Clay Clark | Business Coach | EOFire.com Host, John Lee Dumas Joins Clay Clark to Celebrate the 4,000% Growth of GiveADerm.com + Experience the World’s Most Affordable Business School At www.Thrive15.com

Audio Transcription

Transcription of interview with Clay Clark on August 20, 2012. Douglas Goldstein, CFP®, Financial Planner & Investment Advisor Clay Clark is the former U.S. SBA Entrepreneur of the Year, founder of six multimillion-dollar The next wave, your chief AI officer, hosted by Matt Wolf and Nathan Lanz, is brought to you by the HubSpot Podcast Network, the audio destination for business professionals. Matt and Nathan are leading AI creators in your guiding light in the AI and technology frontier. AI technology is transforming the way we do business, and the media landscape is fragmented. The Next Wave strives to be the leading podcast on AI technology and how you can apply it to growing your business. Listen to the next wave wherever you get your podcasts. All right, Fire Nation, we are rocking and rolling today, as always, talking about scaling our online or offline business. And of course, there’s nobody better to talk about this with than Mr. Clay Clark himself. So I’m just gonna have Clay come on. We’ve got a couple of amazing guests as well that he’s gonna introduce. So Clay, say what’s up and introduce our lovely guests. If you’re listening out there to EO Fire, you’re in the right spot. This is where you go and I’m hoping today we can bring to you real people. JLD, you have thousands of real wonderful listeners that listen to the show, hundreds of thousands, millions. And I just want to introduce you to two listeners, Deborah and Juliana. There’s a little bit of controversy about how to pronounce their last name. You can verify they’re real, they’re not a hologram, they’re not an AI. Their website is giveaderm.com. That’s giveaderm.com. So Debra, why don’t you clear up the controversy on the pronunciation of your last name and tell us who you are. Grimness. It’s a Norwegian last name. I married into it. Debra Grimness and I’m founder of Give A Derm. This is my daughter, Juliana. She’s co-founder. Juliana, why don’t you go ahead and say hello and give us a little quick introduction of how you guys started what is now this incredible business that, by the way, Fire Nation, my wife is all in on. I love it. She is lovely, by the way. I love it. I’m Juliana and I’m co-founder of Give a Derm. And you know what? It’s just been, honestly, it’s a redemption story. My mom went through an extreme health crisis whenever her dermatologist misdiagnosed preventative treatment of broad-spectrum chemo cream should be used all over her arms, her neck, her back as well. And it just threw her under acute liver toxicity, which then a few months later, after she was seeking, you know, multiple, like just various like alternative therapy, that particular practitioner said, what are you still using on your skin because it’s like you’re drinking alcohol 24-7 and she said well it’s the same stuff it was prescribed by my dermatologist. So then we went through this these massive just deep, some of them dark, some of them bright trails that really took us down various paths and then we realized that even the cleanest skin care out there typically didn’t work and the stuff that worked wasn’t clean enough and it was quite the journey but then we just realized, gosh, we need to come up with a like-minded formulator and really create something different that could be an industry disruptor for Luxe Toxin-Free Skin Care and that’s where we are now. And so we’re just super blessed because we have an incredible product but before we met Clay, we were stuck. And so we really didn’t know how to get it out there in the ways that it needed to get out there. And so he’s truly one of our absolute heroes and he just, he knows the pathways to success in ways that I’ve really honestly not heard from anyone else. So it’s been incredible. And Fire Nation, I’ll tell you this, I’m always saying to my listeners here, when you walk out the door, listen, look around. What are problems that are out there? There are so many problems. What are problems that you’re having, your friends are having, your family, your loved ones, because maybe one day, a solution to those problems is going to be something that you’re going to want to take on, that you’re going to want to create. This is what happened here. I can tell you I met these lovely women at a great conference in Tulsa, Oklahoma, and we connected immediately, and I was honest with them. Like, I watched their presentation, and I wrote down the information, took a picture of it, I sent it to my wife, because I’m like, you know what? Kate has a great life, but if she would say, if there’s one issue that just, she wishes she could snap her fingers and it would disappear with her specific life, it would be the fact that she just doesn’t have great luck with soaps, with creams, with the stuff that happens when things just contact her skin with blemishes and with breakouts, etc. And it’s really an issue and it’s an ongoing thing. And so I put them in touch and they’ve had a great conversation on a video call and I mean my wife has literally been a happier person since. So thank you. She’s already a very happy person, now she’s even happier. But here’s the fact, and Clay, this is where I want you to jump in, because most people, they’re literally operating daily without a proven path, and if you don’t have a proven path, it’s really hard to get something called traction, so tell us more about that. Okay, now if you’re listening out here today to this show, I want you to grab a pen, a piece of paper, perhaps an Etch-A-Sketch or a Ketchup packet, do whatever you have to do to take notes, folks. And so what you have to do is you have to develop a VISM. People say a vision, no, a VISM, V-I-S-M. So if you have an online product or an offline product, as a coach, as a consultant, my job is to make sure that the folks at Give a Derm are making a lot more money than they’re paying me. And so I needed to introduce what we call a three-legged marketing stool. I also call this VISM, V-I-S-M. So the V, you wanna develop, you have to gather video testimonials. If you are selling a product today, online or offline, you have to gather video testimonials. I, you gotta have images of your product before and after photos of the skin care, before and after photos of the carpets you clean, before and after photos of the cakes you make, whatever it is you’re selling, if you’re listening to today’s show, you gotta have images. S, search engine optimization. Search engine optimization is not an event, it is a process. It’s like planting a garden, and you gotta pull the weeds every week. And then M, more reviews. And that could be more Amazon reviews, more Google reviews, more Facebook reviews, more iTunes reviews, more reviews. So what do you have to do? V-I-S-M, where there is no vism, your online presence will vanish. It will disappear. So you might have heard the Bible verse, it says, where there is no vision, the people will perish. Where there is no vism, your business will perish online. So VISM, video reviews, images, search engine optimization, and more objective reviews. And now let’s maybe go through how Give a Derm utilized, you know, maybe all of these processes as they went through to improve what they have right now as a product, as a service, as visibility. Well, I’ll say this. What’s been great about working with this team here, Deborah and Juliana, is they implement what we teach them to do. But when you’re growing a business, there’s 14 steps. That’s how I look at it. And for anybody who goes to thrivetimeshow.com forward slash EO fire, JLD, I just booked an appointment yesterday with one of your longtime listeners, the music studio and he went to ThriveTimeShow.com, he went forward slash EO Fire, I think he was shocked that our team actually called him. We called him, we went through the 14 steps and we went through your accounting, your marketing, your sales, your branding, it’s 14 aspects of your business. So it’s not just marketing, it’s not just branding, it’s not just sales, it’s not just accounting, it’s not just fulfillment, it’s not just workflow design. It’s not just hiring great people. It’s all of those pieces have to come together to complete the puzzle. Or if we were a car, the question might be asked, well, what’s the most important part of the car? Is it the steering wheel? Is it the motor? Is it the gas tank? Is it the electric battery? Is it the gear shift? Is it the transmission? It’s all of those pieces working together. Growing a business is like building a symphony. And when you build all these systems together, you can create beautiful sounds, beautiful success. And that’s what’s great is that money is a magnifier. And so if you’re out there today and you feel stuck, and you’re saying, I don’t even know where to start, I believe that’s a little bit where the Givenderm folks were at. They had a great product. They had a great story to tell, a great solution, but they just needed to get in front of more people. And another quick case study example, if you go to grillblazer.com folks, look it up, grillblazer.com. It’s like a small blowtorch used for grilling. It’s like buying a consumer grade flamethrower. The owner of that company, Bob, contacted me in his early 60s. He had never been self-employed his whole life, and he had developed this great product, and he just didn’t know what to do. A lot of the experts he went to were focused on marketing, they were focused on branding, they were focused on sales, but they weren’t focused on all 14 aspects. You really have to nail down all 14 aspects. What’s been great working with GiveandDerm.com is that they have diligently implemented all 14 aspects, despite jail duty. Maybe they have a bias, maybe they like accounting more than marketing, maybe they like marketing more than accounting, but they focused on all 14 aspects. It’s been really wonderful to see their company grow. And I believe they’ve grown by 4,000% since we met them by 4,000%. And I believe that Grillblazer went, there’s an incalculable growth rate because he went from no sales to millions and millions and millions of dollars of sales. So again, everybody out there, you can do it. Fire Nation, you can do it. And ladies, Debra, Juliana, I would love for you to step in here and talk maybe in the first person example of some things that you did that Clay just talked about that really worked. To start with, we were initially really focused on getting a very, very good product. So we got the good product, our customer return, the product return rate is less than 1% and our customer return rate is like between 50 and 60%. So we knew we had a good product but literally we did everything we knew to do and it just wasn’t working. So whenever we signed up with Clay, met him at one of his incredible business conferences, he gave us an outline and an incredible coach started walking us through. We had targeted contacts that we felt like would have, they would be representing our most likely buyer. And we were able to connect with them and that is what skyrocketed. The video reviews are amazing and with our products it’s really fairly easy because we do demos at different shows and whenever we only demo one hand so whenever they look at what just cleansing with our cleanser does, 90% of the time their jaw drops. So it’s real easy to give them video reviews but they are vital, they’re vital to a consumer. I like to have video reviews, I check them because I want to see whenever you can’t be there, you want to be able to verify. So we were able to connect with our Dream 100. We were able to get video reviews, written reviews. The SEO is incredibly important and we were lost, but then Clay and his team zeroed us in, focused and held us accountable. And we are beyond grateful and a bit astonished. It’s like we’re living in an ethereal reality and honestly, it’s because of Clay, his business profile, his coaching, his accountability, his integrity. I could go on and on and on and it’s real though. Ethereal reality, I mean, Fire Nation, how do you beat that? Juliana, what do you want to add to this? I really think I just want to add that these are proven principles that to be honest with you, Clay has so many pieces of the puzzle that it’s like, I didn’t even think about that. I didn’t even think about that. And honestly, it’s very much like building a business and seeing it grow. It’s very much like having a baby and you think you’re doing super, super well because you know how to take care of a baby. Well, then it’s a toddler and you’re like, this is all new. And so then you have to figure out how to steward a toddler and what that looks like. And then it grows and it grows and it grows. And what’s wild is that one week, we might be killing it in one area, but then we go, okay, where are weak spots? Because we have these weekly calls. And then our coach, Andrew, will say, hey, listen, like, you know, we actually, the only thing I’m not seeing right now for this week is this. And I’m like, oh, you’re right, we gotta tighten that up. And so it’s so nice to have a point of accountability and honestly to have just the basic thing like a tracking sheet. What are your expenses? How much money have you made? None of the numbers. None of the numbers. You just can’t put high enough value on that. And it really does help to know where our weak spots are. And so I just honestly, Clay’s principles really, really encompass momentum and it will get you to a place to where it’s kind of like what just happened. But all of a sudden you’re elevated to this different stratosphere. It’s like, I don’t even know what happened. And it’s honestly because he knows how to get people where they wanna go. In Fire Nation, we’ve had so many of Clay’s clients on the show who have talked about the successes that they’ve had. I’ve met them in person because I’ve been in his event twice now. Very recent one in Tulsa, where Tim Tebow is there, speaking from stage, doing some cool things. So I mean, this is some fun stuff you should be tuning into. We have a lot more around this topic when we get back from thanking our sponsors. The overwhelm that comes with choosing the right software and tools for growing your business is real. With so many options and so little time, how are you supposed to know which platform is best? You’ve got your email marketing platform, payment systems, content tools, the list goes on. It can sometimes feel like you’re spending more time organizing all the moving pieces and places than actually connecting with prospects and customers. And this is where HubSpot steps in. HubSpot is the all-on-one customer platform for growing better. Imagine this, marketers generate better leads, sales builds tighter relationships with customers and closes more deals, and service supports your customers at scale with tools like HubSpot, AI, Chatbot, and Knowledge Base. Plus, with built-in AI to answer common customer questions, brainstorm, and write marketing content, easily pull reports, and more, your teams can slash their busy work, meaning your marketers, sales reps, and service teams actually have the time to be, well, marketers, sales reps, and service teams. And when they grow, the sky’s the limit for your business too. Grow better, faster with HubSpot’s all-in-one intuitive customer platform. Visit HubSpot.com to learn more. Clay, you have a lot of phrases that I simply love. You must measure what you treasure and you will slack where you do not track. Tell us more about this methodology. I love throwing out case studies because they’re real, okay? So one of my long time clients, it’s stevecurrington.com. Everybody can look him up, stevecurrington.com. He does mortgages in all 50 states. Then you’ve got, let’s go shawholmes.com. We’ve helped them grow from 14 million to 150 million. From 14 million to 150 million. And then you have Give a Derm. So just so you can have some context here. And with all the businesses, you have to track. Because if you don’t track, it will slack. What am I saying? So what you do, for Steve’s business, we had to track how many leads is stevecurrington.com getting? Okay, how many people are applying for a mortgage? How many leads is Shaw Homes getting? How many leads is Give a Derm getting? Okay, great. How many people are hitting the website? Well, if you have a thousand people hitting the website and one person is buying, we got to fix something, right? So we need to optimize the website to increase the conversion rate. You say, well how does that relate to what you talked about earlier? Well once you add more video reviews, images, search engine content and more reviews, the conversion rate goes up. But you don’t know that unless you’re looking at the numbers. Now once you get the conversion rate up, then you say, how many of those leads buy something? You know, how many people visit the website, they go to the shopping cart, but they don’t buy? How do we fix that? How do we increase the no-brainer, the offer, the guarantee, the celebrity endorsement? How do we do that? But you have to measure what you treasure. One of the speakers we had at the last business conference, a guy by the name of Sean Baker, he is the author of The Carnivore Diet. He’s been on Joe Rogan, and he talks about only eating meat. And you know what he found was that as a doctor when he was tracking people that only ate organic meat or organic You know food their weight would drop dramatically if they only ate essentially no wheat No sweets and no alcohol so if their diet consisted of no wheat no sweets No alcohol and eating only organic food like organic meat their weight would go down And that’s nice to say that anecdotally that, wow, your weight will go down, you’re going to feel better, you’re going to look better if you eat healthy. But by tracking, Dr. Sean Baker brings these unbelievable case studies where he’s showing thousands and thousands of patients that have lost dramatic amounts of weight by implementing his carnivore diet. That’s why it became a best-selling book. So, myself as a business consultant, I track the numbers of every single client and my little secret for the EO Fire Nation is I make most of my money as a percentage of the growth of my clients. So most of my income is just a percentage of the growth. You know, JLD, I can’t get rich charging people $1,700 a month, month to month, guiding their business and only working with 160 clients. I only make a 20% margin. I make $340 a month profit, folks. I charge people less money than it costs to hire a minimum wage employee. But here’s where I make my money. I make my money, folks, this is a secret, as a percentage of the growth. So a company like Oxifresh, I’ve helped them sell 500 locations. Think about that, folks, 500 locations. Think about what, if I got a small percentage of 150 million, what number is that? That’s a good number. So what I do is I sit down with entrepreneurs and I say, look, if you can’t afford the 1700 a month, I’ll do a scholarship. But either way, I’m going to work with you, and we’re going to diligently implement this plan, and we’re going to measure what we treasure, and we know we’re going to slack where we don’t track, and I’m going to get a small percentage of that growth, and a small percentage of zero is not good. So we’ve got to grow that thing. And JLD, I think a lot of people have a fear that they don’t qualify to be successful. They don’t think success is for them. They think the time won’t be just right, they think they’re too old, they think they’re too young, they think they think they’re too short, they’re too fat, they’re too newly married, they’re too newly divorced, but what I have found is that knowledge without application is meaningless to quote Napoleon Hill. Knowledge without application is meaningless. You’ve got to act now. The time to act will never be just right. You must act now. Wow, I mean Fire Nation, if you’re not ready to run through a brick wall, I mean, check your pulse because the time is now. Now, Julian, let’s actually start with you. And we talked a little bit about this topic with what you’ve been doing recently before the break. But let’s even dive deeper into maybe one or two specific examples about measuring what you treasure. You will slack where you do not track. Talk to us about this mentality. Well, I think it’s just really important even when we did our 14 point assessment with Clay, honestly just being able to rate, just being able to rate where we felt like we were, it was like wow we really are not, like I think everything was a three out of one of ten, except for our product, everything was a three out of one, you know, pretending to be the best. And then recognizing, you know, just having the accountability like I said, of every week being able to look at the hard numbers and some of them are hard numbers because sometimes you know when you’re purchasing a lot and you’ve got all this other stuff you know it doesn’t look really great. Then you’ve got these incredible weeks that are like how on God’s green earth is this happening? And so and it’s just really being able to I can’t emphasize enough about the point of accountability. Honestly I don’t know how often I would run the numbers if I didn’t have a coach call or if we didn’t have a coach call on Friday mornings and thank God one of our team members, I get her the numbers. She’s looking at the tracking sheet because she’s a ninja with tracking sheets. And so, we’re super blessed because our team is incredible. But going back to that, honestly, there’s nothing like accountability, absolutely nothing like accountability. It’s like hiring a trainer if you want to get stronger. Well, if you’re going to show up three times a week minimally and you know that you’re going to be letting someone down if you don’t and you have a mutual agreement that you both want to see success, then obviously accountability is crucial. Debra, what do you want to add to that? You know what? I’ve thought about it in the past and it’s like if you have the talent to be an Olympic athlete but you don’t have a coach you probably won’t be a part of the Olympics and I feel like Clay has been our coach that we did we do have an incredible product we do and we just didn’t know what to do with it and so I can’t say enough if you’re on the fence I’m serious Clay didn’t pay me to say this, but if you’re on the fence because we were there, we were at a very discouraging place, sign up, sign up, get the help for your company because it is absolutely worth it. I mean, what’s the worst thing that could happen, right? You just walk away. But for us, it was the shift, the absolute shift for us. And Fire Nation, a great product is absolutely necessary for massive success, but you know how many great products have died in the vine? So many, countless, numerous, because they couldn’t figure out traction, marketing, sales, and if you can’t figure that part out, then you have something great that is just going to wither away, and you need to think about this as an obligation. If you truly believe like Deborah and Juliana believe that they have a great product and now my wife believes it because it is, you have an obligation to get this out to the world to help people and that’s what they’re doing. So Clay, thank you for what you do and take us home. What do you want to say to Fire Nation as we start to wrap this up? Well, here’s what I would say and I encourage everyone to think about this. My value proposition, if you’re listening to that, you need to have a unique value proposition. And my unique value proposition is this. I charge you less money than it costs to hire a minimum wage employee. So I charge you $1,700 a month. And what I do, and what I’ve been doing since 2005, is we help you go and grow your business. So we include the photography, the videography, the web development, the search engine optimization, the accountability, the tracking. We help you with the accounting. We help you with the workflow. We help you with systems creation, online ads, a lot of stuff. We do all of that for that flat rate of $1,700 a month. The reason why I only work with 160 clients is what I do, to their point, is very analogous to personal training and fitness. We got to have accountability and you’ve got to want it. You’ve got to be excited about it. You’ve got to know that, hey, I want you to grow probably as much or more than you do. And so what I would encourage you to do is go to thrivetimeshow.com forward slash EO fire, thrivetimeshow.com forward slash EO fire. Fill out that form and when you fill out the form, two great things will happen. A, you can schedule a free 13-point assessment with myself. We can do that with you. The 14th point has to do with life optimization and that really doesn’t matter if you can’t pay the bills. So we’ll focus on that later. But we have a 13-point assessment. Also, you can get tickets for our upcoming December workshop featuring Tim Tebow, the legendary college football player and entrepreneur, and you can get those tickets again at thrivetimeshow.com forward slash EO fire. And the reason why every time I appear on this show, I try to bring a client with me is because I want everybody out there to know success is possible. I grew up poor. I took algebra three times. I get it. But you can have success. So I try to bring real entrepreneurs on this real show and I really do believe that what JLD, what you’re doing here is really kind of like the gospel of wealth. I mean you’re really sharing the seeds of greatness with people and I encourage everybody out there to grab hold of these ideas and implement them. Take action today. And Fire Nation, you need to be inspired by the words you’re hearing, by the people that are coming on and sharing their real world examples. So Juliana, if Fire Nation wants to learn more about what you have going on, what is your call to action for our listeners today? Honestly, just go to GiveItEarn.com and we have a tremendous website. It’s super informative, but we also have a phone number which is 615-200-8186. You can call us if you have any questions whatsoever. We truly are here to serve you and to make sure that you get connected to what would actually create a healthy mind, body, and spirit through skincare. And so it’s just what we’re passionate about. And like I said, it’s a redemption story for us because I truly don’t believe there’s anything out there as clean as we are. GiveADerm.com, that’s D-E-R-M. And Fire Nation, you’re the average of the five people you spend the most time with. You’ve been hanging out with CC, JLD, Debra, and Juliana today, so keep up that heat. You just need to find one other cool person, and your five are gonna be amazing. So all three of you, thank you for sharing your truth, your knowledge, your value with Fire Nation. For that, we salute you, and we will catch you on the flip side. Boom! Thank you, thank you. Hey, Fire Nation, a huge thank you to our sponsors and Clay for sponsoring today’s episode and Fire Nation. Are you ready to rock your very own podcast? Check out our free podcasting course where I will teach you how to create and launch your podcast for free, freepodcastcourse.com. I will catch you there or on the flippity flip side. 4,000% from February to February. Now I can better that, okay, Clay? I don’t think you know this. I don’t think you know this. I’m pinching myself and if I cry, forgive me. In the last two and a half days, we have bettered our entire month of February in the last two and a half days. So, and the phone’s blowing up. Everything’s just blowing up. You’re right. It is like a rocket ship. So we’re pinching ourselves, actually. I learned at the Academy, at King’s Point in New York, acta non verba. Watch what a person does, not what they say. Devin, we oftentimes at Thrivetimeshow.com, we interact with some really great people. In fact, if anybody goes to Thrivetimeshow.com and they schedule that first free 13-point assessment with me, you’re sort of like the filter. I mean, you talk to people every day and certain people are not a good fit. We call these people happy hopers and certain people are a good fit. We call these people diligent doers. What’s the difference? A diligent doer has an actual product or service that makes sense. They have a prototype or an actual product or service. They have an actual viable plan where they can sell a real product or service to real people. And a happy hoper is somebody that doesn’t have a real product or service. And a while back, these wonderful people, they reached out to us and we scheduled a 13 point assessment. And I knew that they would be successful for two reasons. One, they are diligent doers. And the second is they had an actual product that they could sell to real people on the real planet earth. And they gave a sample to my wife. They gave a sample of their product to my wife. And my wife, Devin, who doesn’t coach clients, doesn’t mentor clients, doesn’t, you know, she stays out of that. She works on the accounting side. She tells me, this stuff is incredible. This is incredible stuff. And so at that point I recognized, uh-oh, we’re gonna have a business that’s gonna blow up. And so I wanted to get them on the show while the business is actually taking off. They’re actually currently joining us from a figurative rocket ship. Their business is taking off next level. I’m excited to have them on. This is the founders of Give a Derm. Ladies, welcome onto the Thrive Time Show. How are you? It’s such an honor. Thank you so much for having us on. We’re having so much fun right now. It’s unbelievable. We’re fencing ourselves. So first off, for people out there that don’t know who you two are, I’m going to let you two introduce yourselves and introduce your products so people can Google you and verify you’re not a hologram. Absolutely. So we are a toxin-free skin care company and we’re really trying to bring the words luxury and zero toxicity together. And it’s just been a wild ride. Honestly, my mom had a crazy health scare. Hi, I’m Debra. And, sorry, I’m Julianne. I’m a co-founder. And I’m her daughter. And so it’s just, you know what, it’s just been a wild ride. And honestly, we were pretty, we knew we had something, we knew we had something that was incredible. And, but then honestly, we were pretty stagnant. We didn’t really know what direction to go. And then all of a sudden, on one of our super late nights, my mom, my mom looked at me, she goes, you know, we’ve heard a lot about clay and I think we’re supposed to call like maybe get that that assessment and I was like, ah Within like five seconds. I launched that form over to you guys So holy moment actually because I’m a major introvert and she’s like I never thought for a minute you’d do that but I honestly felt like the Lord said do this so we did we did and I Think we shared yesterday. I’m not yesterday at the conference last weekend, that February, in February, this February, from last February, we were up 4,000% in our business. Can you repeat that? How much have you grown as a person? 4,000% from February to February. Now, I can better that, okay, Clay? I don’t think you know this. I don’t think you know this. I’m pinching myself, and if I cry, forgive me. In the last two and a half days, we have bettered our entire month of February in the last two and a half days. The phone’s blowing up. Everything’s just blowing up. You’re right. It is like a rocket ship, so we’re pinching ourselves. Well, and I mean this sincerely, and I wanted to get Devin on the show because she talks to so many wonderful people that go to thrivetimeshow.com. And the challenge we have is that we’re sort of like an incubator, and I can only work with 160 clients, you know? So it’s like a football team, and you only have 52 roster spots. We only have 160. And the reason why is, you know, Devin, with your clients, you meet with your clients once a week. Yep. But a client, you might talk to them three times during the week. Right. Because we’re doing the photography, the videography, the web, the search engine, coaching them, guiding them, mentoring them. And I really wanted to drill down into the successes that your business has experienced as a result of you two diligent doers putting in the work there. So first is you guys are doing the Dream 100. Now the Dream 100 is a system that I don’t know why, I don’t know why, and Debra I’m gonna ask you the question, so I don’t know why, and I’m not attacking you, this is not a passive aggressive attack, I don’t know why people are reluctant to do it, I don’t know. So, you know, in my life, anytime I wanna get, for example, Tim Tebow to speak at our upcoming business conference, I’m gonna pick up the phone and I’m gonna call. And then if I get rejected, which I often do, I will then email. And if I get rejected via email, I will then text. And if I get rejected, and Devin, you have worked here for about a year ish, almost two, two years. And on the agenda, did I not put on the agenda book Tim Tebow for June conference? Did I not put it on there for like, it seems like maybe six consecutive months. Yes, you did have it on there. And I’ve been chasing that reality, turning that into a tap Tim Tebow speak at our events for 10 consecutive years. So from the age of 33 to the age of 43 I’ve had the same action item on my to-do list and the reason why is because my literary agent Esther Federkevich, she represents Tim Tebow and myself and a lot of people in our orbits kept saying Tim should speak at your conferences and so it but you we’ve it’s you have to reach out to people you don’t know, because this just in, people don’t wake up with a burning desire to pay you, and the product, as good as it is, it’s not going to sell itself. So even though my wife is saying, Givoderm is hot sauce, it is the best skin care product I’ve ever seen, everybody should buy this. That doesn’t mean people are going to buy it unless they know about you. So I want to ask you that, specifically, Debra, the Dream 100, making a list of 100 people that you do not know, and reaching out to them to offer them free samples, what was the challenging part about doing that? We have to identify our audience first because you have to, your dream 100 can go everywhere, but you have to specifically identify your audience. And then it is work because you’re kind of intimidated and you’re like, is this real? Is this really gonna work? And so you just have to press into that and keep pressing into that and you just do what you’re told to do. I know that sounds basic but that’s why we have hired you to tell us what to do and and so that’s we had we just had to keep at it and keep at it. Now Devin you work with very reasonable clients none of our clients are unreasonable of course not. What is the hard part that people have when you tell them to do the Dream 100, because these two are doing it. This is something that Juliana and Debra, they’re doing it. What is the issue? I’m trying to help somebody out that’s stuck. Dealing with rejection. There it is. Now, I used to stutter as a kid. I used to stutter as a kid. So let me just walk you through how that works. If you can’t speak well, and you get mocked at a young age, at a certain point, you just quit caring what people think. So, you know, that’s, at a certain point, you just quit caring what people think. So, you know, you see this, Devin, in our office, we have a lot of employees. There’s gossip, there’s rumors, there’s jackassery, whatever. You know, yesterday I was dealing with a situation, so I just called a person involved, asked them directly, called both people, wrapped it up. I don’t know if that upsets people, I don’t know, but I don’t think about it, I just want to solve the problem, and I think we’ve solved the problem. But if you’re avoiding conflict or rejection, you’re just not going to have success. So pro tip number one is you could stutter a lot and then get to a point where you no longer care. That’s option number one. Option number two is you just become numb. You just get to a point where you say, Matthew 5, 10 through 11, blessed are ye who are persecuted for righteousness sake, for ye shall inherit the kingdom of heaven. So you just say, I’m not, I don’t worry about what people think. Or you just run around like you’re dumb. I don’t know if you go dumb or numb. Juliana, I want to ask you, what’s your approach? Do you try to go dumb? Do you try to go numb? Do you try to pray your way through it? How do you push- All of the above. All of it. And I say all of the above. It just depends on how it hits me. Dumb, numb, and pray through it. All of those are true. Absolutely. Absolutely. Just so we’re clear about what I mean by this. This is some strategic stuff here. Being dumb, it is a move that I use often. So yesterday I was, and I’ll be very vague, yesterday I was looking at buying a potential property for a thing I’m working on. And I just began breaking all the boundaries. I don’t mind knocking on a door and talking to somebody. I don’t mind calling a property that’s not for sale and asking, will you sell it? I don’t mind talking to the neighbor and saying, what do you know about this property? I don’t mind. And I just sort of go in like I’m dumb. You know, like, hey everybody, is this property for sale? I mean, that’s just sort of the mindset. And certain people go, I can’t believe you just did that, but okay, that works. Or you can get numb, but you got to do it. Okay, so you made the Dream 100 of these influencers, people that have access to your ideal and likely buyers. You’ve given them samples. That’s working. Second is you have to optimize the pricing. Now the pricing is a thing, Devin, and I’m sure you’ve never dealt with this, your clients haven’t either, I’m sure the Give It to Earn folks haven’t either, but I find a lot of people are afraid to charge what something’s worth. Yeah. So let me start with an example of that doesn’t relate to anybody I’ve ever met before. And this would be the entrepreneur that has a great product, but is afraid to charge what they should charge, because they don’t want to offend, they don’t want to overcharge, they don’t want to take advantage of and so they actually create an unprofitable business. So the more they sell, the more they create a daily hell. What am I saying? The more they sell, the more they create this perpetual hell because they actually are selling something at a loss or they’re barely breaking even. I talked to, just the other day I was talking to a home remodeler who was telling me that the busier he gets, the more money he loses. He was at our conference and I go, how does that work? And he’s like, well, I don’t want to gouge people. And I said, so what? And so this guy, he is not a client, but he came to our conference and he was telling me that his business, he listens to our show and he’s been implementing the things he can without being a client. And he said, but the problem is the more business I get, the more I lose money. And I go, how is that possible? And he was actually charging people what it costs him to provide the service or he’s doing it at a loss. And I just I couldn’t understand it. I want to ask you to now going back to Debra here on the pricing thing. Has that been something that we’ve worked through together or maybe what’s your how have we kind of coached you or worked with us because I am one of those people that, as a consumer, I watch the budget. And so at the same time, our products have incredible ingredients and they are all natural, so we have to cover our expenses. And so you guys have worked with us to watch our margins, to be able to know what our margins are and know what we have to price or we’re not going to be able to make this company available. We won’t make it. And so you guys have been incredible, an incredible asset helping us do that. I want to ask your thoughts here, Juliana. Talk to me about that, the pricing thing. Have we helped you through the pricing or what would be your comments on that? A hundred percent. Actually, it is interesting because when you set your prices where they need to be, that it actually attracts the customers that you want. And although it’s been hard to consider pricing and hard to consider what we need to make as far as just covering the cost and then what we need to make on top of that to just continue to be sustainable, it is incredible because it’s been, I feel like, like I said, it’s just, it’s, it’s attracting your ideal and likely buyers. So it’s beautiful. How has coaching, I will get into more details, but how has coaching Juliana, how has that impacted your business? If you had to describe it to somebody, you’re sitting next to someone at a conference and they’re like, okay, so you’ve worked with, you know, like Florence coaching system or with, you know, you’ve worked with Devin or you’ve worked with Andrew, you’ve, cause you’ve probably interacted with our whole team at this point. I mean, you’ve probably interacted with our whole team at this point. I mean, you’ve probably talked to Devin on the phone, you’ve probably been to a conference, you’ve probably interacted with Andrew every week on the phone. You’ve probably interacted with our whole team at this point. And someone says to you, how has it impacted your life? What would you say? I would say, I’ve never seen the show, but I’ve heard of the show Naked and Afraid, where you’re dumped in the middle of God only knows where. And it’s like, you know what, I have this great idea. I want to be dumped in the middle of God only knows where and I have a product that will help people, but I don’t know how to actually make a way. And it’s literally like hiring a guide that is experienced, that knows what they’re doing. And that can really just absolutely, even when we literally, there have been times that I’m like, I don’t even know where we are. I feel like I’m totally blind, even in the initial coaching process. And it was like, okay, but great news. We’ve got our coach call tomorrow. It’s going to be great.” And so it’s just this incredible feeling of knowing that somebody has our back and knowing that they know what to do. And then also knowing that, and honestly, I would be a little bit disappointed if I hired a business coach that wasn’t a multimillionaire. And so I’m just super grateful that you’re successful. And so we wanted to go, you know what, he must know if he, he must know if he thinks or, if he thinks or dreams are right. That’s right. Yeah. I, you know, what’s interesting about what we do is, you know, last night, I’ll be very vague, cause I don’t know when the show’s coming out. I don’t want to date the show that way, but, you know, last night my wife and I were talking about some things and she said to me, she goes, I’m so glad that I’m aware of how to achieve success because when our daughter asks, it’s great to be able to tell her the answers. She was just kind of reflecting because our daughter is 20 years old and she’s asking questions about buying her first property. And my wife is like, well, you want to buy low, obviously, buy low, but you want to think about it. My wife started talking to her about generating revenue streams. Like you want to have a property where you could maybe rent out an extra room to someone you can trust, or maybe you can rent it out in the future, or maybe you buy it low, you add value to it. And my wife was really getting into like a home flipping seminar. But it was a thing where we’ve just done it so much that we forgot that that is a question that a 19 year old has, or a 20 year old has. The people that have never bought a house before, we didn’t, and my wife was putting on this like home flipping seminar of what makes a home more valuable, you know, the moves you can do that are inexpensive but add a lot of life to the property. And again, if you’ve never flipped a house before, it can be overwhelming. But in our case, we’ve done so much. The other day, someone was asking us, I think my wife and I have lived in 15 separate houses. It could be 16, because we just were buying, renovating, moving, and we’re just doing it. And so it’s kind of become normal. Growing a business is kind of normal. So if you’re out there watching today and you feel overwhelmed, you feel stuck, these are two great examples of people that are real people we’ve actually worked with, we are working with, they are currently in the figurative rocket ship. The figurative rocket ship, they’re blasting off, sales are happening non-stop, I appreciate them taking some time to talk to us about this. The next is we have to track, we have to track, and people always tell me, I’m so busy, I don’t have time to track. Now Devin, your clients have never told you that. No. But can you walk me through why other people who don’t listen to our show and are not your clients, why people might not track? They’re scared to look at the numbers. There’s a thing there. The other thing I would say is people like to always delegate to their spouse, what, to their partner. So the alpha, if it’s a female owned business and the woman is the founder, she will usually delegate the finances to the person that joined. Like, so the founder usually likes to delegate the finances to somebody else. That’s usually what happens. Or if it’s a male, he’ll delegate it to, you know, his wife or if it’s the wife who started, she’ll delegate it to her husband. Or if it’s a sister, she’ll delegate it to her brother. It seems like in a family owned business, the founder always delegates the tracking to somebody else. I just see that as a pattern. And it seems like if they’re not related, it just seems like they’ll delegate it to whoever they just hired. So imagine you go to work for someone, you’re 25 years old, you just got hired by a 40 year old, and they go, hey, by the way, you’re in charge of tracking. And I see that, and the person who’s in charge of tracking, they may be not, they might not be diligent, they might be, they might be disorganized, they might be organized, I don’t know. But what happens is then they sort of now have removed themselves from direct responsibility. I wanted to ask you, Debra, on the tracking, how do you two track, because it is really depressing when you’re tracking 100% of zero sales this week. I mean, that can be depressing and it can seem like a waste of time, but now as you’re actually selling it becomes increasingly important. So start with you there, Debra. The tracking thing, how do you guys handle that? Well, we have our tracking sheet that Andrew helped us put together. And you’re right, it’s absolutely mandatory. And because we have a product that has to be manufactured, you have to know how much every item costs down to the packing tape, the fragile stickers, and all this kind of stuff. So it’s imperative that you know what’s happening. And that’s what, like I said, Andrew’s helped. We do that together. We kind of stay in it. I tend to lean into the manufacturing part of it, where I needed to know exactly how much that shipper costs, exactly how much that void fill cost, exactly how much the decoration on our bottles, all that, you have to know it. Otherwise, you’ll wake up one day and you’re consumed, you’re done. So you have to know it. You have any thoughts on that? Because again, you two are working as a business, or you’re doing the marketing, the sales, the hiring, the firing, they’re shipping things. How would you describe your tracking process? You know what we before we I mean we had an approximate idea before We started working with you, but then getting this specifics has been incredible, and it’s not hard It’s just anything that goes out you track and that anything that comes in you track And it’s but it does take effort you have to put a little bit of effort into it And so I would just say it’s invaluable It’s one of those things that if you don’t understand potentially where there’s a leak in the boat, then you just have to because you have to do these. It’s basically constant weekly inspections of the boat, if you will. It’s really good. It is. Again, this is so big, constant inspections. I think that a lot of people struggle with boredom, but the great clients I’ve had, they bore down. So you have to do the same thing every day. Devon, have you ever worked at a restaurant? I haven’t. You haven’t? No. Oh man, you probably never will then. But have you two ever worked at a restaurant? Julianne, have you ever worked at a restaurant? No, no. Ever have you? Well, let me walk you through. Let me just walk you through my experience at Applebee’s. I’ll walk you through Applebee’s. I worked at Applebee’s and our job is every single day you have, when I worked there 20-something years ago, you have to have out the fresh salad. So you open up that walk-in freezer and a guy from Cisco or whoever delivers the salad, he’s going to deliver the fresh salad and you have to throw away the bad salad every single day. You know, you bring in the fresh meat, you throw out the bad meat. Every single day, then you prepare your, they call it the house salad prep. So you basically make the house salads and you put them in this room. And so when somebody orders it, they’re ready to go, you know, and you just, you have to, there’s like a process. Every day you clean the bathrooms, every single day you wipe off all the tables, every single day you dust every single window, every single day you wipe off the glass and it’s a checklist every day. And I found that the top waiters of which I was not one, I had a good attitude, but I wasn’t nearly as skilled as other people who’ve been doing it a long time. They would come in to work right away and they would wipe down the windows, mop the floor, get everything ready to go. And they were ready to go before the first customer walked in. But I found that the bad ones would always say things like, all we ever do is do the same thing every day. And then my boss, Ian, would go, yeah, because it’s a restaurant and all we ever do is serve food to great people. That’s what we do. So, but I think certain people get bored with that monotonous stuff and you guys do a really good job of nailing that. The next is the website creation. We’ve been to the website. It’s not a one and done. It is a process of continual improvement. There’s endless iterations. We’re always updating. I’m never happy with the website. I’m happy today. But if I look at it too long, I go, I kind of want to tweak that. We always want to make a small little enhancement. We always want to add a new testimonial. We always want to add a new endorsement. As I look at it right now, just my pro tip, and I’ll tell Andrew, but maybe you can tell him that I told you this before you talked to Andrew, any of the bigger names that are starting to endorse you, we get the as seen on, like endorsed by. So when you click on testimonials, it’s like endorsed by, and you start to get more and more big names. So I look at one of my clients called Moms on a Mission. What a great job she does. And as she’s booking bigger and bigger guests, we keep adding the as seen on. Now you don’t want it to get in the way of the product, but you got to make sure we get, because you’re starting to have some big time names that endorse your product. Could you share with the listeners, what’s it been like having a consultant that also does the web development? Because we do the photography, the video, the web, the search engine, all of that is all one-stop shop. What’s that been like there, Debra, having just a one-stop shop for everything? It’s there really no words because whenever you’re trying to start a business, you’re so overwhelmed, you’re watching everything, you know this is new territory for you. So you’re having to learn everything the best you can. So to have someone come in that is an expert in this field and can say, this is what you need to do, this is what you need to do, this is what you need to do, and this is what you need to do. It’s like done. I mean, also the pricing, as I’ve heard, but thank God we didn’t go there, but to have someone develop your website is astoundingly outrageous. So to be able to have that incorporated in the coaching has been such a blessing. It’s just that there are really few words. Without a website, we’re sunk. Devin, I want to tell you a story that’s going to depress you, okay? Okay. How old are you right now? How old are you? 23. Okay. So when you were not born yet, not yet born, seriously, when you were not born yet, I started this, you’re probably on a date, you know, I started this company called DJ Connection, right? And I thought, well, I’m gonna do is I’m gonna work at Applebee’s, Target and DirecTV, that’s a true story. So 1998, 1997, I’m growing this business, 1999, I’m growing it. And I got this website, I needed a website, needed to have a website. So I went to a web guy, I won’t mention the guy’s name, although I want to, well, I know I will mention it. I will mention the website, cause it’s not a bad thing, it’s just a fact. So I hired a company called Creative State to build my website for me, it’s called Creative State. And Brent Lawless was in Tulsa, Oklahoma. This is his company, Creative State Web Developer. There he is. Boom. And I paid him to build my website for me. And, you know, it was at that time, I look back and I go, wow. But we’re talking about thousands of dollars was spent to build said website. And thousands and thousands. And so I was paying unbelievable amounts of money. We’re talking thousands and thousands and thousands of dollars to build a website. And then every time I wanted to make a change, there were certain costs to it. Now, he’s gone on to build website products and promotion for Taylor Swift. He’s done stuff for Garth Brooks, and he’s really a kind of a household name boutique in the web space. He’s done a great job. But my thought was, if I’m going to build a website, I want to have the guy who built Garth Brooks’ website. Because at that time, Garth Brooks was like the number one music star in the world. I’m going to hire that guy. And I’m glad I did. But if I were to tell you that it was $1,700 a month, so we charge our clients $1,700 a month, it’s a flat rate, 1,700 per month. And that includes the coaching, the mentorship, the conferences, everything, all the introductions, all the PR, all the marketing, the video, the photography, the web, the accounting. But this guy, he didn’t apologize for the price. You can imagine, because the guy’s built a website for Taylor Swift and Garth Brooks, you can imagine. So it’s more like, well, you know, $15,000, we’ll get a conversation started. And I’m going, and I just remember him saying to me, I remember people telling me, well, you need to get a video on your website. I thought, I do need to get a video on my website. So all I’ll do is I’ll get a video on my website. And I go, so do you guys do the video? He’s no, no, no, we don’t do video. I have a guy I recommend. And the video guy says, true story, for $8,000, I could make you the promotional video. 8,000, what, 8,000? Okay, and then the website’s 15, I’m up to 23. I’m working at Applebee’s, Target, and DirecTV. I’m making like 8.25 an hour plus tips sometimes at Applebee’s. You don’t get tips at Target. So I’m working and then I go, okay, and then I need to hire a PR person to help me do my PR to get in front of the media to get, you know, and the PR people are like, well, it’s a retainer. Um, and it’ll be, you know, 5,000 a month for one year. So I’m, so I’m out 60 grand for that. I got the website. So then I started thinking I need to sell something because I’m going to need to sell something soon. So my Yellow Page ad was $2,500 a month for my Yellow Page ad on top of the other things. So I remember it was the craziest thing ever because I’m working at Applebee’s. Can you imagine, Devin, right now at your age, could you imagine you talk to your mom and dad and your mom and dad says, how are you? And you say, I’m doing great. They say, what have you been up to? You said, I agreed to pay $2,500 a month for the next year on an ad that hasn’t been proven to work. And by the way, I’m paying a PR company $4,000 a month. And by the way, Bruce Clay dot com, that’s the search engine company that is probably the highest rated. He writes the search engine for dummies book. And you’re going to pay about $8,000 a month for a 12 month contract. So you’re 96,000 to teach to heaven. Could you imagine explaining that to your mom or your dad? How would that go over? They would just, they would be, they’d think I’m stupid or something. If you guys were building Give a Derm today, and imagine you hopped on your coaching call with Andrew, and Andrew says, what you need to do is you need to go out there and pay $2,500 a month for your advertising, pay four grand a month for PR, 18,000, actually 15,000 for the website, but every time you make a change, it’s like a thousand dollars. And then you also, what would happen there, Julianna, if that was the recommendations he was going to give you? Fight, what is it? Fight, fire, freeze, or whatever. I don’t know. I think I would just be like, bye. Like, good luck with everything. I can’t do it. Like, it’s just not sustainable. This is what I did. I took a photo with the Yellow Page guy. I said, if I’m going to pay you $2,500 a month, I need a photo. There he is, Jeremy McCaskill. That’s awesome. That’s amazing. He did a photo of my yellow page. And that’s the kind of stuff I would do just to kind of capture. But I always thought to myself, at some point, I’m going to build a… When people started asking me to help them grow their company, I thought, you know what? I’m going to provide the entire coaching system for less money than it would cost to hire an hourly employee. And so now, the final thing I want to ask you guys is we help you with the systems. Creating the systems, the optimization, turnkey, the entire workflow, marketing, sales, branding, PR, accounting, all of it coming together as one unified song. All the different instruments put together. They make a beautiful orchestra. It all comes together. I want to ask you this, Deborah, what’s that worth to you? I know you pay $1,700 a month. I know that I make a 20% profit on every client. So we make, just to be very clear, $340 a month per client. What’s that been worth to you? Wait, sincerely, everything. I don’t want to use cliche words, but I can’t find words that could adequately describe how you have literally changed our lives. It made it affordable. It made it affordable. Yes, yes, yes, yes. I’m not saying that, you know, I was $1,700 a month. But then when you saw everything that is included, it’s like, oh my gosh, it’s only $1,700 a month. But it has changed our life. Our company, I can say hand on heart, our company would not be where it is without you guys. Hand on heart, there’s absolutely no way. You’ve brought us the experience, the connections, the consistency, the kick in the pants when we needed it. No, we didn’t need it hardly at all, Andrew. And so, sincerely, it’s very hard to express how amazed we are and we do feel like God was on this from the beginning and we just, we thank him for introducing us to you guys and then you guys have just, we’ve literally hitched our wagon to your horses. And that’s what has been, I guess what it’s true. We talk about that a lot and we’re pinching ourselves. I mean, how often can someone say, in two and a half days, we bettered a month’s worth of sales, which was 4,000% higher than the year before. I mean, and the phone’s blowing up. I mean, it’s- Now, obviously, you’re, obviously, Deborah is paying us, Devin, to say that. So we’ll go to a more reasonable person. Juliana, how would you describe it? Because there’s somebody out there right now who believes that they don’t qualify for success. That’s what I hear all the time and I grew up poor and I’ll never forget what it was like to be poor and so I never want anybody to think they don’t qualify. We have scholarship options to make it work for people. What would you say to somebody on the outside of the website right now listening to this show and they’re like I don’t know if it’ll work for me. What would you say? Don’t be afraid and don’t be afraid to admit where you are now because honestly it was really when we did our assessment with you Clay we were like, well, we’re doing this much a month and that’s embarrassing and we’re doing this one, you know, and, and we didn’t think we would qualify. I mean, we, we did it. And I think to really understand your heart for people and your heart for excellence for people and, um, like mom said, you know, I, I think I’ve told you this before, but, um, there’s, it was absolutely uncanny to the point that, uh, at one point we had just like a connection, an additional connection with you and that morning and then that afternoon, one of our biggest influencers mentioned us in her broadcast. And so literally you carry so much momentum. So I would say to anybody out there that’s considering doing this, to give it a shot, to just go for it. And honestly, just look at your budget and take out the things that you just that are unnecessary so that you can afford to do this business coaching because what you’re getting is absolutely outrageous and for whatever it’s worth I was even able to text Andrew multiple times we’re like panicked going ah the website’s down or the website’s blah blah blah and he’s like we’re on it we’re good we got it we got it done handled it and it was just like oh my gosh just to feel like we could trust fall with you guys when it is not my, none of this is my skill set. None of it. Right. It’s all uncomfortable. And to know that you have a well-oiled machine that we can go, oh, can we just come into that and just go, yes, I’ll take your assistance. It’s just, it’s incredible. It’s been absolutely outrageous. And we look back and we laugh, but right now we are in a rocket ship. Yeah. And we’re just going, Oh gosh, we’re going to have to, it is such a beautiful way. It’s like, I think we’re going to have to hire more people. And I think we’re going to actually have to work, like literally have crews work around the clock for a full moment. And you know, then we’re going to do this and we’re going to do that. And then we may have to go there. We may have to get more, you know, more storage units. We have to do whatever. And it’s just, we’re to that fun part, but it’s also managing growth. But what I, what I love is that we can still even ask you, hey, where we are right now. Is it wise to do this or should we stay here? And it’s incredible, it’s been wonderful. My favorite part, and then I’ll let you guys go. I love it when it’s overwhelming, you’re out of office space and everybody’s selling something. That to me is the most exciting part where people begin to share a desk, they share a chair. It gets socially awkward because you’re desk. You recognize that a box of product has become your desk, you recognize that you’re taking notes on boxes, and that’s exciting stuff. That’s where you can’t find your wallet because everything’s being shipped in and out. That’s an exciting place to be. So I encourage everybody, check out the Give a Derm product today for anybody out there. And don’t not do it because I’m endorsing it. Check it out. Giveaderm.com. Go there, Giveaderm.com. Check it out there. And then the final question is, how do we accurately pronounce your last name? Could you spell your last name? It’s G-R-I-M-N-E-S. So someone’s going, Grimness. Grimms? Grimes? That’s it! You got it the first time! If you add an S, you will pronounce it correctly. Yeah. So think of it, my dad would say, think of it as, like, don’t say this, dad. He’s like, think of it as like the grimness of the situation. I’m like, dad, that’s not good. Don’t say that. No, no, no. Don’t! It’s good. No, bye! Like, anyway. Thank you, Team Grimness. Have a great day. You guys are doing a great job. Thank you. Thank you. It’s been an honor. We’ll talk to you soon. Bye-bye. Hi, I’m Ryan Wimpy. And I’m Rachel Wimpy. And the name of our business is Kip Top Kee Nights. Our business is a dog training business. We help people with behavioral issues and teach their dog how to listen. When I was learning to become a dog trainer, we didn’t learn anything about internet marketing or advertising or anything at all. Just dog training. And that’s what’s so great about working with Clay and his team because they do it all for us. So that we can focus on our passion and that’s training dogs. Clay and his team here, they’re so enthusiastic, their energy is off the charts. Never a dull moment. They’re a threat. We’ve been working with Clay and his team for the last five months, two of which have been our biggest months ever. One, our biggest gross by 35%. Clay’s helps us make anything from brochures to stickers, new business cards, new logos, scripts for phones, scripts for email, scripts for text messages, scripting for everything. How I would describe the weekly meetings with Clay and his team are awesome. They’re so effective. It’s worth every minute. Things get done. We’ll ask for things like different flyers and they’re done before our hour is up. So it’s just awesome, extremely effective. If you don’t use Clay and his team, you’re probably going to be pulling your hair out, or you’re going to spend half of your time trying to figure out the online marketing game and producing your own flyers and marketing materials, print materials, all this stuff like that. You’re really losing a lot as far as lost productivity and lost time. Not having a professional do it has a real sense of urgency and actually knows what they’re doing when you already have something that’s your core focus that you already know how to do. You would also be missing out with all the time and financial freedom that you would have working with Clay and his team. We would recommend Clay and his team to other business owners because they need to be working on their business, not just trying to figure out the online game, which is complex and changing daily. So, no one has a marketing team, too. Most people don’t. They can’t afford one. And their local web guy or local person that they know probably can’t do everything that a whole team and a whole floor of people can do in hours and not just weeks or months. There is a definite sense of urgency with Clay and his team. I used to have to ride other web people, I mean really ride them to get stuff done and stuff is done so fast here and people, there’s a real sense of urgency to get it done. All right, folks, on part one of today’s show, we focused on how to grow your company, which is great. However, the key to building a sustainably profitable company is you need to focus on how much you have, how much you get to keep, not just how much you make. How much do you actually get to keep? And one of the biggest expenses that’s a line item that every business owner pays for is credit card processing. So on today’s show, we’re joined with Tyler, the long-time credit card processing service of choice that I’ve used for many, many years. And he’s here to share with you how he can help you save a lot of money. So without any further ado, Tyler, welcome on to the show. How are you, sir? I’m great, Clay. Thanks for having me. Hey, awesome. Well, I want to ask, what is the website people can go to if they want to verify that you in fact are a real person? Yeah, www.integratedpaymentservices.com. Okay, so Integratedpaymentservices.com. Okay, so I’m gonna pull up. That’s us right there. Integratedpaymentservices.com. So for anybody out there that’s not familiar with you, what exactly do you do and how can you save our listeners money? Yeah, so we set businesses up to accept credit card as a form of payment. And we do that in any way that you can think of accepting a card, whether that’s in person, whether it’s through a website, maybe it’s integrated into a software, maybe it’s through a virtual terminal where they’re taking a lot of payments over the phone, maybe they’re sending out invoices with links, really any way that you can think of capturing a payment through credit card or even ACH, we set businesses up to do that. Whether they are a new business and looking to do it, or they’re a current business and looking to maybe lower what they’re paying now. Now, what I’ve found is that every time I’ve sent somebody to you, and I’ve referred a lot of people to you over the years, everybody that I’ve sent to you has told me that on average, they’re saving just thousands and thousands of dollars per year. So how is it possible that you guys are saving the average business owner thousands of dollars? Well, it’s because we’re not exclusive with any one processor. And the way that we do that is just, you know, we see ourselves as wanting to price our customers as low as possible and have their business for many, many years. For a lot of processors, we’ll, you know, maybe price them a certain way and they make their money in a few months and if they lose the customer, they don’t care. That’s not our philosophy. To give you an example, a statement last night I reviewed of a customer, they sent it to me, I’m about to have a call with him in about an hour, we’re going to save him about $2,000 a month. So again, I mean you said $2,000 a month? Yeah, $24,000 a year. Really? And so what does the process look like if somebody wants to compare rates with you? What’s step one, step two, step three? Yeah, so step one, obviously, we have a phone conversation. We talk about, you know, their needs as far as how they process the transactions. You know, maybe they’re not doing things as efficiently as they could. We see if maybe we have a product that could help them. Then what we do is we get them to, you know, send us one or two of their previous month processing statements. We put together a comparison. Everything looks good. They love the savings and they were ready to move forward. It takes about two days. That whole process and that whole first phone call takes about five to 10 minutes. So. Okay, so again, folks. Pretty simple process. We’ve created a landing page here, thrivetimeshow.com forward slash credit card. When you fill out the form, the form goes directly to Tyler and his team and they’ll take care of you. But again, step one, fill out the form. Step two, they’ll give you a call. And again, on average, you know, I’m finding that the clients I’ve sent your way are telling me they’re saving $3,000, $4,000 a year off of their credit card processing costs. And again, but there are people that you’re saying that some people you’re able to save thousands of dollars per month. Oh, yeah. Yeah. It just depends on the customer and how they’re priced. It’s, you know, it’s, it’s, it’s funny, not funny, but a lot of people don’t look at their statements close enough. And a lot of these processors start adding in fees and adding in different services that they didn’t even know that they were paying for that we can go in and just you know eliminate What is the the biggest question that people ask you when they fill out the form? I thought a question for you is you know when people reach out to you talk to people Every single day that are looking to reduce the amount of money they’re spending on credit card fees What’s the question everybody asks you that I’m not asking you today? Well, I mean, the first question they ask, you already asked, is, you know, how do we, how are we able to save them money? The second question is usually, why should we use you? And you know, my answer to that is because we do what we say we’re going to do. I mean, I know we’ve done business with you for years, but whenever there’s an issue, our company, we answer our phones. Whenever you have a problem, we answer our phones. We don’t have any contracts and what we say we’re going to do, we do. We don’t ever raise your rates. How we price you from the beginning is how you’ll be priced for the entire time that you do business with IPS. Well, I can just tell you folks, I’ve had an opportunity to work with you for years and years and I’m very happy with the results that you guys provide. And again, we’ve put a landing page together because people ask me all the time, Clay, who do you recommend for credit card processing? So check it out, folks. It’s Thrivetimeshow.com forward slash credit dash card. I would argue that this conversation would save you an average of over $3,000 a year. But again, some people are saving thousands of dollars a month. Tyler, thank you for your time, sir. And we’ll talk to you next week. That sounds great, Clay. Have a great week. Take care, brother. Bye. JT, do you know what time it is? 4.10. It’s TiVo time in Tulsa, Russia, baby. Tim Tebow is coming to Tulsa, Oklahoma, June 27 and 28. We’ve been doing business conferences here since 2005. I’ve been hosting business conferences since 2005. What year were you born? 1995. Dude, I’ve been hosting business conferences since you were 10 years old, but I’ve never had the two-time Heisman Award winning Tim Tebow come present. And a lot of people, if they 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’s going to teach us how he organizes his day, how he organizes his life, how he’s proactive with his faith, his family, his finances. He’s 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 $100 million net worth. Wow. Who’ll be presenting. Now, we’ve had a couple of presenters that have had a billion dollar net worth in some 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 $100 million net worth in the service business. It’s the yacht-driving, multi-state living guru of franchising. Peter Taunton will be in the house. This is the founder of Snap Fitness, the guy behind Nine Round Boxing. He’s going to be here in Tulsa, Russia, Oklahoma, June 27 and 28. JT, why should everybody want to hear what Peter Taunton has to say? Oh, because he’s incredible. He’s just a fountain of knowledge. He is awesome. He’s inspired me listening to him talk and not only that he also has he practices what he teaches. So he’s a real teacher. He’s not a fake teacher like business school teachers. So you got to come learn from him. Also, let me tell you this folks. I don’t get this wrong because if I get it wrong, someone’s gonna say you screwed that up, buddy. So Michael Levine, this is Michael Levine. He’s going to be coming. You say, who’s Michael Levine? I don’t get this wrong. This is the PR consultant of choice for Michael Jackson, for Prince, for Nike, for Charlton Heston, for Nancy Kerrigan. 34 Grammy Award winners, 43 New York Times bestselling authors he’s represented, including pretty much everybody you know who’s been a super celebrity. This is Michael Levine, a good friend of mine. He’s going to come and talk to you about personal branding and the mindset needed to be super successful. The lineup will continue to grow. We have hit Christian reporting artist Colton Dixon in the house. Now people say, Colton Dixon’s in the house? Yes, Colton Dixon’s in the house. So if you like top 40 Christian music, Colton Dixon’s going to be in the house performing. The lineup will continue to grow each and every day. We’re going to add more and more speakers to this all-star lineup, but I encourage everybody out there today, get those tickets today. Go to Thrivetimeshow.com. Again, that’s Thrivetimeshow.com. And some people might be saying, well, how do I do it? 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. 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 inheritance from parents, anything like that. I had to work for it and I am super grateful I came to a business conference. That’s actually how I met you, met Peter Taunton, I met all these people. So if you’re out there today and you want to come to our workshop, again, you just got to go to Thrivetimeshow.com. You might say, well, when’s it going to be? June 27th and 28th. You might say, well, who’s speaking? We already covered that. You might say, where’s it going to be? It’s going to be in Tulsa, Russia, Oklahoma. I suppose it’s Tulsa, Russia. I’m really trying to rebrand Tulsa as Tulsa, Russia, sort of like the Jerusalem of America. But if you type in Thrive Time Show and Jinx, you can get a sneak peek or a look at our office facility. This is what it looks like. This is where you’re headed. It’s going to be a blasty blast. You can look inside, see the facility. We’re going to have hundreds of entrepreneurs here. It is going to be packed. Now, for this particular event, folks, the seating is always limited because my facility isn’t a limitless convention center. You’re coming to my actual home office and so it’s going to be packed. So when? June 27th to 28th. Who? You! You’re going to come. Who? You! I’m talking to you. You can get your tickets right now at thrivetimeshow.com and again you can name your price. We tell people it’s $250 or whatever price you can afford and we do have some select VIP tickets which gives you an access to meet some of the speakers and those sorts of things and those tickets are $500. It’s a two-day interactive business workshop, over 20 hours of business training. We’re going to give you a copy of my newest book, The Millionaire’s Guide to Becoming Sustainably Rich. You’re going to leave with a workbook. You’re going to leave with everything you need to know to start and grow a super successful company. It’s practical, it’s actionable, and it’s TiVo time right here in Tulsa, Russia. Get those tickets today at Thrivetimeshow.com. Again, that’s Thrivetimeshow.com. Hello, I’m Michael Levine, and I’m talking to you right now from the center of Hollywood, California where I have represented over the last 35 years 58 Academy Award winners, 34 Grammy Award winners, 43 New York Times bestsellers. 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 on. Have I told you this? You have not told me that. He’s coming all the way from Puerto Rico. This is John Lee Dumas, the host of the chart-topping EOFire.com podcast. He’s absolutely a living legend. This guy started a podcast after wrapping up his service in the United States military and he started recording this podcast daily in his home to the point where he started interviewing big-time folks like Gary Vaynerchuk, like Tony Robbins, and he just kept interviewing bigger and bigger names, putting out shows day after day, and now he is the legendary host of the EO Fire podcast and he’s traveling all the way from Puerto Rico to Tulsa Oklahoma to attend the in-person June 27th and 28th live time show two-day interactive business workshop if you’re out there today folks you’ve ever wanted to grow a podcast a broadcast you want to get in you want to improve your marketing if you’ve ever wanted to improve your marketing your branding if you’ve ever wanted to increase your sales, you want to come to the two-day interactive June 27th and 28th Thrive Time Show Business Workshop featuring Tim Tebow, Michael Levine, John Lee Dumas, and countless big-time, super successful entrepreneurs. It’s going to be life-changing. Get your tickets right now at thrivetimeshow.com. James, what website is that? ThriveTimeshow.com. James, one more time, a little more enthusiastic. ThriveTimeshow.com Shining, everything rides on tonight Even if I got three strikes, I’ma go for it This moment, we own it, ay I’m not to be played with because it could get dangerous See, these people I ride with This moment, we own it moment. Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business workshops because we teach you what you need to know to grow. You can learn the proven 13-point business system that Dr. Zellner and I have used over and over to start and grow successful companies. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re gonna teach you how to fix your conversion rate. We’re gonna teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days, you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big, get rich quick, walk on hot coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, but I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert, Zellner and Associates. Look them up and say, are they successful because they’re geniuses? Or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s gonna be the best business workshop ever, and we’re gonna give you your money back if you don’t love it. We’ve built this facility for you, and we’re excited to see it. And now you may be thinking, what does it actually cost to attend an in-person two-day interactive Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money, so if you’re out there today and you want to attend our in-person two-day interactive business workshop, all you got to do is go to thrivetimeshow.com to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for you. I learned at the Academy, Kings Point in New York, octa non verba. Watch what a person does, not what they say. Whoa! Good morning, good morning, good morning. Harvey Kiyosaki, The Rich Dad Radio Show. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re close, but they’re completely different worlds. And I have a special guest today. 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 Mr. Clay Clark is a friend of a good friend, Eric Trump. But we’re also talking about money, bricks, and how screwed up the world can get in a few and a half hour. So Clay Clark is a very intelligent man, and there’s so many ways we could take this thing. But I thought since you and Eric are close, Trump, what were you saying about what Trump can’t what Donald who is my age and I can say or cannot say. Well I have to first of all I have to honor you sir. I want to show you what I did to one of your books here. There’s a guy named Jeremy Thorne who was my boss at the time. I was 19 years old working at Faith Highway. I had a job at Applebee’s Target and DirecTV and he said have you read this book Rich Dad Poor Dad. And I said no. And my father may he rest in peace. He didn’t know these financial principles. So I started reading all of your books and really devouring your books. And I went from being an employee to self-employed, to the business owner, to the investor. And I owe a lot of that to you. And I just 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 wanna tell you, thank you, sir, for changing my life. Well, not only that, Clay, you know, thank you, but you’ve become an influencer. You know more than anything else you’ve evolved into an influencer where your word has more and more power. So that’s why I congratulate you on becoming. Because as you know there’s a lot of fake influencers out there or bad influencers. Yeah. Anyway I’m glad you and I agree so much and thanks for reading my books. Yeah. That’s the greatest thrill for me today, not thrill, but recognition, is when people, young men especially, come up and say, I read your book, changed my life, I’m doing this, I’m doing this, I’m doing this. I learned at the Academy, at King’s Point in New York, acta non verba. Watch what a person does, not what they say. Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I went to a small private liberal arts college and got a degree in business. And I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked as a very good business goal. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place. Having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls, figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super. It’s just very cool. The atmosphere is cool. The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. Once I saw what they were doing, I knew I had to get here at the conference. This is probably the best conference or seminar I’ve ever been to in over 30 years of business. You’re not bored. You’re awake, 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 aspects in your life and just really implementing it and sticking with the program. It’s really lively, they’re 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. The biggest takeaways are 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. 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 super fun, it’s super motivating. I’ve been here before, but I’m back again because it motivates me. Your competition’s gonna 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 wanna give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just wanna 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 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 team and by team I mean between another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from four to fourteen and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman, so we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to ten locations in only a year. In October 2016, we grew us 13 grams 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 wanna thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. If you decide to not attend the ThriveCon workshop, you’re missing out on a great opportunity. The atmosphere at Clay’s office is very lively. You can feel the energy as soon as you walk through the door and it really got me and my team very excited. If you decide not to come, you’re missing out on an opportunity to grow your business, bottom line. 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. The play really teaches you how to navigate through those things and not only find freedom but find your purpose in your business and find the purposes for all those other people that directly affect your business as well. Everybody. Everybody. Everybody. Everyone. Everyone needs to attend the conference because you get an opportunity to see that it’s real. Go back eight years ago. Think about the number of clients you had back then versus the number of clients you have now. As a percentage, what has been the growth over the past eight years, do you think? We’ve got to inspire somebody out there who just doesn’t have the time to listen to their calls. Okay, so Clay, it’s like I would go up and down from about $10,000 a month up to about $40,000, but it was an up and down roller coaster. So now we’ve got it to where we’re in excess of 100 clients. That’s awesome. So I would have anywhere from 5 clients to 20 clients on my own with networking, but I had no control over it. Without the systems, you’re going to be victimized by your own business. For somebody out there who struggles with math, if you would say that your average number of clients was 30 and you go to 100, as a percentage, what is that? I have doubled every year since working with you. So I’ve doubled in clients. I’ve doubled in revenue every year. It’s 100% growth every year I’ve worked. Now so I’m looking, we’ve been good friends seven eight years and I’ve got doubled five times. Which is just incredible. I mean the first time you do it that’s one thing but when you do it repeatedly, yeah I mean that’s unbelievable. We’re working our blessed assurance off this year to double. We’re planning on doubling again. We’re incorporating new, some new things in there to really help us do it, but we are going to double again this year. I started coaching, but it would go up and down, Clay. That’s when I came to you, as I was going up and down, and I wanted to go up and up instead of up and down. And so that’s when it needed a system. So creating a system is you have nailed down specific steps that you’re going to take, no matter how you feel, no matter the results, you lean into them and you do them regardless of what’s happening. You lean into them and it will give you X number of leads. You follow up with those leads, it turns into sales. Well I tell you, if you don’t have a script and you don’t have a system, then every day is a whole new creation. You’re creating a lot of energy just to figure out what are you going to do. And the best executives, Peter Drucker is a father of modern management, he said, the most effective executives make one decision a year. What you do is you make a decision, what is your system, and then you work like the Dickens to make sure you follow that system. And so that’s really what it’s all about. So with a script here, we have a brand new gal that just came in working for us. She nailed down the script and she’s been nailing down appointments. Usually we try to get one appointment for every 100 calls. We make 200 to 300 calls a day per rep. And she’s been nailing down five and eight appointments a day on that script. So she’s making how many calls a day? She’s making between 200 and 300 calls a day. And our relationship is weird in that we do, if someone were to buy an Apple computer today, and or let’s say you buy a personal computer, a PC, the computer is made by, let’s say, Dell. But then the software. That’s kind of how I would describe our relationship. Tim, I want to ask you this. You and I reconnected, I think it was in the year 2000 and, what was it, maybe 2010? Is that right? 2011 maybe? Or maybe further down the road. Maybe 2013? 2012. Okay, so 2012. And at that time I was five years removed from the DJ business. And you were how many years removed from tax and accounting software? It was about 10, 11 years. We met, how did we meet? What was the first interaction? There was some interaction where you and I first connected. I just remember that somehow you and I went to Hideaway Pizza. But do you remember when we first reconnected? Yeah, well we had that speaking thing. Oh, there it was. So it’s Victory Christian Center. I was speaking there. My name is Robert Redman. I actually first met Clay almost three years ago to the day. I don’t know if he remembers it or not, but I wasn’t working with him at the time. I asked to see him and just ask him some questions to help direct my life, to get some mentorship, but I’ve been working with Clay for now just over a year. The role I play here is a business coach, business consultant. I work with different businesses implementing best practice processes and systems that I have learned here by working with Clay. And the experience working here has, to put it real plainly, has been just life-changing. I have not only learned new things and have gained new knowledge, but I have gained a whole new mindset that I believe wherever I end up will serve me well throughout the rest of my life. Since working with Clay, I have learned so much. I mean, I would like to say it was everything about business in terms of the different categories. I haven’t learned it all, but I’ve learned all about marketing. I’ve learned about advertising. I’ve learned about branding, I’ve learned how to create a sales process for organizations in any industry, I’ve learned how to sell, I’ve learned how to create repeatable systems and processes and hold people accountable, you know, how to hire people. It’s almost like every aspect of a business you can learn, I have learned a lot in those different categories. And then, again, the mindset that I’ve gained here has been huge. Working here, you can’t be a mediocre person. You are a call to a higher standard of excellence, and then as you’re called to that standard here, you begin to see those outcomes in every area of your life. That standard of excellence that you want to implement no matter what you’re involved in. I would like to describe the other people that work with Clay are people that are going somewhere with their life. Marshall and the group interview talks about how you know the best fits for this organization are the people that that are goal-oriented. So they’re on their own trajectory, and we’re on our own trajectory. And the best fits are those people where there can be a mutually beneficial relationship, that as we pursue our goals, and we help the business pursue those goals, the business helps us pursue our goals as well. And so I’d say people that are driven, people that want to make something of their lives, people that are goal-oriented, they’re focused, and they’re committed to overcoming any adversity that may come their way. Clay’s passion for helping business owners grow their businesses is, it’s unique in that, I don’t know if there’s anyone else that can be as passionate. You know, whenever a business starts working with Clay, it’s almost as like Clay is running that business in the sense that he has something at stake. You know, he’s just serving them. They’re one of his clients, but it’s as if he is actively involved in the business. Whenever they have a win, he’s posting it all over his social media. He’s shouting it across the room here at Thrive. You know, he’s sending people encouraging messages. He can kind of be that life coach and business coach in terms of being that a motivator and that champion for people’s businesses. It’s again unique because there’s no one else I’ve seen get so excited about and passionate about other people’s businesses. The kind of people that wouldn’t like working with Clay are people that are satisfied with mediocrity, people that want to get through life by just doing enough, by just getting by, people who are not looking to develop themselves, people who are not coachable, people who think that they know it all and they’re unwilling to change. I would say those are the type of people, and in short, anyone that’s content with mediocrity would not like working with Clay. So if you’re meeting Clay for the first time, the advice I’d give you is definitely come ready to take tons of notes. Every time Clay speaks, he gives you a wealth of knowledge that you don’t want to miss. I remember the first time that I met Clay, I literally carried a notebook with me all around. I was looking at this notebook the other day, actually. I carried a notebook with me all around, and I just took tons of notes. I filled the entire notebook in about three or four months, just from being around Clay, following him and learning from him. And then I would say, come coachable. Be open to learning something new. Be open to challenging yourself. Be open to And then I would say, come coachable. Be open to learning something new. Be open to challenging yourself. Be open to learning and adjusting parts about you that need to be adjusted.