, because you’re smarter than I am, but the other day I was talking to, it was like probably six months ago, and it’s horrible. You know how like on your phone, you can talk and then send the text that translates? So I was getting fancy, and every time I get fancy, I get stupid. And so, it says, do you wanna turn on, my Samsung updates, it says, do you wanna turn on the feature? And I’m like, I’m feeling kind of fancy, you know, wow, wow. I got bedazzled jeans on in my mind or something. I got a fancy shirt on, feeling fancy. And so I’m like, sure. And then you say, this will be a success. And you hit send, and it’s like, this will be a succex. And who’s ever had the regrettable text where it translates? Oh, and then you try to respond faster and you do it again. And people are like, you’re a sick person. So we go back into sales scripts. So you gotta have a pre-written text, one sheet. How do we use the one sheet to elephant in the room to sell memberships? Yeah, so it’s very, very helpful to have a visual. I think a lot of people are visual. I personally am visual. So to be able to say, here’s what you get with our memberships and be able to actually point it out. I think to have both speaking what the membership comes with and to let people see it, it creates more of an engagement and then people better understand what it is that they’re getting. So you really want to have a one sheet where your entire sales system is on one laminated document. Can you find the elephant in the room one sheet and put it up there? So now, as he puts it on the screen, you want to have an FAQ sheet. Chuck, why do you want to have an FAQ sheet? Why do you want to have a sheet with every question people could ever ask? Yeah, because 80% of the questions are going to be three, four, five questions, and you have to have those answers scripted out, just the same reason you have to have your inbound and outbound scripts, because if you have a team giving different answers, you’re never going to know what they’re saying and what the clients are hearing. Then it messes up the expectations and the clients come in pissed because they have been told something that’s wrong. And remember, you’re just meeting someone for the first time. But I’m just saying, you don’t wanna start off a relationship by texting your client the wrong thing. Who can relate to texting somebody the wrong thing? Who can relate to that? How about the auto responder that’s wrong every time and you’ve had it on there for like a month? Oh, that’s a good one. We had one fitness guy that automated his sales system where if you fill out the form it sends you a text and an email and I guess when they were doing it no one thought about it and so it would send the email to his Gmail and his Gmail had blocked that source so all of his Facebook leads for years were going to the junk box. This would be like he’s spending like $300 a week and he’s been doing it for like three years. So it’s like, you know, I don’t know, 15 grand of ads, 45 grand of leads just going into the crapper. You know, because it’s automated. So you’ve got to be very careful to make sure your leads aren’t going to nowhere. You’ve got to script that out. Now, the next thing we have is you’ve got to create a sales manual. Now, Daisy, why is it helpful to have everything that we have all in one place? So you don’t have to think about it. And then also, whenever we hire new people on, I don’t have to recreate the wheel every single time. I just say, here’s this thing. Here’s everything that we do in one comprehensive place. We don’t have to think about it. So here’s our staff page, which if you bought a franchise, this is the kind of stuff you get. And see, everything you’d ever look for. So I’m looking for a checklist. Hit Command-F and search for checklist there. Is this a good? I’m like, where are the checklist boss? Oh There it is. Oh boss. Where’s my call center checklist? Oh, man, where are the printer labels? Oh, man You scroll down everything that you need. Where are my forms? I got a fire somebody. Where’s the discipline form there? Where’s the discipline form? Oh, there it is. Where’s the employee handbook? You see that’s all in one place How many of you couldn’t get the VCR to turn off at 12? For like a decade. It’s flashing. Seriously, how many of you couldn’t change it and it bothered you? Here you go. One honest man. Mine would flash, and I’m like, we’ve got to unplug it then because I can’t have something that flashes 12. I hate that thing. You get that manual, and it’s written by like an engineer. 17 basic steps to resetting and you like hit the button seven times. I’m like one, two, three, hit enter and I’m like did I hit it six times? Who’s tried to reset that thing? Now some of your sales scripts are not scripts, they’re actually like principles. It’s like when talking to a customer build rapport using questions. Air quotes. Dale Carnegie says, people’s favorite topic is themselves. And your employees are like, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah. Because the one thing your employees don’t think about when at work is work. That’s the only thing they don’t think about is work when they’re at work. Because they’re usually thinking about like, what are we going to eat? We are in Oklahoma. I mean, that’s what we do. Yeah. And so, Daisy, I’m sure you’ve noticed that phenomenon. Let’s be honest though, you’re into like your yoga class? Yeah. You’re into, what else are you into? Oh, yoga, music, music is great. I’m not ripping you, I’m just being real. Do you go home like on the weekends and you’re like I’m gonna hang out in my woman cave and make that script 18% better? Does that ever happen? No. Right, and I’m okay with it, because that’s not her, the business just exists to serve us, it doesn’t need to be her life passion. I’m not mad at her that she’s not coming in every week with 18 suggestions to improve our script. Does that make sense? It’s incumbent upon me to make it better. That’s why I listen to the calls. We’re getting this idea? So all these things on page 143 have to be done. Now, Scott, can you come up here, Scott Reeve, and can you steal your mic just for a second? Let’s hear it for Scott Reeve, woo! All right, now Scott, can you share kind of how we worked together back in the day and what that was like and maybe how it helped you or didn’t help you? Oh, you bet. Back in 2012, I was running a law firm. I had it about 10 years. It was successful, but my clients were only coming in to me with really big problems that were really expensive to solve. I’d solve them, and then they hated me. And then they’d go do it again, rinse and repeat. I got a hold of Clay and said, can you help me create a different model for working with small business owners so that they won’t have these problems and they will like me? And what did we create together? We created what is now called the iLegal Access Plan. And that plan has three different levels or tiers where a small business owner has a bundle of services that give them on-demand access to my team to handle on-the-fly questions, right? You have to have the right information at the right time to move your business forward. What does it cost? It starts at $325 a month. So you pay $325 and you can get all your legal questions answered? Yeah, plus a lot more. What else do we get? Well, you also get your contracts reviewed, contracts written. You get a 20-minute call with someone on my team every month to focus on your business. So think about that. Most small business owners spend how much time? Now, legal aspect, zero. Now, context, and if you want to talk to him about that later, you can. I just want to make sure you get this. He was trying to sell something the world didn’t want. Does that make sense? How many of you, if you got a call from an attorney, and they’re like, I’d like to meet you and talk to you about helping you improve your business, how many of you are like, oh yeah, sign me up, yeah? Anybody, no, see, that’s another thing. So, what I was telling him is that entrepreneurs don’t want to talk to lawyers. But if we know it’s a flat fee every month, like $350,000, now just to give you context, I pay my attorney, Wes Carter, $500,000. I love Wes, but I hate Wes. I hate him. I’ve explained this at previous conferences. Seeing Wes to me is like seeing a little baby kitten. He comes in here. He’s nice, by the way. I love Wes. But he comes in here all nice, really nice. His wife’s nice. He’s nice. He’s been my client for a long time. He’s helped me through good times and bad times. When I punched my brother and knocked him out, he helped me. That was the thing. Wes is my guy. He’s my dude, but it’s expensive. So he comes in here. You picture, wow, Wes is a cool guy. I picture a kitten and a man walking up and going, kind of purrs. A little purr sound. And then I see Wes coming in and just, punt the kitten. And it’s dead. And then Wes walks over and kills it. That’s what he does to my day every day. I hate it. So I got a dream. I’m like, I got a franchises thing. And he’s like, you can do it, but just so you know, Michigan’s a disclosure state, so if you were gonna be in Michigan, if you get sued, you have to appear in court there. And that would break your no travel rules, so you shouldn’t open franchises in Michigan, and I’m like You’re right But he’s right, but it’s expensive You know I’m saying and I pay him because he’s been involved in me my life for a long time But if you’re out there today, and you’re going I don’t have that kind of money his systems a great system, too There’s different options But I’m just saying to you is you’ve got to make sure you’re selling something the world wants because how frustrating it was it for You speaking sharing doing the things you do and no one wanted what you were selling? It was very frustrating and it took a lot of effort to let people know what we were doing. One month, Clay, I went on what I call the CPA tour and I met with 45 CPAs in 30 days to let them know how I had this different model because they had all my clients, right? So one way to market is to find who has your clients and go let them know what you’re doing. So we’re talking about sales. One, you have to sell something that people want. Then you have to have all these systems. Now, you might say, how long does it take Mr. Clavis to do page 143? I think it takes probably 20 hours right here to do all this. And you’re like, but you wouldn’t have your sales script done. It’s like eating a spoonful of Drano. Sure, it’ll clean you out, but it’ll leave you hollow inside. And a lot of entrepreneurs say, but I don’t want to do it. So they delegate. Oh, how’s that going? Who’s ever tried to delegate the system creation to somebody who doesn’t want to make the system? Darren, how’s that going? Yeah, so you as the owner need to be doing this or working directly with the person who is doing this. You can’t delegate the script. Does that make sense? And some of you might be saying, well, I would hate to read a script. I don’t like it when people sound like they’re reading a script. With a great script, they don’t sound like they’re reading a script, but you have to have a script. So Daisy, how do we train the team every Tuesday? So we listen to our calls. We have our clarity system. I download at least two calls per team member, and then we just listen to them all, and we can tell right away if somebody’s reading the script or not. So you’re saying that all of the employees are gathered in a room while we’re playing the calls in front of them? Yes. Glory! Happy! What if someone gets their feelings hurt? Too bad. Glory! And do people actually want to hear their calls? At first, no, but whenever they hear the cringe-worthy moments and they’re like, oh, I don’t want to make that mistake again, then it almost becomes something that they really look forward to because they’re like, I want to grow, I want to improve, I don’t want to sound bad, I want to listen to my calls. I mean then you get good But you want who here has ever played football at a high enough level or basketball where you watched game film Remember the first time you watched it and your coaches like what are you doing? I remember the first time I had a coach watch basketball film with me and he’s like can I ask you what you were doing? over here and I’m like I Had no idea what that play was. So I was just hanging out. He’s like obviously I Have no short-term memory or long-term so it’s like a weird you know you know your coaches yell in Iowa you’re play basketball and the coaches like Iowa Des Moines I mean I know what does that mean who ever played for a coach honestly they’re yelling plays you had no idea what they were but we got to record the call now what happens if you don’t record the calls what happens could someone tell me you know what’s going on and then people tell you what they think’s going on let me give an example who here is a man? Man? Who’s pissed your wife off and you don’t know why? Women. This is just in. This is what we do. We don’t understand life. We’re team man. This is our plan. I’m like, Aaron, how old are you right now? You’re 46, I’m 38. Let’s just pretend we’re the same age. This is the deal. We’re like, oh. Remember the girl with the big bangs from high school? Middle school? Elementary. Remember the aerosol? Big bangs. I grew up when everyone was named Amanda. All your friends were John, every girl was Amanda or Ashley. And I’m like, Ashley, she’s hot. 15, 14, 13. So we’re like, we’re gonna go out. So we send them weird, just bizarre notes. Will you go with me? Amanda says yes. And you’re like, your mom’s like, are you going with Amanda? Where are you going? You don’t have a car. Well, we’re going steady. We’re together. We’re a thing. We’re an item. And then at a certain point, it starts to fall apart and it starts to not work. Who can relate to that, though, that whole thing, right? And you don’t know why Amanda won’t talk to you anymore. So the other day, this is probably like, I’m really maturing, so this is probably like last week or two weeks ago. I didn’t introduce my wife to somebody So they come up how you doing? Hey, I’m like, hey, are you doing and my wife’s like And you get that look who’s got that look where you’re like, oh no, I’m sleeping on the couch son of a god So it happens So then I asked the question. What have I done? What have I done? What did I do? What? What have I done to deserve this mistreatment? That look, you know what you did? I don’t know yet. Yeah. She’s, you know, and I said, she goes, you know, I don’t know. You, that is the issue. The bigger issues that you don’t know drives off in the suburban to take the kids somewhere all day. I’m telling you, Atwoods is great. There’s 38 locations you should do. I’m trying to get the owner of it on there. So you go in there, I’m looking at hay, you know, maybe a tool. I don’t use tools or hay. I just think about maybe getting some hay or something. Go in there, looking around, looking at ducks and chickens. And as it occurs to me, like a flashback, I’m like, my mind, mentally, going back in time. No, my name’s Clay. Oh no, I didn’t introduce her. Son of a… God! Shit! God! God! So dumb! God! I call her. Voicemail. Oh! God! Voicemail. She’s taken my joy. Why won’t she return my calls? God! I’m calling. You used to call me on my cell phone. That song’s not playing. I’m calling. Finally, she picks up. Hello? You hear that? Hello? I can just see it. There’s like a pause. I’m like, baby, baby, did you ever know that you’re my hero? She’s like, stop it. Did you? Stop it. Okay, let’s get it on. Stop it. Lady in red. Stop it. I’m sorry for not introducing you again. Well, listen here. I am just frustrated that you do that all the time. Just the narcissism, the issues that I can’t even describe. Please, please, and don’t eat so fast. Where’d that come from? We went out to dinner last night and you finished the meal in four minutes and you wanted to leave. And I’m like, because the reason we went to eat was to eat. She’s like, no, we were there to go on a date. This changes everything. And that happens. What I do, this is a little unsolicited marriage tip. I take my wife out once a week for a date. I usually go to Andalini’s. If you want to kill me, I’ll be at Andalini’s in Broken Arrow or the rooftop or Mombo’s. That’s really where we go. Mostly Mombo’s. We go there and then like we sit down and then I say, what did I do wrong this week? I learned that just like seven or eight years ago. My uncle John taught me that. She tells me these tips and over time I get better and I’m like 1% better every year. So when I’m 80, I’m going to be socially acceptable But she’s a great woman. I’m just saying on the sales. It’s the same thing on your sales team They don’t even know what they’re doing. That makes sense. Like they didn’t introduce they didn’t read the person’s name Does that make sense? So they’ll say thank you for calling out for the room. How can how are you doing today? And the customer will say I’m doing fine I just wanted to ask you where you located and then the rep will say great. And so we have four different packages and They’re like, what? You know, so you gotta hear your call. The self-awareness is important. And I wanna start filming myself so I can stop doing everything that I wanna do naturally, so I can be a decent husband. That’s my goal for the year. Okay, but let’s play it. And tell us what makes this call good, Daisy, what makes it bad? So this particular call, he’s got a really great intro. Jordan is someone that’s made a lot of improvement in a very short amount of time. He started off kind of shy, kind of timid, kind of quiet. And over the phone, you really have to be More enthusiastic than you think you need to because they can’t see your face and so it’s you’re putting on a show But he he got a good laugh out of this lady, so I love this one This is the super awesome Jordan 3000, how can I help you today? Good job. Thank you so much. I should have helped her. Well, I need to get, I want to spoil my husband. If they read the script right, every customer should be laughing when they answer, when they call. Because we have a little funny intros they do. So like, if you’re going DJ Connection, this is the amazing and super humble, Clay Clark, how can I help you? And when you say super humble and you’ve never met someone, they’re like, do they know what the word humble means? Either way, they kind of laugh, like, oh, you know? And they’re like, for the DJ business, when you meet a bride and groom, we’d say, now, we can get any song you’d like. Now, what kind of music do you like? And you go through the genres. There’s a script for that. So you’d say, for background music, do you want like jazz music, like kind of like modern, you need to sound like you’re not reading a script, but you are. Like modern jazz standards, like Michael Buble, maybe Sinatra, Nat King Cole, or you think in like, you know, you give examples. And the mom goes. I will do this okay now you want 60s music like I need you baby Don’t make it quite or do you need and then they’re like I can’t believe this man is singing songs to me Yeah, we don’t like 60s about 70s like brick house Play that funky music like yeah, yeah, what about and you go through the genres? But it seems like that you’re coming up with it off with the off the cuff, but you’re not because it’s scripted. Does that make sense? For better example, watch Joel Osteen. Am I correct? That guy practices to the point where it’s almost memorized. Is it memorized? He memorizes that stuff. So when he preaches, it’s memorization. I don’t know if people realize how much time Joel Osteen prepares. One of my employees said he wanted to work for Joel Osteen. And I was like, you need to go work for free for that guy. And he applied and he works now for Joel Osteen. I think he’s still there, maybe. Did he leave? But Daniel went, he’s one of my DJs, and he’s like, what’s your goal, Daniel? I want to work for Joel Osteen. Great. Go apply, offer to work for free. Now he went to work for Joel Osteen for a long time. And he said, Clay, do you know that guy spends more time preparing his speeches than doing them? So he’s spending like 10, 15 hours a week and he’ll memorize the sermon before doing it. And it’s memorized. And I’m like, I heard that same thing about TD Jake’s. The only way you could deal with the thing and know that you’ve got what it takes to sustain it is to build it from the ground up. Then you really know what you got. The great ones practice. You don’t see the preparation. You don’t see. Does that make sense? A baby is made in nine months in the mother’s womb. You get to see the baby with those nine months. How many can testify that’s probably not the most fun. Oh, it’s a cute baby. You know, how about for birthdays? If we celebrated moms, that’s why on a birthday it should be like, call your mother and apologize for having to come out of there. You know, I mean, they did all the work. All I’m saying is that you guys want to make sure you’re giving your team that feedback every week and you have to record the calls. So what questions do you have for Daisy, technically speaking, about recording calls, what program we use, how to hire people, because Clay Starrs is gonna come up in a minute and talk about hiring people but any questions for her about managing a call center managing a sales team because she does it any questions for her yes Paula yeah a good good call center your team should read the words literally on the page and so when Victoria used to work here I felt so bad for her after I listened to the calls. Because there’s one joke in there that I forgot to write the punchline. So she’s like, and so yada, yada, yada, and then yada, yada. And the joke was something like, Clay wrote a recent book and his mother really liked this one. She gave it a two star. And the people on the phone are like, wow. And it was like every time it didn’t go good, she’s like, will you listen to my call, please? This joke is not funny. And I’m like, oh, it’s funny. It’s good. So I listened to it and I’m like, oh no, how many of these have you done? She’s like, all of them. Because it’s supposed to be, you know, he’s written this many books and done whatever, and then he’s got a new book, and his mom actually really is excited about this one, so she went ahead and gave it a four star, something like that. But I didn’t finish the joke, and it just didn’t, you know, and so it didn’t work, but I thought it worked in my mind. And so here I was making my employees follow a script, but she did a good job, and every call, they would just go, ah, great. Like every time for weeks. It was terrible. Any other questions for her about scripts? Yes. Earlier you said that you get your leads from phone books. I’m trying to understand, like literally… Yeah, depending upon the business. So, right now, Paul Hood, we’re making calls for your team. So, Paul has chosen to outsource calls to my team for a while, which means we’re calling Paul’s former customers and asking them how the quality of his service has been so he keeps a pulse on the quality, and then we ask if they’d leave us a review. That’s a quality control call. We do make outbound calls right now on behalf of Scott Reeve, I believe, calling local business owners, I think, seeing if they need legal help. And that would be a list that he provided for us. But back in the day, I had no money for a list. So I literally would have my DJs cold call through the phone book and call businesses and see if they needed a DJ for their Christmas party. So, for example, you know, the solo patent. Yeah. Sales, a sales genie. And those leads are half good. And those leads are half good. So half of the leads are good, but there’s better than nothing. So when you call, get ready for disconnected numbers, but you, it’s going to be half of them are good. And Sales Genie wants to keep your business because they make money selling lists, so they’re going to give them, they’re constantly updating that thing. Does that make sense? Any other questions about managing a call center, a team, a team, yes sir? When a customer asks something that’s not on the script, how do we handle it, Daisy? Yeah, so I have a really thorough training any time I bring somebody on the team. So I have, I make sure that they can at least book appointments and I get them functional and then I kind of go in depth. But any time they have a question, if they don’t know how to answer, they, oh, give me one second, ask me really quickly, I’ll tell them what to say. What you’ll do, and this is the mechanics of it, you’d have a whiteboard in your call center, and every time a customer asks a question that you don’t know the answer to, they put the customer on hold for a second. They go, let me put you on hold just for one second, I’ll get that answer for you. Hold, and then they write the question on the whiteboard, and then you as an owner keep taking those whiteboard questions and turning it into an FAQ document every week until eventually you have all the questions answered. Our people just hit Command-F, and they search the FAQ document, keywords on that document. We have a document like that for elephant in the room too. I keep it in the exact same place on every single computer so everyone knows where it is at all times. Does that answer your question? Do you want to have a script but then there are outliers like one or two percent but don’t let that keep you from making a script that fixes 90% of problems. Does that make sense? It’s like when people argue against capitalism. It’s not perfect but it’s the best we got. If not, go to Cuba. You know I’m saying? It’s like, you know, the Soviet Union, people advocated for this, but the Soviet was far worse. So in capitalism there’s extreme highs and yes there’s lows, but on average it’s better, where if you do socialism it’s universal poverty. You know, so not having a sales script is universal suck, having a sales script is on average better. Are we getting that idea? Any other questions? Yes, sir. Yes, sir. Scripted interactions. Scripted interactions. So you’ll make a workflow on your whiteboard and you’re going to show how people should be greeted and you’re going to work on that so that when people come in, as an example, it’s my pleasure, Chick-fil-A. So they script it, so it’s my pleasure. You ever been to Chick-fil-A and they say it’s my pleasure, have you noticed that? Andrew, you worked at Chick-fil-A. True. What happens if you don’t say it’s my pleasure? You go back to training and then if you keep doing it what happens? You’ll get fired. There you go. So they’re here. They’re big about it’s my pleasure. It’s my pleasure. A quick trip They’re supposed to greet you within five seconds of seeing you. Who’s been to quick trip? Have you guys noticed that? Who here’s from out of town where you don’t have a quick trip? Before you leave go across the river and go there. It’s a Taj Mahal of gas. I go in there and I’m like I oftentimes like get like they have a kitchen area And I’ll get like a pizza slice, and I’ll take it to the bathroom and put it on the floor And then just eat it. I’m just kidding, but it’s that clean How many women can testify quick trip bathrooms are totally different from shell? shell they got the Shell I’d like to use the restroom you say and they go okay This is a hubcap attached to the hubcap is attached to the keychain and when you take the hubcap into the back room it’s attached to the car wash. You’re like, why do I have to go to the car wash to go to the bathroom? So you walk back there and you go in there and you open the door. Do good. Who’s been in a shell? You seen that? They’re growing like algae and crustaceans and there’s like all sorts of like ectoskeleton animals with like there’s like shrimp in there. It’s weird. They just like forgot to clean it for a decade. Then you come back in and you’re like, Hey, hey, I want to pay you and I would you like a dirty magazine? Would you like to vape? Would you like a drone? No. Would you like to negotiate? No. But that’s what it’s like. Who’s been to Shell? Who knows this? Come on, it’s funny because it’s true. You’re like, oh my God, I can’t believe you’re saying this. I don’t care. I’m a comedian who happens to teach business. Okay, so just deal with it. All I’m saying, that’s how it is. It’s crazy. Have you noticed that? How many of you have taken your kid into a Shell and have seen the dirty magazines right there and you’re like, don’t look. Have you done that? Oh my gosh, you go in there and you’re like, don’t look. And they go into the bathroom. You’re like, they’ll be safe there, right? They got condom dispensers in there. They got like it’s crazy. I’m serious So you got to keep your kids out of shell. That’s a that’s a life lesson What the shell what the shell any other questions about call centers for Daisy your questions? Yes Yep for quality assurance we have cameras no one’s I think no one doesn’t know they’re being recorded Okay And they meet him and then after the interview So we’ll sit there and watch you on camera presenting in the other room, and then as soon as it’s done, he sits down with you and tells you what you did right and wrong. And there is a whiteboard from left to right where it writes out the entire process. And there’s checklists that they use. But you get immediate feedback. It’s called the One Minute Manager. It’s a great book, and it’s just give people feedback a minute after they have a problem, that instant correction. And then when they do it right, praise them right away. That was a great presentation, good job, and that’s how you do it. Make sense? I can usually get somebody good at sales within about five hours. Like I can hire you today and you’re great at sales within five hours. Just role play. Role play, role play, role play. Any questions about that? Sales systems. Yes sir, Mr. Denver. Well for Elephant in the Room it’s a different thing but tell them how long we’d like to have for Elephant in the Room. Yeah, so if they’ve never been in with us before just from doing the script for the last two years I know if they’ve never been in with us before, just from doing the script for the last two years, I know if they’ve never been in with us before, that call needs to be at least three minutes and 30 seconds. It should not be any longer than that, and it definitely shouldn’t be any shorter than that. Otherwise, I know they’re leaving something out. We know that. Now, if it’s a Thrive person who’s thinking about signing up for our coaching program, if the call is longer than 30 minutes, I’m worried. And if it is shorter than 30 minutes, I’m worried. Because I want to make sure that we understand the person and if we’re a good fit. And I can just be honest with you, we probably have, Julia would know more than I. Julia, how many people a week reach out for one-on-one coaching of some capacity? Twelve? Fifteen? It’s like fifteen, and I get to tell fourteen people a week no. You know, because they’re like, I’d like you to help me grow my business. I’m into real estate. I want to, I just got back from the no money down thing and I want to figure out how I can flip Tulsa in like a week. And by the way, I also sell Amway. OK, no. You know. And so or hey, I’m a pastor. I’m not open to feedback on how I preach, but I’d like you to help me grow my church. OK, well, you’re going to have to show me video of you preaching because the product’s not good. They’re not coming back. Why don’t feel comfortable? Going to have to write a script. Joel Osteen does it, TD Jakes does it, all the, I don’t want to do it though. Okay. So we have a script we evaluate to see who’s a good person. Because if you’re the wrong person, you come to this conference, not only will you get offended, but you won’t grow and you’ll get pissed. It’s easier to just, they don’t come here. That’s how it works. Any other questions about call centers, systems, processes, implementation? And Daisy, how long have you worked here? Two years. And you started off as a? Call center rep. And then we promoted you to manager. Why? Why do we promote from within Daisy? Well because you already know the systems and the processes and it’s good. And if you’ll allow us to a little bit later we’re gonna have you come up and share about how we what we look for in the people. What we’re gonna do for sake of time we’re gonna break that’s 11 12 we’re gonna come back here to 11 20 and then Clay Stairs will be speaking until 12 10 and he’s gonna teach you how to find good people and by show of hands who here is looking for some good people Who should know now the good news is there are great people out there But I want you to put this picture in your mind as you begin to think about hiring people There’s kernels of corn in that vomit and we got to find those kernels of corn Yeah, because there’s a lot of people who’s been to Walmart at 3 a.m. First off. What were we doing there? That shows lack of discernment We’re bad people, but you’ve gone in there and you see what’s going on. It’s dangerous if who here goes home tomorrow Dude see if you want that adrenaline rush you’re going skydiving No, not enough adrenaline driving 160 miles an hour. No Pumping gas while I’m smoking still not enough go to that Walmart 3 a.m. right here without a shiv don’t do it who’s done it seriously who’s been at Walmart don’t do it what’s going on you see a lot it’s scary in that place you you the cook met in the Walmart you’re safe here though talk just don’t go over there that one is like I’m gonna what’s going on it’s just like wow it’s it’s a kryptonite for people with standards. My name is Nicole Shi, I’m from California. I heard about the conference on the website. I own a healthcare business that helps seniors find assisted living and boarding care. The name is Nesby, we are your Nes savvy experts. This is amazing, you are very engaged and just like we talk about everything, different aspects of business. It’s very exciting. I think he is extremely entertaining and that he just has ways to get you to pay attention to him. I think not just that, everything he says makes so much sense. I think I learned so much. This conference motivates me and also gives me a lot of knowledge and tools. I actually have a lot of actionable items that I want to implement right away. My name is Daniel Ramos. I’m from Amarillo, Texas. I heard about Thrive Time Show through Pastor Brian over at his church in Amarillo. Clay went over to our church and he spoke over there. And ever since then, I’ve been listening to Mr. Clay Clark and Dr. Z. I own a heating and air conditioning business in Amarillo, Texas. And I’m looking to learn how to market my business better. The way I would describe Clay’s office here is hot, hot. He’s like flavor, flavor up there with a big chain. And he just keeps the whole place hot. He’s a great host. I would describe Clay’s style and delivery a little bit like Flavor Flav. He’s always keeping it hot. He keeps everybody energized. I enjoy listening to him on the podcast. He’s funny. He’s hilarious. The stories he tells is great. If you decide not to attend and you’re missing out on a ton. You’re missing out on a chance to help grow your business for sure. And it just, him showing you the systems on how things work. Everybody needs to attend at least one time because you’re not sure what you don’t know until you learn that you don’t know it. And now that you know, you want to go out and use it in business. My name is Melissa Jeanette Shea. I’m from Long Island, New York. I originally found out about this conference through searching for a business coach. I knew that I needed a coach, and I wanted somebody that had a proven track record of success in business, not one that just gave motivation. I knew I needed help with systems and implementing them, as well as management of teams. So, I was searching on the internet, and I’m very happy I found them. I was looking to learn how to build a powerful team and I was so inspired by it that I brought my whole team down so we could think all the same way. What I’ve learned from the workshop so far is that systems are incredibly important to scaling profitability and the faster you can do that, the humor, and understanding how it could apply in our business. I love the question and answer session as well, that helped. How would I describe Clay’s presentation style? Odd, witty, fun, and full of information. The atmosphere here at Thrive, it’s the dojo of mojo, so it’s a lot of fun and it’s a great atmosphere to absorb the energy and get pumped for what you need to do. All right, so you now have heard a sample of what it’s like to attend an in-person Thrive Time Show workshop. You’ve heard audio testimonials from real people out there just like you from New York, from Amarillo, Texas, and from Will Clark country, from San Francisco, California. There’s people from all over the world who attend our in-person workshops. We’ve got folks from Australia, folks from Canada, people from all over America attending our workshops, people from Guam, people from South Korea. This is your time to thrive. Now what we’re going to do is we’re going to make this conference super affordable for you. So typically if you want to buy the tickets, it’s $250. All you got to do is buy your tickets. It’s $250 however if you say hey, I’m kind of in a tight spot or maybe I’m frugal or I just want to save some money All you have to do is leave us an objective review on iTunes so you just subscribe to the podcast on iTunes leave us an objective review and your ticket will be just $37 or If you leave us a review on our Google map. You can also take a screenshot of the Google map and send that screenshot or proof that you left a review to info at ThriveTimeShow.com and we will make sure that your ticket to attend the next in-person Thrive Time Show workshop is just $37. Now I want to pull up this real quick. We had people that attended the workshop here just yesterday and I thought I would read to you out loud the most recent Reviews from conference attendees because I have not yet read these myself. So here we go Matthew Kaus writes awesome event high energy and unique content applicable to all industries Thank you thrive team for a great event. Well, thank you Matthew Gabby Garner writes the thrive time Conference is truly life-changing. I’m a recent college graduate looking to continue to educate myself and increase my skill set as much as possible. This conference will equip you with all the knowledge you need to succeed and encourage you to crush your goals. Thank you Gabby. Patrick McLean writes, this is the best business conference I have attended. There are no upsells for another product or next level. The business secrets are all revealed during the conference. Everything is practical. Everything is doable if you want to succeed This is the place for you. Thank you Patrick Bailey price, right? Thrive time shows part of my morning routine now if I don’t get it in the morning I listen during my walk in the evening always beneficial clay is an inspiration on how to overcome With practicality and diligence. Thank you. Miss Bailey Nathan McLean, great, it’s amazing, a must for any budding or current entrepreneur. Clay is a great teacher. Thank you, Mr. Nathan. George writes, I attended my first conference today. It has been a great experience. This really ignites the fire. He says, no, this really reignites the fire. Fred writes, real information, real people, real experience. Such a great experience to be surrounded by such great people and getting such great information. And now we’re getting great results. I’m so glad to have found Clay and his team. Thank you, Fred. I’m so sorry you and I did not get a chance to connect more at the workshop. Lily, also from California, writes, one of the most valuable times ever spent. The entire team is great and they truly look out for your best interests. Clay’s style and presentation and teaching is engaging and entertaining and will keep you alert at all times. Learned a lot and no sneaky sales pitches or anything weird like that. Overall, a great experience and looking forward to coming back because it’s awesome to be around such people who get it. Thanks Clay, team and everyone who made this a very productive time spent. We flew out from Los Angeles, worth every minute. Sonny Ordonez writes, I specialize, by the way, Sony in mispronouncing names. I’m probably mispronouncing every aspect of that name. Clay’s workshop is awesome, highly recommend. Nathan McLean writes, the best conference, it was amazing. I love the practical knowledge that was presented, and Clay’s personality is the best. Urgun Araal writes, I love the conference, highly recommend. Kike Martinez writes, with 25 years of corporate experience, I’ve been to dozens of workshops, and this is by far the most insightful practical and enjoyable conference I’ve ever attended you leave here with tons of practical tons of best practices that you can apply Monday morning Jennifer Queen writes Thrive Time show was awesome I feel fully prepared to make major changes in my business, and I can’t wait to see the massive growth Bruno Interlandi writes I believe he’s from Venezuela, by the way. Bruno writes, I will be coming back with my wife and other entrepreneurs to further learn and apply Clay’s principles and practices. Steve Rom writes, the conference was a game changer for my business. Ella Speaks writes, Clay is absolutely dynamic. I learned more from his shows than I have with a bachelor’s degree and a PhD about business. Check out this show and implement his actions to grow yourself personally and your business to the highest level. Brian Merrill writes, awesome show, awesome energy. This show and Clay has helped me to add and identify uses for many of the tools in my business toolbox. We all have them, but this is great to know which tool to select for which part of the business growth that you need. Mackenzie Diddley writes, amazing conference. They do a great job of making sure everyone understands the information and business suggestions given and provide plenty of Q&A opportunities. Highly recommend to anyone wanting to start, grow and improve their business. Wayne Vandervoort writes, great conference. Liz Merrill writes, excellent show. Learning many great ideas that I can step up and execute. Already had a great deal of business knowledge. Just plan to execute. This conference is a must for those needing that extra push. Alexis McLean writes, I learned so much from this conference. They showed how to attract more customers and how to hire and make a website and much, much more. It was very practical. I could continue reading. The problem is we have over a thousand objective reviews on iTunes, 595 right now on the Google map. We used to have 630 but some were removed because the people who would attend the conferences apparently aren’t people that I’ve done business with in the past and therefore Google removed them and I respect that but the point is we have got an unbelievable team, a great system and I would encourage you if you’re out there today and you’ve been putting it off, book your tickets to attend the next in-person Thrive Time Show workshop today simply by going to Thrivetimeshow.com. That’s Thrivetimeshow.com. You can buy your tickets there. And let’s just say that for some reason, traveling is not your move or you can’t get to Tulsa. I highly recommend you check out our online school. It’s $19 a month. You can subscribe today at Thrivetimeshow.com. Just $19 a month. You can learn from mentors, millionaires, and super successful entrepreneurs. We’ve got Michael Levine up there, the PR consultant for Nike, Prince, Michael Jackson teaching public relations. We’ve got Lee Cockerell, the former executive vice president of Walt Disney World Resorts, who once managed 40,000 employees and 1 million customers per week, teaching how to manage people. It’s all up there. Just sign up today. It’s $19 a month for the world’s best online business school, or you can attend an in-person Thrive Time Show workshop for as little as $37 if you leave us a review. But remember, Thomas Edison once said, he said that vision without execution is what? It’s hallucination. He said that vision without execution is hallucination. Don’t hallucinate. Turn your dreams into reality. You can do it. You’re right now. You’re knocking on the door. You’re right there. You’re at the threshold of success. Book your tickets today. We would love to see you in person. My name is Clay Clark and I like to end each and every show with a boom. And so without any further ado, 3, 2, 1, boom! And here’s a little audio bonus gift for you. 3, 2, 1, boom! You are now entering the dojo of Mojo and the Thrive Time Show. featuring the dojo of Mojo and the Thrive Time Show. 3, 2, 1, here come the business, niche Stacking the cash, making the dash Putting the plaques, bringing them back Bring me the tracks so I can get up on them I can speak the facts Stacking the cash, making the dash Putting the plaques, bringing them back Bring me the tracks so I can get up on them I can speak the facts No negative emotion, cause that’s what business is Always dominate, cause I got 5 kids I will not lose, I don’t break for clues They can talk about me, I can take that abuse Here is the truth He is my mentor like my Yoda dude He showed me the force like I was a young moose Making the cash, making the dash, earning the plaques, bringing them back Bring me the track so I can get up on them, I can speak the facts Making the cash, making the dash, earning the plaques, bringing them back Bring me the track so I can get up on them, I can speak the facts We’re top of higher learning, and higher earning Take me to the top like we’re hiking Mount Vernon We’re changing the mindset, we’re changing the mindset We’re taking the next step, we’re taking the next step We’re taking the next step, we’re taking the next step We’re taking the next step, we’re taking the next step We’re taking the next step, we’re hiking Mount Vernon We’re changing the mindsets like we’re incense burning Passing on the magic like the name was Irving Serving up that knowledge like I was a servant And I cite what I state so you know I’m not observing It’s a drive type show, bringing the heat while fervent Giving it to you straight in a war-themed scene Stacking the cash, making the dash Earning the plaques, bringing them back Bringing the track so I can get up on them, I can speak the facts. Sackin’ the cash, makin’ the dash, earnin’ the plaques. Bringin’ them back, bring me the tracks so I can get up on them, I can speak the facts. Come on! Nice! As you can see behind me, we’ve got all kinds of energy going on. People are starting to show up for the conference. And it is hot in this place. We got grill guns over here. We’ve got people playing the drums. We’ve got a fire breather. And man, people are so excited as they come in. Gentlemen, let me introduce you to the grill gun. Hi, I’m Bob Healy. I’m the inventor of the grill gun and the civi gun. 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. 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 has 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. And now the bestselling author of the Carnivore Diet and the multiple time Joe Rogan guest, Dr. Sean Baker joins our two day interactive business growth and life optimization workshop. Also let me tell you this folks, I don’t want to get this wrong because if I get it wrong, someone’s going to say, you screwed that up, buddy. So Michael Levine, this is Michael Levine. He’s going to be coming. 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? 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 is it going to be? It’s going to be in Tulsa, Russia, Oklahoma. I suppose it’s Tulsa, Russia. I’m really trying to rebrand Tulsa as Tulsa Ruslim, sort of like the Jerusalem of America. But if you type in Thrive Time Show and Jinx, you can get a sneak peek or a look at our office facility. This is what it looks like. This is where you’re headed. It’s going to be a blasty blast. You can look inside, see the facility. We’re going to have hundreds of entrepreneurs here. It is going to be packed. Now, for this particular event, folks, the seating is always limited because my facility isn’t a limitless convention center. You’re coming to my actual home office and so it’s gonna be packed. So when? June 27th and 28th. Who? You! You’re gonna come. Who? 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 gonna give you a copy of my newest book, The Millionaire’s Guide to Becoming Sustainably Rich. You’re gonna leave with a workbook. You’re gonna leave with everything you need to know to start and grow a super successful company. It’s practical, it’s actionable, and it’s TiVo time right here in Tulsa, Russia. Get those tickets today at thrivetimeshow.com. Again, that’s thrivetimeshow.com. Hello, I’m Michael Levine, and I’m talking to you right now from the center of Hollywood, California, where I have represented over the last 35 years 58 Academy Award winners, 34 Grammy Award winners, 43 New York Times bestsellers. 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, have I told you this? You have not told me that. Oh, 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 him 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 before I leave you. TheRideTimeShow.com 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 systems 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 going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems. So now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get rich quick, walk on hot coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever, and we’re going to give you your money back if you don’t love it. We built this facility for you, and we’re excited to see 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 gotta do is go to thrifttimeshow.com to request those tickets and if you can’t afford two hundred fifty dollars we have scholarship pricing available to make it affordable for you I learned at the academy at Kings Point in New York octa non verba watch what a person does not what they say good morning good morning good morning harvard kiosk the rich dad radio show today i’m broadcasting I’m Robert 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. I have a special guest today. The definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent. I’ve done his show before also, but very seldom do you find somebody who lines up on all counts as a mr Clay Clark is a friend of a good friend Eric 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 Thorn, who was my boss at the time. I was 19 years old, working at Faith Highway. I had a job at Applebee’s, Target, and DirecTV. And he said, have you read this book, Rich Dad, Poor Dad? And I said, no. And my father, may he rest in peace, he didn’t know these financial principles. So I started reading all of your books and really devouring your books. And I went from being an employee to self-employed to the business owner, to the investor. And I owe a lot of that to you. And I just wanted to take a moment to tell you, thank you so much for allowing me to achieve success. And I’ll tell you all about Eric Trump. I just want to tell you, thank you, sir, for changing my life. Well, not only that, Clay, thank you, but you’ve become an influencer. 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. 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. Whoa. Hey, I’m Ryan Wimpy. I’m originally from Tulsa, born and raised here. I went to a small private liberal arts college and got a degree in business, and I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked as a very good business school. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place so having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating, the walls are super, it’s just very cool. The atmosphere’s cool, the people are nice, it’s a pretty cool place to be. Very good learning atmosphere. I literally wanna model it and steal everything that’s 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, alive the whole time. It’s not pushy. It’ll 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, he’s pretty friendly, helpful, 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. 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, allowing 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. There’s 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. It’s just an approach that makes sense. Probably the most notable thing is just the income increase that we’ve had. It’s been super fun, it’s super motivating. I’ve been here before, but I’m back again because it motivated me. Your competition is 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. This is where we used to live a few years ago. This is our old neighborhood. See? This is 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 4 to 14 and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grew us 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, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, thank you, 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 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 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. Flyover really teaches you how to navigate through those things and not only find freedom but find your purpose in your business and find the purpose 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. Hey Flyover family, come join us June the 27th and 28th, 2024 in Tulsa, Oklahoma. We’re going to be there with Clay Clark, an amazing group of individuals that have made such a difference in so many people’s lives. Do you want to increase your production in a job? Do you want to make more sales? Do you want to own your own business? Do you want to have breakthroughs financially? The key to that is knowledge. Clay Clark is anointed to help people in business. We’ve watched him over the last couple of years and we’ve been blown away. He is part owner of over 160 businesses. 2.4 billion dollars in sales. Before politics and the great reset came into Clay’s life, he had the number one rated Apple podcast. And he interviewed people like Anthony Robbins, Seth Godin, the top authors, the top business minds in the world at this specific event There’s an interesting cast of characters that come from gangs to American Idol some of the guests are going to be there Michael Levine Colton Dixon Peter Tompkins John Lee Dumas Mondo de la Viga and Tim Tebow They’re there to share what they’ve done and their breakthroughs and what their story is. And then Clay lays his map of business success, calls the path for every person to follow. So you may be sitting there thinking, okay, okay, I get it, I get it. What do I have to do? Go to thrivetimeshow.com. When you get there, the tickets are $250 or whatever you can afford. Yes, you got that right. $250 or whatever you can afford. You can name your price. So there are no excuses. You have to join us there. There are only a few VIP tickets left, like David said. Special dinner and special time with the speakers. That is $500 why they last. So $500, only a few left if you want a VIP ticket. We want to meet these speakers as well, so we got VIP tickets. I want to meet Tim Tebow. I do too! The date is June the 27th and 28th, 2024 in Tulsa, Oklahoma. Go to Thrivetimeshow.com to get your ticket. Hey guys, Luke Erickson here with the Thrivetimeshow. As you can see behind me, we’ve got all kinds of energy going on. People are starting to show up for the conference and it is hot in this place. We’ve got grill guns over here, we’ve got people playing the drums, we’ve got a fire breather and man, people are so excited as they come in. Woo! The conference is kicked off, this house is packed. We’ve got Aaron Anders and Sean Williams up there, we’ve got Steve Burrington and we’ve got Wendy Kross up there talking about what is possible when you just implement, when you implement, when you do that, people are going crazy. Michael Levine, writer of many, many PR books, a man who represents people like Michael Jackson, Robert Streisand, George Bush, Stanley Parkin, speaking to people here at our conference, We just wrapped up day one. It was incredible. We had some remarkable speakers. Michael Levine. We just finished with a lady named Jill Donovan who owns a company called Rustic Cuff. Talking about the power of the Dream 100. I cannot wait to see what tomorrow holds. Come on in! Come in for the 5,000-year-old Dream 100! That’s right, you can make it! Come on in! Hey guys, Luke Erickson with the Thrive Time Show here with you. It is day two. Follow me. Let’s go! Woo! Woo! Woo! I’ll tell you what, people are so excited to be here for day two. It is going to be incredible. Cannot wait to see what today has in store. Right now, here at the conference, we have broken into groups going over search engine optimization. I know for most of us, myself included, if you hear that term, you go, what is that? What does that mean? That’s too techy for me. Well, our experts are breaking it down for people so that you can clearly understand how to come up top in Google. It’s doable. It’s possible. Now we’re in the middle of a break and what we like to do is we like to give you as much tangible and relevant information from about the start of the hour for 45 minutes. Then we take approximately a 15-minute break to allow people to connect with other entrepreneurs around them. Bathroom break and also use this time to just really digest all of the good information that you’re receiving the whole time. Right behind me we’ve got Bob with his grill gun melting an ice sculpture. It is awesome. The ice sculpture represents our life, right? It’s here for a time, but we all need to have the sense of urgency to implement the things that we’re learning so that we can make the most of the time that we have. We are outside. You can see a line behind me. What’s going on is that we partner with different companies to help them implement the proven systems over and over and over again. And one of those companies is Master Machine. And so what we like to do is partner with these companies to also help them give samples to other people as they come to the conference and truly get their name out. I just wanted to recap some of the amazing things that have happened today. We’ve had entrepreneurs like Paul Hood with Hood CPAs. We’ve had Jill Donovan and Michael Levine come up and just impart so much wisdom and knowledge. We’ve got an incredible giveaway for one of our TV’s. Hey there Thrive Nation. One of the things that we love most about our business conferences is that we want every entrepreneur to leave with their questions answered. So what we do is we let them put the questions up on the board here so that they can ask their specific questions and Clay will not end the conference until every question is answered. Behind this, Clay Kilar is answering all the different questions that entrepreneurs have brought to the conference. Whenever someone comes here and starts to hear this information, especially for the first time, it just brings about so much anticipation of wanting to actually implement the proven systems and processes. And so Clay always wants to make sure that he answers all of their questions so that they’re the most set up to be able to go home and start implementing. If you have any questions, email us at info at Thrivetimeshare.com. Hello, I’m Wes Carter. I’m one of the shareholders at Winters & King. My favorite thing that Thrive has helped me accomplish here in our firm is thinking a little bit outside the box. They do SEO, they do printing, they help us with a lot of things from a day-to-day marketing for the firm, but they also help us think of things that as attorneys we probably wouldn’t normally think of that help us market our services to our clients. One of the things I love about working with Thrive is that they make it enjoyable to actually do work with them. It’s not dry, it’s usually fun, but it’s always very enjoyable and practical. They give me things and ideas that I can put into place. It’s not just some theoretical spiel that they give me. We get practical steps that we work on together to do my job better. So me personally, I would easily recommend Thrive 15 services to my friends, my families. I recommend them to my clients. I think they do a good job. They’re passionate. They care about their clients. And I think it’s actually a valuable service they provide to people that are in the business world. My name is Jeff Thomas. I’m originally from Atlanta, Georgia. It’s all about getting to the grindstone. It is about putting the… It’s one thing to have a specific vision or a dream, but knowledge without application isn’t knowledge at all. That’s nothing. It’s really funny. The atmosphere is very lively. Everybody that is working for Clay is very upbeat and not tired, not sluggish, not complaining, not whining. They don’t have anything to do with those types of characteristics. It’s all about getting to the grind and having fun while you do it. I haven’t actually been to any conferences in the past, but what I will say from what I’ve seen on YouTube and what from other friends have told me is this isn’t like a motivational kind of thing to just you know hoo hoo rah rah get you motivated but it’s like practical steps that if you do take them which most people aren’t willing to do then you will grow and you will achieve the specific things that you want. Well for one thing I would say that this isn’t necessarily for everyone so if you’re not willing to work and you know you’re just getting started But you have actually taken a step in that direction, then this will actually help you grow further Exponentially than you could ever imagine. My name is Taylor Hall. I’m the general manager of the Tulsa Oilers professional hockey team You know our goal every night here at the BOK Center is to try to fill the seats with lots of people and create an exciting environment so when somebody comes to a game, they want to come back. Working with Clay and the staff at Thrive, they’ve really helped us in many, many ways. Website and graphic design and video production and a lot of businesses including ours doesn’t have a staff or a full-time you know videographer or graphic designer but the biggest thing that we noticed was the needle mover. More sales, more attendance, more successes in business. We had a record year last season working with Clay for the first time. Our average attendance is higher than it’s ever been so there’s a lot of really cool things that we did and they worked. That’s the nice thing about working with Clay and the team over there. It’s just not one person, you get the entire team. If you need video design and editing and production, they’ve got that. If you need graphic design, if you need some coaching, your sales people and call scripts, PR, they offer all that. Clay was instrumental in helping guiding us and getting us on the right track so that we could really raise the bar and become ultra successful. So it’s been an amazing experience for us. My name is Kaitlin. I own a tumbling gym called Justice Tumbling Companies. Working with Clay is so helpful. He’s diligent with everything and making sure we execute our goals and really make things happen. It’s fun, it’s tight, it really gets you energized and gets you going. It’s a great place to work. I’m a tumbling instructor. I’m a tumbling instructor. I’m a tumbling instructor. goals and to really make things happen. It’s fun, it’s high, it really gets you energized and going and it makes you really want to work. To get the momentum going, to really just like get that buzz, really give you the energy to get up and make it happen. I’m Bob Healy. I’m in the charcoal drilling industry and the name of my business is Grillblazer. How will I apply what I’ve learned so far into my business. I’m actually a client of Tri15 and I learn so much from what I’m learning at this conference and from my regular weekly attendance that it’s helping me establish the business and get it off the ground. Clay’s presentation style is just Clayton in this regard for what anybody wants. He just has fun, it’s him, everything that you see is authentically play. It’s a great deal of fun, everybody enjoys it. They know when you walk in they think they’re coming into a carnival, and frankly they are. It’s just great fun. There’s not another conference like it. You don’t go to a carnival atmosphere and learn what they do here at the Pride Conference. It’s great. The reason people should attend at least one of these conferences is because it’s common sense. And everybody’s said an entire line about the way you should run a business, but until you actually experience running a business, which is, candidly, what you learn here, how to run a business, you don’t know what you’re doing. My name is Tyler Hastings, and this is my wife, Rachel, and our company is Delrick Research out of New Orleans. During our time working with Thrive, we’ve had numerous successes. When we first started, we were working with one physician. We had one research site and we were seeing on average, you know, between 10 and 15 patients a week. Since working with Thrive in the last 18 months, we now have four research sites. We work with over five physicians and on average we’re now seeing over 60 patients per week. Recently we’ve been the top enroller worldwide in seven studies, which is just incredible considering where we were two years ago, 18 months ago. Thrive really differs from the other conferences that we’ve been to and the other kind of programs that we’ve been through because they actually really practice what they preach, and they implement the same systems and the processes that they teach you about. And they give you real life examples that really work for them and show you with the training how to implement that yourself. For example, Tyler and I actually got the opportunity to come out to Tulsa and we’re fortunate enough that the Thrive team took us out to some of the businesses that they own. And we really got to see in real life, real time, some of the systems and processes. And it was just incredible. A real life example of some of the businesses and the things that they’re implementing. Having a coach is important to us. They act as not only an accountability factor, but they’re someone we can talk to on a daily basis as we go through the problems of running a business that inevitably come up. They always understand what we’re going through and they’re always there to help us or guide us through the problems that we experience. The best part of our experience working with Thrive has just been seeing our relationship grow. So at each step as our business grows, we know that they have something else to provide us with. They’ve got the resources, whether it be marketing, graphic design, website development, or even in accounting practices, maybe we need a new insurance policy. If they have someone they can connect us with, or they have the direct resource we need to speak with for any of the problems we face. If someone’s thinking about signing up for the coaching program, I would highly recommend that they call in for a free 30-minute coaching session and see exactly what the team can do for you. Just speak with someone, let them know what you’re going through, and I think you’ll find that regardless of what you need, there’s someone there that can help you. Clay’s presentation style is very real and raw. Like it just gets real down to the bone of it and the real purpose of it. There’s no like fluffy vagueness about it, you know. So he really gets to the point. I’m always reminded about how important it is to be intentional intentional and to really pay attention to how you schedule your time and really honor it. Because whatever schedule gets done, that’s what he said from Lee Koprel. So just constantly hearing that and getting reminded helps me to reinforce that in my own life. It always helps to get an outside perspective, and especially from a guy that’s around so many multi-billion dollar businesses. It doesn’t hurt. My name is Nick Guajardo. I heard about the Thrive Time Show workshop through Andy Mathren. He is my, Andy Mathren and Larry Montgomery, they’re my bosses at Restore Home Health and my role is pretty much to bring in business. So I was hoping to learn kind of the sales process on top of just kind of the responsibilities and help understand what it looks like on the SEO side and just kind of an all-around what it looks like to own a business because that’s something I want to do in the future for sure. How I would describe the atmosphere here at Thrive is high energy, great professionalism, great people. It’s just it’s a place you definitely want to visit and be at. Plays delivery style, humorous, professional, hilarious. Just he does it I haven’t seen someone do it better so he does a great job. The most valuable thing I’ve learned so far, a lot of it has been extremely valuable. But one thing that’s always really stuck out to me is learning the SEO stuff. I mean that is, I think, things you don’t really even think about, and then you hear it, and you think you know it, but you don’t know it. So I feel like that was the most valuable. Well, they’re missing out on just coming down to just basic applications to be a business owner. I mean, I feel like it’s like an absolute necessity, you know, to come here and learn the ins and outs and maybe come here once or twice if they, you know, take good notes, that kind of thing. Why? So just it’s the experience here and what you can learn, like absolutely. So, marketing and SEO seemed like something that would be very scary, but then, in the way that Clay and his team described it, it became very clear and concise, and something that’s very accessible to any business owner. I’ve learned a lot about marketing at this conference, and a lot about business management and HR. Really, everything, the key components of anybody’s business, they’re going to give you the best tools to be successful at it. So most workshops or conferences can be really boring, really one note, or they just seem so theatrical that it’s a joke and it’s not even giving you the tools that you need or that you came there for. But here, it’s still high energy, it’s still fun, everything’s to the point, but it’s very professional and yeah, you’re missing out on easy steps to use in your business that are very accessible and very clear. My name is Abigail McCarter. The best thing I’ve learned so far is definitely like organization, schedule wise, always keeping a to-do list, keeping your calendar organized. I’m kind of all over the place, so that’s always good to know. So Clay’s presentation style and and the atmosphere is electric. It’s so energetic, it’s so fun, plays hilarious, but also knows a ton, so it’s just really great all around. This conference is much different than any other conference I’ve gone to, again because it’s fun. A lot of other conferences, it’s like really quiet, really cold, and you just kind of get bored, but this one you’re like always engaged, you’re always engaged. You’re always learning something. And the staff is amazing. They’re always super helpful. So it’s just been really great. My name’s Clint Howard. We’re a personal training and fitness training facility. Oh, wow. I’m learning a ton. Like, this morning so far, it’s been search engine optimization. So really, just the importance of being at the top of Google, how Google works, and why it’s so important to go out and get video reviews and testimonials and getting Google reviews. And so all those things we can take back and really apply that like immediately. So it’s really cool to see not only how to do it, but really the relevance and importance of the long-term strategy that we’ve just developed. It’s amazing, actually, the way in this morning and yesterday, I was videoing as I was walking in the front entrance. And actually, me, I go to a lot of seminars, I go to a lot of conferences, massive ones. I’ve been doing that since I was like 22 years old, so I gotcha, almost 20 years now. And this is by far the most entertaining, not only the content, their content is amazing, but Clay and you guys do a great job of mixing in entertainment where it’s fun, it’s fresh, it’s lively, you never get bored. I heard a study once found that the reason that children learn so much quicker is because it’s fun, learning is fun. So I would say play is a nail-bagger. It’s very fun to be here. It keeps you awake, keeps you energized. So have a blast. Yeah, I think any business owner or someone that wants to own a business or considering owning and starting a business should definitely come. I know that I was referred here by friends of mine and clients of mine and I’ve referred other people. Again, just to understand what it takes to make a business successful, to have a good time, obviously, you’re not going to stay in and have fun. And that works. There’s a lot of people here you can learn from and there’s a lot of breaks you can talk to other people. So I think this is a must attend free debate and all the business before they want to start this. My name is Jamie Fagel. I’m with Jameson Fine Cabinetry. I heard about the conference through Andrew. He’s the coach that I deal with here at The Thrive. The most valuable piece I found even working with Andrew, but it’s been solidified when it came here, was you got to actually do the things that they’re telling you. With no action, you’re not going to get anything from it. I would highly recommend this to almost anybody in business today. I have recommended to some of my other business partners. It’s phenomenal. It’s really something that if you want to start a business the old way of doing things is done This is what you got to do. It’s the only way it’ll work Hey, this is Charles and Amber Kola. We’re the owners of Kola Fitness The way we’re able to do that is working with clay for the last three years. He has really Readjusted our thinking and taught us that our business is here to serve us and by doing that we’re able to live the lifestyle we want and take off on a random vacation last minute. We had totally planned on being at the conference so wish me to be there and meet all of you. We know you’re having a great time. Yes, Clay in the last three years has helped us build all the necessary systems, checklists, workflows, task lists, time blocks, audits that are always running and the right capable lieutenants to keep track of all that so that you too can get time freedom, financial freedom, and that’s what we have done and Clay has helped us do. We’ve got multiple companies in multiple states and they’re all doing very well getting ready to go to more locations in this next year and Co-op Fitness has a really big future. We’re teaming up with a couple other groups and we should scale the company here shortly. Hopefully we’ll open like 50 locations in the next 10 years. So, but yeah, we’re on the way we’re gonna probably more than double our company, maybe triple our company in the next eight to nine months and it’s just awesome. God is working in our business and we’re making Jesus and changing lives. We’re a strong Christian company that focuses on making Jesus famous and changing lives in the fitness field and this is Charles and Hammer Cola. Thank you Thrive. Hit your action items. We love you guys. We wish you were there. You guys have a wonderful day. Bye bye. Bye-bye. My name is Jennifer Johnson. I’m in the pest control industry and also weed control fertilization and my business is Platinum Pest and Lawn. Some of the things that, I’ll be able to apply a lot of the things that I’ve learned in our business because this is not my first conference and so a lot of the things that we learned we’ve put into place and now we’re doing the next level of refining the processes for just a different concept and so it’s getting better and better. Things that we’re not used to, things that we’re not used to, things that we’re not used to, things that we’re not used to, things that we’re not used to, things that we’re not used to, things that we’re not used to, things that we’re not used to, things that we’re not used to, things that we’re not used to, things that we’re not used to, things that we’re not used defining the processes for just a different concept. And so it’s getting better and better. Things that were just big processes before, we have the foundation laid, and now we’re able to make it better and better. And I’m hearing different themes now that we’ve implemented things. And so we can just make it even better implementing it in our own business. Clay’s presentation and the atmosphere is very exciting and fun. It keeps you awake. It makes it interesting. You have a lot of information, but if it’s not going to be entertaining, your brain is going to tune it out. But Play makes it just entertaining enough that you retain what you learn. Lots of rhyming and catchy things so that you remember stuff. What makes you unique? Something that makes this conference different than other workshops or conferences that I’ve been to is that there’s a lot of people here in my same situation. We’re all, most of us are pretty small businesses wanting to improve and we want real life information and something that will work and that’s attainable and not just some crazy magic formula but actual action items that we can implement in our business and actually see a difference. Everyone should attend a drive-type business conference, whether you’re a business owner or not. A, if you’re a business owner, it has practical applications that you can apply to so many different parts of your business. And then you need to come back for more, so that you can keep doing more of the wonderful things that you learn. But secondly, I am also a mom of three kids, and a lot of the concepts can actually be applied to home, like getting routines and getting, setting systems at home has just seriously made a huge difference in my life at home. So I’ve been able to improve our business, but I’ve also been able to improve things at home. And so that’s why everyone should come, no matter what your station is in life. My name is Nolan Kew, I’m originally from San Francisco, California. The industry that I’m in is financial services. I’ve learned a ton so far, but what I can best apply from this conference is the opportunity, that hunger to go out there and make a big difference in my industry. Clay’s presentation style is amazing. He’s got an endless amount of energy. It’s contagious. And yeah, by being here, I really do want to go back and be able to face all the adversity that the industry has. Yeah, this conference, the thing that makes it different is that it’s special because it has a unique set of individuals that all share that same energy. I think he picked it as a dragon energy, but yeah, that’s… Everyone should come to multiple, but their first would be very special. Yeah, you’re welcome with a lot of enthusiasm. That’ll last for a long time. My name is Gabriela Cruz. Our business is PCS Electric. My husband’s the owner, but I’m involved with that, so we’re an electric company. Well, here at the conference they talk a lot about consistency, and so just staying consistent with different things in the business. I feel like applying that to our business model will really help us grow. The atmosphere is very positive, uplifting, and it’s very fun and energetic. It gets you pumped and it gets you excited and it encourages you to do big things. I probably like how real they are. They tell you upfront what you need to do and what’s a no-go. Some conferences, they kind of trigger code things, so I like how real they are here. I think it’ll definitely, if you want your business to grow, I think this will be a great experience. And then not only that, it’ll encourage you and inform you on so many things you don’t think about on a daily basis. Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I’ve definitely learned a lot about life design and making sure the business serves you. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place, so having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super…it’s just very cool. The atmosphere is cool, the people are nice, it’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. Play is hilarious. I literally laughed so hard that I started having tears yesterday. And we’ve been learning a lot, which, you know, we’ve been sitting here, we’ve been learning a lot, and so the humor definitely helps, it breaks it up. But the content is awesome, off the charts, and it’s very interactive, you can raise your hand, it’s not like you’re just listening to the professor speak, you know. The wizard teaches, but the wizard interacts and he takes questions, so that’s awesome. If you’re not attending the conference, you’re missing about three quarters to half of your life. You’re definitely, it’s probably worth a couple thousand dollars. So you’re missing the thought process of someone that’s already started like nine profitable businesses. So not only is it a lot of good information, but just getting in the thought process of Clay Clark or Dr. Zellner or any of the other coaches, getting in the thought process of how they’re starting all these businesses. To me, just that is priceless. That’s money. Well, we’re definitely not getting upsold here. My wife and I have attended conferences where they upsold… where it was great information and then they upsold us like half the conference and I want to like bang my head into a wall and she’s like banging her head into the chair in front of her. Like, it’s good information but we’re like, oh my gosh I want to strangle you, shut up and go with the presentation that we paid for. And that’s not here. There’s no upsells or anything, so that’s awesome. I hate that. Oh, that makes me angry. So, glad that’s not happening. So the cost of this conference is quite a bit cheaper than business college. 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. I would definitely recommend that people would check out the Thrive 15 conference. The information that you’re going to get is just very, very beneficial. And the mindset that you’re going to get, that you’re going to leave with is just absolutely worth the price of a little bit of money and a few days worth of your time. 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, it’s nice, right? So this is my old van and our old school marketing. And this is our old team. And by team, I mean it’s me and another guy. This is our new van with our new marketing and this is our new team. We went from four to 14 and I took this vehicle photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman, so we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd. We’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. So we really just want to thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. Hello, my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. Clay has done a great job of helping us navigate anything that has to do with running the business, building the systems, the checklists, the workflows, the audits, how to buy property, how to work with brokers and builders. This guy is just amazing. He’s key, this kind of guy has worked in every single industry. He’s written books with like Lee Crockwell, head of Disney with the 40,000 cast members. He’s friends with like Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day-to-day he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers, and web developers, and they run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly he’s running 160 companies. Every six to eight weeks he’s doing reawaken America tours every six to eight weeks He’s also doing business conferences where 200 people show up And he teaches people a 13-step proven system that he’s done and worked with billionaires helping them grow their companies So he’s I’ve seen guys from startups go from startup to being multi-millionaires Teaching people how to get time freedom and financial freedom through the system critical thinking document creation making it putting it into creation, organizing everything in their head to building into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So, amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. And that’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best of you. And Clay has been an amazing business coach. Through the course of that we became friends. I was really most impressed with him is when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out, I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. And anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate. Anytime I’ve gotten nervous or worried about how to run the company or navigating competition and an economy that’s, like I remember, we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns, because our clubs were all closed for three months and you have $350,000 of bills you’ve got to pay and we have no accounts receivable. He helped us navigate that and of course we were conservative enough that we could afford to take that on for a period of time. But he was a great man. I’m very impressed with him. So Clay, thank you for everything you’re doing and I encourage you if you haven’t worked with Clay, work with Clay. He’s going to help magnify you and there’s nobody I have ever met that has the ability to work as hard as he does. He probably sleeps for maybe six hours a day and literally the rest of time he’s working and he can outwork everybody in the room every single day and he loves it. So anyways, this is Charles Colaw with Colaw Fitness. Thank You Clay and anybody out there that’s wanting to work with Clay, it’s a great, great opportunity to ever work with him. So you guys have a blessed one. This is Charles Kola. We’ll see you guys, bye-bye. Hi, I’m Aaron Antus with Shaw Homes. I first heard about Clay through a mortgage lender here in town who had told me what a great job he had been doing for them. And I actually noticed he was driving a Lamborghini all of a sudden, so I was willing to listen. In my career, I’ve sold a little over $800 million in real estate. So honestly, I thought I kind of knew everything about marketing and homes, and then I met Clay and my perception of what I knew and what I could do definitely changed. After doing 800 million in sales over a 15-year career, I really thought I knew what I was doing. I’ve been managing a large team of salespeople for the last 10 years here with Shaw Homes. And, I mean, we’ve been a company that’s been in business for 35 years. We’ve become one of the largest builders in the Tulsa area, and that was without Clay. So when I came to know Clay, I really thought, man, there’s not much more I need to know, but I’m willing to listen. The interesting thing is our internet leads from our website has actually in a four-month period of time has gone from somewhere around 10 to 15 leads in a month to 180 internet leads in a month. Just from the few things that he’s shown us how to implement that I honestly probably never would have come up with on my own. So I got a lot of good things to say about the system that Clay put in place with us and it’s just been an incredible experience. I am very glad that we met and had the opportunity to work with Clay. So the interaction with the team and with Clay on a weekly basis is honestly very enlightening. One of the things that I love about Clay’s perspective on things is that he doesn’t come from my industry. He’s not somebody who’s in the home building industry. I’ve listened to all the experts in my field. Our company has paid for me to go to seminars, international builder shows, all kinds of places where I’ve had the opportunity to learn from the experts in my industry. But the thing that I found working with Clay is that he comes from such a broad spectrum of working with so many different types of businesses that he has a perspective that’s difficult for me to gain because I get so entrenched in what I do, I’m not paying attention to what other leading industry experts are doing and Clay really brings that perspective for me. It is very valuable time every week when I get that hour with him. From my perspective the reason that any business owner who’s thinking about hooking up with Thrive needs to definitely consider it is because the results that we’ve gotten in a very short period of time are honestly monumental. It has really exceeded my wildest expectation of what he might be able to do. I came in skeptical because I’m very pragmatic and as I’ve gone through the process over just a few months, I’ve realized it’s probably one of the best moves we’ve ever made. I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean, we’re a big company that’s definitely one of the largest in town. And so we kind of felt like we knew what we were doing. And I think for a lot of people, they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs, I would just really encourage you if you’re thinking about working with Clay, I mean, the thing is it’s month to month. Go give it a try and see what happens. I think in the 35 year history of Shaw Homes, this is probably the best thing that’s happened to us and I know for me the thing I would have missed out on if I didn’t work with Clay is I would have missed out on literally an 1800 percent increase in our internet leads going from 10 a month to a hundred and eighty a month That would have been a huge Financial decision to just decide not to give it a shot. I would absolutely recommend Clay Clark to anybody who’s thinking about working with somebody in marketing. I would skip over anybody else you were thinking about, and I would go straight to Clay and his team. I guarantee you’re not going to regret it, because we sure haven’t. My name is Danielle Sprick, and I am the founder of D. Sprick Realty Group here in Tulsa, Oklahoma. After being a stay-at-home mom for 12 years and my three kids started school and they were in school full-time, I was at a crossroads and trying to decide what do I want to do. My degree and my background is in education, but after being a mom and staying home and all of that, I just didn’t have a passion for it like I once did. My husband suggested real estate. He’s a home builder, so real estate and home building go hand in hand, and we just rolled with it. I love people. I love working with people. I love building relationships. But one thing that was really difficult for me was the business side of things, the processes and the advertising and marketing, I knew that I did not have what I needed to make that what it should be. So I reached out to Clay at that time, and he and his team have been extremely instrumental in helping us build our brand, help market our business, our agents, the homes that we represent. that we represent, everything that we do is a direct line from Clay and his team and all that they’ve done for us. We launched our brokerage, our real estate brokerage, eight months ago. And in that time, we’ve gone from myself and one other agent to just this week, we signed on our 16th agent. We have been blessed with the fact that we right now have just over 10 million in pending transactions. Three years ago, I never would have even imagined that I would be in this role that I’m in today, building a business, having 16 agents, but I have to give credit where credit’s due. And Clay and his team and the business coaching that they’ve offered us has been huge. It’s been instrumental in what we’re doing. Don’t ever limit your vision. When you dream big, big things happen. I started a business because I couldn’t work for anyone else. I do things my way. I do what I think is in the best interest of the patient. I don’t answer to insurance companies, I don’t answer to large corporate organizations, I answer to my patient and that’s it. My thought when I opened my clinic was I can do this all myself. I don’t need additional outside help in many ways. I mean, I went to medical school. I can figure this out. But it was a very, very steep learning curve. Within the first six months of opening my clinic, I had a $63,000 embezzlement. I lost multiple employees. Clay helped us weather the storm of some of the things that are just a lot of people experience, especially in the medical world. He was instrumental in helping with the specific written business plan. He’s been instrumental in hiring good quality employees, using the processes that he outlines for getting in good talent, which is extremely difficult. He helped me in securing the business loans. He helped me with web development and search engine optimization. We’ve been able to really keep a steady stream of clients coming in because they found us on the web. With everything that I encountered, everything that I experienced, I quickly learned it is worth every penny to have someone in your team that can walk you through and even avoid some of the pitfalls that are almost invariable in starting your own business. I’m so excited, more people are going crazy. Now Michael Levine, writer of many, many PR books, a man who represents people like Michael Jackson, Arthur Streisand, George Bush, Stanley Pfeiffer, speaking to people here at our conference, talking about branding. One of the greatest branding experts alive today is here at our conference, talking to entrepreneurs. We just wrapped up day one, it was incredible. We had some remarkable speakers, Michael Levine, we just finished with a lady named Jill Donovan who owns a company called Rustic Cuff talking about the power of the Dream 100. Come on in, come in, come on in. Welcome to the Pride Time Show, so we go with the old school, that’s right, new school, come on in. Hey guys, Luke Erickson with the Pride Time Show here with you. It is day two, and the energy is high. People are so excited to be showing up. The team is ready. Come on, let’s see what it’s like to go on in for day two. It is going to be incredible. Cannot wait to see what today has in store. Right now, here at the conference, we’ve broken into groups going over search engine optimization. I know for most of us, myself included, if you hear that term, you go, what is that? What does that mean? That’s too techy for me. Well, our experts are breaking it down for people so that you can clearly understand how to come up top in Google. It’s doable, it’s possible. Now we’re in the middle of a break, and what we like to do is we like to give you as much tangible and relevant information from about the start of the hour for 45 minutes. Then we take approximately a 15 minute break to allow people to connect with other entrepreneurs around them, bathroom break, and also use this time to just really digest all of the good information that you’re receiving the whole time. Right behind me we’ve got Bob with his grill gun, melting an ice sculpture, it is awesome. The ice sculpture represents our life, right? It’s here for a time, but we all need to have the sense of urgency to implement the things that we’re learning so that we can make the most of the time that we have. We are outside. You can see a line behind me. What’s going on is that we partner with different companies to help them implement the proven systems over and over and over again. And one of those companies, it’s a master machine. And so what we like to do is partner with these companies to also help them give samples to other people as they come to the conference and truly get their name out. And I just wanted to recap some of the amazing things that have happened today. We’ve had entrepreneurs like Paul Hood with Hook CPAs. We’ve had Jill Donovan and Michael Levine come up. It just imparts so much wisdom and knowledge. We’ve got an incredible giveaway for one of our TVs. Hey there Thrive Nation. One of the things that we love most about our business conferences is that we want every entrepreneur to leave with their questions answered. So what we do is we let them put the questions up on the board here so that they can ask their specific questions and Clay will not end the conference until every question is answered. As Clay Corlard is answering all the different questions that entrepreneurs have brought to the conference, whenever someone comes here and starts to hear this information, especially for the first time, it just brings about so much anticipation of wanting to actually implement the proven systems and processes. And so, Belay always wants to make sure that it answers all of those questions so that they are the most set up person in the business to be able to go home and start implementing. If you have any questions, email us at info at Thrivetimeshow.com We have come to the end of the 2019 Christmas conference. It was incredible. These entrepreneurs have gotten so many tangible things that they can go and they can implement. Check us out for more information at thrivetimeshow.com and as we always like to do we want to end with the boom. Three, two, one, boom! 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 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. 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 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 motivates me. Your competition’s going to come eventually, or try to pick up this tactic. So you better, if you don’t, somebody else will. Music If you decide to not attend the Thrive Time workshop, you’re missing out on a great opportunity. Music The Atmosphere plays office is very lively. You can feel the energy as soon as you walk through the door. And it really got me and my team very excited. If you decide not to come, you’re missing out on an opportunity to grow your business, bottom line. I love the environment. I love the way that Clay presents and teaches. It’s a way that not only allows me to comprehend what’s going on, but he explains it in a way to where it just makes sense. The SEO optimization, branding, marketing, I’ve learned more in the last two days than I have the entire four years of college. ♪ The most valuable thing that I’ve learned, marketing is key, marketing is everything. Making sure that you’re branded accurately and clearly. How to grow a business using Google reviews. And it’s 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. 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. Everyone needs to attend the conference because you get an opportunity to see that it’s real.